Insights Success has listed “The 10 Best Enterprise CRM Solution Providers, 2018” which are changing the market with their innovative products and service offerings. Featuring as the cover story is Targetbase, which is a part of Diversified Agency Services, a division of Omnicom Group Inc., a leading global marketing and corporate communications company.
Horngren’s Cost Accounting A Managerial Emphasis, Canadian 9th edition soluti...
The 10 best enterprise CRM solution providers 2018
1. CRMSolution Providers
The
Best Enterprise
2018
10
March 2018
www.insightssuccess.com
Targetbase Putting Customer
Intelligence at the Core
Solution Providers
10
The
Best Enterprise
CRM2018
Backend-As-A-Service for
Payments-As-A-Service
Industry Insider
Emerging Technologies:
A Revolution with Challenges
Tech Evolution
Mark Wright
President & CEO
2.
3.
4. CRM: Helping
Organizations
Since its Origin
RM software has numerous benefits to small businesses. It can save a lot of time when it comes to
Ccustomer communications, to can also offer personalized communications for different customers.
However, choosing the right CRM is not an easy job. A business must choose such a CRM which can help
it to grow and meet all its needs.
So, now comes the question, do we really need CRM? and the answer is a big yes! Without the ability to
accurately track and manage sales and marketing campaigns, an organization can’t nurture its leads and
optimize its sales pipeline. A single lead can be a particular person or business that can have the potential
to business, perhaps which can be a biggest customer ever. So, maintaining a consistent lead management
is very critical part of a company’s sales pipeline.
CRM applications provide a comprehensive picture of leads. The main advantage of data driven lead
management is much stronger sales and marketing productivity and a much more streamlined and
controlled sales pipeline.
CRM software automates the process of managing, tracking, marketing and selling to new and existing
clients. It also helps to create, track, and manage marketing campaigns effectively. Be it email marketing,
social media campaigns or outbound calls, CRM automates the process and provides data riven reports.
CRM stores all the data of the leads creates lead reports that eventually shows the components that makes
up leads and how leads can be best fit for a sales pipeline. CRM solutions also allow its users to customize
lead reports, all the while providing clients with automated, end-to-end lead tracking designed to manage
Editor’s Note
5. leads accurately through a sales pipeline. One can even automate the follow up activities for much
better efficiency in cultivating and nurturing lead relationships.
CRM solutions also drive employee productivity and knowledge exchange with social style
collaborative tools, including peer to peer learning and employee engagement. Mobile access, which
is an increasingly critical functionality in business productivity software grants a team round the
clock access to vital customer information.
So, by keeping all these in mind in this issue Insights Success has listed “The 10 Best Enterprise
CRM Solution Providers, 2018” which are changing the market with their innovative products and
service offerings.
Featuring as the cover story is Targetbase, which is a part of Diversified Agency Services, a division
of Omnicom Group Inc., a leading global marketing and corporate communications company.
Analec, a leading global financial technology company that empowers broker-dealers and banks to
their investment research and client servicing functions with greater efficiencies and better customer
engagement; Centra Technologies, is involved in delivering cutting-edge solutions to bring together
people and processes through effective, yet easy-to-use CRM and HCM software systems;
AgentCubed which is a lead distribution, and CRM software solution specifically designed for
health/life, Medicare, and P&C; Nippon Data Systems Ltd, is a provider of IT enabled business
solutions which provide our clients competitive business advantage. We partner with our customers
to deliver business solutions to their satisfaction and help them ’Live Your Enterprise Potential™’;
Point of Reference, is a pioneer in providing leading-edge customer reference management solutions
along with program consulting services, content development services, and supplemental staffing
services; Journey TEAM Technology Solutions which is a Microsoft Gold Certified Partner that
focuses on providing accounting, financial management, enterprise resource management, customer
relationship management, and e-business solutions; Complete XRM is Customer Relationship
Management solution provider that develops a suite of software products to evolve organizational
culture.
Also while flipping the pages of the magazine don’t forget to go through Industry Insight, Backend-
As-A-Service for Payments-As-A-Service by Eliad Saporta, Managing Director of Coriunder; Tech
Evolution, Emerging Technologies: A Revolution with Challenges by Kizzy M. Dominguez,
President of K. Parks Consulting, Inc. (KPC); Insider’s Perspective, How AI and Machine Learning
Transforming Human Lives by Rajiv Saran Sharma, CEO of Virgosys.
Happy reading!
Kaustav Roy
6. 08
Cover
Story
Industry Insider
DevOps - Bridging the
Gap between Dev and Ops
Tech Bytes
“Spatial Intelligence”,
Making Inroads into
Different Sectors
Targetbase:
Empowering and Streamlining
Operations Since Inception
CONTENT
16
24
36
44
Insider’s
Perspective
How AI and Machine
Learning Transforming
Human Lives
Tech Trends
The Digital Phase of Document
Management Solutions
Mentor’s Insights
Backend-As-A-Service for
Payments-As-A-Service
32
7. JourneyTEAM:
Microsoft’s Go-to-Partner for
Office 365, Dynamics 365,
and Power BI — in the Cloud.
Nippon Data System:
Spearheading a new wave
of Transformation in the CRM
Software Development Space
Complete XRM:
Building a Culture of
Productivity™
ANALEC:
Helping Clients Boost
Competitiveness and
Productivity
AgentCubed:
CRM Software Solution
Specifically Designed
for Insurance
Centra Technologies:
Facilitating Superior
Customer Service through
Centra CRM
Point of Reference:
Pioneer of Cutting-Edge Native
Salesforce Solutions for Customer
Reference Management
20
22
28
30
46
42
40
11. Targetbase
Putting Customer Intelligence at the Core
“We fuel our creative experts with
insights.Then,we design and
develop solutions that enable us to
create compelling experiences and
smarter interactions.”
12. onsumers are using
Ctechnology more than ever
before, and they generate an
ocean of data every day. Most brands
understand the importance of
collecting that data but lack an action
plan. However, just because data
exists does not mean an organization
needs it; deciding what data is
relevant, and how to leverage it for
business is the crucial factor.
This relevant, actionable business
intelligence is provided by a digital
CRM agency named Targetbase.
Targetbase is an expert at
understanding customers’ needs,
wants, desires and pain-points, and
delivering personalized marketing
programs at scale. It does this by
connecting data, insights, strategy,
and creativity into compelling and
intelligent experiences built on
modern, cloud-based marketing
platforms.
As a trusted partner to several
Fortune 500 clients, Targetbase is
relentlessly focused on delivering
value for its clients by solving
persistent business challenges. It is a
part of the Omnicom Group, a global
leader in advertising, marketing
services, specialty communications,
PR, interactive/digital media and
media purchasing services.
Groundbreaking Products and
Services
Today’s rapidly changing customer
preferences and behaviors, fueled by
a dynamic media and technology
landscape, can overwhelm marketing
teams with their complexity.
Targetbase offers an integrated suite
of products and services to help its
clients navigate this labyrinth, and to
activate simple and agile marketing
programs.
The company’s innovative products
and services have won many awards
and it has consistently rated as a
leader in customer engagement by
Forrester Research. Targetbase’s core
product and service offerings are
aligned across five disciplines:
Ÿ Data and Technology: One of the
pioneers in 1:1 marketing,
Targetbase has a strong heritage
in transforming massive, complex
and disconnected data sources
into a connected data engine to
mine insights and drive customer
experience (CX) design. Its
solution is cloud-first and built on
an open and flexible tech stack to
allow rapid integration and
deployment across any type of
client environment.
Ÿ Predictive Analytics: Most clients
come to Targetbase with a “data-
rich, insight-poor” challenge. The
organization solves this by
uncovering insights at a rapid
pace using interactive dashboards,
live reporting, advanced statistical
modeling, machine learning, deep
learning and AI techniques. Over
the last 3 years, Targetbase has
accelerated its analytical
techniques to blend both
structured and unstructured data
in real time to amplify its insight
gathering to keep pace with
changing business needs.
Ÿ CX Design: Armed with deep
insights and a true customer-level
understanding, Targetbase’s
strategists develop robust
customer experiences through
journey mapping,
communications planning and
messaging hierarchies that are
bespoke to every client need and
business challenge. It has also
developed a methodical approach
to evolve clients’ business
strategies through its Value
Creation Plans (VCPs) that
constantly challenge the status
quo to drive continuous growth.
Ÿ Digital Creative: Targetbase’s
award-winning creative team
brings these CX designs to life
through powerful and culturally
relevant communications that
drive the company’s content and
storytelling across all media
channels. It activates high-volume
and high-velocity marketing
programs that are intelligently
delivered across channels to drive
strong business results for clients.
Ÿ Agile Delivery: The company
takes pride in its ability to rapidly
launch and execute complex
client engagements in the market.
Targetbase’s experienced teams
across client service and delivery
disciplines are focused on
“With Targetbase,clients
no longer need to lose
sleep trying to wrap their
heads around
technology and data.
Instead,we focus them
on connecting
data—generating
intelligence,and
applying it to
the experience.”
Cover Story
13. Ÿ flawlessly and efficiently
executing its programs to achieve
optimal results.
The Passionate Leader
Mark Wright, started his career in
Direct Marketing with Harlequin
Enterprises.
For more than 25 years, Mark has
been using customer intelligence to
transform the way brands acquire,
retain, and grow customers by
understanding what it takes to engage
customers and motivate behavioral
change. He developed his skills at
some of the leading marketing
agencies in Canada - Rapp,
Wunderman, and McCann MRM -
before joining Targetbase as its
President and CEO.
