business of law: finding the human factors in new technology

Treadmil ls v. Windmil ls :

Finding the Human Factor in New Technology

Snehit Cherian Director of Product Development LexisNexis Interaction

Krista Fuller Director of Product Marketing LexisNexis InterAction

Toni Minick Sr. Product Manager LexisNexis InterAction

SOURCE: http://socialmediatoday.com/bryan-kramer/2115561/there-no-more-b2b-or-b2c-it-s-human-human-h2h

What do we REALLY need?

V

Traditional CRM Is it worth the effort?

• Drives demand generation

• Supported by traditional sales management

• Resource-intensive

• Often expensive

• Supports staged, repeatable processes

LEADS

Monitored Intake

OPPORTUNITIES

Qualified business

PROPOSAL

Sales Negotiation

CONVERSION

New Deals

Traditional Sales Process

New CRM Revenue Generation

• Relationships – not leads – propel business

• Effort focused on building sustainable networks – one client at a time

• Success generates more success

UNSTABLE AT THIS

OPERATING POINT

STABLE AT THIS OPERATING POINT

Windmills in CRM

1 Exposed Dark Data

2 Patterns of Power

3 Insights Delivered

4 High Quality Data

5 In the Cloud

Exposed Dark Data 1

Windmill

1 Do you know Bob?

• Contact Collections

• Emails

• Meetings

• LinkedIn

1

1 What could you discover?

• Clients most at risk

• Cross-sell potential

• Most effective revenue drivers

You have this data

Power of Patterns 2

Windmill

2

2 What could you discover?

• Clients most at risk • Cross-sell potential

• Most effective revenue drivers

Insights Delivered 3

Windmill

3

3 Driving Growth

$2 Billion $760 Million

$340 Million

High-Quality Data 3

Windmill

4 • Track data that will move the needle

• Maximize data that doesn’t change often

• Create categories or ranges of data

• Pick the right data source

• Limit the companies & people you manage

In the Cloud 5

Windmill

5 1999

SOURCE: http://socialmediatoday.com/bryan-kramer/2115561/there-no-more-b2b-or-b2c-it-s-human-human-h2h

Q&A

Krista Fuller Director of Product Marketing, LexisNexis InterAction

krista.fuller@lexisnexis.com

Contact

Snehit Cherian Director of Product Development, LexisNexis InterAction

snehit.cherian@lexisnexis.com

Toni Minick Sr. Production Manager, LexisNexis InterAction

toni.minick@lexisnexis.com