The document discusses the evolution of sales processes in a competitive global market, emphasizing the importance of CRM systems, which have significantly increased revenue and productivity for sales representatives. It highlights the rapid growth of the CRM market, particularly with SaaS applications, and identifies key market players and trends. The document notes that North America leads in revenue, while Asia/Pacific experiences the fastest growth.

2. GLOBAL MARKETS HAS BECOME
MORE COMPETITIVE THAN EVER

3. WE ARE IN A BUYER’S ECONOMY

4. THE TRADITIONAL SALES
PROCESS HAS EVOLVED
Pen + Paper Mobile SalesSales CRMSpreadsheets

5. BUSINESSES GLOBALLY ARE ADAPTING
TO NEWER SALES TECHNOLOGIES

6. BUSINESSES GLOBALLY ARE ADAPTING
TO NEWER SALES TECHNOLOGIES
AND THOSE THAT DON’T
RISK GETTING LEFT BEHIND

7. CRM SYSTEMS ARE POPULAR IN SALES

8. CRM SYSTEMS ARE POPULAR IN SALES
WHY ???

9. CRM SYSTEMS ARE POPULAR IN SALES
WHY ???
INCREASED REVENUE BY
41%PER SALES
REPRESENTATIVE
LED TO SALES CONVERSION
RATE IMPROVEMENTS OF
OVER 300%
LED TO AN INCREASED
CUSTOMER RETENTION
RATE OF 27%

10. GOOD SALES SYSTEMS OPTIMIZES THE
PRODUCTIVITY OF SMB’S SALES FORCE

11. GREAT SALES REPS WANT A BETTER SALES
MANAGEMENT EXPERIENCE

12. Love that you can change the data easily! By performing a right-click action on a lead, a menu
pops up with more details and actions to perform.
- Alvin Lim, Project Manager @Lever&Punch

13. THE FUTURE OF SALES SUCCESS IS HERE
HAVE YOU ONBOARDED YET?

15. SALES DREAMS
IDEAS FOR GROWTH
Presented by:
Wee Cheng

16. SALES CRM MARKET AT A GLANCE
 Worldwide CRM market grew from $20.4B to $26.3B (2013-2015)
 47% of total CRM software revenue in 2014 was generated from SaaS-based CRM applications
 SaaS revenue grew 27% y-o-y, more than double overall CRM market growth in 2015
 Asia/Pacific grew the fastest of all regions globally, increasing 21.9% in 2015, closely followed by greater China with 18.4% growth.
Category Winners Statistics
Most revenue
generated
1st - North America
2nd - Europe
52.3% in 2014 (NA)
55.7% in 2015 (NA)
78.6% (total market)
Fastest growth Emerging Asia/
Pacific
18.7% growth in 2014,
21.9% growth in 2015
Top leader Salesforce 19.7% of market
Top 3 CRM-using
industries (2014)
Purpose(s)
Communications,
media & IT services
• Call centre technologies
• Mobile field service & sales organizations
Manufacturing
(including CPG*)
• Product & channel management
Banking and securities • Customer service experiences
• Upselling other financial products
*consumer packaged goods
^IBM 5th position was taken over by Adobe in the 2014-2015 period TSI Research
-10.00%
0.00%
10.00%
20.00%
30.00%
40.00%
50.00%
60.00%
2013 - 2014 2014 - 2015 2013 market share
2014 market share 2015 market share
Revenue Growth/ Market Share

17. CRM SOFTWARES IN THE MARKET
A comprehensive list of CRM products (and many others…)
TSI Research

19. TSI Research

21. MENU
NO.01 Product · 产品
NO.02 MARKETING · 营销
NO.03 PARTNERSHIP · 伙伴关系

22. NO.01 PRODUCT ·
产品

23. HOW WE CAN BE DIFFERENT

24. NO.02 MARKETING ·
营销

25. NO.03 PARTNERSHIP ·
伙伴关系

26. NO.03 PARTNERSHIP
Product
Partnership
Complementary
Products
Non-
complementary
(different sectors)
Partner/Referral
Program
Commissioned
sales team (sell to
their customers)
(External parties)
Referral credits

27. NO.04 SUMMARY

28. THANK YOU

29. ~ THE END ~