Have you ever heard of building a house without a blueprint? Crazy. The same goes for updating or implementing new CRM software without a blueprint. To see strong ROI and user adoption from your investment, you need a CRM Solution Blueprint — an action plan to drive the success of new technology.

1. CRM Solution Blueprint
An Action Plan to Drive the Success of Your New Technology

2. Housekeeping
• 45-minute presentation with Q&A at the end
• Type questions into the "question box" to
submit throughout the presentation
• We'll send a copy of the deck and recording
of the webinar in follow-up emails after the
event
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3. About BrainSell
• Founded in 1994
• A growth enablement company
• We help companies thrive by solving their
business challenges with guidance and
technology.
• Specialize in ERP, CRM, Business
Intelligence, Customer Service and
Marketing Automation technologies
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4. Presenter
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Tony Berry
Senior Solutions Architect
Tony has over 35 years of experience leading sales, consulting, and
development teams. He is also a business analyst and technology consultant
with expertise in developing technology solution roadmaps, implementing
strategic programs to enable business growth, and establishing strong
relationships with partners and customers.

5. CRM Solution Blueprint
An Action Plan to Drive the Success of Your New Technology

6. Agenda
 Why do we recommend a Solution Blueprint?
 What is a Solution Blueprint?
 Our Solution Blueprint process
 Benefits of a Solution Blueprint
 Real results from real companies
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7. Why a Solution Blueprint?
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8. CRM Software ≠ CRM Success
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This SMART approach helps to ensure success by aligning CRM
technologies to effectively enable customer centric strategies.
Used to identify
and prioritize
CRM
requirements
Prioritized
KeyProcesses S
• Customer Centric Strategies
M
• Success Metrics
A
• Organizational Alignment
R
• Re-Engineer and Train
T
• Technology as an Enabler
*Source – CSO Insights

9. What is a Solution Blueprint?
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• A structured action plan for a successful
implementation of a technology solution.
• Typically includes:
• High-level requirements and recommendations
• Key metrics and success measures
• People, process, and technology considerations
• Architecture and integration/migration plans
• A timeline and high-level cost estimate
• Publisher short list (for selection)
• Proof of concept demo
“ A blueprint is a guide for making
something — it's a design or
pattern that can be followed ”

10. The Solution Blueprint Process
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Pre-interview
Planning
Systems
Reviews
SME Interviews
Blueprint
Documentation
Findings
Review
Business requirements
for each functional area
Current State Analysis
Solution Recommendation
Functional Areas:
• Sales
• Marketing
• Customer Service
• Executive
• IT
• Others
Line of Business Systems
(LOBs):
• CRM
• Marketing
• ERP
• Operations/HR
• Others
Deliverables:
• High-level CRM Business
requirements
• High-level Design Document
• Migration and Integration
recommendations
• Implementation road map,
timeline, high level estimated
costs
• Proof of Concept (POC)
Company Overview & Key Strategies, Goals and Objectives

11. The Benefits
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• A shared vision for the project
• A definition of success
• A roadmap on how to get there
• Key metrics for gauging results
• Identifies people, process, and technology
impacts

12. Example: Chemical Manufacturing Company
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Pre-interview
Planning
Systems
Reviews
SME Interviews
Blueprint
Documentation
Findings Review
Business requirements for
each functional area
Team Based Selling
Current State Analysis
Tools gap - ERP with CRM
customizations but being replaced in
future
Solution Recommendation
Integration with high volume of quotes
and invoices from Legacy ERP
Functional Areas:
• Sales
• Marketing
• Customer Service
• Executive
• IT
• Others
Line of Business Systems
(LOBs):
• Legacy ERP
• eMarketing
• No CRM or BI Tools
• Others
Deliverables:
• High-level CRM Business
requirements
• High-level Design Document
• Migration and Integration
recommendations
• Implementation road map,
timeline, high level estimated costs
• CRM Software Selection
Company Overview & Key Strategies, Goals and Objectives
Transactional and Key Account Sales Models