Mark’s leadership has led to
Targetbase doubling its revenues. He
attributes his success to the talented
group of individuals in his
powerhouse leadership team, who are
able to identify opportunities,
innovate and ideate, problem-solve
and move the best possible talent
forward to help clients win.
Mark motivates, challenges the status
quo, inspires with enthusiasm and,
most of all, enjoys what he does.
The Foundation Stone
Targetbase is on a mission to make
marketing more useful to different
brands and to different consumers.
The organization truly believes that
by being personal and relevant,
brands can be more valuable to
consumers and vice versa.
In todays’ opt-in culture, brands that
adopt a mass-marketing approach in
lieu of delivering a data-driven,
personalized 1:1 experience will
struggle to keep their place – both in
their industry and in their customers’
hearts and minds.
Targetbase believes that to be a true
CRM agency, a company should be
able to retain its own clients longer
than the competition. It also invests
in cultivating long-standing client
relationships in an industry where
one-off projects and year-long
engagements are increasingly
common.
There are three differentiators that
sets Targetbase apart from other data-
driven marketing agencies.
Client-Centric Model: Targetbase
wraps its data, intelligence and
creative solutions with an
experienced client team that truly
understands its clients’ needs and
priorities and executes at a high-level
of precision. In addition to keeping
the focus on revenue and profit
growth that matters to most clients,
Targetbase helps its individual clients
and their teams achieve professional
growth goals. This sets it apart as a
trusted advisor and business partner
rather than merely being a marketing
services vendor.
Ÿ People-First Culture: To fulfill its
promise of a client-centric model,
Targetbase puts people first at its
agency. It understands that,
ultimately, talent and attitude
helps Targetbase win with its
clients. From resource planning to
career road-mapping to training
and coaching, the organization
always ensures that its employees
come first, while serving
Targetbase’s business in a prudent
manner. The organization believes
that one of the reasons for its long
client tenures is the length of
Targetbase’s employee tenures.
When employees on a team are
happy and free to purse their
growth goals, the organization
will inevitably see client
relationships grow and thrive as
well.
Ÿ Open Partnerships: Targetbase
has built a modern platform that
helps clients activate marketing
programs with great agility. The
organization’s modular, cloud-
based, open approach to
marketing technology helps it to
integrate and partner with a wide-
variety of first-, second-, third-
party data sources, DMPs, DSPs
and media platforms. Targetbase
has also adopted a ‘complement
not compete’ approach to
maximize existing technology
investments its clients have made,
and augment only the missing
elements to enable marketing
maximization.
Awards and Accolades
Targetbase’s work is always focused
on achieving results that matter to
“Intelligence tells us
things like where the
opportunities are to
drive business impact,
how a consumer
engages with the brand,
what their needs are,
what channels to
leverage, and how the
brand needs to respond
to meet the
consumer’s needs.”
14. “It’s not enough to simply
be present when
a consumer engages
with your brand.It’s
about using the
intelligence we’ve
uncovered to be extremely
relevant,and that
relevance is
different for each and
every consumer.”
Cover Story
clients. Not surprisingly, it has been recognized
for its excellence both by its clients and by
premier industry forums.
Some of the most notable accomplishments over
the past few years include the Honda Premier
Partner Award in 2016 and 2017. These awards
were established in 1998 to recognize suppliers
who embrace American Honda’s philosophy of
exceeding consumer expectations. Targetbase has
been recognized as a Premier Partner 14 times
over the past 17 years. The organization is proud
to have been selected from over 65,000 eligible
suppliers by American Honda Associates
nationwide.
“Targetbase makes us smarter. They know our
business and our customer as well as we do,” said
Director at the American Honda Motor company.
Additionally, the organization has won the 2016
and 2017 DTC Perspectives Agency Vanguard
Awards in the Healthcare vertical, the 2016 DTC
National Advertising Award for “Best Disease
Education digital/social campaign”, the 2015
advertising award for best customer support via
program or event, and the 2014 best CRM agency
awards.
15.
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17. Management BriefCompany Name
AgentCubed
agentcubed.com
Chad Hogan
Senior Vice President
A lead distribution, and CRM software solution specifically
designed for health/life, Medicare, and P&C.
Analec
analec.com
Indy Sarker
CEO
A leading global financial technology company that empowers
broker-dealers and banks to their investment research and client
servicing functions with greater efficiencies and better customer
engagement.
Centra Technologies
focussoftnet.com
Nisith Naik
CEO
Centra Technologies, is involved in delivering cutting-edge
solutions to bring together people and processes through
effective, yet easy-to-use CRM and HCM software systems
Complete XRM
planplusonline.com
Keith Norris
CEO & Founder
Complete XRM is Customer Relationship Management solution
provider that develops a suite of software products to evolve
organizational culture.
Today, small businesses around the globe leverage Hatchbuck
every day to generate more leads, win more customers, and
prevent golden opportunities from slipping through the cracks.
Journey TEAM Technology Solutions which is a Microsoft Gold
Certified Partner that focuses on providing accounting, financial
management, enterprise resource management, customer
relationship management, and e-business solutions.
A provider of IT enabled business solutions which provide our
clients competitive business advantage. We partner with our
customers to deliver business solutions to their satisfaction and
help them ‘Live Your Enterprise Potential™.
A pioneer in providing leading-edge customer reference
management solutions along with program consulting services,
content development services, and supplemental staffing
services.
Targetbase, is a part of Diversified Agency Services, a division
of Omnicom Group Inc., a leading global marketing and
corporate communications company.
edrone
edrone.me
Rahim Edrone
CEO & Founder
Helping to increase sales using ready-made scenarios that
meets most marketers’ expectations.
Hatchbuck
hatchbuck.com
Don Breckenridge
CEO
Journey TEAM
Technology Solutions
journeyteam.com
Brian Tenney
President & CEO
Nippon Data
Systems Ltd
nippondata.com
Harish Kumar Saraf
CEO & Founder
Point of Reference
point-of-reference.com
David Sroka
President & CEO
Targetbase
targetbase.com
Mark Wright
President & CEO
18. Mr. Rajiv Saran Sharma, CEO, Virgosys Software Private Limited.
Virgosys was started with the sole view to cater to elite customers who are looking
for bespoke solutions and have the vision to use custom built stuff. We also believed as
our customers grew we would follow the path with them, their requirements ever growing.
Started in 1994 as a true startup, Virgosys Software Pvt Ltd has grown from strength to strength
and serves clients worldwide. We offer a mix of products and services, we have a few premium
products viz Schookee – a premier ERP for educational institutions, ELMS a learning management
framework which can help impart any companies training requirements. Both products are flexible
to scale any enterprise requirement and functional requirements. Our core focus is to deliver
solutions in Web and mobile space in various verticals.
Rajiv with almost 24 years of experience, is always looking for opportunities to contribute to the
welfare of the society through his skills and capabilities.
About the Author:
March 201816
Insider’s Perspective
19. nnovation and technology has exploded over the
Ipast couple of years and India has seen the boom of
startups especially coming up leaps and bounds in
Bangalore, India. It has 35% of the startup share in India.
Well I am specifically going to be talking about Artificial
Intelligence or AI as it’s popularly known. AI and
machine learning are already driving innovation and
transformation. They are embedded in how we sift
through large volumes of data and content and how we
enhance, organize, connect, and deliver content and
information. They are the engines underlying many of
the products and services.
AI can be defined as “the capability of a machine to
imitate intelligent human behavior”. Huge amounts of
research is going in to imitate the human behavior and
use that information for various purposes from
Marketing Campaigns and understand your
purchasing/decision making patterns. This would be
disruptive in terms of new products which can then be
focused on a specific group of people and convinced
more easily to buy them.
Some of the advantages of AI:
Ÿ Error reduction
Ÿ Difficult exploration
Ÿ Daily Application
Ÿ Digital Assistants
Ÿ No breaks
Ÿ Increased Efficiency
Ÿ Reduced costs of training and operation
How AIand Machine
Learning Transforming
Human Lives
March 2018 17
20. Some examples of AI
Ÿ Virtual Personal Assistants
Ÿ Siri
Ÿ Tesla
Most of them are well known and used by most of us in
daily lives. How much they have impacted its up to us to
decide.
Sophia deserves a special mention, she is the first
humanoid robot created by Hanson Robotics, Alphabet
Inc and SingularityNET which powers her brains. Sophia
uses artificial intelligence, visual data processing and
facial recognition. Sophia also imitates human gestures
and facial expressions and is able to answer certain
questions and to make simple conversations on
predefined topics. This shows how AI has progressed to
create a robot that can behave like a human, have a
conversation and show facial reactions. Saudi Arabia has
granted her citizenship.
How AI will improve our lives in future:
ΠImproved Geriatric care: With the shortage of
medics and paramedics elder patient care has been a
pain point for most countries and governments. In
near future home robots would help in patient care
and help in monitoring their vital signs and
informing the hospital so proactive measures can be
taken allowing them lead a good life.
Automated Transport: Well all of us are aware of
the driverless cars testing going on and soon that big
stress would be taken off our shoulders allow us to
utilize that travel time in a more productive way.
Ž Cyborg: Humans will be able to selectively add on
computers and add capabilities to one self to
perform beyond limits and enhance our capabilities.
