Openly Replacing ERPs with Sugar | SugarCon 2011


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This global supplier of management solutions for wealth management was looking for a scalable and robust web-based solution to serve their customers but most importantly - to track and monitor their partner program. With Icreon’s assistance, they were able to replace their current desktop-based ERP system with a customized SugarCRM solution. The solution enabled multiple users with customizable permissions and exclusive privileges and access to the stored data. It included a bespoke module that enabled partner log-in to the SugarCRM application and management of partner companies and their respective contributions to the business on the whole.

Presented by Himanshu Sareen, CEO, Icreon Tech, at SugarCon 2011

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Openly Replacing ERPs with Sugar | SugarCon 2011

  1. 1. 1  
  2. 2. The optimal solution for your needs...Depends on your organization. Are you?Small.Medium.Or Large. 2  
  3. 3. ERP, CRM or both ?Two of the most popular business systems thathave some common features, but differing in most.ERP CRM•  Enterprise Oriented •  Customer Focused•  Improve Coordination •  Automate Sales•  Across Departments •  Sales & Marketing•  IT driven •  Business driven•  Business supported •  IT supported 3  
  4. 4. The right ERP can enable efficiencies.However, as we know, ERPs implementations canbe complex; take and cost longer than expected.Referenced to www.dilbert.comERPs can often be an overkill for some small tomedium sized organizations... 4  
  5. 5. You can have Google Docs,blogs, or anything youd likeupdated right in your CRMsystem so you dont have to login anywhere else.The goal is making it so peoplewant to live in the system. -  Martin Schneider Director of Product Marketing, SugarCRM 5  
  6. 6. Widening Scope of CRM solutions.CRM solutions today are so much more than aresting place for notes and alerts for Sales Reps. ERP  solu/on   CRM  solu/on   6  
  7. 7. Flexing CRM platforms. Document   HR   Storage   Social   Knowledge   Workflow   Repor/ng   Sharing   Project   Management   Sales   Marke/ng   Management   Partner   Customer   Performance   Channels   Service   Management   Integra/ons   3rd Accounting Desktop Public Portals Party Systems 7  
  8. 8. So how did this organizationreplace their homegrown legacysystem with SugarCRM ? 8  
  9. 9. Customer Profile: Axis Systems•  Leading Solution Providers of Accounting Tools.•  Extensive International Footprint.•  Global Partners and Resellers. 9  
  10. 10. Frustrations with legacy system.A homegrown inflexible, system that functioned asan ERP but was not scalable and could not beintegrated across other new third party systems. 10  
  11. 11. The Solution. 11  
  12. 12. In addition to CRM functional flow...    Training   Human      Timesheet      Recruitment   Resources      Leave  Management   Marke/ng   CRM   Partner   Program      Evalua/ons      Campaigns      Accoun/ng   Integra/on      Website   12  
  13. 13. The Solution: What we did…•  Gathered Business Requirements•  Mapped the ideal solution on SugarCRM•  Customized SugarCRM Community Edition•  Linked and migrated data from existing, desktop based application to CRM.•  Enhanced the Reporting module using SQL server 2005.Icreon helped Axis Systems leverage technology toenable efficiencies, insights, cost and time savings. 13  
  14. 14. Why SugarCRM ? Scalable   Easy  Integra/on  with  3rd   No  expensive  hardware  or   Party  Systems  /  SoYware   soYware  required.  Complete  Data  Ownership:   Strong  Technical  /  User  No governor limitations, Community  e.g. no of API calls, etc. Web  Based   Access   Mobile  Device   Accessibility   Modular   Plug  &  Play   Architecture   Open  Source   Modules   Code   14  
  15. 15. Partner Program. 15  
