CRM for Manufacturing on

Manufacturing Customers using CRM

“We selected Zero2Ten because we wanted a partner that would

help us improve our sales and marketing processes, focus on

improving sales productivity and implement fast.” said Brian

Moriarty Vice President of Sales, General Cable. Manufacturing

Customer Profile

Customer Profile

Case Study

Video Case Study

CRM for Manufacturing - Overview

Companies Contacts Leads

Sales Forecasting

Call Reports

Opportunities

Goals + Activities + Reporting + Dashboards

CampaignsMarketing Lists

Quotes

Distributor SalesIssues

Credit History Contracts WarrantiesPrograms

CRM for Manufacturing - Overview

Experience of over 100 Manufacturing Customers

Optimized User Experience

Intuitive Navigation for High User Adoption

Optimized and Consistent Forms and Views

60+ Charts

12 Key Business Dashboards

14 Key Business Processes (Workflows)

Phase the Solution into your organization to optimize User Adoption

Companies Contacts Leads

Sales Forecasting

Call Reports

Opportunities

Goals + Activities + Reporting + Dashboards

CampaignsMarketing Lists

Quotes

Distributor SalesIssues

Credit History Contracts WarrantiesPrograms

Sales Forecast - Overview

Sales Team Forecast

Sales Management

Order

Budget

ERP System

Sales Forecasting consists of:

Budget

Forecast

Orders

Budget – Original Plan

Forecast – Updates by the Sales Team

Order – Final purchases by the Customer

Priority Business Outcomes for Manufacturing

Improve Sales Decision Making

Improve Forecasting Accuracy & Quota Visibility

Increase Revenues from Existing Customers

Maximize Time Spent Selling

Time SellingExisting Customer Revenue

Accurate Forecasting

Improve Sales Decision Making

Additional CRM for Manufacturing Resources

4 Ways for Manufacturers to Improve Sales going Mobile

4 Ways for Manufacturers to Improve Sales Management

4 Ways for Manufacturers to Improve Account Management

5 Ways for Manufacturers to Improve Lead Management

4 Ways to help Metal and Plastics Manufacturers increase Sales

Get Better Visibility into Customer Purchase Patterns

White Papers

Blog Posts

CRM for Manufacturing Overview

Manufacturing Trends

Account & Contact Management

1. Account Management

Get a 360 degree view of your customers. Easily see what is going on

across your organization with this customer, manage relationship plans

based on tier status of the customer, get credit history and forecast

information and get to account intelligence quickly on what the

customer is doing in the marketplace.

2. Contact Management

Track all the key contacts at prospects, customers and distributors and

the activities and interactions that you are having with them. Keep on

top of your key customers.

Leads & Opportunity Management

3. Lead Management

More effectively manage, distribute and qualify leads that come into

your organization. Automatically email the lead and set up a qualifying

call for your sales team to quickly follow up.

4. Opportunity Management and Pipeline Tracking

More effectively manage your sales opportunities and analyze your

sales pipeline as well as your sales quotas and goals. Give sales

management better visibility into the pipeline in order to more

effectively coach the sales team.

Sales Forecasting & Credit History

5. Sales Forecasting

Track your goals, forecast and actual orders. Visualize how you have

performed across product lines, sales teams or individual customers.

Roll your forecasts up to customer contracts or key programs that your

aligning to at a customer.

6. Credit History

Capture credit history and visualize how the customer’s accounts

receivable has tracked against credit limits over time.

Contracts & Programs

7. Contract Tracking

Track contracts with your customers and the related sales forecasts that

were expected from them. Visualize your performance versus plan.

8. Programs

Track key customer programs against sales forecasts and visualize how

you are performing against your goals for each program.

Activities and Call Reports

9. Activity Management

Manage activities at the individual or manager level to ensure that the

right interactions are occurring and nothing is falling through the

cracks.

10. Call Reports

Track your call reports for all key customer and distributor meetings.

Reduce the amount of time to report on your key activities each week as

the rollup of call report activity can be managed directly out of CRM

real time.

Warranties and Goals

11. Warranties

Manage the warranty process and proactively follow up with customers

before their warranties expire to renew and upsell.

12. Goals

Track sales teams goals against opportunities or activities or almost any

other target in the system.

Marketing Campaigns and Lists

13. Campaigns

Manage your multi step marketing campaigns, track your ROI and your

campaign responses. Measure how your spend has made an impact on

lead generation.

14. Marketing Lists

Create lists of companies, contacts or leads to better target your

marketing message. Associate records through real time queries of the

system or allow the team to manage their lists by adding or subtracting

individual or groups of records.

Standard & Advanced Quoting

15. Standard Quoting

Manage quote line items, products, volume pricing and multiple price

lists.

