SlideShare una empresa de Scribd logo
1 de 17
Descargar para leer sin conexión
Mobile




Using Mobile CRM to Drive Sales, Operations,
           and User Acceptance
Matt Davidson and Bill Harrison
CEO of USAFact and CEO & Founder of Epicom
       @epicomcorp, www.epicom.com
Steps to Turnaround


                          Identify Issues


            Speed Up                        Improve CRM
          Sales Process                       Adoption




                 Integrate &          Improve
                  Automate         Accountability
Tweet: #SCON12
Definition of Problems

     Operational/Product                 Technology                   Sales/Financial

• Operational                   • $800,000 spent on             •Sales
  • Operations shrinking; a       technology upgrades in 1       •2008: CEO dismissed
    flight for survival           year                           •2009: HR industry slumps
  • Limited management          • Bad contracts and              •2009: New sales and
    direction – No meetings       overpaying for services        execs, but unfocused
  • Lack of clear ownership     • 5 projects, 6 months past      product development
  • No account management         due with no end in sight       •2010: - Collective average
• Product                       • Limited understanding of       of $1.8K MRR per month
                                  new technologies               sold
  • Limited product refresh –
                                  (infrastructure of app dev)    •Not leveraging Sugar
    focus on “we have always
    done it this way”           • Paper/email based processes    •Funnel not weighted or
  • Limited technology          • Data security concerns         explained to Board & Bank
    advancement                                                  properly
  • Limited product marketing                                   •Financial
                                                                 •Lost $350K in first 7
                                                                 months
                                                                 •Revenues down 50% over
                                                                 2 years


Tweet: #SCON12
Improve CRM Adoption

 Provide Mobile Support & Access to Employees
       Data entry is more complete and accurate when entered in
       real time vs. waiting to access a computer
 Simplify CRM Data Entry
       Keep the CRM simple and fields reduced to only what is
       needed
 Improve New CRM User Experience
       Looking to standardize and push out relevant dashboards to
       user accounts




Tweet: #SCON12
Improve Accountability

 Enforce chain of custody for leads and quotes
  through the CRM system
 Leads, opportunities, and cases can be created and
  assigned using a smartphone
 Automatic notifications and access from anywhere
  make each employee accountable




Tweet: #SCON12
CASE MANAGEMENT &
DASHBOARDS
                 Morning
                 “Cup of
                 Coffee”




Tweet: #SCON12
Integrate and Automate Sales Process

 Integrate billing system with Sugar Mobile to see
  invoices, track orders, and assist AR

 Implement electronic signature processes – sign
  contracts on mobile device

 Advanced quoting solution allows reps to quickly
  determine price at various discount levels while at
  customer sites




Tweet: #SCON12
STANDARDIZED QUOTES:
Automatic Custom PDF Creation




                 Revitalized   Customer
     Organized
                  Business     Simplicity
      Product
                  Revenue          &
      Catalog
                   Model       Versatility




Tweet: #SCON12
STANDARDIZED QUOTES:
Define Product Catalog for Quote Automation


                                        SugarCRM



                             Support
                                &
                             Training
                                            Faster Revenue
                                              Generation:
                                            Better Delivery




Tweet: #SCON12
Speed Up Approval Process


  Enable access to
  CRM on the road

  Electronic signature
  execution from mobile
  device
SUCCESS FACTORS


 Focus on Users
     Simplify and reduce number of
     fields
     Custom quote module
 Ubiquitous Use
     Sugar Mobile for sales team
         Considering replacing laptops with iPads
         for on-the-roads sales reps
     “Fair for All” Reinforcement
        Training
        Commissions
        Bonus eligibility
 Improved Customer Service
     Quick response times from mobile use
     increased customer satisfaction



