CRM Made Successful:Best Practices for Managing CRM Adoption                  Erin Fetsko        Principal Sales Engineer,...
©2011 SugarCRM Inc. All rights reserved.
©2011 SugarCRM Inc. All rights reserved.
You Just Bought Sugar!                         ©2011 SugarCRM Inc. All rights reserved.
Identify common adoptionroadblocksDiscuss strategies toavoid and/or overcomeissuesPlan toimproveadoption                  ...
Stumbling Block #1:Doing too Much too Fast        ©2011 SugarCRM Inc. All rights reserved.
How evolved is your process?What Process?   Manual   Managed   Defined                           Optimized                ...
Seize this opportunity to change                       ©2011 SugarCRM Inc. All rights reserved.
Stumbling Block #2:   Poor Design      ©2011 SugarCRM Inc. All rights reserved.
Use  YOURVernacular             ©2011 SugarCRM Inc. All rights reserved.
Death byRequired Fields           ©2011 SugarCRM Inc. All rights reserved.
Business Logic Hooks & SugarLogic   Drive process through the user experience      Sales methodologies      Support script...
Moving  In©2011 SugarCRM Inc. All rights reserved.
©2011 SugarCRM Inc. All rights reserved.
Stumbling Block #3:Individual Contributor Protest           ©2011 SugarCRM Inc. All rights reserved.
©2011 SugarCRM Inc. All rights reserved.
BigBrother   ©2011 SugarCRM Inc. All rights reserved.
Touch on Big Picture Personal Time Savings Ease of Use Long Term Goals (w/caution)Stear Clear Of Specifics    What will ch...
Quit while youre ahead                   ©2011 SugarCRM Inc. All rights reserved.
Whats in it for me?      ©2011 SugarCRM Inc. All rights reserved.
©2011 SugarCRM Inc. All rights reserved.
©2011 SugarCRM Inc. All rights reserved.
©2011 SugarCRM Inc. All rights reserved.
©2011 SugarCRM Inc. All rights reserved.
Recruit aShepherd            ©2011 SugarCRM Inc. All rights reserved.
Stumbling Block #4:Management Fails to Commit          ©2011 SugarCRM Inc. All rights reserved.
Pick a Side              ©2011 SugarCRM Inc. All rights reserved.
Secure Executive Sponsorship                      ©2011 SugarCRM Inc. All rights reserved.
With executivebuy-in you get...                    ©2011 SugarCRM Inc. All rights reserved.
Stumbling Block #5:Impatient Stick in the Mud         ©2011 SugarCRM Inc. All rights reserved.
Phase it in              ©2011 SugarCRM Inc. All rights reserved.
©2011 SugarCRM Inc. All rights reserved.
Listen to your staff                       ©2011 SugarCRM Inc. All rights reserved.
Stumbling Block #6:Company Wide Alignment        ©2011 SugarCRM Inc. All rights reserved.
Success Sings        ©2011 SugarCRM Inc. All rights reserved.
©2011 SugarCRM Inc. All rights reserved.
So what have we   learned?    ©2011 SugarCRM Inc. All rights reserved.
Change Management Go slow Get a sponsor Stay flexible Ask for help                    ©2011 SugarCRM Inc. All rights reser...
©2011 SugarCRM Inc. All rights reserved.
Erin FetskoPrincipal Sales Engineer, SugarCRMerin@sugarcrm.com@EbullientErin            ©2011 SugarCRM Inc. All rights res...
CRM Made Successful: Best Practices for Driving CRM Adoption | SugarCon 2011
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CRM Made Successful: Best Practices for Driving CRM Adoption | SugarCon 2011

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In this presentation, you will learn some tips and tricks for driving use and value from your Sugar deployment in a short amount of time.

