Wayne Homes implemented Pivotal CRM to better manage the large number of leads generated from industry growth and marketing efforts. With Pivotal CRM, Wayne Homes automated lead qualification and prioritization to ensure timely follow up. This increased Internet traffic and sales by 20% while improving sales productivity. Wayne Homes also uses Pivotal CRM for ongoing customer communication to build lifelong relationships.
The document discusses the evolution of sales from the 20th to 21st century. It notes that customers are now more informed and drive the conversation due to digital technologies. It outlines challenges modern salespeople face like longer sales cycles and high turnover. It then discusses skills needed by 21st century "sales warriors" like asking better questions, collaborating, and leveraging data insights. It emphasizes delivering value to customers through insight, collaboration, agility, and impact with technology. Overall, the document provides guidance to salespeople on adapting to changing customer and digital landscapes.
Mobile CRM: a New Perspective Mobile sales teams are usually composed of a firm’s most valuable salespeople: the ones who close the most deals and are the most direct generators of new revenue.
The Pivotal Service Suite is a CRM solution that enables companies to create cost-effective customer support centers. It includes modules for service request management, contact centers, field service, self-service websites, and analytics. The suite integrates sales, marketing, and service to provide personalized customer interactions across all channels. This improves customer service while reducing costs through increased efficiencies.
This document provides a summary of a sales analytics and customer relationship management tool. It highlights key features such as instant access to sales comparisons, alerts for down accounts, drilling down into customer and product line data to understand sales trends and leakage, and integrating calendars and notes to facilitate customer follow up. Example screens and functions are shown to illustrate looking at customer spend summaries, transaction histories, opportunities, and credit details in one place to better understand customers and increase sales.
This document summarizes information about Adtoma, a digital advertising company founded in 2004 and based in Stockholm, Sweden. It has 60+ customers, 25+ employees, and offices in multiple European countries and New York. The management team has over 50 years of combined experience in online advertising. Adtoma's product, called Adtoma Fusion, aims to simplify, speed up, and smarten the processes of customer relationship management, order booking, and ad trafficking. It consolidates these functions into a single database to eliminate multiple data entry and increase efficiency.
Why startup companies need a crm systemConvergeHub
The document discusses why startup companies need a CRM system. It explains that CRM helps manage and analyze customer interactions and feedback with the goal of improving customer relationships and retention. CRM provides advantages like ensuring clear communication, unifying different business functions, and allowing companies to track progress across devices. The document also states that as companies grow, manually handling data becomes inefficient, so CRM provides a platform to organize, analyze data, and identify customers. CRM brings together tools like prospects, dashboards, sales orders and invoices to help startups focus on finding and maintaining valued customers.
E-commerce for the Imaging Supplies Industry: Part 2 of 3dconstan
As the business
environment becomes more and more complex and our industry continues to rapidly evolve, it is becoming more important than ever that as a business
owner you don’t ignore the obvious opportunities
that e-commerce has to offer.
This document discusses Pivotal CRM software for the home building and real estate industries. It describes how Pivotal CRM provides tools to attract and manage high-quality leads, streamline the sales process, and deliver outstanding customer care. It highlights how Pivotal CRM fits the specific needs of these industries with integrated solutions for marketing, sales, and customer service tailored to their business processes.
The document discusses the evolution of sales from the 20th to 21st century. It notes that customers are now more informed and drive the conversation due to digital technologies. It outlines challenges modern salespeople face like longer sales cycles and high turnover. It then discusses skills needed by 21st century "sales warriors" like asking better questions, collaborating, and leveraging data insights. It emphasizes delivering value to customers through insight, collaboration, agility, and impact with technology. Overall, the document provides guidance to salespeople on adapting to changing customer and digital landscapes.
Mobile CRM: a New Perspective Mobile sales teams are usually composed of a firm’s most valuable salespeople: the ones who close the most deals and are the most direct generators of new revenue.
The Pivotal Service Suite is a CRM solution that enables companies to create cost-effective customer support centers. It includes modules for service request management, contact centers, field service, self-service websites, and analytics. The suite integrates sales, marketing, and service to provide personalized customer interactions across all channels. This improves customer service while reducing costs through increased efficiencies.
This document provides a summary of a sales analytics and customer relationship management tool. It highlights key features such as instant access to sales comparisons, alerts for down accounts, drilling down into customer and product line data to understand sales trends and leakage, and integrating calendars and notes to facilitate customer follow up. Example screens and functions are shown to illustrate looking at customer spend summaries, transaction histories, opportunities, and credit details in one place to better understand customers and increase sales.
This document summarizes information about Adtoma, a digital advertising company founded in 2004 and based in Stockholm, Sweden. It has 60+ customers, 25+ employees, and offices in multiple European countries and New York. The management team has over 50 years of combined experience in online advertising. Adtoma's product, called Adtoma Fusion, aims to simplify, speed up, and smarten the processes of customer relationship management, order booking, and ad trafficking. It consolidates these functions into a single database to eliminate multiple data entry and increase efficiency.
Why startup companies need a crm systemConvergeHub
The document discusses why startup companies need a CRM system. It explains that CRM helps manage and analyze customer interactions and feedback with the goal of improving customer relationships and retention. CRM provides advantages like ensuring clear communication, unifying different business functions, and allowing companies to track progress across devices. The document also states that as companies grow, manually handling data becomes inefficient, so CRM provides a platform to organize, analyze data, and identify customers. CRM brings together tools like prospects, dashboards, sales orders and invoices to help startups focus on finding and maintaining valued customers.
E-commerce for the Imaging Supplies Industry: Part 2 of 3dconstan
As the business
environment becomes more and more complex and our industry continues to rapidly evolve, it is becoming more important than ever that as a business
owner you don’t ignore the obvious opportunities
that e-commerce has to offer.
