PTRA CRM presentation

435 views

Published on

The slide deck that was used during the PTRA conference in San Diego, May 2012

Published in: Technology, Business
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total views
435
On SlideShare
0
From Embeds
0
Number of Embeds
2
Actions
Shares
0
Downloads
9
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • PTRA CRM presentation

    1. 1. Choosing the ‘Best’ CRM David Inniss, MBA President, San Diego CRM Consulting david@sandiegocrm.com (619)866-4276
    2. 2. Background• Founder/Owner - San Diego CRM Consulting - 8 years• 750 + full CRM implementations• Prior VP Sales/Marketing - 15 years• Prior Healthcare CIO/CFO/CEO - 9 years• Prior Navy Officer - 6 years
    3. 3. Definitions• Contact Management• CRM• SFA• SaaS• IaaS• IPaaS
    4. 4. 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
    5. 5. 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?
    6. 6. System Uses• Client / Line Tracking• Proposals / Pricing• Accounting Integration?• Pipeline/Funnel Tracking• Leads/Prospecting• Communications Engine• Reporting / Company Health
    7. 7. 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
    8. 8. 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•
    9. 9. 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)
    10. 10. Salesforce to Salesforce Customer Data Sales Opps Rep Line Company Company Salesforce to Salesforce Bridge
    11. 11. Mainstream CRM Discussion• Act!• Goldmine• Salesforce.com• Sales Logix• Custom Rep CRM
    12. 12. Questions?Will be here all day for sessions

    ×