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Business Stimulus Program


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These days, you need every recession-proofing idea to thrive in this economy.Learn how companies using CRM effectively can outperform those that don’t by 44%.

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Business Stimulus Program

  1. 1. Business Stimulus Program: Take Action to Thrive in this Economy Angie Hirata Worldwide Director, Marketing & Business Development
  2. 2. Welcome to Your Business Stimulus Program Confidential Information
  3. 3. Revenue Per Employee: Companies Using CRM Outperform by 44% Source: AMI-Partners, 2007 Confidential Information
  4. 4. Why are you here today? 1. Not using a CRM system and want to see if it can improve my business 2. Have a CRM system, but not using it effectively Confidential Information
  5. 5. Start by Asking Yourself… How is the economy affecting your business? Is it different than “business as usual”? What are 3 key areas of your business that you can improve to maintain and grow your top & bottom line? For example: i. Customer satisfaction & loyalty ii. Incremental revenue from customers iii. Improve win ratio against competitors iv. Increase response on marketing campaigns v. Increase qualified leads vi. Improve channel performance vii. Significantly improve staff productivity and output Confidential Information
  6. 6. Then Set Your Goals, Monitor Progress: Dashboards, Alerts, Reports Specific, measureable Health check = Dashboards Critical issues = Alerts Detailed info = Reports Confidential Information
  7. 7. Be in the Driver’s Seat of Your Business… Dashboard: ongoing monitoring: speedometer, odometer Alerts: notifications that require action: maintenance, low oil, low gas, door ajar Reports: detailed information: mechanic diagnostic reports Confidential Information
  8. 8. Example 1: Customer Loyalty & Revenue Why? Because your customers are more likely to spend with you than new prospects How? Improve customer service Marketing more effectively back to customers Measured by: Resolution to customer issues within X hours/days Additional revenue from customers Alerted in real-time for: Service cases (from key customers) overdue Customer deals at 75% in sales cycle Confidential Information
  9. 9. Example 2: Increase Wins with New Prospects Why? Can’t grow business on existing customers alone; Finite # of leads How? Increase # qualified leads (prospect nurturing) Improve win ratio Measured by: # Qualified leads Win/loss ratios (based on competitor, rep or other) Alerted in real-time for: Leads not followed up New deals entered for X$ against X competitor Confidential Information
  10. 10. 3 Requirements to Stimulating Your Business Confidential Information
  11. 11. Case: Production Automation Manufacturer Background: Market: Production Automation solutions for Manufacturers Sales cycle: 2 weeks to 5 years Business Goal: Improve customer service & loyalty Improve sales win ratios Business Challenges: No access to central customer information or issues Manual compiling of Excel spreadsheets for sales reports Inability to understand customer profitability, sales rep performance weaknesses, win/loss Confidential Information
  12. 12. Case Solution: Production Automation Manufacturer Consolidated accounts, sales deals/forecasts, and service cases into central system Enabled account managers to see status of service cases before meeting with clients Migrated former Excel templates into CRM system for sales deal tracking Enabled managers to see information to: Pipeline reports for revenue per month by various criteria to see ]underperforming areas of business by region, product sales rep and more. Understand sales cycles by rep from inception to close Provide sales coaching to improve sales cycle management Confidential Information
  13. 13. Case Solution: Production Automation Manufacturer Confidential Information
  14. 14. Case Solution: Production Automation Manufacturer Confidential Information
  15. 15. Case Solution: Production Automation Manufacturer Confidential Information
  16. 16. Case Results Improved management insight into sales performance Enabled managers to identify critical areas for coaching Enabled sales staff insight into service issues Improved service case resolution by improving efficiencies and visibility into status of cases Improved sales win ratios by understanding competitors, identifying sales process improvement opportunities Increased sales by identifying & focusing on most profitable products and customers Confidential Information
  17. 17. Other Examples to Stimulate your Business
  18. 18. Maximizer Mobile CRM Accounts & Leads: • Notes Sales & Service: • Profile • Sales forecasts • Log Calls, Emails • Service cases • Maps • Tasks • Calendar • Store data on • Mobile device Dashboard • Synchronize • Document wirelessly Library • Real-time look- • Integrated with ups BlackBerry Confidential Information
  19. 19. Dashboards Confidential Information
  20. 20. Alert Email: •Leads not followed-up (example) • Lead details • Sales rep assigned • Date lead entered • # of days since follow- up Confidential Information
  21. 21. Thank you! Angie Hirata Worldwide Director, Marketing & Business Development Find Us on: Twitter | YouTube | Blogs 1-800-804-6299 Confidential Information