 Tweet: #SCON12
The End Result


 User adoption of the SugarCRM system soared to
  90%

 2 sales reps hit the same overall sales target as 7
  did in the past

 2011 sales increased by 12% compared with 2010

 Time to develop quotes went from taking three
  people 45 minutes to taking one person only 5
  minutes
Tweet: #SCON12
USAFact TODAY
    Operational/Product/Technology                                           Sales/Financial
• Operational                                    •Sales
 • Business is growing and team is shrinking      •2 salespeople selling more than 7 were selling
 • Ownership is clear through case management     •71% reduction in Sales Dept Staff
                                                  • Average 2011 “NEW SALES” MRR is now 101% higher than 2010 Average
                                                  “NEW SALES” MRR
• Product
 • 5 major products in 8 months
                                                 •Financial
 • One of the most technically advanced in the
                                                  •SugarCRM is now central in all sales meetings
   industry
                                                 •Profitable within the first 5 months of turnaround
 • 3.4% increase in services YTD                 •BACK IN BLACK!!!!!!

                                                 •August 2011 YTD vs. August 2010 YTD: 125% performance
• Technology                                     •Sales team hit 120% of August quota
                                                 •69% 3rd quarter quota completed
 • Contracts all re-contracted in acceptable
   terms
                                                 •Translation: The TEAM is using the system - no executive “Forcing” of
 • New phone system in place                     the system
 • Paper has been reduced and 2 screens now
   sit on each user’s desk
 • All technology projects that were open are
   completed, plus 4 major additional projects




  Tweet: #SCON12
Questions?



         Contact Epicom for additional information or
                          questions.

                 info@epicom.com | (512) 481-9000
                         www.epicom.com

                 Follow us on Twitter: @epicomcorp




Tweet: #SCON12
Submit Session Feedback
        Select the SugarCon Mobile App:
        1) Tap on this session
        2) Tap on survey
        3) Submit your feedback

*Prizes for attendees who submit session feedback using the Mobile App




                                               4/25/2012   ©2012 SugarCRM Inc. All rights reserved.   16
#SCON12




          4/25/2012   ©2012 SugarCRM Inc. All rights reserved.   17

Más contenido relacionado

Más de SugarCRM

Lessons Learned: Building IBM's Next Generation CRM Architecture
Lessons Learned: Building IBM's Next Generation CRM ArchitectureLessons Learned: Building IBM's Next Generation CRM Architecture
Lessons Learned: Building IBM's Next Generation CRM ArchitectureSugarCRM
 
Business at the Speed of Social
Business at the Speed of SocialBusiness at the Speed of Social
Business at the Speed of SocialSugarCRM
 
From Mad Men to Moneyball: Research and Hands on Tools to Guide Your Marketin...
From Mad Men to Moneyball: Research and Hands on Tools to Guide Your Marketin...From Mad Men to Moneyball: Research and Hands on Tools to Guide Your Marketin...
From Mad Men to Moneyball: Research and Hands on Tools to Guide Your Marketin...SugarCRM
 
From Mad Men to Moneyball: How Leading Chief Marketing Officers are Different...
From Mad Men to Moneyball: How Leading Chief Marketing Officers are Different...From Mad Men to Moneyball: How Leading Chief Marketing Officers are Different...
From Mad Men to Moneyball: How Leading Chief Marketing Officers are Different...SugarCRM
 
IBM's Social Business Transformation
IBM's Social Business TransformationIBM's Social Business Transformation
IBM's Social Business TransformationSugarCRM
 
How You Can Leverage Social Media to Benefit Your Entire Organization
How You Can Leverage Social Media to Benefit Your Entire OrganizationHow You Can Leverage Social Media to Benefit Your Entire Organization
How You Can Leverage Social Media to Benefit Your Entire OrganizationSugarCRM
 
Marketo's Secret Sauce: Smarter Marketing for Best Results
Marketo's Secret Sauce: Smarter Marketing for Best ResultsMarketo's Secret Sauce: Smarter Marketing for Best Results
Marketo's Secret Sauce: Smarter Marketing for Best ResultsSugarCRM
 
Informer: Multidimensional Reporting and Dashboarding for SugarCRM
Informer: Multidimensional Reporting and Dashboarding for SugarCRMInformer: Multidimensional Reporting and Dashboarding for SugarCRM
Informer: Multidimensional Reporting and Dashboarding for SugarCRMSugarCRM
 