This document discusses Pivotal CRM software for the home building and real estate industries. It describes how Pivotal CRM provides tools to attract and manage high-quality leads, streamline the sales process, and deliver outstanding customer care. It highlights how Pivotal CRM fits the specific needs of these industries with integrated solutions for marketing, sales, and customer service tailored to their business processes.
Customer Relationship Management Process And Dashboard PowerPoint Presentatio...SlideTeam
Are you dreaming to deliver a stunning crm management PPT presentation? To quickly turn your spark into a flame here we are showcasing a pre built client relationship management PowerPoint presentation. With help of this PPT sample file you can motivate your employees for establishing enduring customer relations to fetch more and more business. Additionally, this PowerPoint show also supports to illustrate a thriving customer acquisition model as well as importance of crm in marketing to support employees for gaining new customers. Apart from this, using this PowerPoint deck to display data analysis you can enhance the comprehension of your sales work force about market position, trade inclination, money flow, customer loyalty, marketing strategy etc. Exclusive presentation slides like customer perceived value, why customers move away, transaction vs relationship marketing, economics of customer retention, crm components, basic crm and enhanced crm etc. are included in this visual communication to make it more precise. All you need to do is to get started with our readymade customer relationship management process and dashborad slide presentation.Our Customer Relationship Management Process And Dashboard PowerPoint Presentation Slides contain excellent graphics. Designed to enhance clarity of communication.
This document discusses five common pitfalls that companies face when transitioning to a recurring revenue business model. The pitfalls are: 1) having billing systems that cannot support varied monetization models, 2) a fragmented view of the customer across different systems, 3) a lack of agility to react to opportunities, 4) incomplete processes that allow for revenue leakage, and 5) systems that do not scale or have adequate security. The document recommends addressing these pitfalls by implementing a recurring revenue management solution that provides relationship commerce, a unified customer view, adaptive selling capabilities, process orchestration, and enterprise-class infrastructure with security.
Avanade provides a solution for automated complaints management using Microsoft Dynamics CRM. This allows companies to [1] gain valuable customer insights from complaints, [2] improve compliance with regulations, and [3] increase efficiency and cut costs compared to traditional manual systems. The solution provides a consistent workflow for handling complaints across all channels. Avanade has experience implementing similar solutions for financial firms and can customize the solution to meet specific needs.
Gm eSummit 2012 David Kain breakout sessionKainAutomotive
This document provides strategies for digital success in automotive sales. It outlines 3 key strategies: 1) Implementing proven processes like a 3-day follow up timeline for leads and nurture marketing. 2) Having the right structure like an internet sales team or business development center. Lead volume guidelines are provided. 3) Hiring skilled people with qualities like strong communication and product knowledge. Data shows most successful people have 1-5 years experience. The strategies are meant to help dealers maximize digital sales potential.
Royal Cup Coffee & Tea: Seven Steps to Delivering Exceptional Buying ExperiencesSAP Customer Experience
“By 2016, 55% of sales people will access sales applications exclusively through smart phone and tablets.” Digital is disrupting interactions and how we sell. It's also disrupting your business! In this presentation, you'll learn some key takeaways from Matt Monroe, Director of Sales Operations at Royal Cup Coffee & Tea and from Shalini Mitha of SAP Hybris. Discover Matt's Seven Steps to Digital Transformation and start your own digital transformation journey today!
Small businesses face common challenges like contact data loss, incompetent management, inadequate finance, lack of scalable options, and poor employee and sales management. A CRM like SalesBabu CRM can help by allowing businesses to manage contacts, leads, sales, and marketing in a centralized online database. It also provides reports and metrics for improved decision making. SalesBabu CRM automates processes to boost productivity and reduce costs for small businesses.
A simple CRM for small businesses like SalebabuCRM is the next generation of your business applications. This software integration not only boost sales productivity and improve your customer retention strategies but also help in enhancing your marketing team productivity as well. Hence a versatile CRM software like SalesBabuCRM is the key for increasing the business productivity and reducing overall maintenance cost.
What you must ask for finding an easy crm for smbConvergeHub
This document discusses what questions to ask when looking for an easy CRM for small to medium sized businesses. It identifies the key components of a CRM including salesforce automation, marketing automation, reporting and analytics, database sharing, mobile access, and third party integrations. The document recommends asking questions about business needs in these areas to find the right CRM solution. It promotes ConvergeHub as the #1 easiest converged CRM that has all necessary features at an affordable price.
Pivotal CRM Integration Solutions provides a framework to integrate customer data across different business systems and applications. This helps create a single view of the customer and share critical information enterprise-wide. The framework uses a combination of solutions like middleware, adapters and web services to integrate CRM systems with other applications. It addresses challenges like integrating data from various sources and formats, connecting different departmental software, and merging customer interaction channels.
- André Kwakernaat is the founder of online accounting company E-NOUGH
- Key topics discussed include new business models, product roadmaps, growth metrics like number of accounts and transactions, security standards, and use of social media
- The document contrasts short-term transactional management with long-term value-based management focused on customer needs
This document provides guidance on how to convince executives to invest in marketing automation. It discusses targeting the concerns of the CEO (revenue growth and competitiveness), CFO (measurable ROI and efficient spending), and head of IT (integration with existing systems and minimal burden on IT resources). The key is to demonstrate how marketing automation allows for revenue performance management through improved lead generation, sales funnel management, and measurement of marketing ROI. Emphasize that it streamlines processes, improves data quality, and enables marketing to achieve more with existing resources.