16. Advanced Quoting

Manage more advanced quoting scenarios that require formulas, rules,

item compatibility, upselling and cross selling suggestions.

Business Social

17. What’s New / Yammer

Collaborate with your team. Follow users and specific records and post

updates. CRM will post key events. Upgrade to Yammer to extend the

collaboration to your entire company.

18. Account and Contact Intelligence

Bring in relevant information about your prospects and customers and

keep up to date with what they are doing in the marketplace. Track key

events, financials and a list of their competitors. Synchronize relevant

contacts directly into CRM for efficient follow up.

Processes: Opportunity Notifications

1. Notify VP of Sales of $100K+ Opportunities

Notify the Sales Leader when new opportunities are created

that are above a certain threshold. Easily change who the

notification goes to and what the threshold limit is.

2. No Activity for 7 Days on an Opportunity

Deals can slip through the cracks if they aren't being

followed up on. Notify a Sales Rep if they haven't

updated their Opportunity in 7 days. Easily change who

the notification goes to and what the threshold limit is.

New Opportunity

Created

In CRM

Estimated Revenue > $100K

Email Notification

To the

VP of Sales

Opportunity has not been updated in 7 Days

Send notification

To the Sales Rep

to Follow Up

Processes: Opportunity Processes

3. Rating – Sets Probability/Weighted Revenue

The rating of the deal updates the probability of winning

and the Weighted Revenue calculation. Easily modify the

probability percentage.

4. Win/Lost Process

Take action upon an Opportunity being closed as Won or

Lost. If Won, send out a Win Report to the Sales

Manager. If Lost, set a Task to follow up with the

Prospective Client in 6 months. Easily change the

parameters of what action takes place for a Won or Lost

Opportunity.

Set Probability to 0% No Position - Probability to 10%

Best Case – Probability to 25%

Most Likely – Probability to 50%

Commit – Probability to 90%

Opportunity is Closed as WON or LOST

Send out WIN Report to the Sales Manager

Set a Task to follow up in 6 months

Processes: Opportunity and Activity Follow Up

5. Create a Renewal Opportunity

For Organizations that are selling in a subscription or

renewal model. Automatically create Renewal

Opportunities when an Opportunity is closed as Won.

Easily modify the parameters for creating the Renewal

Opportunity to fit your process.

6. Create a Follow Up Appointment

Automatically create Follow Up Appointments if the

"Next Start and End Time" fields are filled out.

Opportunity is Closed as Won

Create a New Opportunity with an

Estimated Close Date 12 months out

When an Appointment is Completed and the Next Start Time and End Time

are filled out

Create a New Appointment

Processes: Phone Call Follow Up & Issue SLA

7. Create a Follow Up Call

Automatically create a Follow Up Phone Call if the "Follow

Up Call" Time is filled out.

8. Case Creation Notification and SLA

Automatically create a Customer Notification by Email of

a New Issue (Case) creation and set the SLA to have the

Case completed in 24 hours. Easily change the

notification information and SLA time.

When a Phone Call is Completed and the

Follow Up Call Time is filled out

Create a New Phone Call

When a new Issue (Case) is created

Notify the Customer by Email of the Issue

Information and Set SLA for 24 Hours

Processes: Issue Resolution & SLA Notification

9. Case Resolution Notification

Automatically create a Notification by Email when an Issue

has been Resolved or Canceled. Easily change the

notification information.

10. Case SLA Exceeded Notification

Automatically create a Notification to the Customer

Service Rep and their Manager if an Issue goes past the

SLA (Service Level Agreement). Easily change the

notification information.

When an Issue is Completed

Notify the Customer by Email

When an Issue has gone past the SLA Date

Notify the Customer Service Rep and their

Manager

Processes: Lead & Customer Follow Up

11. Customer Tier Relationship Plan

Automatically create a Follow up for Customers based on

their Tier level.

Tier 1 = Monthly

Tier 2 = Quarterly

Tier 3 = Semi Annual

12. Lead Follow up and Call Qualification

Automatically send a Lead an Email Follow up.

Automatically assign the sales person a follow up phone

call to qualify the Lead.

When a Company (Customer) is set at a

Tier 1, 2 or 3

Set Monthly, Quarterly or Semi Annual Tasks to

ensure Follow Up

When a New Lead is Created

Send notification to Lead and set Follow up Qualification Call

Processes: Credit History & Warranty Follow Up

13. Credit History – Update Company

Update the Customer record with new Credit History

Information.

14. Warranty Expiration Follow Up

Automatically create a follow up to contact a customer

with a warranty that is expiring. The Sales team can

extend the warranty or look for an opportunity to upsell

or cross sell the customer.

New Credit History Update Customer Record

When a Warranty is coming close to Expiring

Create Follow up Task to contact the Customer to

extend the Warranty