complete crm

Putting the C back in CRM

Take command. Create demand.

The times they are a-changin’Bob Dylan, 1964

Figure it outMy Mom

Give me six hours to chop down a tree,and I will spend the first four sharpening the axe.

Abraham Lincoln

This is no longer our reality. Why?

What changed?

InformationAutomation

Transportation

THINKING

Is this organization going to survive?

The Difference

What endures a changing climate?

The Survivor

Innovation + Adaptation + Agility

Behavioral Change in ProgressWork sociallyDo not like hierarchy

Connectors& Translators

LeadersManagers

What does this mean for CRM?(or more importantly, for business)

You are not alone

70%

…of leads generated are not ready to make a purchase

88%…of business leaders know

they need to get closer to the customer

23%

Average reported incorrect datain contact management systems

•Gartner, Jupiter, 2013

Changes in CRM

What does the “C” stand for, anyway?

Because THIS is reality!

Educated Consumer

Data EngineKnowledgeAutomationScoringAnalysisPrediction

Customer TouchpointsBrand Impressions

ENGAGEMENT!

Sales

How does your organization stack up?

Do you have a relationship with your CRM? Do your leads & clients?

Good relationships are two-way.

CRM Success Rates

SuccessFail

63% of CRM Implementations Fail(80% of Sales Automations Fail)

Why Does CRM Fail?

CRM Not a Priority Lack of Executive Sponsorship

Lack of Mgmt Bandwidth

Lack of Customer Insight

0%

10%

20%

30%

40%

50%

60%

* Merkle, 2013

The Revolution Will Be Televised

Success or failure depends on the ability of a company to adapt to the modern business climate

- Me

COMPLETE CRM

Take command of sales and marketing with a single, powerful, efficient platform

Collaborate with your customers to create demand

What does success look like?

Software Leadership Success

Take Command of your Funnel

LeadNurturing

Pipeline

(PAYMENT)(FIRST

CONTACT)

7 days 19 days

71% 34%

Automated Lead Nurturing

Lead Scoring

Predictive Analytics

Personalization

Collaboration

Create Demand with Engagement

CRM

Evidence

Turnover down 50%Revenues up 38%

Evidence

Sales management overhead time reduced 40%

Evidence

+$30k revenue in first month

Thank you

Take command. Create demand.