This document provides an overview of customer relationship management (CRM). It defines CRM as an integrated approach to identifying, acquiring, and maintaining customers. The document outlines the history and evolution of CRM from database marketing in the 1980s to more advanced internet-based systems today. It also discusses the benefits of CRM for companies, including increased customer loyalty, repeat business, and financial performance. Finally, the document reviews some of the major CRM software providers and their offerings.
Empower Retail combines the best capabilities of CRM, loyalty management and analytics into one powerful solution to maximize your ability to manage customer loyalty and drive revenue. Leveraging over 15 years of loyalty management expertise across consumer industries, HCL AXON has built this CRM solution to help you take your loyalty management to the next level. EmpoweRetail, based on Microsoft Dynamics CRM, is the culmination of over two years’ development based on inputs from clients. EmpoweRetail’s powerful analytics engine allows you to develop offers, track responses, and measure results in unique ways and deliver a superior shopping experience for your customers.
For Oracle CRM OD and Siebel, InsideView dramatically improves sales and marketing productivity by delivering relevant business and social intelligence inside CRM. InsideView aggregates customer conversations, traditional data, and social networks to provide insights, connections, and access to representatives using CRM OD and Siebel. This gives representatives critical knowledge about clients and prospects, allowing them to help clients succeed rather than just pitch product features.
Este documento ofrece consejos para mejorar la gestión del tiempo, incluyendo la importancia de administrar el tiempo de manera efectiva, establecer objetivos claros y prioridades, y evitar distracciones como interrupciones telefónicas. También recomienda herramientas como la planificación, el registro del uso del tiempo, y enfocarse en actividades que generan los mayores resultados.
Workshop klantgericht organiseren voor MT Bedrijfsvoering VRU 112015 jacqueli...J. Fackeldey
Workshop/inspiratiesessie over klantgericht organiseren voor een MT: hoe kom je van een klantgerichte visie naar verbinding en van theorie naar praktijk.
The document discusses some of the key beliefs and origins of Mormonism, formally known as the Church of Jesus Christ of Latter-day Saints. It notes that Mormonism was established by Joseph Smith in the 1820s and is based on writings from the Book of Mormon rather than being founded solely on the Bible. The document raises issues with some of Mormonism's claims that contradict or are not supported by the Bible, such as Joseph Smith's visions. It also summarizes some unique Mormon doctrines like humans becoming gods and the three levels of heaven.
Customer Relationship Management Process And Dashboard PowerPoint Presentatio...SlideTeam
Are you dreaming to deliver a stunning crm management PPT presentation? To quickly turn your spark into a flame here we are showcasing a pre built client relationship management PowerPoint presentation. With help of this PPT sample file you can motivate your employees for establishing enduring customer relations to fetch more and more business. Additionally, this PowerPoint show also supports to illustrate a thriving customer acquisition model as well as importance of crm in marketing to support employees for gaining new customers. Apart from this, using this PowerPoint deck to display data analysis you can enhance the comprehension of your sales work force about market position, trade inclination, money flow, customer loyalty, marketing strategy etc. Exclusive presentation slides like customer perceived value, why customers move away, transaction vs relationship marketing, economics of customer retention, crm components, basic crm and enhanced crm etc. are included in this visual communication to make it more precise. All you need to do is to get started with our readymade customer relationship management process and dashborad slide presentation.Our Customer Relationship Management Process And Dashboard PowerPoint Presentation Slides contain excellent graphics. Designed to enhance clarity of communication.
This document discusses five common pitfalls that companies face when transitioning to a recurring revenue business model. The pitfalls are: 1) having billing systems that cannot support varied monetization models, 2) a fragmented view of the customer across different systems, 3) a lack of agility to react to opportunities, 4) incomplete processes that allow for revenue leakage, and 5) systems that do not scale or have adequate security. The document recommends addressing these pitfalls by implementing a recurring revenue management solution that provides relationship commerce, a unified customer view, adaptive selling capabilities, process orchestration, and enterprise-class infrastructure with security.
Avanade provides a solution for automated complaints management using Microsoft Dynamics CRM. This allows companies to [1] gain valuable customer insights from complaints, [2] improve compliance with regulations, and [3] increase efficiency and cut costs compared to traditional manual systems. The solution provides a consistent workflow for handling complaints across all channels. Avanade has experience implementing similar solutions for financial firms and can customize the solution to meet specific needs.
Gm eSummit 2012 David Kain breakout sessionKainAutomotive
This document provides strategies for digital success in automotive sales. It outlines 3 key strategies: 1) Implementing proven processes like a 3-day follow up timeline for leads and nurture marketing. 2) Having the right structure like an internet sales team or business development center. Lead volume guidelines are provided. 3) Hiring skilled people with qualities like strong communication and product knowledge. Data shows most successful people have 1-5 years experience. The strategies are meant to help dealers maximize digital sales potential.
Royal Cup Coffee & Tea: Seven Steps to Delivering Exceptional Buying ExperiencesSAP Customer Experience
“By 2016, 55% of sales people will access sales applications exclusively through smart phone and tablets.” Digital is disrupting interactions and how we sell. It's also disrupting your business! In this presentation, you'll learn some key takeaways from Matt Monroe, Director of Sales Operations at Royal Cup Coffee & Tea and from Shalini Mitha of SAP Hybris. Discover Matt's Seven Steps to Digital Transformation and start your own digital transformation journey today!
Small businesses face common challenges like contact data loss, incompetent management, inadequate finance, lack of scalable options, and poor employee and sales management. A CRM like SalesBabu CRM can help by allowing businesses to manage contacts, leads, sales, and marketing in a centralized online database. It also provides reports and metrics for improved decision making. SalesBabu CRM automates processes to boost productivity and reduce costs for small businesses.
