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#PSPG2 Electrify Your CRM/ERM Electrify Your CRM/ERM: Tips Electrify Your CRM/ERM: Tips from Six from Six Gigawatt Gigawatt Generators Generators

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Page 1: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM

Electrify Your CRM/ERM: Tips Electrify Your CRM/ERM: Tips from Six from Six GigawattGigawatt Generators Generators

Page 2: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM

The Generators

• Deb Dobson, Build an Internal LinkedIn with InterAction

• Bill Vannerson, Using D&B Data• Sunny Bane, Targeting Your Efforts• Paul Webb, Co-Counsel Advantage• Cyndy McCollough, Getting CRM Value from ERM• Paul Sammon, EPiC Challange

Page 3: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM

Build an Internal LinkedIn with InterAction

Deb Dobson

Page 4: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM Deb Dobson

Page 5: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM

Challenges

• InterAction• LinkedIn

Deb Dobson

Page 6: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM

Integrate with Business Development Initiatives

Deb Dobson

Page 7: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM

Relationships are Key

• Who • What• How • When

Deb Dobson

Page 8: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM

Develop Strategic Partnerships

You can’t do it alone

Deb Dobson

Page 9: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM

Partnership

ITIT BDBD

EDED

InterActionInterAction

Deb Dobson

Page 10: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM

Make Your CRM Social

Build an Internal LinkedIn

Deb Dobson

Page 11: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM Deb Dobson

Page 12: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM Deb Dobson

Page 13: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM Deb Dobson

Page 14: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM

Using D&B Data

Bill Vannerson

Page 15: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM

Two Uses for D&B Data

Bill Vannerson

Page 16: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM

Identifying Companies

593266598

185633269

200650361117953712

846036616

Bill Vannerson

Page 17: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM

Prospect Companies

Bill Vannerson

Page 18: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM

Processing New Clients

Bill Vannerson

Page 19: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM

Processing New Clients

Bill Vannerson

Page 20: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM

Where’s the DUNS #?

Bill Vannerson

Page 21: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM

Profiling Companies

483111: Deep Sea Freight Transportation

541110: Offices of Lawyers

713210: Casinos (except Casino Hotels)

482111: Line-Haul Railroads

541110: Offices of LawyersHeadquarters

2,500 Employees19 Locations

Bill Vannerson

Page 22: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM

Certify/Match/Append

Bill Vannerson

Page 23: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM

How we use Profile Data

Bill Vannerson

Page 24: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM

Client Profiles

Sunny Bane

Page 25: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM

Client Profiles

Sunny Bane

Page 26: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM

Sales Pipeline

Sunny Bane

Page 27: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM

Pitch Tracking

Sunny Bane

Page 28: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM

Pitch Tracking

Sunny Bane

Page 29: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM

Putting It All Together

Sunny Bane

Page 30: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM Paul Webb

Page 31: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM Paul Webb

Page 32: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM

“…the Delaware Court of Chancery has become perhaps the most important legal battleground for American corporations …its judges help shape the course of business law.”

New York Times - DealbookJune 8, 2011

Paul Webb

Page 33: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM Paul Webb

Page 34: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM

Relationships:• Knowledge about who’s

coming to DE is highly prized.

• Chancery Courts don’t make it easy to get this info.

• Each firm has its own strategy.

Paul Webb

Page 35: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM

Before CRM/ERM

Paul Webb

Page 36: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM

Get Out In Front• Who do we know?

• What are they doing?

• How can we connect?

Paul Webb

Page 37: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM

“When we understand that slide, we’ll have won the war,”

General McChrystal, New York Times 4/26/10

Paul Webb

Page 38: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM Paul Webb

Page 39: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM Paul Webb

Page 40: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM

Goal:

Paul Webb

Page 41: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM

Connect The Right People

Cyndy McCollough

Page 42: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM

Connect The Right People

Cyndy McCollough

Page 43: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM

Fill Regional Events

Cyndy McCollough

Page 44: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM

Fill Regional Events

Cyndy McCollough

Page 45: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM

Getting CRM Value from ERM

Requirement CRM ERM

Identify contacts by location yes yes

Share contacts across firm yes yes

Create industry lists yes yes

Measure strength of relationship no yes

Execute email campaigns yes no

Track contact activities & subscriptions yes no

Cyndy McCollough

Page 46: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM

The Opportunity!

Page 47: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM

The Opportunity

Have we done this before? Relationships

ContentMoney

$$$Our Experts

Paul Sammon

Page 48: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM

What Used to Happen

Rule bending

How much?

MIMS

AIMS

Experience & Opportunities

Word

Excel Deal

Centre

Intranet

Contact & Organisations

CV’s

PeopleSoft

DocMan

Who’s Who

AO.com

Events

Excel

APEXeDeal

Word

Outlook

Key Clients

Paul Sammon

Page 49: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM

What Could Happen…

Experience

Pitches and

Contacts

Don’t re-invent the wheel!

Paul Sammon

Page 50: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM

EPiC – An Integrated Solution

EPiC

Intranet

AO.com

$ £ 3e $ £

PeopleSoft

ContactNet

Paul Sammon

Page 51: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM

Putting It All Together

Experience

ExpertsPricing

Relationships

Power Search

Opportunities

Proposals

Paul Sammon

Page 52: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM

Power search

Paul Sammon

Page 53: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM

Experience

Paul Sammon

Page 54: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM

Experts

Paul Sammon

Page 55: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM

Pricing

Paul Sammon

Page 56: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM

Opportunities

Paul Sammon

Page 57: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM

Proposals

Paul Sammon

Page 58: Electrify Your CRM/ERM: Tips from Six Gigawatt Generatorsilta.personifycloud.com/webfiles/productfiles/913835/PSPG2_PPT.pdf · Electrify Your CRM/ERM: Tips from Six Gigawatt Generators

#PSPG2Electrify Your CRM/ERM Paul Sammon