Thoughts..• There is no “Silver Bullet” Solution for ALL companies• There are “One Size Fits Most” Solutions, but.....• The industry is moving away from on-premise to cloud computing - laptops will be a thing of the future within a few years• Customer Data is your IP. Defend at all costs
Key Design Considerations• “You want Toast”• ‘Starbucks’ Litmus Test• Upstream Connections (Lines) - What do they use, and what do they make YOU use?• Downstream Connections (Clients) - How do you communicate with them?• Crawl, Walk, Run• Why complicate your life?
System Uses• Client / Line Tracking• Proposals / Pricing• Accounting Integration?• Pipeline/Funnel Tracking• Leads/Prospecting• Communications Engine• Reporting / Company Health
Sales Collateral / Price Lists• Where is it stored?• Updates pushed out to all?• Collaborate with marketing departments of your lines and clients• Real-time communication
Gotchas• Data - Most complex and time consuming part of process• Building in vacuum - Must have all involved in Process• Building in existing system - Better to start fresh for modeling• No interaction with client - You have to be part of it• Automating too early - Get process 100% THEN and ONLY then automate•
CRM Implementation Steps• Assessment/Documentation of current process/system/data• Data Normalization project• Design• Build - Begin Integration• Test Import/training - Integration Testing• Final Import / Go Live• Adoption Support - (8 to 10 weeks)
Salesforce to Salesforce Customer Data Sales Opps Rep Line Company Company Salesforce to Salesforce Bridge