A simple CRM for small businesses like SalebabuCRM is the next generation of your business applications. This software integration not only boost sales productivity and improve your customer retention strategies but also help in enhancing your marketing team productivity as well. Hence a versatile CRM software like SalesBabuCRM is the key for increasing the business productivity and reducing overall maintenance cost.
What you must ask for finding an easy crm for smbConvergeHub
This document discusses what questions to ask when looking for an easy CRM for small to medium sized businesses. It identifies the key components of a CRM including salesforce automation, marketing automation, reporting and analytics, database sharing, mobile access, and third party integrations. The document recommends asking questions about business needs in these areas to find the right CRM solution. It promotes ConvergeHub as the #1 easiest converged CRM that has all necessary features at an affordable price.
Pivotal CRM Integration Solutions provides a framework to integrate customer data across different business systems and applications. This helps create a single view of the customer and share critical information enterprise-wide. The framework uses a combination of solutions like middleware, adapters and web services to integrate CRM systems with other applications. It addresses challenges like integrating data from various sources and formats, connecting different departmental software, and merging customer interaction channels.
- André Kwakernaat is the founder of online accounting company E-NOUGH
- Key topics discussed include new business models, product roadmaps, growth metrics like number of accounts and transactions, security standards, and use of social media
- The document contrasts short-term transactional management with long-term value-based management focused on customer needs
This document provides guidance on how to convince executives to invest in marketing automation. It discusses targeting the concerns of the CEO (revenue growth and competitiveness), CFO (measurable ROI and efficient spending), and head of IT (integration with existing systems and minimal burden on IT resources). The key is to demonstrate how marketing automation allows for revenue performance management through improved lead generation, sales funnel management, and measurement of marketing ROI. Emphasize that it streamlines processes, improves data quality, and enables marketing to achieve more with existing resources.
This document provides an overview of customer relationship management (CRM). It defines CRM as an integrated approach to identifying, acquiring, and maintaining customers. The document outlines the history and evolution of CRM from database marketing in the 1980s to more advanced internet-based systems today. It also discusses the benefits of CRM for companies, including increased customer loyalty, repeat business, and financial performance. Finally, the document reviews some of the major CRM software providers and their offerings.
Empower Retail combines the best capabilities of CRM, loyalty management and analytics into one powerful solution to maximize your ability to manage customer loyalty and drive revenue. Leveraging over 15 years of loyalty management expertise across consumer industries, HCL AXON has built this CRM solution to help you take your loyalty management to the next level. EmpoweRetail, based on Microsoft Dynamics CRM, is the culmination of over two years’ development based on inputs from clients. EmpoweRetail’s powerful analytics engine allows you to develop offers, track responses, and measure results in unique ways and deliver a superior shopping experience for your customers.
For Oracle CRM OD and Siebel, InsideView dramatically improves sales and marketing productivity by delivering relevant business and social intelligence inside CRM. InsideView aggregates customer conversations, traditional data, and social networks to provide insights, connections, and access to representatives using CRM OD and Siebel. This gives representatives critical knowledge about clients and prospects, allowing them to help clients succeed rather than just pitch product features.
Este documento ofrece consejos para mejorar la gestión del tiempo, incluyendo la importancia de administrar el tiempo de manera efectiva, establecer objetivos claros y prioridades, y evitar distracciones como interrupciones telefónicas. También recomienda herramientas como la planificación, el registro del uso del tiempo, y enfocarse en actividades que generan los mayores resultados.
Workshop klantgericht organiseren voor MT Bedrijfsvoering VRU 112015 jacqueli...J. Fackeldey
Workshop/inspiratiesessie over klantgericht organiseren voor een MT: hoe kom je van een klantgerichte visie naar verbinding en van theorie naar praktijk.
The document discusses some of the key beliefs and origins of Mormonism, formally known as the Church of Jesus Christ of Latter-day Saints. It notes that Mormonism was established by Joseph Smith in the 1820s and is based on writings from the Book of Mormon rather than being founded solely on the Bible. The document raises issues with some of Mormonism's claims that contradict or are not supported by the Bible, such as Joseph Smith's visions. It also summarizes some unique Mormon doctrines like humans becoming gods and the three levels of heaven.
Arnold Labares Mechanical Design Portfolio [view only]Arnold Labares
The document discusses the benefits of exercise for mental health. Regular physical activity can help reduce anxiety and depression and improve mood and cognitive function. Exercise causes chemical changes in the brain that may help protect against mental illness and improve symptoms.
This certificate certifies that Sandra Alletto successfully completed a 3-hour continuing education course in Mental Health and Clinical Social Work Professional Ethics on June 14, 2016. The course was provided by Aspira Continuing Education, and this certificate must be retained by Sandra Alletto as a California licensee.
Rockit Academy is an initiative in Moldova that brings together professionals and students around real-world case studies and project work to develop digital skills. It has previously run courses on digital communication and social media. The upcoming course, Become a Social Media Pro, will provide 6 hours of lessons per week over 3 weeks, taught by 5 trainers, and cover topics such as Facebook, Instagram, social media strategy and measurement. It aims to benefit students seeking careers in digital fields as well as employees wanting to grow their skills.
Football ID is a mobile app that allows young soccer fans aged 12-21 to create profiles, get ranked based on their skills, characteristics, connections and feedback, and connect with other users. It aims to have 10 million users by 2017 by focusing on the youth market, employing a freemium business model, and expanding from its initial launch in Europe to the Middle East and North Africa region in 2016.
Molecular Basis for Genetic Resistance of Fusarium virguliforme, the Causal A...Chloe Siegel
This poster was presented at the Undergraduate Research Symposium at the University of Illinois at Urbana-Champaign. It summarizes a semester-long research project I participated in through the Department of Natural Resources and Environmental Sciences.