Dangerous Jobs: Advanced robots will be able to
replace humans in dangerous jobs and hazardous
jobs like bomb defusing etc.
Friends: People who are lonely and find it hard to
make friends may end up having robots as friends
with whom they can share their feelings.
AI and Healthcare:
AI programs have been developed and applied to
practices such as diagnosis processes, treatment protocol
development, drug development, personalized medicine
and patient monitoring and care, among others.
Healthcare remains the top area of investment in AI as
measured by venture capital deal flow.
AI will play a big role in the way Medical records are
used in the future. It will collect, store normalize and
tracing its lineage, revolutionizing the existing healthcare
systems.
Another aspect is it will help in designing specific
treatment plans for patients based on the available data.
Assisting in repetitive jobs, cognitive assistants are being
built to assist doctors in decision making processes.
Precision medicine -With AI there is going to be a huge
impact on genetics and genomics. Genomics would help
at finding patterns and looking for mutations so gene
specific medications can be given for treatment various
diseases and would be more effective.
Cons of AI:
With the growth of AI, that could also boost the Cyber
crimes and the rates of cyber crimes would go up. Also
people stand to loose jobs to AI, in UK its estimated 1
out 3 stands to loose a job to AI.
In India a leading IT company deployed AI and some
900 jobs were lost in the process. That shows that the
workforce must constantly keep upgrading themselves to
be employable.
In conclusion every coin has a flip side and its up to us to
regulate the negatives and absorb the positives for a
much better life style where can focus on the family
and continue to enjoy the benefits of IT doing
the mundane jobs even ordering food when
you need it.
March 201818
Insider’s Perspective
21.
22. Data is a crucial component to a
successful sales operation.
Insurance carriers and
agencies rely on data to manage
marketing spend, track agent
performance, nurture leads, maintain
compliant processes, and retain
membership and clients. However,
organizing and accessing data is not an
easy task without technology.
Insurance call centers, agencies and
health plans rely heavily on sale’s data
to successfully manage the success of
their operations. That’s where customer
relationship management (CRM)
software comes into play. The sub-
sectors of Healthcare like Insurance
Carriers and Brokerages are challenged
to succeed without the help of CRM
technology.
AgentCubed is a lead distribution and
CRM software solution, specifically
designed for health/life, Medicare, and
P&C. The software solution provided
by the company improves lead
conversion and customer retention by
enabling automated lead distribution
workflows, integrated quoting, real-
time campaign tracking, and detailed
policy management tools. AgentCubed
provides intelligent lead distribution
workflows to both call centers and field
agents.
Integrated Quoting and Enrollment
Especially Designed for Insurance
The company has specifically designed
its services for the Insurance industry.
It offers integrated quoting and
enrollment within its platform, which
accelerates clients’ lead conversion and
customer retention. In addition, the
robust reporting by AgentCubed
enables its clients to access the data
they need in real-time.
AgentCubed offers a wide range of
eminent services that allow insurance
carriers to transform their business
with resounding swiftness.
Lead Management and Distribution:
AgentCubed integrates with over 200
lead vendors for real-time lead posting
to automate workflows with business
rules defined by the client. These
workflows allow for intelligent lead
distribution based on geography, lead
priority, agent licensing and agent skill
level. Lead distribution does not stop
in the call center environment;
AgentCubed clients are able to
configure business rules to distribute
leads to field agents and require status
updates on those leads to make sure no
lead falls through the cracks.
Quoting, Enrollment and Policy
Management: AgentCubed provides
agents in both the call center and field
the ability to quote and enroll health,
life and Medicare products within the
platform. The number of carrier
integrations continues to increase
providing agents even more
opportunity to complete a consolidated
enrollment without ever leaving the
AgentCubed system. The online
enrollment system allow the client to
get real-time access to application
status and sales performance.
Customer Relationship Management
(CRM): AgentCubed’s industry leading
platform eliminates the need for
multiple systems by accessing all lead
and client information in one easy-to-
use customer relationship management
platform. The platform was built with
features like automatic distribution of
follow-up tasks, built-in calendar and
event reminders for clients, and agent
access to their book of business to
AgentCubed:
CRM Software Solution Specifically
Designed for Insurance
March 201820
23. continually nurture clients. AgentCubed is designed for
insurance therefore the CRM features are designed for lead
management and policy management as the focal point of
the solution.
The Technology Leader Driving Success
Chad Hogan is the Senior Vice President of Quotit
®
Corporation and AgentCubed. In June 2017 AgentCubed
was acquired by Quotit. Both companies are excited about
the collaboration and aim to bring-forward amazing system
solutions in the market together.
Chad has more than ten years of experience in technology
leadership. Prior to AgentCubed, Chad was the president of
a computer consulting firm that focused on networking and
Internet solutions for small to mid-size companies,
including several insurance organizations. This experience
allowed Chad to recognize the industry future. At
AgentCubed, Chad oversees all the aspects related to
general business operations, including product
development, technology development, and customer
service. Chad’s compassionate leadership and professional
astuteness is an undeniable aspect behind AgentCubed’s
fast-paced growth.
Notable Clients and Valuable Feedbacks
The company has been recognized as one of the best CRM
solution providers. Its solutions are adopted by many
carriers and agencies across the country. HealthCompare,
HealthPlanOne(HPOne), ASI Property Insurance and
VelaPoint Insurance are among a few.
Kyal Moody, SVP HealthCompare states “Before
AgentCubed, we didn’t have a true line of sight into our
day-to-day analytics. Additionally, we experienced a larger
number of qualified leads, quicker conversions and an
increased conversion rate after onboarding AgentCubed.”
HealthPlanOne (HPOne) drives enrollment and engagement
outcomes for the nation’s leading insurance companies.
Tom Wicker, SVP, Sales and Operations HealthPlanOne,
also recognizes AgentCubed a valuable partner and says
“AgentCubed’s lead distribution and the compliance aspect
on outbound calls have had the largest impact to our
business. At the end of the day, it’s about identifying what’s
working and what isn’t. The analytics and reporting
flexibility is really second to none.”
Jana Bell, Operations Leader, ASI, a Property Insurance
company, admires AgentCubed and its solutions. She
asserts, “AgentCubed is the complete solution for managing
your agency. In addition, their support is fantastic.”
Premium Products and Exemplary Customer Services
AgentCubed has witnessed exceptional growth since its
inception. The company has always emphasized providing
premium products to its clients while building trusted
partnerships and delivering results on target. Additionally, it
aims to continually enhance the system, offering innovative
solutions to increase the success of sales and marketing.
AgentCubed envisions expanding its capabilities further, in
support of the Property and Casualty Insurance industry and
strives to make a mark across various verticals with its
reliable CRM solutions.
Our insurance software combines a
powerful CRM, Lead Management &
Distribution, and Agency & Policy
Management into one easy-to-use
platform.
― Chad Hogan
Senior Vice President
March 2018 21
24. ANALEC is a leading global
financial technology company
that empowers broker-dealers
and banks to their investment research
and client servicing functions with
greater efficiencies and better customer
engagement.
The company combines deep domain
knowledge of the capital markets space
with its ability to leverage the most
appropriate technologies to design
workflow and process automation
solutions to get the best results for its
customers. It has been playing the role
of a change agent in the stockbroking
and capital markets theatre since its
inception, relying on technology to
drive business process efficiency while
enhancing its clients’ customer
engagement capabilities.
ANALEC’s research management and
CRM software solutions allow clients
to become more productive internally
and more competitive externally in the
market place.
Indy Sarker, the CEO of ANALEC,
has over 20 years of experience in the
industry. He is responsible for general
management and strategic business
developments, while striving to
continuously drive innovation.
Indy started his investment research
career in the UK and also worked for
Deutsche Bank out of Hong Kong. His
extensive knowledge of client
servicing and investment research was
accumulated over a 10-year period
working for global investment banks.
Indy was a top ranked analyst by
Institutional Investor magazine during
his time as an equity analyst.
Indy has been a regular contributor to
various forums and Round Table
discussions on issues and challenges
facing the investor community (i.e.,
MiFID II regulations, digital
engagement of customers, sustainable
broker-dealer business models etc.). He
holds a Master’s degree in Economics
from the University of Cambridge
(UK) and a Bachelor’s degree in
Economics from the University of
Delhi (India).
Engaging Customers with Deeper
Insights
ANALEC’s range of outstanding
product suites has been designed to
help its clients engage their customers
in ways that lead to profitable and
long-lasting relationships.
ANALEC’s product suite consists of:
ANALEC ResearchWise: An
investment research management
platform that caters to the specific
workflow challenges of an investment
research organization. It delivers the
following capabilities and benefits:
Ÿ Ensures quality control and
consistency in branding and
presentation.
Ÿ Centralizes financial and other data
across the organization.
Ÿ Facilitates content authoring and its
automation to aid analyst
productivity.
Ÿ Ensures workflow approval
discipline along with regulatory
compliance around disclaimers and
disclosure management, and
internal checks and controls.
Ÿ Promotes content distribution to
multiple channels and captures
analytics on readership across the
client base, ensuring compliance
around MiFID II criteria around
“research inducement”.
Ÿ Controls digital access rights in
innovative ways to protect clients’
intellectual property embedded in
their research products and drives
user analytics to gauge readership
and consumption patterns.
ANALEC:
Helping Clients Boost Competitiveness and Productivity
March 201822
25. Ÿ Enhances the organization’s ability to deliver on
bespoke client service requests with minimal effort and
resource investment.
