get a smartstart: software to grow your business
TRANSCRIPT
Christian Wettre
Presidentcwettre@
w-systems.com
Dennis Smith
VP of Sales dsmith@
w-systems.com
Sarah Friedlander GarciaDirector of Marketing
Your Presenters
Agenda
• What is CRM?• About W-Systems• CRM Implementation Challenges • The SmartStart Approach• The Sugar CRM Platform• The Four Pillars of CRM• SmartStart Deployment• ROI Calculator
What is CRM?
• Customer Relationship Management
• Any process that involves acquiring or maintaining a customer
• Central repository for all client and prospect detail (360-Degree View)
• Central repository for all client interactions and communications
• Gatehouse Media Company • SugarCRM #1 Worldwide Partner• Focus on CRM and Marketing Automation
since 1996 • 1,000 CRM Deployments over 20 years• Concentration on small and mid-size
organizations
About W-Systems
CRM Implementation Challenges
• No defined processes for sales and marketing
• No best practices for how to manage processes
• Costly requirements discovery and implementation
• Insufficient user adoption planning
• Create a solid foundation to provide for systematic and scalable growth
• Focus on highest value business processes that will deliver a return on investment
• Utilize strategies proven over 20 years and hundreds of CRM deployments
• Customize process terminology to reflect your firms culture• Execute a tested and established user adoption plan with
live and on-demand training• Access to monthly coaching sessions
The SmartStart Approach
• Sugar is the most innovative, flexible and affordable CRM systems on the market today.
• Sugar has over 1.5 million users worldwide.
• Proven product for organizations small and large.
• Won PC Magazine’s Readers Choice CRM System in 2015 and 2016.
• Sugar allows you to work where you work with desktop and mobile apps.
The Sugar Platform
Four Pillars of CRM
Key processes to start with:
Sales Prospecting
Revenue Pipeline Management
Account Management
Interaction Management
• Lead Management• Sales Prospecting
by the Sales Team
• Sales Qualification• Metrics on Prospect Volume• Metrics on Prospect Development
Sales Prospecting in Sugar
Sales Prospecting in Sugar
Quickly access dynamic lists such as your ‘New
Lead Queue’
Sales Prospecting in Sugar
Capture lead qualification
details
• Track opportunities through sales stages• Track all proposed details and terms• Produce detailed forecast reports• Produce sales pipeline analytics
Revenue Pipeline
Gain detail insight to sales teams results:
Revenue Pipeline
How many quotes did the sales team submit
this week and what was the total value?
Revenue Pipeline
Create multiple filters such as ‘Closing This
Month’, “New Deals”, “Past Due Deals”
• Protect your customer base, your customers are your competitors prospects
• Ensure that existing customers get the appropriate amount of attention
• Organize Customers into groups and manage the number of days between interactions
• Cross Sell products and services
Account Management
Account Management
Account Management
• Interactions leads to sales and customer retention• Provide an easy method of logging interactions with customers• Share interactions between team members as they happen• Capture metrics on the volume and quality of calls, meetings,
emails and general notes
Interaction Management
Interaction Management
Interaction Management
Interaction Management: Outlook
SmartStart Deployment
1. Scheduled Interview to gather your firms terminology and culture
2. Configure CRM to reflect the results of the interview session
3. Review configured instance with your team and adjust based on feedback
4. Templated data Import of clients and contacts5. Prepare and train system users6. Monitor go live7. Provide ongoing support and training
ROI Calculator
• CRM provides ROI by:– Improving conversion rates
• More prospects by setting and monitoring goals
• Better conversions by providing process visibility
– Compressing sales cycle time
• Reduce errors by providing process visibility and accountability
• Reduce the time required by staff to perform processes and to access information
ROI Calculator
Current Improvement SmartStart
CRM Situation Target Implemented Number of CRM Users 10 10 Monthly number of prospects per user ( 1year average) 20 5% 21 Total Prospects added per month 200 210 Prospect to Opportunity Conversion Rate 20% 2% 22% Monthly Number of Opportunities Created from Prospects 40 46 Average Revenue per Opportunity $7,500 0% $7,500 Monthly Added Opportunity Pipeline Revenue $300,000 $346,500 Opportunity Win Rate 20% 2% 22% Monthly Revenue of Won Opportunities $60,000 $76,230 Gross Margin 25.0% 0% 25.00% Monthly Gross Margin of Won Opportunities $15,000 $19,058
Ramp Up Months 2
Initial
Investment $9,300 Monthly ROI $4,058 First Year ROI $ $40,575
Months to full
ROI 4.3 One Year ROI $ 436%
Questions and Answers
Christian Wettre
This event is being recorded. The recording will be posted on the W-Systems SugarCRM blog post
and a link will be sent out to all attendees.
Dennis Smith
Sarah Friedlander Garcia
Contact Information