Slides Nis Frome recently used in his discussion w/ mentees of The Product Mentor.
Synopsis: The design sprint is a concrete vehicle for deploying necessary user research techniques to go from problem to solution. You can use it to prioritize opportunities, clarify a roadmap, or iterate on the nitty gritty of a user experience.
The Product Mentor is a program designed to pair Product Mentors and Mentees from around the World, across all industries, from start-up to enterprise, guided by the fundamental goals…Better Decisions. Better Products. Better Product People.
Throughout the program, each mentor leads a conversation in an area of their expertise that is live streamed and available to both mentee and the broader product community.
http://TheProductMentor.com
Lean Six Sigma Course Training Part 13Lean Insight
Lean-Insight.com is top training institute for six sigma plus lean six sigma courses in India. In Bangalore regular classroom training classes are running during the weekends. If you are planning six sigma training along with certification then visit: http://lean-insight.com/six-sigma-training-bangalore/
This document discusses acute ischemia of the lower limb (AILL). It outlines the main causes as embolism (70% from heart), thrombosis on top of stenosis, or popliteal aneurysm. Clinical features include the 5 Ps - pain, pallor, paresthesia, pulselessness, paralysis. Treatment options are intra-arterial thrombolysis, thrombectomy, or surgical embolectomy. Peripheral intra-arterial thrombolysis is a common procedure that rapidly restores blood flow and identifies lesions for intervention. It has better outcomes and fewer bleeding risks than systemic thrombolysis.
R. serraj. Screening and trait based selection for drought resistance in rice FOODCROPS
1. Screening and selection for drought resistance in rice requires understanding the target environment and type of drought stress.
2. The goal should be stable yield under drought. Screening methods need to create uniform and repeatable drought conditions to differentiate genotypes.
3. Field and irrigation management are critical to obtain reliable data from drought screening. No single screening procedure is appropriate for all situations.
The document discusses the passive voice and how it is formed by changing the direct complement of the active sentence to the subject of the passive sentence. It provides examples of changing sentences from active to passive voice, such as "Mexicans speak Spanish" becoming "Spanish is spoken by Mexicans" in the passive. The auxillary verb "be" is used in the correct tense and the main verb is changed to the past participle form. The subject of the active sentence becomes the complement of the passive sentence, introduced by "by".
The document summarizes Pivotal Sales Suite, a CRM solution that enables enterprises to increase sales effectiveness and revenues. It includes Pivotal Sales, the core desktop application, as well as integrated options like Pivotal Sales - Miller Heiman Edition for managing the sales process step-by-step. The suite aims to improve key stages of the sales process from lead capture and delivery to closing deals. It promises to provide measurable results like increased revenues, reduced sales cycle, and more accurate forecasting through analytics and insights into customer needs and business performance.
Marketing automation and lead managementPivotal CRM
Pivotal CRM for Home Building and Real Estate is a complete home builder–focused customer relationship management (CRM) solution, with a marketing automation and lead management suite that enables home builders to plan, create, test, execute, and measure the effectiveness of personalized, multi-wave marketing campaigns—and to get the most out of the leads they generate.
Pivotal CRM for Home Building and Real Estate is a complete home builder–focused customer relationship management (CRM) solution, with a marketing automation and lead management suite that enables home builders to plan, create, test, execute, and measure the effectiveness of personalized, multi-wave marketing campaigns—and to get the most out of the leads they generate.
Introduction to Customer Relationship Management (CRM)Vish Ramakonar
This document discusses Customer Relationship Management (CRM). It provides an overview of CRM, including what CRM is, why it is important for businesses, current challenges businesses face without CRM, what CRM can achieve, typical usage of CRM systems, and common CRM tools. The document uses examples and diagrams to illustrate how CRM can help businesses improve customer satisfaction, operational processes, productivity, and reporting and analytics.
V12 provides customer insight services to help clients improve marketing ROI. They have a large consumer database with over 200 million records that can be used to profile clients' existing customers, identify lookalike prospects, and develop targeted marketing campaigns. V12 takes a strategic, phased approach to implementing customer insight solutions, with the goal of helping clients better understand, communicate with, and manage their customer lifecycles.
Reloop40innovation is a marketing consultancy that offers a unique service to small and medium sized companies. They provide expertise across all marketing and sales disciplines to help companies generate demand, accelerate growth through channels, improve the customer experience, build loyalty, and develop effective communications. Their services include demand generation, channel management, digital marketing, brand management, and image development. They take on projects, interim operating roles, or provide ongoing advisory assistance tailored to each client's specific needs.
Reloop40innovation is a marketing consultancy that offers a unique service to small and medium sized companies. They provide expertise across all marketing and sales disciplines to help companies generate demand, accelerate growth through channels, improve the customer experience, build loyalty, and develop effective communications. Their services include demand generation, channel management, digital marketing, brand management, and image development. They take on projects, interim operating roles, or provide ongoing advisory assistance tailored to each client's needs.
Uni-Solutions provides lead generation and marketing services. Their business model involves cold calling target accounts to identify decision makers, scheduling meetings with prospects, and ensuring leads are genuinely interested before passing them to clients. They aim to engage in meaningful conversations with high-level executives and provide intensive training to staff so they can effectively represent clients. Uni-Solutions uses a proven methodology tailored to client needs involving strategy, data, profiling, and lead/appointment generation. They can support various industries including IT, telecommunications, manufacturing, education and more.
The document discusses 6 organizations that were recognized for their sales and marketing alignment. It profiles each winner, describing how they improved their processes to generate more leads and close more deals. The common themes among the winners were using tools like lead scoring, email tracking, and social media to increase efficiency and demonstrate ROI between their sales and marketing teams.
