1  

2  

Depends on your organization. Are you?

Small.

Medium.

Or Large.

The optimal solution for your needs...

3  

ERP

•  Enterprise Oriented •  Improve Coordination •  Across Departments •  IT driven •  Business supported

ERP, CRM or both ?

CRM

•  Customer Focused •  Automate Sales •  Sales & Marketing •  Business driven •  IT supported

Two of the most popular business systems that have some common features, but differing in most.

4  

The right ERP can enable efficiencies.

However, as we know, ERPs implementations can be complex; take and cost longer than expected.

ERPs can often be an overkill for some small to medium sized organizations...

Referenced to www.dilbert.com

5  

You can have Google Docs, blogs, or anything you'd like updated right in your CRM system so you don't have to log in anywhere else.

The goal is making it so people want to live in the system.

-  Martin Schneider Director of Product Marketing, SugarCRM

6  

CRM solutions today are so much more than a resting place for notes and alerts for Sales Reps.

Widening Scope of CRM solutions.

ERP  solu/on  

CRM  solu/on  

7  

Flexing CRM platforms.

Social  

HR  

Project  Management   Sales   Marke/ng  

Workflow  

Customer  Service  

Partner  Channels  

Knowledge  Sharing  Repor/ng  

Management  

Performance  Management  

Document  Storage  

Accounting Public Portals

3rd Party Systems Desktop

Integra/ons  

8  

So how did this organization replace their homegrown legacy system with SugarCRM ?

9  

Customer Profile: Axis Systems

•  Leading Solution Providers of Accounting Tools. •  Extensive International Footprint. •  Global Partners and Resellers.

10  

Frustrations with legacy system.

A homegrown inflexible, system that functioned as an ERP but was not scalable and could not be integrated across other new third party systems.

11  

The Solution.

12  

In addition to CRM functional flow...

CRM  

Human  Resources  

Partner  Program  

Integra/on  

Marke/ng  

   Evalua/ons     Campaigns  

   Training     Timesheet     Recruitment     Leave  Management  

   Accoun/ng     Website  

13  

•  Gathered Business Requirements •  Mapped the ideal solution on SugarCRM •  Customized SugarCRM Community Edition •  Linked and migrated data from existing, desktop

based application to CRM. •  Enhanced the Reporting module using SQL

server 2005.

Icreon helped Axis Systems leverage technology to enable efficiencies, insights, cost and time savings.

The Solution: What we did…

14  

Why SugarCRM ?

Mobile  Device  Accessibility  

Web  Based  Access  

Open  Source  Code  

Modular  Architecture  

Plug  &  Play  Modules  

Strong  Technical  /  User  Community  

Scalable  

Complete  Data  Ownership:  No governor limitations, e.g. no of API calls, etc.

Easy  Integra/on  with  3rd  Party  Systems  /  SoYware  

No  expensive  hardware  or  soYware  required.  

15  

Partner Program.

16  

Efficiency for the Partner Channel.

•  Track and evaluate performance of Partners •  Central storage of Partner’s customer data •  Cost savings for the Partner Program

AXIS

Partner Company1 Partner Company3

Partner Company2

Customer1.2

Customer2.1

Customer3.1

Customer3.2

Customer2.2

Customer1.1

Customer3.3

17  

The Hierarchy implemented in the CRM

18  

CRM Functionality.

19  

Quote  Accepted?  

Contract  Signed?  

Automa/c  Invoice  generates  in  CRM  

Becomes  Opportunity  Yes  

Progress  with  different  sales  stages    

Assign  leads  by  Lead  pool  and  Load  status  of  users    

Users  work  on  Leads  

Prepare  Quotes  and  send  to  customer  

Customized Lead-to-Sale workflow.

No  

Yes  

No  

Lead  Closed  /  Dead  

Revised  Contract  Prepared  

Leads  from  website  or  entered  manually  

Quote  ______  ____________  

Contract  ________________________  

Invoice  __________________  

Customer  Verifica/on  (  new  /  exis/ng  )  

20  

Product Name*

Cost

Book Value

Currency

List Price

Unit Price Book Date

Purchased

CRM: Products and Pick Lists.

•  Store information related to products available. •  Emails sent to inform customers of new products. •  Super admin can insert the product record which

will be available in Pick list in Leads module.

21  

Accounting.

22  

When customer pays against invoice: –  It communicates with Accounting system through API,

that takes care of all accounting features. –  Opportunity’s Sales Stage becomes Closed Won.

Admin: Generate reports for paid / pending invoices

Details  from  Opportuni/es  

Accoun/ng  S/W  

Accounting: Features and Reports.

23  

Invoice  generated  in  CRM  on  acceptance  of  contract  by  Partner  Company  customer  

Associate  to  opportunity  and  send  to  the  customer  

Customer  pays  against  invoice?  

Details  send  to  Accoun/ng  S/W  

Modifica/ons  in  the  invoice  

Opportunity  closed  

Yes  

Yes  No  

Accounting: The Solution.

API  

24  

Accounting: Invoice Generation.

•  Partner Company User sends invoice to Customer •  Customer pays the invoice •  Opportunity sales “closes”

25  

Opportunities have Pick list for all products.

Accounting: Product pick lists.

26  

Human Resources

27  

A Solution for a hands-off HR process…

•  High Staff Turnover •  Constant recruitment drive •  Repetitive recruitment process •  Many commission only employees •  Volume of staff to train, track and manage

Automating the HR process was critical for such a sales based organization where growth is enabled by the size and effectiveness of the sales team.

28  

CRM  

Jobs  posted  by  HR  Manager  

HR: Automating Job Applications.

•  HR manager can add jobs in the CRM Jobs module •  Applications are captured in the CRM Candidates Module

Screenshot  of  Sample  Public  site:  

Applica/ons  captured  in  CRM  

Candidates  Apply  

29  

Candidate  suitable?  

Offer  Made  

Candidates  Apply  

Job  Posted  

Status?  Modifica/on  Done   Rejected  

Performance  Review  

Assign  Team  &  Access  to  sec/ons  of  the  CRM  

Leave  Management  

Timesheet  Entry  System.  

Modifica/on  requested  

Requirement  Ini/ated  

Approval?  

Cancel  Requisi/on  

No  

Integrating a complete HR Module.

Yes  

No  

Rejected  

Not  Interested  

Yes  

HR  Management:  

Automa8c  Communica8on:  

Rejec/on  Email  or  Agreement  Sent  

Manual  Interview  Process  

Custom  Training  Knowledgebase  

Hired  Candidates  

30  

About Icreon

31  

•  Global IT consultancy •  A Decade in Business •  Cross platform experience •  Over 97% client retention •  350+ employees

About Icreon Tech Inc.

32  

Intuitive. Effective. And, Powerfully Simple.

A mission to deliver solutions that are

33  

? Questions

34  

Thanking you,

Himanshu Sareen, CEO / Founder himanshu@icreontech.com

Discover your Technology Differential @www.icreon.us