ANALEC ClientManager: A CRM that is specifically
geared to address the client servicing challenges of broker-
dealers and investment banks. The platform delivers the
following capabilities and benefits:
Ÿ Intelligent Contact Management capability at the
individual service provider level ensuring each research
analyst, and sales and trading professional has easy
access to their individual client lists and tasks around
them.
Ÿ Proactive and insightful Account Management
capabilities ensuring close alignment of the service
organization to a client’s needs and priorities.
Ÿ Integration across all communication platforms for a
seamless experience – email, telephony and mobility.
Ÿ Management of high touch services like Roadshows and
Corporate Access with the appropriate checks and
balances with respect to MiFID II compliance.
Ÿ Integrated buy-side database from Thomson Reuters
providing intelligence around portfolio holdings and
contact information on the client base.
Ÿ Powerful management reporting capabilities to ensure
proactive client servicing as well as transparency in
resource allocation initiatives.
Delivering Superior Customer Engagement
According to ANALEC, its domain-centric capabilities and
ease of use at the business user end is driving adoption
through increased business value to its customers. The
world of capital markets is rather unique and, therefore,
needs more than the one-size-fits-all approach of most
standard CRM solutions like Salesforce.com or Microsoft
Dynamics.
ANALEC’s CRM solution delivers significantly greater
capabilities to its clients, especially in the context of the
competitive shifts taking place in the world of capital
markets driven by technology and regulatory changes. Not
only does it fare well in terms of capabilities compared to
similar products in the marketplace, but also delivers a
significantly better (ROI) and total-cost-of-ownership.
A Unique Organization
ANALEC is rather unique in the market place for its
integrated investment research management and CRM
offering. It helps clients on both sides of the investment
research production process (and its related digital content
management capabilities). Collated information is fed into a
CRM platform which helps its clients engage their own
clientele through a world-class range of tools and analytics
to boost the customer service experience.
Over the last 5 years, ANALEC’s services and contributions
to the industry have been recognized through a series of
awards and commendations at the company level as well as
for individual product suites. The organization is extremely
grateful to all its customers for their continuing patronage
and continues to strive each day to deliver an increasingly
stronger value proposition to them.
The primary goal of our research
management and CRM software solutions is
to make our clients more competitive and
productive and, above all, help them engage
their clients in ways that lead to longer-
lasting, profitable relationships.
― Indy Sarker
CEO
March 2018 23
26. ince the inception of cloud strategies, that brought the ability to store and access data at anywhere, and any time,
Sthe concepts such as Time Management gained a high value, Resource Allocation & Relocation became feasible
and the overall market value of the practitioner organizations increased tremendously.
Among-st various provisions of the high technology innovation of our age, we can identify the thronging arm of
Document Management. In the past, we all know how hectic the management of numerous data that are disseminated
on daily basis can be. Many organizations always loose valuable data, just because they were written on a paper. Papers
can easily burn in fire, metals can rust, but the codes that make up cloud and digital peripherals of document
management are eternity.
The
Digital
Phase of
Document
Management
Soutions
March 201824
Tech Trends
27. The secret behind the growth of the document
management organizations of our age is the ability to
incorporate digital strategies. This includes the relocation
of organizational and clients data to the cloud, and
providing high-sense security for the same.
There are 3 key factors that will facilitate the innovation
of Digital Document Management;
Considering the increasing rate of investment that is
flowing into the Document management industry, and
the over-all return that is expected to surface in the near
future, the organizations whose major responsibility to
help the masses to
manage their data are
expected to be regularly
innovative, they should
always implement new
ideas and also integrate
strategic methods to
fortify the thoughts of
their clients and the
corporate world with
surety of capability.
1. Demand Response
and User Friendly
Technologies:
To avoid staying miles behind in the competitive market
such as we have today, organizations must as a matter of
fact shift from paper to digital. They should change their
management strategies to incorporate everything
technically possible. If you are in healthcare, then you
must implement the EMR / EHR concepts. You must
help your patients to access their health-related data on-
demand.
Cloud integration is a term that must be keenly available
to the every nook and cranny of your organization. When
you have done the needed of migrate from paper based
to cloud and digital mediums, then you should ensure
that the accessibility of your valuables is easy and
friendly. It is important to watch the improvement of
your organizational provisions while incorporating the
digital tendencies so that every angle of your
organization will grow unanimously.
2. Merge Strategies, Partner and Collaborate When
Needed:
It is much appreciated that your organization can handle
the requirements to manage numerous data at a go, but if
you would like to experience a higher speed and possible
feasibility in your migration and data management, you
might want to involve some other organizations who are
experts in this process.
Digital strategy is not just about technologies, but also
the ability to think fast and implement effective ideas
when necessary. This validates the need to involve the
creative strategies that may come from your internal
employees. Teach them how to corporate better at work,
so that the response rate to the clients will also improve.
Digital Document Management is on the virtual
platform, but there are people who regulate the
requirements of the organic
users. So encourage an
environment that will ease their
workflow.
3. High Security and
Customer-Focused Innovation
If you have the technology,
infrastructure and storage space,
but there is no one that is ready
to pay for your services, what
will you do?
Making your provisions to be
customer-focused will enable
your organization to reach higher goals that they may
have set. While you are expected to make your storage
solutions to be much affordable, easily accessible, and
socially engaging, the need for high security and surety
is also rising to the peak. Digital document management
strategy incorporates more of easy communication, and
on-demand response to disaster and that is the reason,
the new age approach to this provision will continue to
lead the industry.
Competition in this industry is obvious, but your model
of approach and business presentation can make the
difference. You do need to implement the unknown, but
considerable integration of the tested and trusted
principles of digital strategies can do the miracle. The
above listed areas of concentration, if effectively
considered, will steer your organization via a lucrative
route in document management concern. Take action
while the time abounds.
March 2018 25
28. Omnichannel Agent
and Customer
Engagement Solutions
Simplify and personalize the customer experience,
empower agents and achieve business success
with one workspace for all channel interactions,
application integrations, and CX reporting.
29.
30. The success of a business is
driven by the relationship it
maintains with its customer
base. Clients do not need to work too
hard to learn about a business since
information is readily available over
the internet nowadays. On the other
hand, for a company to gather
information pertaining to its customers
is a difficult task. If and only if the
company knows its customer base
well, it could facilitate a working
relationship between the both. This is
why an effective CRM tool is
inevitable for any business.
Centra Hub aka Centra
Technologies is a digital
transformation solutions vendor
operating in the space of business
process automation solutions for
vertical-specific domains as well as in
the generic businesses space. As a
solutions vendor, the company works
exclusively through the Channel
Partner network in delivering its
solutions to the client markets.
Centra Technologies was established
in 2015 with a vision to further
enhance the CRM and HCM platforms
and bring the latest technology into the
current era through the cloud, SaaS,
and integration-friendly solutions. Its
portfolio of solutions include systems
across various industries, but not
limited to real estate (sales, leasing,
facilities management, owner’s
association management, etc.),
automotive (dealership sales, leasing,
car rentals, workshop, and garage
systems), education, healthcare,
Human Resource Management
Systems, and CRM systems for sales,
presales, and service as well.
Centra’s Peerless Tools
Selecting and investing in an efficient
CRM tool helps any business to take
customer satisfaction factor to a whole
new level. Centra CRM offers
multifarious features that help in
identifying, understanding, and
analyzing relevant client data. Centra
Hub offers numerous tools that enable
companies to stay organized. Some of
the tools offered by the company
include:
Centra Auto – It addresses dealership
management systems (vehicle sales &
leasing), car rentals, and garages &
workshops.
Centra REMS – It addresses real
estate business operations
management.
Centra CRM – It addresses presales
and marketing, sales, and services
domains for most industries.
Centra HCM – It addresses the entire
journey of human capital management
from recruitment to separation
including Employee Self-Service
Online Portals.
Centra EDU – It addresses the
education industries’ operational
management aspects.
Centra Studio – It provides a platform
on which vertical-specific solutions
can be quickly and easily designed,
built, and rolled out.
Centra Solutions Suite – It is a panel
of solutions that covers over 27
verticals and industries, within which
Centra solution is currently assisting
its users.
A Brief Look at the CEO
Nisith Naik, the CEO of Centra Hub,
brings with him a wealth of expertise
within the IT solutions space through
an illustrious career spanning over 25
years. His journey across the sales and
implementation of ERP solutions,
specialty projects, and delivering
Centra Technologies:
Facilitating Superior Customer Service
through Centra CRM
March 201828
31. vertical specific best practices has polished his techno-
commercial prowess. His track-record, particularly within
the Middle East, SAARC, and APAC regions, have
showcased his strength in building region-specific best
practices, while at the same time, keeping the global
picture in mind.
Facilitating the Digital Transformation Journey of the
Clients
Centra Hub was incorporated with a key objective of
facilitating digital transformation journey of clients across
the globe, exclusively through a channel partner network in
the realm of business process automation. The journey of
the company already boasts hundreds of customers, and
thousands of users have already benefitted from the
transformation that the product suite provides. The
company’s philosophy started with the fundamental
principle of providing this platform as a vehicle for the
channel partner network to transform its clients’ digital
ecosystems and add value to the top lines and bottom lines
of their businesses, while at the same time maximizing the
potential of the services they provide.