High Performance Channel By Zyme Enterprise Networking SolutionsEllina James
As Enterprise Networking requirements rapidly evolve, emerging networking technologies increasingly focus on supporting converged services. The goal is to enable simplified operations and deliver a more agile network infrastructure.
Zyme Solutions is the fast-growing channel data management company that increases visibility into the fine details which results in generating high revenues among world's largest enterprise networking companies.
For more information, please visit - http://www.zyme.com/solutions/by-industry/enterprise-networking
CRM has evolved from initial door-to-door sales forces to mass marketing and then targeted marketing using direct mail and telemarketing. The latest evolution is customer relationship management (CRM), which uses latest technologies to focus on managing the entire customer lifecycle from acquisition to retention. CRM involves understanding customers, applying that knowledge to marketing strategies, and differentiating customer treatment based on preferences. It promises to help companies get to know customers better in order to retain the right customers and maximize profit.
Portrait Software is a customer experience management company that provides software to help companies become more customer-centric. The document discusses how customer centricity is important for business success and increased revenue. It then summarizes Portrait's software suite which includes analytics, outbound marketing, and inbound recommendation tools to optimize customer interactions across channels. The software aims to provide a single customer view, personalized recommendations, and consistent service to improve customer retention and cross-selling.
The document discusses customer relationship management (CRM) systems and provides examples of how businesses are using CRM. It defines CRM and reviews the marketplace of CRM technologies and vendors. Case studies are presented on how Kerry Ingredients and Flavours, Boehriner Ingelheim, and Brighthouse implemented CRM systems from Salesforce, Siebel Systems, and SugarCRM respectively to improve efficiency, data visibility, customer segmentation and management. The document concludes with tips for a successful CRM implementation and best practices.
The document discusses transformational customer experience in financial services through technology by examining changes in customer behavior driven by self-actualization and technology adoption, outlining 3 phases of behavioral disruption and shifts in how customers access services through various channels like mobile banking and internet banking. It also provides recommendations for improving customer experience across channels like branches, ATMs, call centers, and digital platforms through initiatives focused on usability, analytics, sales capabilities, and organizational changes.
The document introduces the Leads system, a customer relationship management tool for insurance companies. The system compiles sales leads from various electronic registers and distributes them to sellers. It allows prioritizing urgent leads and tracking customer interactions. The browser-based system is easy to use and improves sales efficiency by providing up-to-date customer information to agents. It also enables monitoring sales performance and obtaining feedback to enhance products and pricing.
Coremetrics is a leading web analytics company that helps businesses optimize their online marketing efforts. It provides a continuous optimization platform that collects customer browsing data across visits over time to build detailed customer profiles. These profiles are then used to automatically select and deliver tailored content and offers to customers on a company's website, in emails, and across digital advertising networks. Coremetrics has over 2,100 brand customers worldwide and differentiates itself through its ability to track customers across channels over time, its advanced attribution modeling, and its customer service. It is positioned as a leader in the web analytics market.
This document provides an overview of retailing and customer relationship management (CRM) in the retail sector. It defines retailing as buying products from suppliers and selling directly to consumers. It outlines various forms of retailing and characteristics of the industry. It also describes the types of retail customers and factors influencing business growth. The document then discusses organized versus unorganized retailing and examines CRM penetration and processes in the retail sector. It analyzes operational and analytical CRM and their relationship. Finally, it provides a case study of how Landmark Group implemented a centralized CRM system across its various retail businesses.
Crm strategy contributes to business value in tough timesThomas Wieberneit
This document discusses how CRM strategies can contribute business value during difficult economic times. It notes that retaining existing customers is important for maintaining revenue and margins when sales are lower. The document recommends that companies focus on their most valuable customers by gathering data from all customer interactions to improve each customer's experience. It also stresses the importance of integrating customer data and channels to provide a consistent customer experience. Finally, the document concludes that focusing on a CRM strategy that embraces customers can help companies gain advantages when the economy improves.
The document describes Real-Time Rewards, a point-of-sale solution that helps merchants track customer spending patterns to deliver targeted promotions and rewards. It captures purchase data in real-time to identify customer trends and behaviors. This enables merchants to create customized loyalty campaigns and offers tailored to each customer to increase retention, spend, and build stronger relationships.
Similar to Pivotal CRM Wayne Homes - case study (20)
“Pivotal provided the technology, experience and expertise to migrate and roll out the system very quickly. Following this successful initial footprint we are now expanding the use of Pivotal CRM through additional asset management groups.”
Stephen Johns.
Head of eBusiness.
Mellon Asset Management.
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Pivotal CRM Wayne Homes - case study
1. PIVOTAL CA S E S T U D Y
Building Lifelong Customers
>> Wayne Homes implements innovative automated
marketing and lead management using Pivotal CRM
In recent years, the home building market has reached a frenzied pitch
across the United States, prompting the construction of new homes in
record numbers from coast to coast. As low mortgage rates and a hot
market have pushed more and more people to purchase new homes, the
home building industry has enjoyed unprecedented growth.
