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Pentegy - CRM


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Sławomir Grochulski, Partner and President, Pentegy

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Pentegy - CRM

  1. 1. CRM – a way to growyour revenues in aneffective way, importantlessons learnedCIS bankers Retail BankingForum Kyiv, 31 May 2012
  2. 2. OUR COMPETENCES – WHAT DO WE OFFER IT Software Consulting FactoryBusiness Systems’Consulting integration Dedicated Internet andsolutions for mobile HR solutions CRM solutions Cards and electronic payments „Good ideas have no age, they only have a f uture” Robert Mallet All rights reserved• • page 2
  3. 3. OUR CRM PROJECTS‘ REFERENCESStrategic CRM enablement program completed in Ukraine for an universalbankThe largest installation of a retail banking CRM / Sale Force Effectivness /Front Office Platform in Central and Eastern Europe – Unicredit in Poland –Bank Pekao S.A.Corporate CRM – extensive business and systems experience with a modernapproach to management of corporate banking teamsMultiple implementations of CRM / Front Office solutions in Ukraine All rights reserved • • page 3 3
  4. 4. OUR CRM PROJECTS‘ REFERENCES WHY ? All rights reserved • • page 4 4
  5. 5. All rights reserved • • page 5
  6. 6. LESSONS LEARNEDYou must understand the reason for you to engage in a CRM program anddefine your goals. All rights reserved • • page 6 6
  7. 7. LESSONS LEARNEDIt is not about the IT system alone as a starting point – driving CRM througha selection of an IT system is usually a wrong path All rights reserved • • page 7 7
  8. 8. LESSONS LEARNEDFast implementation OF BUSINESS CONCEPTS and conversion of bussinessonto operations and IT is a KEY SUCCESS FACTOR! The world (ANDCOMPETITION) is moving fast today. All rights reserved • • page 8 8
  9. 9. LESSONS LEARNEDCRM implementation is a perfect way to re – focus and change culture ofyour organization. From „CLERK” to „SALES AND SERVICE ORIENTED” All rights reserved • • page 9 9
  10. 10. SELECTED BENCHMARKS AND BENEFITSShortening time to service one clientImplementation of client service standardsAbility to execute advanced analysis on sales effectivness and to createmuch better and accurate sales plansEasy access / monitoring of sales representativesEasy access to overall client history and 360 degree data view allowing totarget his needs betterImplemenation of a clear pricing policy, including individual pricingClean and organized storage of client documentsFull analytical capability to monitor relations among sales events, clients,sales representatives and client requests for new products All rights reserved • • page 10 10
  11. 11. KEY SUCCESS FACTORSExecutive management support is essentialBusiness objectives must be defined and measuredFunctionalities must be based on business objectives and processesIT system should be either selected to fit business objectives – or as aflexible platform that can be tailored FAST to business objectivesEffective training program – is a key to change the organizationProgram must be split into short phases – performance at each stage shouldbe measured against defined goals All rights reserved • • page 11 11
  12. 12. CONTACT PENTEGY S.A. Our offices: UKRAINE 13/21, Provulok T.Shevchenka, office 8 01001 Kiev, Ukraine Tel: +38 044 278 65 54 Fax: +38 044 278 65 54 We invite you to contact us. POLAND ul. Felińskiego 25 In case of any additional question, please do 01-555 Warszawa not hesitate to contact: Tel: +48 22 101 20 20 Fax: +48 22 101 20 21 Slawek Grochulski Partner and CEO Strictly confidential