1. The CRM Revolution in
Graduate Recruiting
NAGAP 2010 San Francisco
Adrienne Bartlett, Vice President, Client Experience
Patrick Kelly, Director of Implementation

2. Access this presentation:
slideshare.net/targetx

3. Expectations
Intro
CRM/SRM
10 Considerations

4. Technology | Consulting

5. Leader in CRM
meets the
Leader in Graduate Recruitment

6. More options
More choices
More money
More info
More clutter
More speed
More STRESS

7. Customer
Relationship
Management

8. Student
Relationship
Management

10. Integrated.
Flexible.
Expandable.
Reportable.
Mobile.

11. What can CRM
do for you?

12. Track
Manage
Integrate
Automate
(Enroll)

13. Simplify.

14. 10 Considerations
for choosing a CRM

15. 1
Get what you need

16. Online Application
Event Management
Contact Management
Marketing Campaigns
Centralized, Shared Reports

17. 2
Is it time?

18. Business need?
Resources available?
Who will use it?
Budget/Pricing Model?

19. 3
Feelin’ IT?

20. What is your current
level of IT support?
Are they “on board?”

21. Will you be successful
without it?

22. Level of IT
involvement/support
can be critical to your
success.

23. 4
What model?

25. The future is in the
cloud...

26. “Cloud Computing”

27. Welcome Rob Lamb

28. The Cloud Computing Model
Multi-tenant
Automatic Upgrades 5 Times Faster
Pay-as-you-go Half the Cost
Real-time
IDC White Paper sponsored by Salesforce.com: “Force.com Cloud Platform Drives Huge Time to Market and Cost Savings”, Doc # 219965,
September, 2009

33. Power of Data
On-Demand

35. Cloud Computing is
the future.
It’s already here.
Are you?

36. 5
Return On Image?

37. Each touchpoint sends a
message about you.
What are you saying?

38. Email

39. Email remains the best
way to communicate with
working adults

40. "Email began as a one-to-one
medium."
"But marketers quickly recognized
its value as a one-to-many model
and began treating email messages
as if they were electronic catalogs
and sales circulars."

41. “Email is once again
all about the
conversation”

42. 1:1

43. Stop talking at me
like you don’t know
who I am!

44. “If you haven’t already”
“applied”
“registered”
“visited”

45. CRM is helping to make
messages much more
targeted, relevant and
personalized.

46. “These days, the most
effective approach is a
one-to-some model”

47. More messages
Smaller groups

48. 6
Dealing with Data

49. Managing disparate
and multiple data
sources?

50. Integration:
Goal?
Necessity?
Aspiration?

51. A quick story...

52. Email
Reports ERP
DATA
Mailings Apps

53. Spend less time
moving data
(and get back to
recruiting students)

54. 7
Want a revolution?

55. Automate

56. Workflows
“When x happens,
trigger y”

57. Workflows

58. Phone calls
Emails
Task assignments
Letter generation
..and more

59. Permissions
Users get varying
levels of access based
on roles you define

60. Permissions

61. 8
“If it moves, track it”

62. “That which gets
measured gets
improved.”

63. Key Metrics:
Identify
Track
Adjust
Share?

65. Email Campaigns

66. Dashboards

67. Track “how” a
student was recruited
vs.
Whether (or not)
they enrolled

68. 9
Crawl. Walk. Run.

69. Consider a
“crawl, walk, run”
CRM strategy

70. Scalability?
“Phased rollout?”

71. Can’t change
everything at once.

72. 10
Putting it all together

73. Recruiting
Financial Aid
Chat Student Portal
Email Student life
Develop a 360 degree view of
your prospective and enrolled
students, parents, alumni,
Phone supporters Search
Join the Conversation
Social

74. Make it human.

76. 1. Markets are conversations.
2. Markets consist of human
beings, not demographic sectors.
3. Conversations among human
beings sound human.

77. “Marketing may be
collective, but
buying is personal”

78. Don’t work
harder.
Work smarter.

79. Let’s recap...

80. Why CRM?

81. Simplify.
Manage.
Build Relationships.
Recruit.

82. Why not?

83. www.targetx.com/ithink

84. www.targetx.com/webcasts

85. www.targetx.com/shelfari

86. Access this presentation:
slideshare.net/targetx

87. Thank You!
bartlett@targetx.com
kelly@targetx.com