Customer Details For companies like Wayne Homes by Centex, According to Sharon Swendner, Vice President
Wayne Homes by Centex a leading builder of hand-crafted “on your lot” of Operational Marketing, Centex Destination
www.waynehomes.com
homes in the mid- and southeastern United Properties (formerly National Marketing
Country or Region States, this had meant more prospects and Director, Wayne Homes by Centex), “We had
North America
customers to track, follow, and manage. Wayne a lot of success with our marketing programs
Industry Homes has been building houses on cus- driving people to Wayne Homes through
Home Building/Construction tomer-owned lots for more than 30 years, and the Internet or model centers. The bottom
Customer Profile is now a wholly owned subsidiary of Centex, line was simply that we were not effectively
Wayne Homes by Centex is a leading one of the largest builders in the U.S., with following through with all of our leads and
builder of award-winning handcrafted
homes, providing customers in seven
operations in 25 states and over $10 billion converting them into sales.”
states in the mid- and southeast United in annual revenue. To respond to escalating
States with more than 30 years of customer data and marketing needs—and to Swendner was also interested in managing
experience. the online channel more effectively: “Our data
ensure that cost-effective automation would
Business Situation be in place should the tides turn—Wayne shows us that using Internet channels results
Wayne Homes was unable to effectively Homes chose to implement Pivotal CRM. in a more qualified prospect in the door. We
manage the large number of leads
generated from rapid industry growth
weren’t really leveraging that to make it easier
and successful marketing efforts, A burgeoning market leads to for the salespeople to make a sale.”
resulting in lost opportunities. a unique problem
Solution Wayne Homes had an enviable problem. Their Swendner recognized that in this market,
Wayne Homes implemented the Pivotal industry was growing at an extremely rapid many leads are “low-hanging fruit,” that is,
CRM marketing suite to fully leverage prospects that are close to a sale and present
pace. Potential customers were flocking to
their marketing efforts and minimize
the number of lost opportunities by them at sales offices and on the Internet, and the most promising opportunities for rapid,
automating lead management and they were collecting leads faster than they low-cost sales. But Wayne Homes was simply
improving customer communication. not able to capitalize on all of them in a timely
could effectively manage. The company policy
Benefits of following up with all leads was smart, but manner, and leads that were further down the
• Increased Internet traffic and sales as it was becoming increasingly hard to execute. scale were often missed altogether. With so
a percentage of total by 20%
Wayne Homes recognized they needed a many leads to manage, the sales and market-
• Improved sales productivity
• Lowered costs of marketing operation marketing automation system to better ing team needed a system that would help
by capitalizing on low-cost/high- manage their lead processes and improve them quickly qualify and prioritize leads so
margin marketing campaigns their customer communication. sales reps could move more rapidly through
• Improved integration of sales and the sales cycle and close more deals.
marketing team
2. Leveraging an established system lost due to human error. Beyond that, Wayne Homes is
“Wayne Homes had already implemented Pivotal CRM establishing ongoing relationships with homebuyers,
as a sales force automation system and was seeing the encouraging repeat sales and referrals. Swendner says,
benefits of improved sales processes. But we recognized “The opportunity we have using Pivotal CRM is to lever-
we needed an automated marketing system to manage age the lifetime value of buyers and prospects. I believe
this can best be achieved through automation—by
using a contact system that allows you to keep commu-
“We recognized that we needed an automated nication flowing without live human beings performing
marketing system to manage all of our leads—one that every step.”
would seamlessly integrate with our SFA. Obviously our Incoming leads are inputted daily into Pivotal, and by
analyzing their information, the leads are prioritized
first choice was Pivotal.” according to the same four-tier system to which Wayne
Homes users are accustomed. Pivotal MarketFirst
Sharon Swendner, VP, Operational Marketing applies a series of automated business rules that direct
Centex Destination Properties a consistent sequence of communications to be sent
to the prospect, depending on the qualification level
all of our leads—one that would seamlessly integrate of the lead. This ensures every lead is followed up
with our SFA,” says Swendner. “Obviously our first choice appropriately—and tracked through the process.
was Pivotal. Ease and speed of implementation were
critical for us.” Swendner explains, “We prioritize our leads by their
urgency to purchase. With Pivotal CRM, we are able to
For Wayne Homes, lead management is a two-step identify customers who are likely to move within three
process, managed from start to finish in Pivotal, using to six months and connect them with an online sales
Pivotal’s MarketFirst suite and Pivotal Homebuilder consultant for immediate, personal follow-up. We can
Front Office. Wayne Homes collects leads through identify other customers in the second tier who are still
their website and online marketing efforts, as well as likely to move, but not as quickly, and through educa-
more traditionally, through face-to-face contact at tion and consistent communication we keep them
community events and home shows or home model ‘warm’ and move them closer to sale.”
centers. Every single lead is registered in the Pivotal
CRM system, regardless of the size, origin, or timing of For the third- and fourth-tier leads, Pivotal CRM gener-
the opportunity. ates a series of bi-weekly or monthly automatic e-mail
responses that provide education on home building
Managing online leads more effectively topics such as financing, how to purchase land, and
Prior to implementing Pivotal CRM, Wayne Homes sales market trends, as well as educating them about the
reps would manually qualify web-based leads in Pivotal, steps in an “on-your-lot” building process; these com-
prioritizing and grouping them using a four-tiered munications help to move leads up a tier and result in a
system. Hot “A” leads were pursued, but often the other more informed buyer, ultimately yielding an easier sale.
leads were not followed up on, resulting in a large With every communication, Wayne Homes uses Pivotal
number of lost opportunities. CRM to gather additional information, which is inputted
back into the system to automatically update the lead’s
With Pivotal MarketFirst, Wayne Homes has automated status and notify the sales representative.
