Putting the C back in CRM
Take command. Create demand.
The times they are a-changin’Bob Dylan, 1964
Figure it outMy Mom
Give me six hours to chop down a tree,and I will spend the first four sharpening the axe.
Abraham Lincoln
This is no longer our reality. Why?
What changed?
InformationAutomation
Transportation
THINKING
Is this organization going to survive?
The Difference
What endures a changing climate?
The Survivor
Innovation + Adaptation + Agility
Behavioral Change in ProgressWork sociallyDo not like hierarchy
Connectors& Translators
LeadersManagers
What does this mean for CRM?(or more importantly, for business)
You are not alone
70%
…of leads generated are not ready to make a purchase
88%…of business leaders know
they need to get closer to the customer
23%
Average reported incorrect datain contact management systems
•Gartner, Jupiter, 2013
Changes in CRM
What does the “C” stand for, anyway?
Because THIS is reality!
Educated Consumer
Data EngineKnowledgeAutomationScoringAnalysisPrediction
Customer TouchpointsBrand Impressions
ENGAGEMENT!
Sales
How does your organization stack up?
Do you have a relationship with your CRM? Do your leads & clients?
Good relationships are two-way.
CRM Success Rates
SuccessFail
63% of CRM Implementations Fail(80% of Sales Automations Fail)
Why Does CRM Fail?
CRM Not a Priority Lack of Executive Sponsorship
Lack of Mgmt Bandwidth
Lack of Customer Insight
0%
10%
20%
30%
40%
50%
60%
* Merkle, 2013
The Revolution Will Be Televised
Success or failure depends on the ability of a company to adapt to the modern business climate
- Me
COMPLETE CRM
Take command of sales and marketing with a single, powerful, efficient platform
Collaborate with your customers to create demand
What does success look like?
Software Leadership Success
Take Command of your Funnel
LeadNurturing
Pipeline
(PAYMENT)(FIRST
CONTACT)
7 days 19 days
71% 34%
Automated Lead Nurturing
Lead Scoring
Predictive Analytics
Personalization
Collaboration
Create Demand with Engagement
CRM
Evidence
Turnover down 50%Revenues up 38%
Evidence
Sales management overhead time reduced 40%
Evidence
+$30k revenue in first month
Thank you
Take command. Create demand.
