crm для продажи услуг b2b

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CRM для продажи услуг B2B

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Post on 11-Nov-2014

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  • 1. CRM B2B

2. CRM 3. $ 20% $ 10% 20% 50% 0,5 . 100 . 10 . 20 . 50 . 1 . 0,2 . 20 . 50 . 100 . 5 . 1 . 100 . 200 . 500 . 10 . 2 . 200 . 400 . 1 . 100 . 20 . 2 . 4 . 10 . CRM. 4. 4 20%-??? 5. CRM? customer C R M relationship management 6. customer (, ) (current value) (potential value) 7. 1 () N 1 N 1 8. 9. relationship ( ) 10. (, , ) relationship ( ) 11. management [] 12. : 1997 Berner&Stafford : 13. 13 CRM ? ( ) (leads) ( ) 1 2 3 4 14. BS 15. i events 16. 16 BS ( ) 1 2 3 17. 18. . 18 / sales sales sales PM PM PM sales 19. BS / 11 10 8 5 3 1 6 1 1 2 1 20. 20 ? () events ( ) ( zombie ) () () 21. . ZOMBIE 10.09. 12 2 27.03.12 1 30.03.12 3 03.04.12 2 28.04.12 19.05.12 23.06.12 4 17.05.12 1 29.05.12 22.06.12 19.08.12 5 22.05.12 3 28.05.12 20.06.12 14.07.12 6 11.06.12 3 29.07.12 22.08.12 07.09.12 7 17.06.12 2 19.06.12 25.07.12 () 2,4 3,2 7 12,6 22. 22 2001-2008 2008-2013 2013 23. CRM CRM Workflow 24. 24 CRM - 25. . CRM ? 100 100 10 bernerandstafford.ru 26. CRM 27. CRM CRM CRM CRM 28. 150$ 1, QuickSales, ASoft 150-400$ 1 , 1 , Terrasoft Sales, WinPeack 400-1000$ Terrasoft BPMonline, MS Dynamics CRM 1000$ SAP, Siebel-Oracle, FrontStep, Sales Logix CRM. . http://www.crm-practice.ru/crm-systems/ 29. CRM SaaS SaaS WEB , SaaS CRM - CRM SaaS CRM / ( 5 ) 30. CRM - IT CRM , ! () CRM 31. 1 2 3 4 5 32. 100 : 33. $ 20% $ 10% 20% 50% 0,5 . 100 . 10 . 20 . 50 . 1 . 200 . 20 . 50 . 100 . 5 . 1 . 100 . 200 . 500 . 10 . 2 . 200 . 400 . 1 . 100 . 20 . 2 . 4 . 10 . 30% 25% 20% CRM. 34. $ 20% $ 10% 20% 50% 0,5 . 100 . 3,5 . 5 . 10 . 1 . 200 . 6,6 . 12,5 . 20 . 5 . 1 . 33 . 50 . 100 . 10 . 2 . 65 . 100 . 200 . 100 . 20 . 650 . 1 . 2 . 30% 25% 20% CRM. 35. CRM CRM CRM - - - - - - - - - - 36. Berner & Stafford : CRM , , CRM CRM , 37. ! : (495) 927-01-48 : bernerandstafford.ru CRM: lg.bernerandstafford.ru/ :