How to build a profitable crm business ?

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Post on 31-Oct-2014

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How to become a profitable Dynamics CRM partner ? What are the different steps to take in building your business ?

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<ul><li> 1. How to make a profitable CRM business Siska Bossuyt CRM Coach JEZZUP Prepared for February 2014 </li> <li> 2. 10 years @ Microsoft CRM Coach Partner Technical Specialist Presales Solution Sales BG Lead CRM vision &amp; strategy CRM coaching Tool selection -- Microsoft Dynamics CRM -- Coach new CRM partners 15 years of CRM Building a Customer-Centric Organisation Always on discovery tour, looking for insipiration ... </li> <li> 3. What does it take to be a successful new CRM partner ? Successful certified recruited Successful = PROFITABLE </li> <li> 4. Its a matter of doing ALL things RIGHT </li> <li> 5. Not a OR-OR story, but certainly an AND-AND story </li> <li> 6. Top 5 disasters 1. Lack of planning 2. No marketing investment to develop, nurture and maintain pipeline 3. Limited follow up on leads 4. Old digital presence 5. Poor service levels </li> <li> 7. WHAT ARE THE KEY SUCCESS DRIVERS? </li> <li> 8. FOCUS </li> <li> 9. Defining your strategy and partnership Marketing planning and execution Sales planning and execution Marketing and sales administration Microsoft resource utilization </li> <li> 10. Microsoft resource utilization Marketing and sales administration Sales planning and execution Marketing planning and execution Defining your strategy and partnership </li> <li> 11. Defining goals and aspirations Where do we want to be in 3 years ? Positive story Negative story </li> <li> 12. Defining where to play in the market Wat are the drivers in that market ? </li> <li> 13. Cloud or On Premise ? </li> <li> 14. Vertical / Horizontal ? Vertical Understand your customers customers Understand their industry Understand your business processes Understand their competition Horizontal More difficult to differentiate Faster start </li> <li> 15. Build or Borrow ? &gt; 300 apps in marketplace Build IP or no IP ? Become ISV or not ? </li> <li> 16. Focus Area ? sales YOU YOU YOU marketing YOU Customer service </li> <li> 17. People Depending on choices made : Volume / value Industry Focus area Build IP or not </li> <li> 18. People </li> <li> 19. Defining your strategy and partnership Microsoft resource utilization Marketing and sales administration Sales planning and execution Marketing planning and execution </li> <li> 20. What do we need ? Annual Marketing Plan Executable Linked to our Strategy Campaigns With budget and goals Realistic </li> <li> 21. Marketing planning and execution Defining your strategy and partnership Microsoft resource utilization Marketing and sales administration Sales planning and execution </li> <li> 22. Strategic Sales Planning Having a real sales process is ESSENTIAL We need to MANAGE the opportunities Manage the LONGER sales cycles in Dynamics CRM </li> <li> 23. Sales Process Sales Process Prospect Qualify Develop Solution Proof Close </li> <li> 24. INCLUDE CRM IN YOUR SALES QUOTA ! </li> <li> 25. Sales planning and execution Marketing planning and execution Defining your strategy and partnership Microsoft resource utilization Marketing and sales administration </li> <li> 26. MAKE IT SUSTAINABLE ! </li> <li> 27. Follow up -- Follow up -- Follow up </li> <li> 28. Marketing and sales administration Sales planning and execution Marketing planning and execution Defining your strategy and partnership Microsoft resource utilization </li> <li> 29. Microsoft Resource Utilization Many, many resources ... </li> <li> 30. Utilization tips &amp; tricks Involve Microsoft in your marketing plan Use all Microsoft marketing materials BUT, customize them to fit your organization and offer, dont use the generic templates. Enrollment in Microsoft partner management programs. </li> <li> 31. Utilization tips &amp; tricks Partner certification and competency Joint Marketing Funds Competitive information Launch activities ISV and/or CFMD solutions Follow up with your Microsoft contact. </li> <li> 32. To summarize .... Defining your strategy and partnership Marketing planning and execution Sales planning and execution Marketing and sales administration Microsoft resource utilization </li> <li> 33. AND .... </li> <li> 34. Interested to know more ? Need some help ? Siska Bossuyt JEZZUP Siska@jezzup.com @SiskaBossuyt </li> </ul>