Building Your Individual Brand; Expanding Your Sales Reach
Building Your Individual Brand; Expanding Your Sales ReachBuilding Your Individual Brand; Expanding Your Sales Reach
Building Your Individual Brand; Expanding Your Sales ReachSugarCRM
 
Mobilizing Your Sugar Instance
Mobilizing Your Sugar InstanceMobilizing Your Sugar Instance
Mobilizing Your Sugar InstanceSugarCRM
 
Turn Big Data Into Actionable Insights With Sugar 7
Turn Big Data Into Actionable Insights With Sugar 7Turn Big Data Into Actionable Insights With Sugar 7
Turn Big Data Into Actionable Insights With Sugar 7SugarCRM
 
Close More Deals, More Quickly With 1:1 Marketing Automation in Gmail
Close More Deals, More Quickly With 1:1 Marketing Automation in GmailClose More Deals, More Quickly With 1:1 Marketing Automation in Gmail
Close More Deals, More Quickly With 1:1 Marketing Automation in GmailSugarCRM
 
Leveraging Marketing Data to Gain More Revenue
Leveraging Marketing Data to Gain More RevenueLeveraging Marketing Data to Gain More Revenue
Leveraging Marketing Data to Gain More RevenueSugarCRM
 
SugarCRM Integrated Solutions: A Recipe for Success
SugarCRM Integrated Solutions: A Recipe for SuccessSugarCRM Integrated Solutions: A Recipe for Success
SugarCRM Integrated Solutions: A Recipe for SuccessSugarCRM
 
Top Ten Integration Targets for Sugar
Top Ten Integration Targets for SugarTop Ten Integration Targets for Sugar
Top Ten Integration Targets for SugarSugarCRM
 
Simply Powerful Workflow for Sugar
Simply Powerful Workflow for SugarSimply Powerful Workflow for Sugar
Simply Powerful Workflow for SugarSugarCRM
 
Crossing the Chasm – From Email Marketing to Marketing Automation
Crossing the Chasm – From Email Marketing to Marketing AutomationCrossing the Chasm – From Email Marketing to Marketing Automation
Crossing the Chasm – From Email Marketing to Marketing AutomationSugarCRM
 
4 Add-on Products You Can't Live Without
4 Add-on Products You Can't Live Without4 Add-on Products You Can't Live Without
4 Add-on Products You Can't Live WithoutSugarCRM
 
Transforming Marketing Data into a Useful Sales Pitch
Transforming Marketing Data into a Useful Sales PitchTransforming Marketing Data into a Useful Sales Pitch
Transforming Marketing Data into a Useful Sales PitchSugarCRM
 
How to Exceed the Expectations of Today's Digital Customers
How to Exceed the Expectations of Today's Digital CustomersHow to Exceed the Expectations of Today's Digital Customers
How to Exceed the Expectations of Today's Digital CustomersSugarCRM
 

Más de SugarCRM (20)

Lessons Learned: Building IBM's Next Generation CRM Architecture
Lessons Learned: Building IBM's Next Generation CRM ArchitectureLessons Learned: Building IBM's Next Generation CRM Architecture
Lessons Learned: Building IBM's Next Generation CRM Architecture
 
Business at the Speed of Social
Business at the Speed of SocialBusiness at the Speed of Social
Business at the Speed of Social
 
From Mad Men to Moneyball: Research and Hands on Tools to Guide Your Marketin...
From Mad Men to Moneyball: Research and Hands on Tools to Guide Your Marketin...From Mad Men to Moneyball: Research and Hands on Tools to Guide Your Marketin...
From Mad Men to Moneyball: Research and Hands on Tools to Guide Your Marketin...
 
From Mad Men to Moneyball: How Leading Chief Marketing Officers are Different...
From Mad Men to Moneyball: How Leading Chief Marketing Officers are Different...From Mad Men to Moneyball: How Leading Chief Marketing Officers are Different...
From Mad Men to Moneyball: How Leading Chief Marketing Officers are Different...
 
