LAMP-360 Why do another CRM?! Julian Poulter 1 www.lamp-360.com
Nov 01, 2014
www.lamp-360.com
LAMP-360
Why do another CRM?!
Julian Poulter
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LAMP CRM Agenda
• Background to CRM• Why do CRM again• Basic features• USPs• Additional features• Summary• LAMp-360
2www.lamp-360.com
www.lamp-360.com
CRM Background
CRM Mature: SFDC on Version 13
Well used, many failures
Sales are main users, some marketing
Main focus– Sales force automation (routing leads etc) – Contact management (logging calls,
scheduling)
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Why do CRM (again)?
Emerging technologies, new challenges– Cloud – Landing pages– Content management for conversion– Social media publishing, interacting and listening – Alignment sales & marketing– Email landscape changing– Automation required– Mobile– Multiple relationships
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Results
CRM full of “holes”
Filled with add on solutions:– Landing page converters– Marketing automation– Social media
Multiple relationships
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LAMP Basic CRM
LAMP has all the basic CRM functionality– Sales force automation (routing leads etc) – Contact management (logging calls,
scheduling)– Social media – Integration with Office etc– Reporting and analytics– etc
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LAMP Unique CRM
Clear definition of lead and MQL/SQL
Client/Divisional Segmentation– Data segments to a client or division
Campaigns organised into Projects– Campaign and project reporting– Simplifies sales experience
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LAMP Uniques cont….
Optimised for inside sales follow up
Options simplified for sales– Only relevant emails shown etc– Only relevant data– Only relevant Projects available
Multiple relationships – One physical contact in d/b– Relationships by each division– Multiple opt-in and out.
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LAMP Uniques cont….
Projects = groups of campaigns
Campaign based– Emails always reflect campaign (templates and
signatures) – Data for campaign (target lists, etc) – Activities shown and reported automatically
against campaign– Documents relevant to campaign
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Additional integrated features
Fully integrated functionality
Closed loop reporting– Marketing automation– Intelligent drip feed campaigns– Social media publishing– Landing pages– Built in led gen and sales processes
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Additional integrated features ….
Single version of the truth !
Many to many relationships– Companies who represent multiple clients– Companies with multiple personas
Project Management– P&L reporting– Resourcing– Timesheets
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Additional integrated features….
Fully Closed loop lead generation and reporting
Maintains sales process and sales status / grading
Maintains buying status
Data source records and audit of data loads
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Summary
A new take on CRM
Benefits– Simplified options – easier to use– Quicker to set up and operate– Built in processes - measureable
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LAMP-360
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Login, select campaign
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Project set up 1
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Project set up 2
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Project set up 4 - reporting
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Project set up 6 - collateral
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Project set p 7 – data sets
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Data internal search
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Internal search results
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Buy new data
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Request data
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Load data
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Data meta data
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Campaign set up 1
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Campaign set up 3 - email
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Campaign call guide
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Campaign interim results
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Lead Automated Marketing Process – Email Marketing with “Content”
Unaw
are Stream
Aw
are Interested` C
ustomer
Whitepaper 1
Whitepaper 2
Whitepaper 3
Video 1
Podcasts 1
Whitepaper 4
Video 2
29days 29d
Whitepaper 5
Case study 1
Fact Sheet 1
7days 8d
Brochure 2
Factsheet 2
Special Offer 1
Trial Offer 1
29days 29d
Welcome 1
Tips & Hints 2
Cust. Survey1
Tips 2
Newsletter 1
29days 29d
Converts from telemarketing
Click to media changes Stream,
via Survey, chooses Product 2
Click to fact sheet changes Stream
T/M Call
T/M Call
T/M Call
T/M Call
Survey 1
Survey 3
Survey 2
Whitepaper 6
Case study 2
Fact Sheet 2
7days 8d
Product 1 Product 2
x000 emails1000 per day
Repeat Stream
Copyright Selling People 2009
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Stream Set up
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Step set up
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Whitepaper set up
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Landing page form
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Event set up
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Survey set up
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Landing page
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Prospect master record
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Contact
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Gradings per client
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Prospect / Contact sub tabs ….
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Activities(opps/emails/notes) – all related to campaign
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Lead source data
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Opportunity – type 1
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“meeting” type 2
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Meeting - admin
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Opp – intelligence – trype 3
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Intelligence IT etc
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Opp: “Survey” – type 4
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Agent – new leads
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Agent workflow – Follow ups
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Call Lists: Opportunities
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Agent: Call list record
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Call list – send email
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Call list – change stream
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Call record – create intelligence
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Sales order (from Opp)
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Timesheets – per session
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Client portal
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Reporting
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