Awards, Clientele, and more
Centra’s core USPs include, quick and easy deployable
solutions, vertical-specific ready templates of processes &
best practices, integration-friendly system architecture,
SaaS & perpetual license offerings, and cloud & on-
premise deployments, among others.
The company has continually been conferred with
recognition and awards; the most recent of which is the
ICT Emerging Vendor of the Year Award 2017 from “The
Integrator – ICT Champion Awards.”
Centra holds an illustrious client base, which includes
reputed brands such as Shapoorji Pallonji Group, Scania
Trucks, Bajaj Group, KTM Motorcycles, and Suzuki
Dealers.
Future Outlook
The short-term objectives of Centra Hub include an
aggressive plan through a highly structured, global-
standard Partner Program with extremely engaged partners
in penetrating and providing impeccable solutions to the
MEA, APAC, SAARC, and North America regions. This,
in turn, will amplify the product capabilities and further
hone in on highly evolved standards of process-centric
business governance in the realms of real estate,
automotive, healthcare, education, retail and trading, and
project management.
In the long-term, Centra will further expand the range to
cover a larger variety of industries, many of which are
already benefitting from Centra’s solutions, to create highly
standardized products in those domains as well, including
aviation, government, professional services, and
manufacturing, among others.
Our key objective is to
facilitate digital
transformation journey of
clients across the globe.
― Nisith Naik
CEO
March 2018 29
32. Every business unit relies on
creating and maintaining long-
term relationship with its
customers to raise its stability in
today’s cut-throat market. Customer
expectations are not limited to the
products or services they receive; they
also need a face-to-face business in
which they can receive exactly what
they demand in quick time. Customer
Relationship Management is a decent
concept that solidifies relations with
customers. At the same time, it reduces
cost and enhances productivity and
profitability in business. A CRM
system is a vast and significant
platform which can be implemented in
small businesses as well as large
enterprises. An ideal CRM solution
assists the customers efficiently and
facilitates the concerned services with
adaptability. These solution providers,
most of the times, emphasize on
providing various communication
departments, which further accords in
developing customer relations.
However, cultivating such Omni-
channel solutions to different types of
industries is a sweating task, and begs
for endurance in terms of sustaining in
market.
Complete XRM is one of the few
companies that understand the
expectations of its clients with its acute
CRM platform. The culture-of-
productivity experts, based in the heart
of Silicon Slopes, Utah, develops a
suite of software products that combine
technology, including Pocket
Informant, PlanPlus Online, EBSuite,
and CRMRealEstate. Its main goal is
to help associate organizations and
individuals, align their purpose and
activities. Complete XRM has and
continues to deliver services with
acknowledgeable swiftness.
A Complete CRM with Reliable
Culture of Productivity
Complete XRM’s software solutions
are based on task and time-
management methodologies, helping
its customers connect productivity with
purpose. It offers customizable
PlanPlus Online CRM service for sales
professionals and business start-ups,
which bids the ability to manage
customer and vendor relationships
through an effective communication.
Software Advice has named PlanPlus
Online as a“best-of-breed” Salesforce
alternative. For customer significance,
the software solutions have been
divided into two simplified categories.
PlanPlus Online Essentials: It is
productivity-based system software,
especially designed for business
leaders and globally rousing
individuals. The clients can manage
their communications, build, and
maintain their database and can even
have indications about concerned
sectors with approaching opportunities.
PlanPlus Online Business: The
platform facilitates customizable CRM
for small, medium, and large
organizations. It customizes and
standardizes sales of enterprises, and
improves their business processes by
utilizing communication and other
management facilities. PlanPlus Online
Business software chiefly focuses on
building and maintaining team
accountability. Such effective team
accommodation can wing
organizational performance and
accelerate sales growth subsequently.
The PlanPlus Online CRM can scale
from single-user to sales team
productivity and can further be
transformed to multi-department sales
and operations workflow.
Complete XRM:
TM
Building a Culture of Productivity
March 201830
33. In addition to these prime software facilities, Complete
XRM also offers equally important advancing features,
Pocket Informant and KPI Fire:-
Pocket Informant: It’s a mobile centric calendar and task
application with a GTD (Getting things Done)
methodology. The application manages annual Calendar
and organizes tasks, contacts, and notes, which uplifts
action plans with better agility. Pocket Informant has been
awarded as the Best Business and Productivity App of 2016
by popular tech organizations.
KPI Fire: It’s a Strategy Execution Software particularly
developed for companies with over 100 employees. The
collaborative tool creates cascading goals for company and
its departments, and further transfigures them into
accomplishments with its effective management.
Resourceful and Versatile CEO Facilitating
Completeness
Keith Norris, CEO and Founder of Complete XRM, is the
Chief of the Culture of Productivity tribe. He is an advocate
of process improvement, goal planning, and platform
management in the organization. He boasts an extensive
experience of over two decades as an entrepreneur, sales
manager, and operational head within the startup
environment. Keith has a resourceful knowledge in business
engagement processes from extending to recruiting, and has
a managerial astuteness in event production, sales,
marketing, and software development. The profound
capabilities of Keith have aided Complete XRM with
substantial completeness. The comprehensive visionary is
also a successful author, realtor, triathlete, hockey player,
and a lifelong entrepreneur. He exclaims, “When you can
connect what you do all day with why you do it, you’ll
discover new energy, focus, and determination.”
Mission to Add Unequaled Perception through Evolved
Culture
The unique Software as Service (SaaS) platform believes
that atmosphere of workplace evolves when group of
people gather together to evolve in the culture of
workplace. The lack of positive culture in company often
results in high turnover, low quality work, and increased
stress. Hence, it is important to have a culture in the
company which motivates and empowers employees, and
enhances productivity. Thus, smart global companies invest
in building cultural productivity.
Complete XRM helps organizations thrive by identifying,
articulating, and improving the building blocks of culture
such as: Shared Values, Effective Communication, Habits of
Effectiveness, Rituals and Routines, and Systems and
Processes.
These features evidently hold a credible impact on customer
relationship. The company aims to add unequaled
perception to such concerned features and spur the growth
of corporate culture with maximum productivity and
effectiveness.
We strive to provide a suite of software-as-a-
service solutions that help companies as well as
individual leaders to define their culture and
processes, and empower them to perform with
maximum productivity and effectiveness
― Keith Norris
CEO & Founder
March 2018 31
34. The growth of the Fintech ecosystem brought with it
an influx of Payment Service Providers (PSP).
These new arrivals are changing the way the
industry is serving and interacting with its customers.
Growth Triggers Fresh Challenges
It doesn’t matter if you are a B2C or a B2B company, you
are now facing a more informed, savvier
Customer/Merchant who is looking not just for the best
pricing but for the best value for their money.
This evolution of the customer required the service provider
to evolve as well, simply to keep up. Providers have had to
consider additional services as part of their value
proposition – not always an easy task for companies with
limited resources and legacy systems.
The market became more accessible to young, fresh brands
offering agile and innovative approaches to payments.
Many veteran players have been left to follow their lead or
risk losing business. Customers today are looking for faster
onboarding, fewer questions and more services offered
instantly, from “one-click-checkout” to the ability to login
with social networks and even easy ways to share expenses
on the go.
Square Gets it Right
Payment Service Provider Square is an excellent example
of a PSP who acted quickly to respond to customer demand.
Square started out with their card reader and MPOS, then
quickly expanded their services to ecommerce, scheduling
and many more options designed to help SMBs (Small
Medium Business) expand and scale their own enterprises.
Square’s ease of use has helped thousands of merchants
improve revenues and take control of their day to day
activity.
At Coriunder, we have been focused on the PSP-As-A-
Startup (PAAS) approach, where the PSP is changing their
strategy and allocating their budgets to become more
competitive with newer, more agile providers; this led to
another PAAS approach. This one has been around for a
while but wasn’t considered as an alternative; Payments-
As-A-Service. This option paves the way for white label
gateway providers that have been enabling the quick setup
of a Payment Service Provider without the need of a large
technical team and the security certifications that come with
it.
The majority of providers are focusing on the large network
of acquiring banks and alternative solutions instead of on
the flexibility needed for the PSP to build his client base.
But it’s not just about the payments.
Our Solution for the PAAS Dilemma
Our approach is slightly different; we built a BAAS
(Backend-As-A-Service) model that gives our clients tools
to manage Customers (Card holders/Users), Merchants,
Affiliates and even their own employees. This provides our
clients with a way to build apps and services as part of
their offering and to manage the billing and “standard”
services all within one, PCI Level 1 certified, management
suite.
This approach made Payments an “Add-on” to the PSP’s
service and not the main service; we see some clients
expanding our Merchant Management Portal to allow
scheduling and invoicing. Other users are building risk and
fraud tools to extend the KYC checks and transactions
monitoring they have in place.
We serve as a hub that provides the PSP with the options
they need to integrate to every service provider they wish
to. Together, they can create intuitive workflows that better
serve their business logic.
BAAS and Fraud Prevention
An evolution of a customer comes hand in hand with the
evolution of the “Fraudsters”. In many cases, the PSP is left
exposed on both fronts; they need to both cater to the
Backend-As-A-Service
for Payments-As-A-Service
Mentor’s Insights
March 201832
35. customer and combat fraud. Clients adopting BAAS are
using the Backend solution to manage both transactions and
customers, so they now have the ability to integrate Risk
and Fraud tools. In many cases, they can even build their
own custom tools to define workflows that help them better
mitigate risk and more effectively fight chargebacks and
fraud.