IBM's Social Business Transformation
IBM's Social Business TransformationIBM's Social Business Transformation
IBM's Social Business Transformation
 
How You Can Leverage Social Media to Benefit Your Entire Organization
How You Can Leverage Social Media to Benefit Your Entire OrganizationHow You Can Leverage Social Media to Benefit Your Entire Organization
How You Can Leverage Social Media to Benefit Your Entire Organization
 
Marketo's Secret Sauce: Smarter Marketing for Best Results
Marketo's Secret Sauce: Smarter Marketing for Best ResultsMarketo's Secret Sauce: Smarter Marketing for Best Results
Marketo's Secret Sauce: Smarter Marketing for Best Results
 
Informer: Multidimensional Reporting and Dashboarding for SugarCRM
Informer: Multidimensional Reporting and Dashboarding for SugarCRMInformer: Multidimensional Reporting and Dashboarding for SugarCRM
Informer: Multidimensional Reporting and Dashboarding for SugarCRM
 
Building Your Individual Brand; Expanding Your Sales Reach
Building Your Individual Brand; Expanding Your Sales ReachBuilding Your Individual Brand; Expanding Your Sales Reach
Building Your Individual Brand; Expanding Your Sales Reach
 
Mobilizing Your Sugar Instance
Mobilizing Your Sugar InstanceMobilizing Your Sugar Instance
Mobilizing Your Sugar Instance
 
Turn Big Data Into Actionable Insights With Sugar 7
Turn Big Data Into Actionable Insights With Sugar 7Turn Big Data Into Actionable Insights With Sugar 7
Turn Big Data Into Actionable Insights With Sugar 7
 
Close More Deals, More Quickly With 1:1 Marketing Automation in Gmail
Close More Deals, More Quickly With 1:1 Marketing Automation in GmailClose More Deals, More Quickly With 1:1 Marketing Automation in Gmail
Close More Deals, More Quickly With 1:1 Marketing Automation in Gmail
 
Leveraging Marketing Data to Gain More Revenue
Leveraging Marketing Data to Gain More RevenueLeveraging Marketing Data to Gain More Revenue
Leveraging Marketing Data to Gain More Revenue
 
SugarCRM Integrated Solutions: A Recipe for Success
SugarCRM Integrated Solutions: A Recipe for SuccessSugarCRM Integrated Solutions: A Recipe for Success
SugarCRM Integrated Solutions: A Recipe for Success
 
Top Ten Integration Targets for Sugar
Top Ten Integration Targets for SugarTop Ten Integration Targets for Sugar
Top Ten Integration Targets for Sugar
 
Simply Powerful Workflow for Sugar
Simply Powerful Workflow for SugarSimply Powerful Workflow for Sugar
Simply Powerful Workflow for Sugar
 
Crossing the Chasm – From Email Marketing to Marketing Automation
Crossing the Chasm – From Email Marketing to Marketing AutomationCrossing the Chasm – From Email Marketing to Marketing Automation
Crossing the Chasm – From Email Marketing to Marketing Automation
 
4 Add-on Products You Can't Live Without
4 Add-on Products You Can't Live Without4 Add-on Products You Can't Live Without
4 Add-on Products You Can't Live Without
 
Transforming Marketing Data into a Useful Sales Pitch
Transforming Marketing Data into a Useful Sales PitchTransforming Marketing Data into a Useful Sales Pitch
Transforming Marketing Data into a Useful Sales Pitch
 
How to Exceed the Expectations of Today's Digital Customers
How to Exceed the Expectations of Today's Digital CustomersHow to Exceed the Expectations of Today's Digital Customers
How to Exceed the Expectations of Today's Digital Customers
 

Último

The Vietnam Believer_Newsletter_Vol.001_Mar12 2024
The Vietnam Believer_Newsletter_Vol.001_Mar12 2024The Vietnam Believer_Newsletter_Vol.001_Mar12 2024
The Vietnam Believer_Newsletter_Vol.001_Mar12 2024believeminhh
 
PHX Corporate Presentation March 2024 Final
PHX Corporate Presentation March 2024 FinalPHX Corporate Presentation March 2024 Final
PHX Corporate Presentation March 2024 FinalPanhandleOilandGas
 
