Outbox and Naveo CRM as an important tool for optimizing the sales process @ SaaS Day, 10.15.2014, Warsaw
1. Oracle SaaS Day, Warsaw 2014
CRM as an important tool for optimizing the sales process
Richard Thomas
Oracle CRM Director, Outbox
Bartłomiej Majchrzak
CRM Specialist, NAVEO
– an example from
the professional services industry
3. We are on a mission, to help our Customers achieve their business goals through the implementation of world class CX & CRM Systems.
4. Facts & Figures World class technical skills combined with a high-integrity work ethic Cultural fit that works for global organizations & time-zones Oracle Gold Partner Specialized in Oracle Sales Cloud
2005
Outbox is founded
+130
Completed CRM Projects
London
Düsseldorf
Warsaw
+200
CRM Consultants
Leading CRM Integrator in the CEE Region
Outbox delivers for business
1000
Person years of experience
5. Outbox Clients include top companies from Health, Finance, Manufacturing, Communications, Services & Energy Sector.
Client References
6. Session Plan
1.Modern Selling
2.The business opportunity of SaaS
3.Case study in using modern CRM sales tools (Naveo)
4.Wrap-up
9. The way people buy has changed:
•Buyers are highly informed about your product / service and the competitive options
•Buyers no longer want to be sold to
•Buyers are 60-70% of the way through the buying cycle before they reach out to sales
•Sellers must learn to facilitate a buying process – not conduct a sales process
Today’s Buying & Selling Process
10. Digital signals are key:
•Cold Calling is 3% effective
•Recipients of LinkedIn Inmail are likely to respond 67% of the time
•79% of sales people achieving quota used social selling techniques; only 15% of those who didn’t use social selling achieved quota
•Social selling was the #1 way for sales reps to generate their own leads in 2013
Today’s Buying & Selling Process
11. Challenges for Business
Not Enough Pipeline
Over 57% CSOs rate ability to incubate leads as a major concern
Not Enough Selling Time
Only 1/3 of reps time is spent selling. Required tasks prevent reps from selling.
Other activities include Planning, Order Processing, Service, Admin, Travel, Lunch Breaks & Misc.
Uneven Rep Performance
60% of sellers lack a strong understanding of their differentiation vs. competitors
Limited Insight
Deal closes are forecasted wrong 50% of the time
13. Modern Sales in the Cloud
Fast & Easy Easy to deploy, easy to use, easy to adapt
Mobile & Productive
Complete mobility drives sales results
Insight Driven
Effective & Revenue Generating
Modern selling tools to drive performance
Collaborative
Integrated communication, coaching and team selling drive productivity
Powerful analytics optimize sales performance
1
2
4
3
5
14. •Low barrier to entry – companies with limited IT
capabilities can benefit from Enterprise CRM solutions
•Companies with significant IT capabilities have the
opportunity to refocus those resources on core business
activities
•Constant benefit of the full innovation power of the
software provider - it will never become legacy
•Ease of use and mobility options drive user adoption
Advantages of deploying CRM as SaaS
17. Liczba adwokatów i radców prawnych wykonujących zawód w tysiącach
Źródło: dane NRA i KIRP, opracowanie Naveo Sowiński i Sęk sp.j. 2014
18. 26,1
27,8
29,6
31,7
33,8
12,7
13,9
15,5
17,5
19,5
2013
2014
2015
2016
2017
Radcowie prawni
Adwokaci
Przybędzie 11 tys. prawników z uprawnieniami adwokata lub radcy prawnego w ciągu 3 lat
38,8
45,1
49,2
53,3
Liczba osób wykonujących zawód, w tys.
Źródło: opracowanie Naveo Sowiński i Sęk sp.j. 2014 na podstawie danych o liczbie aplikantów,
zdawalności egzaminów zawodowych i osób wchodzących do zawodu w latach 2010-2013
41,7
18
20. Co muszą zrobić prawnicy?
1. Zwiększyć szybkość pracy
2. Zrozumieć potrzeby biznesowe klienta
3. Wykazywać proaktywną postawę
4. Dbać o relacje na każdym etapie realizacji usługi
5. Zrozumieć KIM jest klient i CO go interesuje
6. Wiedzieć, jakie są POTRZEBY klienta
20
21. •Specjalizacja branżowa
•Plany marketingowe
•Systemy opieki nad klientami
•Specjaliści ds. marketingu
•Badania satysfakcji klientów
•Narzędzia CRM
Jakie rozwiązania wprowadzają prawnicy?
21
22. 22
Cykl tworzenia wartości dla kancelarii
PLANOWANIE
PROMOCJA
SPRZEDAŻ
OBSŁUGA
FAKTUROWANIE
CRM
38. KEY TAKE AWAYS
1.The way people buy has changed; the way we sell has to change
2.Modern CRM tools are needed to optimize and support new ways of selling effectively
3.SaaS as a delivery mechanism is an enabler for new markets such as professional services to take advantage of modern CRM tools