Building business success around SugarCRM What worked, and what didn’t Tuesday, October 2, 2012
Jan 20, 2015
Building business success around SugarCRM
What worked, and what didn’t
Tuesday, October 2, 2012
- Founded in 2006- Software engineering services- Started with SugarCRM v2.5- Strong knowledge in software development- Strong emphasis in marketing and business
...a bit about us
Tuesday, October 2, 2012
by our own definition we are:
the technology guys who know about business
“business enablers”
Tuesday, October 2, 2012
what worked in marketing
a structured multi-cross-channel marketing strategy
...with key metrics in place
Tuesday, October 2, 2012
SEM
SEOBought Earned
OwnREDK.net
Multi/Cross Channel Strategy
Newsletter Website CollateralsEvents
Social Channel Broadcasting
Target Market Interaction
Reputation
Visibility
Customer Referral ProgramIndustry Events &
Tradeshows
in marketingwhat worked
Tuesday, October 2, 2012
useful metrics
in marketingwhat worked
Cost per lead
Cost per quality lead
Cost per open sale
Cost per won sale
% marketing quoficient
simple
Actual lead source efficiency
Tuesday, October 2, 2012
Category Type Subtype SugarCRMSugarCRMSugarCRMSugarCRM
Own
Bought
Online cpl cpql cps %
Own
Bought Offline
Own
Bought
Organic
Own Owned
Online
Own Owned OfflineOwn Owned
Organic
Own
Earned
Online
Own
Earned Offline
Own
Earned
Organic
External
Bought
Online
External
Bought Offline
External
Bought
OrganicExternal
Earned
OnlineExternal
Earned Offline
External
Earned
Organic
Openbravo Pentaho BI Custom
..measure, measure , measure what worked
Tuesday, October 2, 2012
nearly 60% of sales comes from up-selling or cross selling to existing clients
...the findings what worked
new sales require hard effort & heavy investment, focus marketing initiatives in quality lead generation
80% of income comes from 30% of the accounts
new sales come, or are closed, through referrals and positive cross-referencing
Tuesday, October 2, 2012
to sell CRM we have to practice CRM
...the focus what worked
referrals
Customer Segmentation
Customer life-cycle
Retention vs churn+ +
Tuesday, October 2, 2012
...our missionwhat worked
make working with REDK asuccessful experienceexperience
Tuesday, October 2, 2012
people who
are willing to damage my
image
lived a negative experience that created
peoplewilling
to listen
interested, attentive, because hope I can provide a solution
...my favorite type of clientswhat worked
Customers willing to
recommendme
trust, value, and care about what I’ve done for his business
Customers willing to support my business &
help me
happy, satisfied and identify
with the brand
Tuesday, October 2, 2012
...creating customer centricitywhat worked
methodologiesphilosophy &
culture
- ALM
- BANT - AIDAS
OBJECTIVEEMOTIONAL
learning
collaborative
structured & organized
progressive
- Marketing Metrics & Analytics
- ISO 9001 & ISO 27001
- Sales Metrics & Analytics
meritocracy
customerexperience - SLA Support
- SLA On-demand
- CRM system- ERP system- BI system
courtesy, respect, empathy, excitement
- Implementation Methodology
Tuesday, October 2, 2012
...how do business think? what worked
I can only sell a project if the implemented solution will/can:
1. save money2. make more money
1. save money2. make more money
Tuesday, October 2, 2012
1. set up the necessary systems to be able measure
3. focus on quality
... our conclussionswhat worked
2. practice CRM: customer centricity
Tuesday, October 2, 2012
understand CRM strategy beyond the technology
... our conclussionswhat worked
Tuesday, October 2, 2012
Align your business objectives and strategies with your Key Partners
... one final thoughtwhat worked
Tuesday, October 2, 2012
Thank you!Danke!
Gracias!Merci!
Tuesday, October 2, 2012