Digital Marketing Training Program skills s
Digital Marketing Training Program skills sDigital Marketing Training Program skills s
Digital Marketing Training Program skills sgodxzyrox
 
NewBase 14 March 2024 Energy News issue - 1707 by Khaled Al Awadi_compress...
NewBase  14 March  2024  Energy News issue - 1707 by Khaled Al Awadi_compress...NewBase  14 March  2024  Energy News issue - 1707 by Khaled Al Awadi_compress...
NewBase 14 March 2024 Energy News issue - 1707 by Khaled Al Awadi_compress...Khaled Al Awadi
 
How The Hustle Milestone Referral Program Got 300K Subscribers
How The Hustle Milestone Referral Program Got 300K SubscribersHow The Hustle Milestone Referral Program Got 300K Subscribers
How The Hustle Milestone Referral Program Got 300K SubscribersFlyyx Tech
 
A Comprehensive Case Study on the IL&FS Crisis (final).pptx
A Comprehensive Case Study on the IL&FS Crisis (final).pptxA Comprehensive Case Study on the IL&FS Crisis (final).pptx
A Comprehensive Case Study on the IL&FS Crisis (final).pptxShainaMaheshwari1
 
Pitch Deck Teardown: SuperScale's $5.4M Series A deck
Pitch Deck Teardown: SuperScale's $5.4M Series A deckPitch Deck Teardown: SuperScale's $5.4M Series A deck
Pitch Deck Teardown: SuperScale's $5.4M Series A deckHajeJanKamps
 
10 Tips for Great Teams CSUN Conference 2024
10 Tips for Great Teams CSUN Conference 202410 Tips for Great Teams CSUN Conference 2024
10 Tips for Great Teams CSUN Conference 2024Nate Evans
 
Project Work on Consumer Behavior in Fast Food Restaurants. Their behavior to...
Project Work on Consumer Behavior in Fast Food Restaurants. Their behavior to...Project Work on Consumer Behavior in Fast Food Restaurants. Their behavior to...
Project Work on Consumer Behavior in Fast Food Restaurants. Their behavior to...BilalAhmed717
 
Olympus 38DL Plus Ultrasonic Thickness Gauge
Olympus 38DL Plus Ultrasonic Thickness GaugeOlympus 38DL Plus Ultrasonic Thickness Gauge
Olympus 38DL Plus Ultrasonic Thickness GaugeStephenKim86
 
CXO 2.0 Conference (Event Information Deck | Dec'24-Mar'25)
CXO 2.0 Conference (Event Information Deck | Dec'24-Mar'25)CXO 2.0 Conference (Event Information Deck | Dec'24-Mar'25)
CXO 2.0 Conference (Event Information Deck | Dec'24-Mar'25)CXO 2.0 Conference
 
Business Models and Business Model Innovation
Business Models and Business Model InnovationBusiness Models and Business Model Innovation
Business Models and Business Model InnovationMichal Hron
 
Streamlining Your Accounting A Guide to QuickBooks Migration Tools.pptx
Streamlining Your Accounting A Guide to QuickBooks Migration Tools.pptxStreamlining Your Accounting A Guide to QuickBooks Migration Tools.pptx
Streamlining Your Accounting A Guide to QuickBooks Migration Tools.pptxPaulBryant58
 
"InShorts: A Game-Changer in the Digital News Age"
"InShorts: A Game-Changer in the Digital News Age""InShorts: A Game-Changer in the Digital News Age"
"InShorts: A Game-Changer in the Digital News Age"Adharsh45
 
The 10 Most Influential Women Making Difference In 2024.pdf
The 10 Most Influential Women Making Difference In 2024.pdfThe 10 Most Influential Women Making Difference In 2024.pdf
The 10 Most Influential Women Making Difference In 2024.pdfInsightsSuccess4
 
3BBE: THE FUTURE OF ECOMMERCE PRESENTATION - LOUIS MALAYBALAY
3BBE: THE FUTURE OF ECOMMERCE PRESENTATION - LOUIS MALAYBALAY3BBE: THE FUTURE OF ECOMMERCE PRESENTATION - LOUIS MALAYBALAY
3BBE: THE FUTURE OF ECOMMERCE PRESENTATION - LOUIS MALAYBALAYLouis Malaybalay
 
