CRM Selection: Finding the Right Fit for Your Organization

SpeakerJennifer Karpus-Romain

Director of Marketing, Intelestream

About Intelestream

• Chicago-based CRM consulting firm

• SugarCRM Elite Partner• Founded in 2007 by former

SugarCRM employees• Transportation industry expertise

Let’s Dive In→ Who

→ What

→ When

→ Where

→ Why

→ How

But let’s start with the WHAT

• Identify current CRM software on the market• Learn top factors to consider for your software• Delve into use cases for different-sized

companies

The WHY

80% of CEOs believe they deliver a superior customer experience

Only 8% of their customers agree

Bain & Company

The WHY

The WHEN• Customer information in multiple locations.• Awkward follow-ups with prospects.• Lack of knowledge about quotas.• Sales meeting preparation takes significant prep

time…every week.• Sales meetings are long and unproductive.• Filing information in an abyss.• Finding information takes all morning.• Loss of potential clients or projects.

The WHEN

The WHEN: Time for a Reboot?

Your CRM just isn’t working.

Your business is growing.

The WHERE

The WHERE

The WHERE

The WHERE

PROS:• The brand to beat• Smooth workflow• Tons of features• Free 30-day trial

CONS:• Lower tiers have less functionality• Steep Learning Curve• Expensive especially for more

advanced lead gen, managerial functions.

Price starts at $25 per user, per month

The WHERE

PROS:• Named #1 CRM in PCMag’s

Business Choice Awards• Highly-customizable• Lots of third party applications• Software for sales, marketing, and

customer service

CONS:• 10-user minimum• Shorter free trial than others

Price starts at $40 per user, per month

The WHERE

PROS:• Offline Access• Easy integrations with Microsoft

products• Built-in marketing and automation

tools

CONS:• Expensive• Steep learning curve

Price starts at $40 per user, per month

The WHERE

PROS:• Personalized tools for event

planning, ad campaigns.• Automotive triggers for marketing

campaigns• Software for sales, marketing, and

customer service

CONS:• Shorter trial periods than others• Forms require some coding skills • Doesn’t work directly with social

networks

Price starts at $25 per month, per license

The WHERE

The WHO

Who should be involved?

The How: Implementation

• Identify your need• Choose your vendor• Understand the use• Create phases• Reassess and adjust

Use Case #1

Large Freight Management Firm. New Sales Director has used Salesforce in the past and looking for something different. Use a lot of Microsoft products.

Use Case #2

Mid-sized logistics firm.Limited budget for starting.Trouble with getting team onboard.

Use Case #3

Small trucking company. Wants to test the market.Uses marketing automation for campaigns.

Questions?

Jennifer Karpus-Romain 234-208-6441Jennifer@Intelestream.netwww.Intelestream.net