A year of CRM change. Business Marketing Association of Kansas City. Challenges and insights into Perceptive Software s Salesforce.
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1 A year of CRM change Challenges and insights into Perceptive Software s Salesforce.com implementation Business Marketing Association of Kansas City Jeff Xouris, Director of Marketing Mark Saccaro, Direct Marketing Team Lead
2 Click to edit Master title style What we ll cover Company Overview What we do Our customers prospects Our Marketing & sales organizations Implementation Overview Challenges Successes Next steps Road Map Discussion
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7 What we do We simplify our customers business processes through great content management software Business software Innovation Customers and Us Affordable and available quickly to businesses of all sizes Deep business process understanding combined with the ultimate technology
8 What we do We simplify our customers business processes through great content management software Enterprise document management, imaging and workflow software solutions for organizations in a broad range of industries worldwide. Cost effective, high ROI Leverage existing technology investment Simplicity
9 Quick Facts: Founded in 1988 $68 million FY08 (new/expansion) Projected $80 million FY employees Headquartered in Shawnee UK/EMEA Headquarters London Privately held
10 Our Customers: 2,000+ customer organizations 30 countries Five primary sectors [direct]: Higher Education Healthcare Financial Services Public Sector Back office AP & HR Channels: HP International Resellers
11 Organizational Structure: 50-member Corporate Marketing Team: RFP PR/Corp Comm Marketing Programs/Campaigns Product Marketing Direct Marketing Creative Web/Online Tradeshows Alliances & Reseller Programs Operations
12 Click to edit Master title style Implementation Overview Our approach Challenges Successes Campaign Demo Next steps Road map
13 Salesforce.com Project Overview January 2008 Decision Time: Completely replace current CRM system All aspects of lead and sales management Prospects Campaigns Customer information Forecast & reporting
14 Salesforce.com Project Overview Why: Limitations with current system Access Reporting Greater flexibility Insatiable data appetite Data integrity & use Contemporary technology platform
15 Salesforce.com Project Overview Keys to our implementation: Sales and Marketing Partnership Executive participation Consulting partner IT Involved, but not leading All hands
16 Salesforce.com Project Overview Phase 1 Sales & Direct Marketing April 3 - Last day to enter any data into the Perceptive Software CRM April 8 & 9 - Application Training April 9 Go Live!
17 Salesforce.com Project Overview Phase 1 Marketing: CTI Calling campaigns Customer information One Source integration Data/information cleaning Reporting & dashboards Embracing new processes & vernacular
18 Salesforce.com Project Overview Conversion/Pipeline Process:
19 Salesforce.com Project Overview Phase 2 Marketing: Campaign management Events & tradeshows Enhanced reporting & dashboards Web registration Adwords integration Reference management
20 Click to edit Master title style Campaign Demo
21 What s Next Customer Support Professional Services Marketing Events & tradeshows Reference management Campaign metrics Adwords Cultivation Content(?)
22 Click to edit Master title style Discussion
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