Presented by Erin Fetsko, Solutions Architect, SugarCRM, at SugarCon 2011

Published in: Business
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CRM Made Successful: Best Practices for Driving CRM Adoption | SugarCon 2011

  1. 1. CRM Made Successful:Best Practices for Managing CRM Adoption Erin Fetsko Principal Sales Engineer, SugarCRM ©2011 SugarCRM Inc. All rights reserved.
  2. 2. ©2011 SugarCRM Inc. All rights reserved.
  3. 3. ©2011 SugarCRM Inc. All rights reserved.
  4. 4. You Just Bought Sugar! ©2011 SugarCRM Inc. All rights reserved.
  5. 5. Identify common adoptionroadblocksDiscuss strategies toavoid and/or overcomeissuesPlan toimproveadoption ©2011 SugarCRM Inc. All rights reserved.
  6. 6. Stumbling Block #1:Doing too Much too Fast ©2011 SugarCRM Inc. All rights reserved.
  7. 7. How evolved is your process?What Process? Manual Managed Defined Optimized ©2010 SugarCRM Inc. All rights reserved. ©2011 SugarCRM Inc. All rights reserved.
  8. 8. Seize this opportunity to change ©2011 SugarCRM Inc. All rights reserved.
  9. 9. Stumbling Block #2: Poor Design ©2011 SugarCRM Inc. All rights reserved.
  10. 10. Use YOURVernacular ©2011 SugarCRM Inc. All rights reserved.
  11. 11. Death byRequired Fields ©2011 SugarCRM Inc. All rights reserved.
  12. 12. Business Logic Hooks & SugarLogic Drive process through the user experience Sales methodologies Support scripts Hook into other systems Leverage Workflow Well defined processes Busy Work Escalations SLAs ©2011 SugarCRM Inc. All rights reserved.
  13. 13. Moving In©2011 SugarCRM Inc. All rights reserved.
  14. 14. ©2011 SugarCRM Inc. All rights reserved.
  15. 15. Stumbling Block #3:Individual Contributor Protest ©2011 SugarCRM Inc. All rights reserved.
  16. 16. ©2011 SugarCRM Inc. All rights reserved.
  17. 17. BigBrother ©2011 SugarCRM Inc. All rights reserved.
  18. 18. Touch on Big Picture Personal Time Savings Ease of Use Long Term Goals (w/caution)Stear Clear Of Specifics What will change How to ... Training ©2011 SugarCRM Inc. All rights reserved.
  19. 19. Quit while youre ahead ©2011 SugarCRM Inc. All rights reserved.
  20. 20. Whats in it for me? ©2011 SugarCRM Inc. All rights reserved.
  21. 21. ©2011 SugarCRM Inc. All rights reserved.
  22. 22. ©2011 SugarCRM Inc. All rights reserved.
  23. 23. ©2011 SugarCRM Inc. All rights reserved.
  24. 24. ©2011 SugarCRM Inc. All rights reserved.
  25. 25. Recruit aShepherd ©2011 SugarCRM Inc. All rights reserved.
  26. 26. Stumbling Block #4:Management Fails to Commit ©2011 SugarCRM Inc. All rights reserved.
  27. 27. Pick a Side ©2011 SugarCRM Inc. All rights reserved.
  28. 28. Secure Executive Sponsorship ©2011 SugarCRM Inc. All rights reserved.
  29. 29. With executivebuy-in you get... ©2011 SugarCRM Inc. All rights reserved.
  30. 30. Stumbling Block #5:Impatient Stick in the Mud ©2011 SugarCRM Inc. All rights reserved.
  31. 31. Phase it in ©2011 SugarCRM Inc. All rights reserved.
  32. 32. ©2011 SugarCRM Inc. All rights reserved.
  33. 33. Listen to your staff ©2011 SugarCRM Inc. All rights reserved.
  34. 34. Stumbling Block #6:Company Wide Alignment ©2011 SugarCRM Inc. All rights reserved.
  35. 35. Success Sings ©2011 SugarCRM Inc. All rights reserved.
  36. 36. ©2011 SugarCRM Inc. All rights reserved.
  37. 37. So what have we learned? ©2011 SugarCRM Inc. All rights reserved.
  38. 38. Change Management Go slow Get a sponsor Stay flexible Ask for help ©2011 SugarCRM Inc. All rights reserved.
  39. 39. ©2011 SugarCRM Inc. All rights reserved.
  40. 40. Erin FetskoPrincipal Sales Engineer, SugarCRMerin@sugarcrm.com@EbullientErin ©2011 SugarCRM Inc. All rights reserved.

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