  16. 16. Efficiency for the Partner Channel. Customer1.1 Customer1.2 Customer3.1 Partner Company3 Partner Company1 Customer3.2 Customer3.3 AXIS Partner Company2 Customer2.1 Customer2.2•  Track and evaluate performance of Partners•  Central storage of Partner s customer data•  Cost savings for the Partner Program 16  
  17. 17. The Hierarchy implemented in the CRM 17  
  18. 18. CRM Functionality. 18  
  19. 19. Customized Lead-to-Sale workflow. Assign  leads  by  Lead  pool   Leads  from  website  or   and  Load  status  of  users     entered  manually   Customer  Verifica/on   (  new  /  exis/ng  )   Users  work  on  Leads   Quote   Prepare  Quotes  and  send   ______   ______ to  customer   ______   No   Yes   Quote   Lead  Closed  /  Dead   Becomes  Opportunity   Accepted?   Progress  with  different   sales  stages     Contract   ________ No   ________ Revised  Contract   Contract   ________   Prepared   Signed?   Yes   Invoice   ______ ______ Automa/c  Invoice   ______   generates  in  CRM   19  
  20. 20. CRM: Products and Pick Lists. Product Name* Purchased Cost Currency List Price Book Value Unit Price Book Date•  Store information related to products available.•  Emails sent to inform customers of new products.•  Super admin can insert the product record which will be available in Pick list in Leads module. 20  
  21. 21. Accounting. 21  
  22. 22. Accounting: Features and Reports. Details  from  Opportuni/es   Accoun/ng  S/W  When customer pays against invoice: –  It communicates with Accounting system through API, that takes care of all accounting features. –  Opportunity s Sales Stage becomes Closed Won.Admin: Generate reports for paid / pending invoices 22  
  23. 23. Accounting: The Solution. Invoice  generated  in  CRM  on   acceptance  of  contract  by   Partner  Company  customer   Associate  to  opportunity   and  send  to  the  customer   No   Yes   Modifica/ons  in   Customer  pays   Details  send  to   the  invoice   against  invoice?   Accoun/ng  S/W   API   Yes   Opportunity  closed   23  
  24. 24. Accounting: Invoice Generation.•  Partner Company User sends invoice to Customer•  Customer pays the invoice•  Opportunity sales closes 24  
  25. 25. Accounting: Product pick lists.Opportunities have Pick list for all products. 25  
  26. 26. Human Resources 26  
  27. 27. A Solution for a hands-off HR process…•  High Staff Turnover•  Constant recruitment drive•  Repetitive recruitment process•  Many commission only employees•  Volume of staff to train, track and manageAutomating the HR process was critical for such asales based organization where growth is enabledby the size and effectiveness of the sales team. 27  
  28. 28. HR: Automating Job Applications. Screenshot  of  Sample  Public  site:   Candidates  Apply   CRM   Jobs  posted  by  HR   Applica/ons   Manager   captured  in  CRM  •  HR manager can add jobs in the CRM Jobs module•  Applications are captured in the CRM Candidates Module 28  
  29. 29. Integrating a complete HR Module.Requirement   Yes   Approval?   Job  Posted   Ini/ated   No   Candidates  Apply   Cancel   Requisi/on   Manual  Interview   Process   Automa8c   No   Communica8on:   Candidate   Rejected   Rejec/on  Email   suitable?   or   Yes   Agreement  Sent   Offer  Made   Modifica/on  Done   Status?   Rejected   Modifica/on   Not  Interested   requested   HR  Management:   Hired  Candidates   Assign  Team  &  Access  to   Custom  Training   Leave   Timesheet  Entry   Performance   sec/ons  of  the  CRM   Knowledgebase   Management   System.   Review   29  
  30. 30. About Icreon 30  
  31. 31. About Icreon Tech Inc.•  Global IT consultancy•  A Decade in Business•  Cross platform experience•  Over 97% client retention•  350+ employees 31  
  32. 32. A mission to deliver solutions that areIntuitive.Effective. And,Powerfully Simple. 32  
  33. 33. ?Questions 33  
  34. 34. Thanking you, Himanshu Sareen, CEO / Founder himanshu@icreontech.comDiscover your Technology 34