CORPORATE SOCIAL RESPONSIBILITY - FINAL REQUIREMENT.pdf
CORPORATE SOCIAL RESPONSIBILITY - FINAL REQUIREMENT.pdfCORPORATE SOCIAL RESPONSIBILITY - FINAL REQUIREMENT.pdf
CORPORATE SOCIAL RESPONSIBILITY - FINAL REQUIREMENT.pdfLouis Malaybalay
 
Shopclues: Failure & Solutions in Business Model
Shopclues: Failure & Solutions in Business ModelShopclues: Failure & Solutions in Business Model
Shopclues: Failure & Solutions in Business ModelBhaviniSharma12
 
EPC Contractors aspects Presentation.pdf
EPC Contractors  aspects Presentation.pdfEPC Contractors  aspects Presentation.pdf
EPC Contractors aspects Presentation.pdfGiuseppe Tommasone
 
Unleashing the Power of Fandom: A Short Guide to Fan Business
Unleashing the Power of Fandom: A Short Guide to Fan BusinessUnleashing the Power of Fandom: A Short Guide to Fan Business
Unleashing the Power of Fandom: A Short Guide to Fan Businesstompeter3736
 

Último (20)

The Vietnam Believer_Newsletter_Vol.001_Mar12 2024
The Vietnam Believer_Newsletter_Vol.001_Mar12 2024The Vietnam Believer_Newsletter_Vol.001_Mar12 2024
The Vietnam Believer_Newsletter_Vol.001_Mar12 2024
 
PHX Corporate Presentation March 2024 Final
PHX Corporate Presentation March 2024 FinalPHX Corporate Presentation March 2024 Final
PHX Corporate Presentation March 2024 Final
 
Digital Marketing Training Program skills s
Digital Marketing Training Program skills sDigital Marketing Training Program skills s
Digital Marketing Training Program skills s
 
NewBase 14 March 2024 Energy News issue - 1707 by Khaled Al Awadi_compress...
NewBase  14 March  2024  Energy News issue - 1707 by Khaled Al Awadi_compress...NewBase  14 March  2024  Energy News issue - 1707 by Khaled Al Awadi_compress...
NewBase 14 March 2024 Energy News issue - 1707 by Khaled Al Awadi_compress...
 
How The Hustle Milestone Referral Program Got 300K Subscribers
How The Hustle Milestone Referral Program Got 300K SubscribersHow The Hustle Milestone Referral Program Got 300K Subscribers
How The Hustle Milestone Referral Program Got 300K Subscribers
 
A Comprehensive Case Study on the IL&FS Crisis (final).pptx
A Comprehensive Case Study on the IL&FS Crisis (final).pptxA Comprehensive Case Study on the IL&FS Crisis (final).pptx
A Comprehensive Case Study on the IL&FS Crisis (final).pptx
 
Pitch Deck Teardown: SuperScale's $5.4M Series A deck
Pitch Deck Teardown: SuperScale's $5.4M Series A deckPitch Deck Teardown: SuperScale's $5.4M Series A deck
Pitch Deck Teardown: SuperScale's $5.4M Series A deck
 
10 Tips for Great Teams CSUN Conference 2024
10 Tips for Great Teams CSUN Conference 202410 Tips for Great Teams CSUN Conference 2024
10 Tips for Great Teams CSUN Conference 2024
 
Project Work on Consumer Behavior in Fast Food Restaurants. Their behavior to...
Project Work on Consumer Behavior in Fast Food Restaurants. Their behavior to...Project Work on Consumer Behavior in Fast Food Restaurants. Their behavior to...
Project Work on Consumer Behavior in Fast Food Restaurants. Their behavior to...
 