We see the struggles of our customers as a shared challenge,
so we offer a C2C (Client-to-Client) integration as part of
the core functionality, brands can help one other find
solutions more quickly. With C2C integration, additional
revenue streams can be established, as clients developing
new services or expanding to new territories can assist one
another with growth and opportunity.
When we launched our service we aimed it at startups
looking to build their idea on top of our Backend; we soon
we learned that the PSP market was in dire need of a
service like ours. We are now serving Payment Service
Providers globally, with partners based in Hong Kong, the
United States, Cyprus, Malta, Costa Rica and more. By
addressing the needs of this rapidly growing industry and
helping clients create innovative custom solutions, BAAS
can resolve the dilemma faced by the average PSP.
About Coriunder:
Coriunder is a Backend-As-A-Service platform for fintech
and ecommerce companies. Whatever your services might
be, Coriunder provides you with reach management tools to
monetize your solution and enables you to expand globally
with our Payment optimization tools and a single point of
integration for all of your services.
With over 300 available integrations to acquiring banks and
service providers, Coriunder is the logical Backend-As-A-
Service for the Payment Service Provider.
About Eliad Saporta
Eliad Saporta is the Managing Director of Coriunder.
With a background in law and an MBA in finance,
Eliad has always been drawn to product
management and design. He worked as a
consultant for various companies, assisting
them in their efforts to build products in the
payments ecosystem. Today, he helps
entrepreneurs not only by assisting them,
but also by offering the right tools and
services for building their vision.
Eliad Saporta
Managing Director
Coriunder
March 2018 33
36.
37.
38. Whether moving in a
driverless car or deliver an
e-commerce product at
customers doorstep. “Location” plays
an important role. There is a significant
dimension of “Location” in every
business transactions. Location can be
an address, a service boundary, a sales
territory, or a delivery route. Therefore
location-specific data and its analytics
are high in demand among various
enterprises. Analytics of location-based
data helps an organization to earn more
profit and also contribute in making
operational activities much more
efficient and faster. Enterprises from
different domains, therefore, now
started using location-based data
analytics application. “Spatial
Intelligence” is one of them.
Spatial Intelligence
Spatial Intelligence (SI) is an
application of GIS and is also known
as Location Intelligence. Spatial
Intelligence is the process of deriving
meaningful insights from geospatial
data captured by GIS. With many
different observations, patterns get
discovered which help a business to
take better decisions, optimize their
business operations and increase their
profits.
Eminence of GIS
GIS stands for Geographic Information
System. GIS is a system, which is
designed to capture, store, manipulate,
manage and present “Location”
specific data to its end users in
graphical format. It is a system which
comprises of software, hardware,
people, data, and methods.
GIS software lets an organization to
produce maps and other graphic
displays of geographic information for
analysis and presentation. GIS is much
more than a container of maps in
digital form. GIS hardware helps to
capture an image and other digital data
for a particular location. People are the
end users of GIS; it can be GIS
technicians, managers, administrators,
etc.
Spatial Intelligence for Businesses
Transformation
It is generally known fact that more
than 80% of all data has a location
element to it and that location directly
affects the kind of insights that you
might draw from many sets of
information. By carrying out a spatial
analysis of this data using varied
business intelligence (BI) tools,
decision makers will able to better
understand the past, current and
forthcoming aspects of business
operations to derive valuable insights
and make most effective decisions for
their businesses.
Most of the time enterprises require
customer’s data related to specific
locations to know income levels,
educational background, buying habits
of persons residing in a specific area
which helps a business to find a
probable location where that particular
business get flourished.
Spatial Intelligence derives meaningful
observations for an existing business as
well. In which areas an organization is
performing well? Which are the
underperforming areas? Which are the
areas where a company needs to focus
immediate attention? There is a series
of many important questions related to
Making Inroads into
Different Sectors
March 201836
Tech Bytes
39. a business growth. Spatial intelligence
has the potential to derive meaningful
answers to these questions.
Spatial relationships, patterns and
trends reveal priceless business
intelligence and bring easy-to-
understand visualization to business
applications. The power of location
intelligence enables companies to
identify and increase where business
performs stronger and cut down on
failing assets.
Spatial Intelligence is Getting
Recognition among Different
Enterprises
Companies from different verticals are
taking Spatial Intelligence very
seriously and investing huge money on
it. Traditional players of the geospatial
industry like Esri, Hexagon and Pitney
Bowes are working with spatial data on
a large scale. Apart from these
companies many hard-core IT
corporations like Oracle, Microsoft and
IBM are also venturing into spatial
analytics at full throttle. For instance,
by integrating Esri’s technologies into
Azure IoT Suite's preconfigured
solutions, Microsoft is empowering
customers to gain valuable insights
about where their assets are and what
they are doing at all times, anywhere in
the world.
Which sectors are gaining from
Spatial Intelligence?
There are two categories of businesses
which are using Spatial Intelligence.
The first set is of those businesses
which are naturally embedded in
March 2018 37
40. geographies like transport,
telecommunication, or real estate,
which absolutely depend on location-
based information. The second set
comprises of the group of users who
not essentially use geospatial data on
an everyday basis but they still depend
on it for better performance. These
would be retailers, insurance
companies and banks.
Let's enlighten how these sectors are
gaining with Spatial Intelligence:
Logistics: To check the consumption
rate of a particular product on a
particular location help warehouse
management to determine, which stock
is needed on a priority basis? Thus it
helps a logistic company to maintain
demand-supply ratio without any
caveat. Companies like United Parcel
Service and FedEx are augmenting
delivery routes using spatial analytics.
Transport: To determine the shortest
and fastest transportation routes for
delivery, SI is very helpful. Apart from
this, it also provides direction to
travellers while driving.
Real State: Many people buy a house
based on the location. People prefer a
location which is near to a hospital, a
railway station, schools etc. Spatial
analytics provides research, analysis,
and presentation of each prospective
site. It helps in determining ideal sites
for development.
Telecommunication: In analyzing
rivals network coverage, actual
bandwidth, potential area to tap new
business opportunity, SI is really
helpful for telecommunication.
Energy: Spatial Intelligence is helping
energy industry to identify the potential
location for energy exploration.
Retail: Spatial analysis is helping the
retail industry to maintain stock
delivery, store management, inventory
management, marketing and sales.
Advertisement Industry: SI helps
Advertisement and PR agency in order
to find potential location, to install
billboard so that it gets maximum
views.
Healthcare: To identifying those
locations, which are more prone to a
certain disease, SI provides valuable
inputs to the health officials to make
policy and administrative decisions to
control epidemic diseases.
Airports and airlines: Air traffic
control use SI to track flight operations
with greater accuracy
and efficiency. SI
helps airlines to
reroute flight path in
case of an emergency.
It also helps in
optimizing fuel and
staff cost.
Government
agencies: Not only
private companies but
many government
agencies are also
using SI. Defense
agencies, town
planning department
or public distribution
system all are using
SI for better
administration and
efficient operations.
Insurance Company: Climate is not
under anyone’s control but policies are.
Drought and hailstorm have become a
common phenomenon since last few
decades. Drought and hailstorm
contribute to large-scale crop damages.
Crop insurance has gained popularity
due to drought and hailstorm. SI helps
insurance company to predict in
advance about future climate behaviors
for a particular location and helps them
in making crop insurance policy and
promotion as well.
Humans think visually, therefore
spatially. Due to visual decoding,
comparison of data and invaluable
business insights, SI has already made
inroads across various enterprises.
With many emerging technologies like
crowdsourcing, human geography and
visual analytics, dominance of Spatial
Intelligence will only grow further.
Tech Bytes
March 201838
41.
42. The digital world is advancing
at amazing speed — and it’s
all connected to the cloud. To
succeed, business leaders must
embrace digital transformation and
find new technology to connect
people, data, and processes.
Organizations need the right data, in
the right hands, at the right time to
make their mark in rapidly-changing
markets. To make these crucial
decisions you need the technological
tools that can comb through the data
clutter and provide your organization
a complete end-to-end solution.
JourneyTEAM is a Microsoft Gold
Certified Partner that fulfills the
technology needs of small, medium,
and large organizations. The
company’s expert consultants dive
deep into the dynamics of an
organization, and solve complex
issues to improve sales, marketing,
productivity, collaboration,
accounting, and security. Founded in
1993, JourneyTEAM is headquartered
in Utah, with other offices around the
country.
Office 365 and Dynamics 365: The
Perfect Match
As innovative technologies emerge,
the world of business continues to
shift and evolve. Keeping up with
these changes isn’t easy. To succeed,
your organization needs the right
tools.
The Microsoft Office 365 suite is far
and away one of the best tools for
maximizing your company’s
productivity. There are a lot of things
to love about Office 365: you can
access it from any location,
collaboration between team members
is easy, and your data is always
secure. And, most of all, Office 365
connects seamlessly with your
existing Dynamics 365 CRM.
JourneyTEAM has deep experience in
helping organizations integrate these
tools into how they currently do
business. Let’s look at why Office 365
is the right choice for your
organization. Then, we’ll explore how
it can integrate with Dynamics 365
and how JourneyTEAM can help you
leverage the maximum efficiencies out
of these tools.
Access Office 365 from Any
Location
One of the best things about Office
365 is its portability and accessibility.
You don’t need to worry about
syncing between different devices and
locations, Office 365 does it for you.