the qualification process, freeing up salespeople to
focus on closing deals and ensuring that fewer leads are
Pivotal Case Study - Wayne Homes by Centex 2
3. Despite the automated nature of this system, prospects Within months of implementing Pivotal MarketFirst,
still receive a personalized experience. As Swendner Wayne Homes saw dramatic improvements in their
notes, “Even though it is a completely automated online lead management. “We are pleased with the
process, the customer doesn’t necessarily know, initial results we have seen since we implemented
because communications are always personalized and Pivotal,” says Swendner. “We increased the percentage
have the picture, e-mail, and signature of an individual of both traffic and sales from the Internet source by
online salesperson.” Any comments or replies from approximately 20% through the first 18 months of
the prospect automatically go to the online sales use. These metrics lead us to believe that Pivotal will
consultant for review. continue to impact our revenue significantly as we
continue to expand the system and learn from how
“Pivotal CRM tools are integral to ensuring Wayne consumers interact with us through this communica-
tion process. When you compare the amount of money
Homes maintains market share and profitability in the it took to implement this against the bottom-line
results, it’s a very good return on investment.”
long term. We have established an extremely cost-
efficient automation system for our sales and marketing Using surveying to capture information at every stage
enables the company to learn more from all of their
efforts that will set us apart in a downturn when other interactions. In a recent campaign conducted at the
Centex level, a customer who had canceled his initial
companies are searching for ways to save money.” contract indicated that he had changed his mind and
was still interested in a purchase when he responded
Sharon Swendner, VP, Operational Marketing to an ensuing survey. “That was a customer we would
Centex Destination Properties have totally written off and never even considered
going back and talking to under the previous system,”
Live leads that are generated by a visit to a community says Swendner.
event, home show, or model center are considered
the highest priority, and they are initially tracked Sales productivity has also gone up. Salespeople
differently from web leads because they are assigned have been able to significantly increase the number
to a salesperson at the point of contact. However, these and frequency of customer touches. Swendner adds,
leads are then entered into the Pivotal CRM system “It helps them because the people that are coming
and prioritized according to their likeliness to purchase in are more qualified, and we’ve done a better job of
based on information obtained by the sales rep. Once in educating them, so it’s an easier sale. There’s been just a
Pivotal CRM, the lead is managed in the same manner whole ton of improvements on the qualitative side that
as those originating from the web, ensuring consistency we haven’t even considered how to measure—but we
regardless of lead origin. know that they’re there.”
Extending marketing reach Today, Wayne Homes continues to utilize Pivotal CRM
Wayne Homes deployed Pivotal MarketFirst across for segmentation and to generate low-cost, direct
the company using a phased approach that targeted e-mail campaigns to educate and inform prospects and
five specific segments within their database: leads, leads. The e-mail campaigns are completely customiz-
prospects, realtors, current customers, and lot owners. able by segment. Every e-mail has a call to action for
They prioritized the segments based on customer the recipient to respond and update their customer
information pulled from Pivotal CRM, then designed profile or fill out a prospect survey so Wayne Homes
targeted communications campaigns to reach out to can collect further customer information. This allows
these segments. By first targeting the highest-priority them to refine future marketing efforts that help drive
leads—those who visited the website and provided more prospects and leads through the process.
their contact information—Wayne Homes was able to
generate ROI quickly and move more confidently and
knowledgeably into subsequent project phases.
Pivotal Case Study - Wayne Homes by Centex 3
4. Building for the future
During the housing boom of the last few years, Five Tips for a Successful Implementation
companies like Wayne Homes have benefited from a In recognition of the vision and leadership Wayne
surplus of prospects and leads to pursue. Automating Homes has demonstrated in its use of Pivotal
their marketing and sales IT systems using Pivotal CRM, it won Pivotal’s inaugural CRM Innovator
CRM has enabled Wayne Homes to capitalize on the Award for “Innovation in Improving the Customer
Experience.” From her experiences, Sharon
“Wayne Homes’ goal is to have customers for life. Swendner shares five tips for a smooth, successful
implementation:
We want to build homes for this generation and their
1. Prioritize phases: Implement marketing
children and grandchildren. I believe if we are doing a automation and lead management in phases,
good job on our front-end marketing, and we drive the focusing on segmented audiences. Prioritize
your target market and go after the “low-
right people into the system, Pivotal CRM can help us hanging fruit” first.
convert significantly more of our leads into buyers.” 2. Invest time and resources in content: A
database without information is virtually
Sharon Swendner, VP, Operational Marketing useless. Take the time to input your content
Centex Destination Properties into your CRM system properly. It is a big
initiative, but you cannot draw on data to
design marketing campaigns or track cus-
opportunities of this dynamic market and effectively
tomers effectively if that data doesn’t exist.
pursue as many leads as possible. By removing the
human element in prospecting and lead management, 3. Ensure stakeholder buy-in: If you want
they have developed an extremely cost-effective way employees to use the system and manage-
to manage leads and develop customer communica- ment to evangelize it, engage stakeholders
tions that will foster long-term customer relationships early on, at the planning stage, and then
with their clients. As the market begins to moderate, regularly communicate the benefits. Link
Swendner believes that this will continue to be a key results to individual and company success.
differentiator, as emphasis shifts from managing lead 4. Measure your results: Establish a series
surplus to increasing the conversion rate of a smaller of metrics at the project outset and regularly
pool of leads. measure results. Track your results to an
end goal.
“Pivotal tools are integral to ensuring Wayne Homes
5. Allocate sufficient resources to the
maintains market share and profitability in the
project: Unless you have the in-house
long term,” says Swendner. “We have established an
expertise, invest in the help of a professional-
extremely cost-efficient automation system for our
services team to implement the project,
sales and marketing efforts that will set us apart in a
customize it where necessary, and train your
downturn when companies are searching for ways to
users. Leverage external expertise to smooth
save money. And because Pivotal CRM enables us to
the transition and get the system up and
drive two-way communication with consumers, we
running as fast as possible.
hear directly from them how to best satisfy their needs.
In the end, if you can keep your customer happy in
the long term, that is how you win—regardless of the
activities of the market.”
Pivotal Case Study - Wayne Homes by Centex 4