Olympus 38DL Plus Ultrasonic Thickness Gauge
Olympus 38DL Plus Ultrasonic Thickness GaugeOlympus 38DL Plus Ultrasonic Thickness Gauge
Olympus 38DL Plus Ultrasonic Thickness Gauge
 
CXO 2.0 Conference (Event Information Deck | Dec'24-Mar'25)
CXO 2.0 Conference (Event Information Deck | Dec'24-Mar'25)CXO 2.0 Conference (Event Information Deck | Dec'24-Mar'25)
CXO 2.0 Conference (Event Information Deck | Dec'24-Mar'25)
 
Business Models and Business Model Innovation
Business Models and Business Model InnovationBusiness Models and Business Model Innovation
Business Models and Business Model Innovation
 
Streamlining Your Accounting A Guide to QuickBooks Migration Tools.pptx
Streamlining Your Accounting A Guide to QuickBooks Migration Tools.pptxStreamlining Your Accounting A Guide to QuickBooks Migration Tools.pptx
Streamlining Your Accounting A Guide to QuickBooks Migration Tools.pptx
 
"InShorts: A Game-Changer in the Digital News Age"
"InShorts: A Game-Changer in the Digital News Age""InShorts: A Game-Changer in the Digital News Age"
"InShorts: A Game-Changer in the Digital News Age"
 
The 10 Most Influential Women Making Difference In 2024.pdf
The 10 Most Influential Women Making Difference In 2024.pdfThe 10 Most Influential Women Making Difference In 2024.pdf
The 10 Most Influential Women Making Difference In 2024.pdf
 
3BBE: THE FUTURE OF ECOMMERCE PRESENTATION - LOUIS MALAYBALAY
3BBE: THE FUTURE OF ECOMMERCE PRESENTATION - LOUIS MALAYBALAY3BBE: THE FUTURE OF ECOMMERCE PRESENTATION - LOUIS MALAYBALAY
3BBE: THE FUTURE OF ECOMMERCE PRESENTATION - LOUIS MALAYBALAY
 
CORPORATE SOCIAL RESPONSIBILITY - FINAL REQUIREMENT.pdf
CORPORATE SOCIAL RESPONSIBILITY - FINAL REQUIREMENT.pdfCORPORATE SOCIAL RESPONSIBILITY - FINAL REQUIREMENT.pdf
CORPORATE SOCIAL RESPONSIBILITY - FINAL REQUIREMENT.pdf
 
Shopclues: Failure & Solutions in Business Model
Shopclues: Failure & Solutions in Business ModelShopclues: Failure & Solutions in Business Model
Shopclues: Failure & Solutions in Business Model
 
EPC Contractors aspects Presentation.pdf
EPC Contractors  aspects Presentation.pdfEPC Contractors  aspects Presentation.pdf
EPC Contractors aspects Presentation.pdf
 
Unleashing the Power of Fandom: A Short Guide to Fan Business
Unleashing the Power of Fandom: A Short Guide to Fan BusinessUnleashing the Power of Fandom: A Short Guide to Fan Business
Unleashing the Power of Fandom: A Short Guide to Fan Business
 

Mobile: Session 6: Using Mobile CRM to Drive Sales, Operations, and User Acceptance