Whether you’re working on a
document in Word, an Excel sheet, or
an Outlook email, you can rest assured
that you’ll have access to it anywhere
and everywhere. Need to throw
together a presentation? Simply grab a
PowerPoint file from the cloud, and
you’re in business.
Collaborating is Easy
Whether your organization is large or
small, your team’s ability to
collaborate efficiently and effectively
can mean the difference between
success or failure with any given
project. Office 365 understands this,
and Microsoft has made it easy for
your team to work side-by-side, even
if its members are separated by
thousands of miles of physical
distance. Thanks to Skype Meeting
Broadcast, Delve, SharePoint, and
other Office 365 apps, you can
collaborate with ease.
Top Notch Security
No matter what field you’re in,
running a business can be a challenge.
That’s why it’s so important to choose
a software solution that minimizes the
number of things you have to worry
about, like the security of your data.
Office 365 offers built-in security
JourneyTEAM:
Microsoft’s Go-to-Partner for Office 365,
Dynamics 365, and Power BI — in the Cloud.
March 201840
43. features, including privacy controls and compliance tools.
With Office 365, you’ll never have to worry about the
safety of your data.
Integrate Business Analytics
Power BI allows you to use any data, from hundreds of
sources to easily create compelling, interactive
visualizations. Customize your visuals to fit your brand and
your audience. JourneyTEAM has local consultants that can
help you along the way. Edit, update, or refresh
visualizations easily. Choose when and what you
share—and empower your company with real time
information.
Integration with Microsoft Dynamics 365
Of all the reasons that Office 365 is such a great choice for
your business, this has to be at the top of the list. Office
365 integrates quickly and easily with Microsoft
Dynamics 365 CRM, Finance and Operations, Field
Service, Talent, Customer Service, Sales and Marketing,
and the entire Microsoft stack.
What does this look like? Let’s take an example. You get
an email delivered to your inbox, and you need to track the
customer data it contains. Whether the email comes from a
lead or a current client, all you have to do is select the
CRM tracking option in Office 365. As a result, customer
data is automatically synced with Dynamics 365 CRM. It
doesn’t matter what device you’re using, either. Whether
you’re on your laptop, your office computer, or your
phone, all it takes is the click of a button to integrate new
customer data with your Dynamics CRM.
Thanks to its seamless integration with Dynamics CRM,
Office 365 can dramatically improve your organization’s
efficiency and workflow. Are you ready to learn more
about how Office 365 can work for you? Contact
JourneyTEAM now to set up a free consultation!
A Stand-out Executive
When it comes to stand-out execution, Brian Tenney,
CEO of JourneyTEAM tops the list. He is an inspiring
leader who has been a face of change in the tech industry.
Brian has the tenacity to win, and takes a smart and
strategic approach to problems while empowering others
to achieve more.
Brian has the gift to grow organizations. He has helped
JourneyTEAM bolster up into Microsoft’s go-to partner
for digital transformation. Brian has a knack for creating a
compelling vision that sets a clear technology roadmap to
empower companies to accomplish their short- and long-
term goals. The end result is improved business efficiency,
the power of cloud solutions, and a client list of award-
winning businesses. Brian has worked in the technology
industry for years, with roles in marketing, sales,
operations, and consulting. He is a regular contributor to
technology focus groups and sits on various boards,
including at Microsoft, Okta, SharePoint, CRMUG,
Cybersecurity, Azure Cloud Strategies, Utah Technology
Council, and ERP Solutions.
Contact JourneyTEAM today for more information and a
Free JourneyMAP (Technology Mapping Assessment) of
your current systems. We have solutions that work.
Journeyteam.com
JourneyTEAM is your Microsoft
Go-to-Partner that advances
businesses and the lives of
others through technology and
digital transformation.
― Brian Tenney
CEO
March 2018 41
44. As businesses seek higher
returns on their marketing
budgets, their investments in
sales and service programs and
customer relationship management
(CRM) software is seeing dramatic
growth. Modern enhanced offerings
including data analytics and social
CRM applications, mobile
functionality, as well as gamification
features.
Rapid, continuous advancements in
information technology have led to the
creation of dynamic, real-time
Customer Relationship Management
(CRM) systems that increase the
quality of interaction between clients
and customers.
Transforming Customer Experience
When it comes to transitioning
businesses from legacy CRM solutions
to the digital age, few companies can
match Nippon Data Systems Ltd.
Nippon Data is an IT-enabled business
solutions provider which delivers
clients competitive business
advantages. It has built a strong
foundation of success with sustainable
growth accompanied with the yearly
incremental development of their IT
solution offerings.
Nippon’s revolutionary ERP product,
NEWTON Enterprise Suite, helps
clients to adopt Enterprise Resource
Planning (ERP) that can be
implemented faster than any other
solution available at the price.
An Industry Veteran Leading the
Voyage
A myriad of limitations of traditional
ERP systems have led to their
increasing inability to meet the needs
of today’s disruptive business
environment. These shortcomings
pushed Harish Kumar Saraf, a serial
entrepreneur, to consider how to make
ERP systems easily manageable.
Harish Kumar Saraf is today the
CEO & Founder of Nippon Data
Systems. He holds a B. Tech degree in
Computer Science and is a gold medal
holder in academics.
Fueled by the motivation of service to
humanity, the keen entrepreneurial
spirit in Harish Kumar drove him to
return to India from the US to establish
Nippon Data Systems. He set up
NEWTON ERP with his team and later
built other business applications with a
unique approach.
Exclusive Array of Services
Most firms offer products from only
the companies with which they partner
as the best solutions for their clients. At
Nippon Data, which considers the
expertise of its consultants its most
important asset, they offer the very best
objective solution to their client, not
just what they have on hand.
The company’s in-depth experience
with leading ERP and CRM cloud-
based products enables them to create
tailored solutions for clients from all
industries. Nippon offers a complete
system for analytics visualization,
enabling customers to identify
relationships and patterns in data that
aren’t otherwise readily evident.
The company’s industry-specific
solutions include:
NEWTON ERP - This software is
available in both on-premises and on-
cloud versions. It can handle the
information management needs of
enterprises operating in diverse
business segments ranging from single-
location, single-product operations to
multi-location, multi-product, multi-
factory, and multi-division operations.
NEWTON CRM – Also available in on-
premises and on-cloud versions, this is
the solution to automate all financial
and non-financial needs of a business
which consume disproportional
resources and hinder growth.
NEWTON SCM - This is the
combination of art and science that
goes into improving the way a
company finds the raw components it
needs to create a product or service and
deliver it to customers.
Technical Professional Services –
Nippon provides technical and
Nippon Data System:
Spearheading a new wave of Transformation in
the CRM Software Development Space
March 201842
45. engineering personnel to its clients. The company has an
extensive database of pre-screened candidates and one of
the highest retention rates in the industry.
Cloud Infrastructure Services - Their cloud consulting
providers give a cloud road-map that moves the customer
from pilot to production, helping them compare deployment
options like public, personal or hybrid clouds for their cloud
assistance range, including IaaS, PaaS and SaaS.
Business Intelligence & Analytics - Nippon Data specializes
in Business Analytics and enables various companies to
manage their clients’ data and leverage it to make business
decisions.
Distinctive Strategies for Success
Nippon Data Systems was established with an objective to
provide Business Software solutions and IT Consulting to
its customers and serve as a one-stop shop for all their IT
requirements.
Its mission is to enhance the business enterprise growth of
its clients with creative development to deliver market-
defining, high-quality solutions that add value and give its
clients a reliable competitive advantage over their
competitors.
The company strives to provide the best software program
solutions with quality services at affordable prices.
Next-Level CRM Systems
Nippon is dedicated to helping clients achieve their goals
with smart, effective, and scalable cloud solutions. Two
specialized services have been created to help its clients
achieve business improvements such as improved metrics,
monitoring, and leveraging opportunities:
Newton SIMPPLIFY - a complete supplier network
management solution. The solution covers entire
transactions with suppliers from budget planning to
requisitions to purchase order to supplies. It provides
Auction and Reverse Auction functionalities as well. The
SIMPPLIFY Platform is unique in the sense that it provides
integration with your back-end ERP and other software
applications where required to make the interactions with
suppliers completely seamless.
Newton E-Skilling: - The NEWTON Skill Management and
Development System (SMDS) provides an end-to-end
solution for implementing and managing the entire Skill
ecosystem. Some of the features of the system are:
Ÿ Affiliation and accreditation of training partners and
training centers
Ÿ Sector skills council management
Ÿ Job roles definitions
Ÿ Schemes definitions
Ÿ Continuous monitoring of training centers
Future Outlook of Opportunities
Nippon sees that the industry is developing rapidly, which
means customers will be looking for process enhancements
to become more efficient and productive.
The company has set goals to keep pace with technological
advancements. Their short-term goals include hosting
promotional events, expanding into new markets, more
team building and increasing brand awareness, while the
long-term goals include objectives like increased sales,
wider brand recognition, the creation of a stellar reputation
and an enhanced social media following.
We all crave high-end professionalism when it
comes to looking for development of the
organization. Be it outsourcing or
development within the firm, it is important to
get the best results to retain existing clients
and attract newer ones and let the business
flourish without boundaries.
― Harish Kumar Saraf
CEO & Founder
March 2018 43
46. DevOps
-Bridging the
between Dev and Ops
G A P
For centuries, humans have had a propensity to pit two or more teams with distinctive functionalities against each other
– even when they are on the same team. This dynamic can be witnessed even in traditional business enterprises,
between software developers and operational staffers.
