crm selection the right fit 9-25-19...crm •seamlessly connects with other hubspot product offering...
Post on 26-Sep-2020
2 Views
Preview:
TRANSCRIPT
2019 Accelerate! Conference & Expo • Women In Trucking Association
CRM Selection: The Right Fit for Your Transportation/Logistics
Enterprise
2019 Accelerate! Conference & Expo • Women In Trucking Association
Speaker
Jennifer Karpus-RomainDirector of Marketing, Intelestream
2019 Accelerate! Conference & Expo • Women In Trucking Association
Jennifer Karpus-Romain
2019 Accelerate! Conference & Expo • Women In Trucking Association
About Intelestream
• Chicago-based CRM consulting company• Focused on the customer experience• Founder - early SugarCRM employee• 600+ CRM implementations• Transportation/Logistics Experts
2019 Accelerate! Conference & Expo • Women In Trucking Association
Let’s Dive In!
→ Who
→ What
→ When
→ Where
→ Why
→ How
2019 Accelerate! Conference & Expo • Women In Trucking Association
Let’s Start with the WHAT
• Identify current CRM software on the market• Learn top factors to consider for your software• Delve into use cases for different-sized logistics companies
2019 Accelerate! Conference & Expo • Women In Trucking Association
The WHY
80% of CEOs believe they deliver a superior customer experience
Only 8% of their customers agree
Bain & Company
2019 Accelerate! Conference & Expo • Women In Trucking Association
The WHY
Does your Organization use a Customer Relationship Management (CRM) or Sales Automation System?
Source: TMSA 2019 Sales & Marketing Metrics Study, www.TMSAtoday.org
2019 Accelerate! Conference & Expo • Women In Trucking Association
The WHY
If you answered "Yes" above, indicate the Primary CRM or Sales Automation System used by the Organization
Source: TMSA 2019 Sales & Marketing Metrics Study, www.TMSAtoday.org
2019 Accelerate! Conference & Expo • Women In Trucking Association
The WHY
If you answered “No” above, is your Organization Considering Deploying a CRM or Sales Automation System in the next 12 months?
Source: TMSA 2019 Sales & Marketing Metrics Study, www.TMSAtoday.org
2019 Accelerate! Conference & Expo • Women In Trucking Association
The WHEN
• Customer information in multiple locations.• Filing information in an abyss.• Finding information takes all morning. • Awkward follow-ups with prospects.• Lack of knowledge about quotas.• Sales meeting preparation takes significant prep time…every week.• Sales meetings are long and unproductive.
Loss of potential clients or projects.
2019 Accelerate! Conference & Expo • Women In Trucking Association
The WHEN
2019 Accelerate! Conference & Expo • Women In Trucking Association
The WHEN: Time for a Reboot?
Your business is growing.
Your CRM just isn’t working.
2019 Accelerate! Conference & Expo • Women In Trucking Association
The WHERE
2019 Accelerate! Conference & Expo • Women In Trucking Association
The WHERE
2019 Accelerate! Conference & Expo • Women In Trucking Association
The WHERE
2019 Accelerate! Conference & Expo • Women In Trucking Association
User Relationship to Technology
2019 Accelerate! Conference & Expo • Women In Trucking Association
Let’s Play a Game. For Delicious Desserts.
What do you think is the most important factor in choosing a CRM?
2019 Accelerate! Conference & Expo • Women In Trucking Association
CRM: What to Consider
2019 Accelerate! Conference & Expo • Women In Trucking Association
The WHERE
PROS:• The brand to beat: 53% SFA market
share• Strong market strategy• Tons of features/product
enhancements• Free 30-day trial
CONS:• Low UI score for mobile capabilities• Features in lower tiers• Can come at a price
Price starts at $25 per user, per month
2019 Accelerate! Conference & Expo • Women In Trucking Association
2019 Accelerate! Conference & Expo • Women In Trucking Association
SugarCRM
PROS:• Highly-customizable• Lots of third party applications• Recently came out with it’s Market,
Sell, Service product offerings
CONS:• Shorter free trial than others• Product functionality/user interface
Price starts at $45 per user, per month
2019 Accelerate! Conference & Expo • Women In Trucking Association
SugarCRM
2019 Accelerate! Conference & Expo • Women In Trucking Association
Zoho
PROS:• #1 in PC Mag’s Business Choice
Awards for CRM tools• Integration with email and social
media• Will refund your money if you’re
not satisfied with offering
CONS:• Tech support• Lower advanced capabilities than
other options• 15-day free trial
Price starts at $12 per user, per month
2019 Accelerate! Conference & Expo • Women In Trucking Association
Zoho
2019 Accelerate! Conference & Expo • Women In Trucking Association
Dynamics 365
PROS:• Product scope• Easy integrations with Microsoft
products
CONS:• Expensive• Lack of vertical solutions• Steep learning curve
Price starts at $115 per user, per month
2019 Accelerate! Conference & Expo • Women In Trucking Association
Microsoft Dynamics
2019 Accelerate! Conference & Expo • Women In Trucking Association
Bpm’online
PROS:• Customer experience• Product execution/Strong UI• Software for sales, marketing, and
customer service
CONS:• Shorter trial periods than others• Less presence in North America
than other software options• Doesn’t work directly with social
networks
Price starts at $25 per month, per license
2019 Accelerate! Conference & Expo • Women In Trucking Association
Bpm’online
2019 Accelerate! Conference & Expo • Women In Trucking Association
HubSpot
PROS:• Free version available• Great for companies just starting in
CRM• Seamlessly connects with other
HubSpot product offering
CONS:• HubSpot CRM is free, but not other
products• Relatively new so still working on
functionality
Price starts at $00 per month, per license
2019 Accelerate! Conference & Expo • Women In Trucking Association
The Where
2019 Accelerate! Conference & Expo • Women In Trucking Association
The Where
2019 Accelerate! Conference & Expo • Women In Trucking Association
The WHO
Who should be involved?
2019 Accelerate! Conference & Expo • Women In Trucking Association
The HOW: What Do We Do Now?
• Identify your need• Choose your vendor• Understand the use• Create phases• Reassess and adjust
2019 Accelerate! Conference & Expo • Women In Trucking Association
Use Case #1
Large Freight Management Firm. New Sales Director has used Salesforce in the past and looking for something different. Use a lot of Microsoft products.
2019 Accelerate! Conference & Expo • Women In Trucking Association
Use Case #2
Mid-sized logistics firm.Limited budget for starting.Trouble with getting team onboard.
2019 Accelerate! Conference & Expo • Women In Trucking Association
Use Case #3
Small trucking company. Wants to test the market.Uses marketing automation for campaigns.
2019 Accelerate! Conference & Expo • Women In Trucking Association
Questions?
Jennifer Karpus-Romain 234-208-6441Jennifer@Intelestream.netwww.Intelestream.net@jenniferkarpus
top related