CRM Success with McElroy Manufacturing What do manufacturers want from Salesforce CRM? Moderated by Author & Columnist, George Colombo. Learn how Paul Brodsky of McElroy Manufacturing, Tulsa Oklahoma, championed the vision and strategy for an industry leading CRM system in the pipeline fusion industry. And leveraged the resources of Salesforce.com Silver Consulting Partner, CRM Evangelist and Raymon Howington, to implement a best practices approach. Moderated by author and columnist of the original "Sales Force Automation" book in 1993 and subsequent works "Capturing Customers.com", "Killer Customer Care", and "Absolute Beginner's Guide to Podcasting", George Colombo. Topics will include: - Gaining organizational awareness and consensus - Prioritizing Requirements - Overcoming Obstacles - CRM Designs unique to manufacturing: Channel Management Quote Management Product Registration and Support Sales History Mobility - Goldmine Data Migration Tweet with the panelists: Interact with Us: @raymonhowington @georgecolombo @pbrodsky

1. CRM Success at
McElroy
Manufacturing
A solution delivered by CRM EVANGELIST, LLC
www.crmevangelist.com

2. George Colombo
Author & Industry Expert
Your Moderator & Speakers
www.teamworkselling.com

3. George Colombo
Author & Industry Expert
Your Moderator & Speakers
In addition to the 20 years experience in marketing leadership
roles, Paul has delivered several CRM deployments in his
career. Most recently, Paul created the vision and execution of
the CRM strategy at McElroy Manufacturing enabled by
Salesforce and CRM Evangelist. McElroy manufactures plastic
pipe fusion welding equipment and accessories. And
manufactures tube finning equipment. Paul also serves as a
faculty instructor for University of Phoenix on subjects such as
Marketing, eBusiness, Operations, and Project Management.
How can technology improve top line performance in sales,
marketing, service, and partnering relationships? Raymon has
answered this question for executives of varied business size
for 20 years; evangelizing the application of technology to
improve sales, marketing, and customer service. User
advocate. CRM expert. Entrepreneur. Raymon continues to
help organizations drive business performance with an ever
changing set of technology options..
Paul Brodsky, Director Marketing
McElroy Manufacturing
Ray Howington, Founder
CRM Evangelist, LLC
www.teamworkselling.com

4. Background

5. Background

6. Preparing for the
Project

7. Selection Process

8. Objective
Implement a system that will:
1. Serve as a primary source and/or data repository for
information on prospects and customers, and related
data (quotes, sales history, call activity, product
registration, etc)
2. Eliminate or significantly reduce data silos
3. Provide core CRM/Sales automation functionality with
advanced features for growth
4. Provide a toolset for customer service and support
5. Provide a platform for seamless integration with existing
systems and provide for future development without the
inherent risk of an all proprietary system.
6. Integrate with third party systems
7. Scale with both domestic and international growth

9. Researched

10. The Implementation

11. What manufacturers want? from CRM
Quotes &
Opportunities
Channel
Management
ERP
Integration
Product
Registration
Organized by
Brand
Total Quality
Service
Community &
Loyalty
Cloud Based

12. So, how do you get there?
Business Value
Executive
Workshop
Create Project
Charter & Plan
Establish
Steering
Committee
Assess Change Readiness
Create Solution Design
• Application design
• Technical architecture
• Data management
• Support
• Education
Build Solution
Requirements
Workshop
Require-
ments
Signoff
Iterative
Reviews
Document Use Cases and Test
Cases
Test Solution
Manage Data
Manage Risk, Communications, Schedule, Budget, Change Control
Implement Change Management Plan
Build Education
Modules Train Users
Transition to CRM
Peak Performance
Prioritize Phase II
Initiatives
Project Closure
• Address issues
• Collect feedback
for continual
improvement
Project
Signoff
Go Live
Signoff
Design
Signoff
Plan Analyze
Design
and Build
Validate
and Deploy
Ensure
Ongoing
Success

13. The Solutions

14. Previous Situation - Data Silos
Outlook
Sales Reps
Service Reps
Industry Relations
Management
Customer Service
Technical Service
Training
Marketing/PR
Engineering
GoldMine
Email Mktg
Event Mgmt
Survey
Software
ERP
Prod. Registration
Drop Ship
Customer Service
RMA
Sources
Sales Reps
Service Reps
Engineering
Parts finder
Quote requests
Drop Shipments
Literature
requests
RMAs
Trade Shows
Info requests
Subscriptions
Distributors
Mktg.
Campaigns
Social Media
Multiple Inputs With disconnected storage
Excel
Direct Mail
Paper & Other
Sales
Marketing
Service
Anywhere
Anytime
Anyone

15. Current Situation at McElroy
Fintube
Oppty Mgmt / Quote History
(Direct)
No Channels
Product Registration
Service & Support
Marketing Support
Fusion
Oppty Mgmt / Quote History
(Direct)
Channel Account Mgmt w/
Sales History (Indirect Sales)
Product Registration
Service & Support
Marketing Support
Southern
Oppty Mgmt / Quote History
(Direct)
Developing Channel
No Product Registration
Service & Support
Basic Functionality
Marketing Support

16. Account Orientation by Brand

17. Product Registrations by Brand

18. Going Forward

19. The Roadmap Ahead
Version 1
McElroy
University &
Distributor
Programs
Sales
History &
Trending
(ERP - CRM
integration)
Online
Literature
Request
and
Product
Registration

20. Interactive

21. Making a CRM change?
Take the Readiness Assessment for a free report.
214-446-2080 ext 1
http://www.crmevangelist.com/crm-readiness-assessment

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