CRM at Hi-tech Startups How to use CRM in marketing topics Know what you want and where you are! Goals - Perspectives – Mission Procedures and instructions (Sales and Satisfaction) Identify business risks Key performance indicators (KPI) Management dashboard Matching advertising requirements with product technology level

1. CRM
at Hi-tech Startups
How to use CRM in marketing
Ehsan Ebrahimi
CRM administrator at Sarv oil & gas company
Section 1
May 2020

2. Key Word
Customer analysis
Advantage
Content production
If we don't have guaranteed sales, we will not have cash flow
If we don't have loyal customers, we don't have "guaranteed sales".
If the customer is not analyzed, we will not have a "loyal customer".
If we don't have a customer satisfaction system, we will not have "customer analysis".
If we don't have a customer, we won't have a "customer satisfaction system".
If we don't sell, we won't have a "customer".
If we don't have the sales advantage, we will not have "sales".
If we are not attractive, we will not have the "sales advantage".
If we don't have ads, there is no “attractive sales".
If we don’t content production, we will not have the "advertising content".
Customer relationship management
Marketing
public relations
Steps to Success Business
CRM at Hi-tech
Startups
How to use CRM in marketing?
Ehsan Ebrahimi

3.  Know what you want and where you are!
 Goals - Perspectives – Mission
 Procedures and instructions (Sales and Satisfaction)
 Identify business risks
 Key performance indicators (KPI)
 Management dashboard
 Matching advertising requirements with product technology level
Primary Requirements
CRM at Hi-tech
Startups
How to use CRM in marketing?
Ehsan Ebrahimi

4. Show all the necessary parameters about a production/service
order, and their relationship
managerial dashboard
Remaining Time on Contract
Amount of Goods/Services Remaining
Penalties
Brand Distortion Cost
Deadlines
Warranty Cost
CRM at Hi-tech
Startups
How to use CRM in marketing?
Ehsan EbrahimiCost of customer effort

5. Customer segmentation
Weighted Customer segmentation based on:
Geographical location
Purchase rate
Centrality
Loyalty
Then;
Performance Measurement based on Salas's KPIs
Measure sales performance in each region relative to competitors
CRM at Hi-tech
Startups
How to use CRM in marketing?
Ehsan EbrahimiQuality and quantity of customer relationship weighted index

6. Salas's KPIs
1. Product and service sales growth rate
2. Sales growth index
3. Cost-to-sales ratio
4. Success rate of market share
5. The number of new customers attracted
6. Churn Rate Index
7. Repeat sales
8. Analysis of failure in market tenders based on Pareto chart
9. Sales productivity index
10. Quality and quantity of customer relationship weighted index (new)
11. The level of customer satisfaction indicators
12. The rate of speed index in responding to customer complaints
13. Receipt of receivables
14. Sales productivity index
15. Improving outstanding performance indicators
CRM at Hi-tech
Startups
How to use CRM in marketing?
Ehsan Ebrahimi

7. Ehsan Ebrahimi
CRM administrator at Sarv oil & gas company