The rivalry between Dev and Ops has been prevalent for decades causing one of the most prominent challenges for
organizations to manage their IT capabilities. Overcoming from this rift and identifying each other as partners rather than
rivals, can be crucial for a business to attain success. But due to opposing priorities, a friction gets created when they are
combined, making it even harder for dev and ops to communicate in an efficient manner.
Conflict between Development and Operations
Although there isn’t any doubt concerning the various technical as well as business advantages that an organization can reap
upon combining Dev and Ops, but they comprise of entirely unique goals, metrics, and approaches.
Development primarily lays focus on producing new systems and applications and ensures that customers get
to use the same as fast as possible. On the contrary, operations look from a different aspect
altogether; wherein they primarily focus on ensuring a speedy and bug-free stable system.
Additionally, both dev and ops strive towards achieving a similar goal of making their
customers feel happy and satisfied, yet they utilize completely contradicting approaches to reach
that purpose. On one hand, development aspires to impress its customers with their new enhancements.
Whereas on the other hand, the operational team wants its customer base to use a stable and tested system
– free from bugs and operability inconveniences.
Industry Insider
March 201844
47. The Battle Scenario – Before and After the Advent of
DevOps
Before DevOps came onto the scene, both Development
and Operations worked in an isolated manner. The only
time they crossed-paths were during the release phase. The
development team, already notified about the release date,
intended to interject some new and additional features
before the time of release. Whereas the operational team
knew from beforehand whether the current release version
had any new or additional features interjected. This way,
before deploying the release to the customer’s site, the Ops
team performed rigorous testing to be satisfied with its
stability and operability and only then permitted its
deployment.
The arrival of DevOps and its rise in adoption led to a
paradigm shift from this culture. Developers now no longer
need to wait for a release date to bring-forward new and
enhanced features. Instead, they have the capability to
release new features on a regular basis by using the concept
of Continuous Integration and Delivery. This has prompted
developers to emphasize that the operation team must
manage this regular flow of new features imperatively
before it gets deployed to the customer’s site. But this
approach gave rise to a new problem, as Ops have to deal
with a pipeline of releases at a regular interval due to this.
They now need to be extremely attentive and careful about
the quality testing of the systems as the deployed builds on
the customer site may or may not be entirely free from
bugs.
The Resolution
The most feasible and obvious solution to this opposing
friction is the synchronization between Dev and Ops,
popularly termed as DevOps. Coined by Patrick Debois,
known as “the father of DevOps,” DevOps is an operational
philosophy that helps to bridge the gap between
Development and Operations by emphasizing upon
integration, collaboration, and communication.
It is the most salient methodology through which an
organization can check and assure a balance between
development and quality. In order to reach an equilibrium
point in this resolution, both Dev and Ops need to embrace
the DevOps methodologies by modifying their outlook and
their way of working, as follows:
From the Operations Perspective
Ÿ Extensive monitoring of all running environments such
as staging or production, so as to react and prevent any
issues from cropping up and spreading, respectively.
Ÿ Operations need to be much more flexible in their
approach in accepting regular or frequent changes.
Ÿ Operations should facilitate an effective and healthy
collaboration with the Development team.
From the Development Perspective.
Ÿ Sound engagement needs to be performed to assess the
quality metrics that Ops emphasizes on, to track customer
production systems and quality.
Ÿ Dev need to be more involved with the testing of their
own code in the production phase instead of leaving out
from the field after writing the system or application
code.
Ÿ Developers should facilitate an effective and healthy
collaboration with the Operations team.
Hence, it can be safely exclaimed that both Dev and Ops
team need to change substantially in their functioning and
outlook to successfully adopt the DevOps methodology.
Adapting to DevOps culture is by no means a silver bullet,
as it brings with itself a considerable amount of changes.
But upon successful communication between developers
and operators, an organization will be able to reap
significant advantages through the same. The battle between
Dev and Ops may continue for years, but DevOps has the
distinct capability to bridge the gap between the two.
March 2018 45
48. In the software industry, customer
references are vital for revenue
growth, but at the same time, the
reference request can become a big
hassle and source of inefficiency for
the salesperson. To address this
customer reference dilemma,
companies need to refine the entire
process of recruiting, qualifying, and
maintaining customer reference
information so that good reference
matches surface within each
opportunity. To be on the cutting-edge
in the industry, a software solution
provider should have deep domain
experience and develop products that
are intuitive to use and highly
configurable to meet the specific needs
of advocate programs. A vendor also
must listen to customer feedback and
refine its products to meet client
requirements as quickly as possible.
Last but not the least, client service and
satisfaction should be in a company’s
DNA, then and only then will a
software provider flourish.
®
Denver-based Point of Reference is
one such firm that is flourishing and
gaining prominence as an essential
component of a CRM solution. The
universal anxiety felt by B2B
salespeople when they cannot easily
find the most relevant customer
references in a timely fashion led to the
birth of Point of Reference in 2003.
“Could I speak to some of your
references,” is one of the most
important questions in the buyer's
journey, but one that launches a lot of
inefficient activities that often fail to
produce the desired result. With the
advent of Point of Reference and its
targeted solutions for customer
reference management, that chaos can
be transformed into a smooth,
repeatable process that is a pre-
requisite for growth.
Point of Reference is a B2B customer
advocate management software and
services company that assists
businesses with centralizing customer
advocate information and content such
as videos and case studies. It also
automates for clients many processes
including searching, requesting and
sharing compelling customer
perspectives with buyers to boost win
rates.
Flagships offerings and Support
Services that are Winning Clients’
Trust
The flagship offering of Point of
SM
Reference is ReferenceEdge , the only
®
Salesforce native customer reference
application present in the market today.
ReferenceEdge delivers a sophisticated
and easy-to-use app that automates all
aspects of the reference process. It
automates the reference recruiting
workflow, and automates the
maintenance of customer reference
information to ensure reliable search
results. All the customer data and
reference management functionality
are seamlessly accessed through
Salesforce CRM. The superiority and
efficacy of ReferenceEdge can be
gauged from client feedback.
“Lowering the barrier of entry of any
additional technology is extremely
important for user adoption. To have
something like ReferenceEdge that is
an extension of the Salesforce UI helps
with the adoption. We fell hook, line,
and sinker for ReferenceEdge. Our
users don’t typically know it is a
different application.” -Erin Traudt, Sr.
Marketing Manager, Global Customer
Engagement, Amazon Web Services.
Apart from ReferenceEdge, they also
have expertise in delivering
supplemental staffing services,
program consulting services, and
content development services. The
organization empowers its clients to
become more proactive, strategic and
align advocate program activity with
company goals through clear
attribution of program activity to
revenue influenced.
Point of Reference:
Pioneer of Cutting-Edge Native Salesforce Solutions
for Customer Reference Management
March 201846
49. Distinctiveness Acknowledged by Industry Leaders and
Clients
Ÿ Recognized among the “20 Most Promising Salesforce
Solutions Providers” by one of the leading technology
magazines for two consecutive years (2016 and 2017).
Point of Reference holds a distinction of being the only
company to offer a Salesforce native application and is also
among one of the first to receive Salesforce1 Mobile and
Lightning ready designations from Salesforce. They also
take pride in having introduced peer-to-peer request
management functionality to streamline the request process
and scale programs. Exemplary user experience has
received accolades from its clients as well.
“To say that I would probably start losing my hair without
ReferenceEdge would be an understatement. Having all of
this knowledge in one place lets me sleep well at night.” -
Daniel Palay, Manager, Global Customer Programs at
Elastic.
“Sales is extremely happy about the turnaround time on a
reference request and how easy it is for them to work with
each other to complete reference approvals.” - Alyse
Chiariello, Director, Customer Marketing, InContact.
Fanatically Customer-Focused North Star of the
Organization
David Sroka is the President & CEO of Point of Reference.
He has over 20 years of experience dealing with and
solving the customer reference equation. During his career,
he has worked as a professional services manager and held
positions in sales, marketing, and technical training. His
vast experience has given him first-hand knowledge of all
facets of customer reference needs and challenges. Sroka’s
passion is helping sales and marketing professionals realize
the full sales potential of customer references. Entrepreneurial
and fervently customer-focused by nature, his goal is to
nurture a company that his employees feel proud to be part of
and deliver a valuable service, which makes his customers
“stars” in their own organizations.
Insiders Take on the Current Trend in the CRM Industry
CRM is finally beginning to reach its potential as the hub of
the Martech stack. Rather than siloed functions, savvy
companies are now recognizing the interconnectivity of a
client’s NPS score, service tickets, campaign responses and
how these indicate potential reference-ability. AI will play a
much more significant role in predicting some of the most
critical aspects of the customer lifecycle. The key here will be
in using this information intelligently and improving all vital
interactions within their organizations and with customers.
Mission for the Future
Point of Reference's on-going mission is to help their clients
close opportunities faster by streamlining the entire customer
reference management function. By consolidating and
automating every aspect of a customer reference program,
they enable companies to inject authentic and credible
customer insights throughout the buyer’s journey. At the end
of the day, Sroka measures his company’s success by its
customers’ success; time saved and more deals closed faster.
The measure of our success is our
customers’ success: time saved and
more deals closed faster.
― David Sroka
President & CEO
March 2018 47
