get a smartstart: software to grow your business

Christian Wettre

Presidentcwettre@

w-systems.com

Dennis Smith

VP of Sales dsmith@

w-systems.com

Sarah Friedlander GarciaDirector of Marketing

sarah@w-systems.com

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

cwettre@w-systems.com

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

dsmith@w-systems.com

Sarah Friedlander Garcia

sarah@w-systems.com

Contact Information