Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

SugarCon 2010: Using Sugar to Discover Value

1,057 views

Published on

Published in: Technology
  • Be the first to comment

  • Be the first to like this

SugarCon 2010: Using Sugar to Discover Value

  1. 1. It’s All About Discovery Using Sugar to Uncover Customer Value
  2. 2. Welcome Jan Sysmans Director Product Marketing SugarCRM
  3. 3. Objective: Sugar => Uncover Customer Value
  4. 4. John and Paul
  5. 5. What Is CRM Really About
  6. 6. Asking the Right Questions
  7. 7. Reinforcement
  8. 8. John and Paul
  9. 9. Meet John
  10. 10. The UC Shack “All The Tools to Satisfy Your Unified Communication Needs” VoIP IP Telephony SIP UC 802.11g SNR
  11. 11. Meet Paul
  12. 12. HoloNext Communications “Delivering the promise of instantaneous communications to any company … not just the empire …” Listen I Will, Value To Fill
  13. 13. What Is CRM Really About
  14. 14. C R ustomer elationship M anagement ©2009 SugarCRM Inc. All rights reserved. 05/08/09
  15. 15. C ustomers ©2009 SugarCRM Inc. All rights reserved. 05/08/09
  16. 16. Goals Processes Customers People Technology ©2009 SugarCRM Inc. All rights reserved. 05/08/09
  17. 17. Marketing Sales Goals Processes Customers People Technology Services ©2009 SugarCRM Inc. All rights reserved. 05/08/09
  18. 18. Marketing Sales Goals Processes Customers People Technology Services ©2009 SugarCRM Inc. All rights reserved. 05/08/09
  19. 19. Marketing Sales Goals Processes Customers People Technology Services ©2009 SugarCRM Inc. All rights reserved. 05/08/09
  20. 20. Asking the Right Questions
  21. 21. Discovery = Asking the Right Questions “We have two ears and one mouth so that we can listen twice as much as we speak.” Epictetus (Eπίκτητος) AD 55–AD 135)
  22. 22. So Many Questions…. Open Ended Closed (yes/no) Qualifying Probing Dialoguing Clarifying Verifying Annoying
  23. 23. 5 Key Questions To Start Any Discovery Can you tell me more about your business and the issues you face today? What is your business goal? What is preventing you from reaching your goal? What are your people using/doing today? If you had a magic wand, what would the ideal solution so that you could reach your goal?
  24. 24. Other Things You Need To Discover Timelines Project Importance Influencers Decision Makers Budget
  25. 25. Reinforcement
  26. 26. John’s CRM
  27. 27. Paul’s CRM
  28. 28. Making Sure the Technology Fits the Business Process…
  29. 29. Summary
  30. 30. Process, People then Technology Discovery = Asking the Right Questions Customize Your CRM To Fit Your Business Process
  31. 31. Thank You Jan Sysmans Director Product Marketing SugarCRM jsysmans@sugarcrm.com Te.: +1 408 454 6942

×