  • 1. Mobile Using Mobile CRM to Drive Sales, Operations, and User Acceptance
  • 2. Matt Davidson and Bill Harrison CEO of USAFact and CEO & Founder of Epicom @epicomcorp, www.epicom.com
  • 3. Steps to Turnaround Identify Issues Speed Up Improve CRM Sales Process Adoption Integrate & Improve Automate Accountability Tweet: #SCON12
  • 4. Definition of Problems Operational/Product Technology Sales/Financial • Operational • $800,000 spent on •Sales • Operations shrinking; a technology upgrades in 1 •2008: CEO dismissed flight for survival year •2009: HR industry slumps • Limited management • Bad contracts and •2009: New sales and direction – No meetings overpaying for services execs, but unfocused • Lack of clear ownership • 5 projects, 6 months past product development • No account management due with no end in sight •2010: - Collective average • Product • Limited understanding of of $1.8K MRR per month new technologies sold • Limited product refresh – (infrastructure of app dev) •Not leveraging Sugar focus on “we have always done it this way” • Paper/email based processes •Funnel not weighted or • Limited technology • Data security concerns explained to Board & Bank advancement properly • Limited product marketing •Financial •Lost $350K in first 7 months •Revenues down 50% over 2 years Tweet: #SCON12
  • 5. Improve CRM Adoption  Provide Mobile Support & Access to Employees Data entry is more complete and accurate when entered in real time vs. waiting to access a computer  Simplify CRM Data Entry Keep the CRM simple and fields reduced to only what is needed  Improve New CRM User Experience Looking to standardize and push out relevant dashboards to user accounts Tweet: #SCON12
  • 6. Improve Accountability  Enforce chain of custody for leads and quotes through the CRM system  Leads, opportunities, and cases can be created and assigned using a smartphone  Automatic notifications and access from anywhere make each employee accountable Tweet: #SCON12
  • 7. CASE MANAGEMENT & DASHBOARDS Morning “Cup of Coffee” Tweet: #SCON12
  • 8. Integrate and Automate Sales Process  Integrate billing system with Sugar Mobile to see invoices, track orders, and assist AR  Implement electronic signature processes – sign contracts on mobile device  Advanced quoting solution allows reps to quickly determine price at various discount levels while at customer sites Tweet: #SCON12
  • 9. STANDARDIZED QUOTES: Automatic Custom PDF Creation Revitalized Customer Organized Business Simplicity Product Revenue & Catalog Model Versatility Tweet: #SCON12
  • 10. STANDARDIZED QUOTES: Define Product Catalog for Quote Automation SugarCRM Support & Training Faster Revenue Generation: Better Delivery Tweet: #SCON12
  • 11. Speed Up Approval Process Enable access to CRM on the road Electronic signature execution from mobile device
  • 12. SUCCESS FACTORS  Focus on Users Simplify and reduce number of fields Custom quote module  Ubiquitous Use Sugar Mobile for sales team Considering replacing laptops with iPads for on-the-roads sales reps “Fair for All” Reinforcement Training Commissions Bonus eligibility  Improved Customer Service Quick response times from mobile use increased customer satisfaction Tweet: #SCON12
  • 13. The End Result  User adoption of the SugarCRM system soared to 90%  2 sales reps hit the same overall sales target as 7 did in the past  2011 sales increased by 12% compared with 2010  Time to develop quotes went from taking three people 45 minutes to taking one person only 5 minutes Tweet: #SCON12
  • 14. USAFact TODAY Operational/Product/Technology Sales/Financial • Operational •Sales • Business is growing and team is shrinking •2 salespeople selling more than 7 were selling • Ownership is clear through case management •71% reduction in Sales Dept Staff • Average 2011 “NEW SALES” MRR is now 101% higher than 2010 Average “NEW SALES” MRR • Product • 5 major products in 8 months •Financial • One of the most technically advanced in the •SugarCRM is now central in all sales meetings industry •Profitable within the first 5 months of turnaround • 3.4% increase in services YTD •BACK IN BLACK!!!!!! •August 2011 YTD vs. August 2010 YTD: 125% performance • Technology •Sales team hit 120% of August quota •69% 3rd quarter quota completed • Contracts all re-contracted in acceptable terms •Translation: The TEAM is using the system - no executive “Forcing” of • New phone system in place the system • Paper has been reduced and 2 screens now sit on each user’s desk • All technology projects that were open are completed, plus 4 major additional projects Tweet: #SCON12
  • 15. Questions? Contact Epicom for additional information or questions. info@epicom.com | (512) 481-9000 www.epicom.com Follow us on Twitter: @epicomcorp Tweet: #SCON12
  • 16. Submit Session Feedback Select the SugarCon Mobile App: 1) Tap on this session 2) Tap on survey 3) Submit your feedback *Prizes for attendees who submit session feedback using the Mobile App 4/25/2012 ©2012 SugarCRM Inc. All rights reserved. 16
  • 17. #SCON12 4/25/2012 ©2012 SugarCRM Inc. All rights reserved. 17

Notas del editor

  1. “A mobility solution removes excuses. Our sales team can be held to expectations and now communicates in a way that brings better efficiency to the operations team.”