13. Example: Chemical Manufacturing Company
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Implement future state CRM and supporting technologies
Make selection and establish implementation/migration plans
Review Sessions with Vendors – Requirements, Use cases, TCO,
Implementation timeline
Validate short list of vendors and prepare RFP
Prioritize requirements and develop use cases with a focus on key
process areas
Determine whether a best of breed or full stack solution is desired
Selection Approach
H=Out of Box, Light Configuration
M=Some Configuration
L=Extensive
Config/Customization
General CRM BPM
Requirement Dynamics Salesforce
Sugar
CRM
BPM
Online
Buyer Lifecycle M H H M
Dashboards & Analytics H H H M
Data Integration
• ERP, Marketing
H M1
M2
M
Customer Insights M M M L3
Lead Generation H H H M
Customer Inquiries H H H L3
Customer Service
Quoting
M M M M
CRM Publisher Short List

14. Example: Chemical Manufacturing Company
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15. Example: Chemical Manufacturing Company
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Integration Approach:

16. Results: Chemical Manufacturing Company
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• Selected and implemented Salesforce across
the organization and now expanding globally
and to partner channel
• Implementation simplified support of a future
ERP selection (removed ERP customizations)
• Integration pattern allowed tight quote and
invoice integration with Legacy ERP
• Sprint project approach allowed for knowledge
transfer and self-sufficiency where appropriate

17. Example: Energy Supply Company
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Pre-interview
planning
Systems
reviews
SME Interviews
Blueprint
Documentation
Findings review
Business requirements
for each functional area
No perceived overlap of
requirements
Current State Analysis
CRM configured as workflow tool
for customer onboarding
Solution Recommendation
Sales Performance embedded in
CRM a key success driver
Functional Areas:
• Sales Groups (5)
• Marketing
• Executive
• IT
• Others
Line of Business Systems
(LOBs):
• Sugar CRM
• Multiple ERPs
• PowerBI
• Tableau
• Corp Reporting
• Others
Deliverables:
• High-level CRM Business
requirements
• High-level Design Document
• Migration and Integration
recommendations
• Implementation road map,
timeline, high level estimated
costs
• Proof Of Concept
Company Overview & Key Strategies, Goals and Objectives
High velocity sales, retail and wholesale channels

18. Example: Energy Supply Company
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Requirements Overlap:

19. Example: Energy Supply Company
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Integration Approach:

20. Example: Energy Supply Company
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POC: Tableau and PowerBI Embedding

21. Example: Energy Supply Company
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Benefits:
• Project broken down into 6 Sprints
• Focus on 2 or 3 key features each sprint
• Staggered Go-Lives for each group
• Transitions well to a self-sufficient model
• Each sprint provides a go-no/go for next
• Sprints can be paused or extended as needed Ongoing Support - Continuous improvement
Sprint 6 – Accounts on maps, Real time product updates, Training
Sprint 5 – SMS Integration, Reporting, Training, Case Mgmt, Goals/Targets, Last
Touch, Stale Opps
Sprint 4 – Reporting, Email, Integration/Templates, Dashboards Box Integration,
Tableau Integration, Goals - doc
Sprint 3 – Dashboards - Doc, Action Dashlet, Outlook Integration, Bid Reporting,
Mobile Config/UAT
Sprint 2 – Opportunities Implement, Mobile Doc, UAT Accounts/Contacts/
Activity Mgmt
Sprint 1 - Security, Account, Contact, Activity Mgmt - Prototype, Doc,
Implement
Sprint 0 - Validate Requirements, Adjust Design, Initial Setup
Implementation Approach:

22. Results: Energy Supply Company
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• Re-implemented Sugar CRM with 5 sales
groups (2 new groups)
• Using Tableau embedded to provide sales
performance data in context within Sugar
• Integration pattern supported with current
toolset and skills (Boomi, Tableau, SQL Server,
etc.)
• Sprint project approach allowed for knowledge
transfer and self-sufficiency

23. Why a Solution Blueprint?
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24. Thank You For Attending!
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Next Step
Schedule a complimentary 20-
minute tech audit with Tony
Email: marketing@brainsell.net