methodology for crm commercial pre-presales presentation
TRANSCRIPT
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8/3/2019 Methodology for CRM Commercial Pre-Presales Presentation
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Hermann Alvino
ACME Pharma-CRM Sales presentation
These presentations are based on a scenario described at the beginning.Names of Seller, Products and Customer are fictitious; rest of elements corresponds
with different real business and technical situations.
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Global deployment of Sales Force Automation, Marketing
and Analytics for multinational PHARMA PRESCRIPTit CORP.
Scenario (1/4)
This deployment is engaging the corporation in a deep organizational and
cultural change that have three initial challenges:
- Acceptability by users.
- Match and integrate current processes and procedures into the new
applications from technical and cultural perspectives.
- Integrate new CRM applications with existing ERP platform.
Country deployment for 450 Salespersons-Indirect Sales, 150 Salespersons-
Direct Sales, and 15 products Experts.
ACME CRM
ACME CRM
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Scenario (2/4)
Products Experts give support information to Salesperson sharingvisibility of part of their interface.
Marketing department elaborate messages and share visibility of part of
their interface with Salespersons.
Analytics module provides framework to establish tactics and strategies for
Sales and Marketing units.
Product acceptance by physicians will make them to prescript it to patients.
Written prescription will be used to purchase product at pharmacies.
Salespersons with tablet pcs are engaged in indirect sales presenting
products to physicians together with messages structured by marketingunits. Goal is to convince physicians to use products in their prescriptions.
Direct Sales focused in Pharmacies and Distributors (Partners) completes
the sales loop.
ACME CRM
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ACME-CRM software sales cycle stages already completed are:
- Corporate presentation.
- Products and solutions presentations.
- RFQ for Sales, Marketing and Analytics has been recently received
by to be filled.
- Pilot application still needs to complete the gathering of prospects
requirements before a first demo session.
Existing corporate web portal provides to visitors with complete
information about products covering specifications, medical studies,
protocols, etc.
An exclusive web portal for Distributors (Partners) will be considered and
deployed in the future.
ACME CRMScenario (3/4)
ACME CRM
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This presentation will cover chosen characteristics, functionalities and
benefits of the Sales module proposed accordingly with prospects sales
process and needs.
In order to give a more complete perspective, Marketing and Analytics
features are also presented.
Current information about local corporation is still being gathered to
structure a complete ROI analysis from ACME.CRM perspective.
Goal of presentation is to confirm business perspective, reaffirm prospect
engagement and relationships with spokepersons responsible to transmit
prospect requirements.
ACME CRMScenario (4/4)
Current stage is still covering business and functional prospects
requirements.
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What ACME-CRM does
How ACME-CRM does it
Why ACME-CRM
What ACME-CRM will do for PHARMA PRESCRITit
ACME-CRM interface
ACME-CRM empowerment &
PHARMA PRESCRITit process flow
PHARMA PRESCRITit landscape
ACME-CRM Sales Force Automation
ACME-CRM Marketing
ACME-CRM Analytics
ACME-CRM SFA Sales Presentation ACME CRM
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Landscape
Analysis
Multi-
channelStrategy
Business
Continuity
Action
Market
Control Opening
Expansion
Extension
ACME CRM provides
analytical functionality
ACME CRM
provides
MultichannelAccess
ACME CRM provides
capacity to act in real time:
campaigns, accounts &
activities assignment, etc.
ACME CRM provides tools
for configuration, workflow
escalation & integration in
real time
ACME CRM
provides
preloaded and ad-
hoc reports for
control and
monitoring
New Product
& Service
ACME CRMWhatACME-CRM does (2/2)
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With its technology, ACME-CRM
provides a platform based on
-Multichannel approach for all
stakeholders: sales, marketing,
field service, partnersdistributors
& suppliers, final customers.
- Real time information
management.
- Real time information sharing.
- Seameless integration with ERP-
Back Office & Legacy Systems.
ACME CRMHow ACME-CRM does it (1/2)
Deployment
ZeroFootprint
Bandwidth Options
Interaction Model
Standard Web Refresh
Smart Refresh
Explicit Save
Smart Save
UI Widget Set
HTML Native Controls
Calendar Control
Calculator Control
Currency Control
Rich Text Control
Enhanced Drop-down Control
Enhanced List ControlDrop-down Menus
Accessibility
Basic Style Sheet support
Advanced Style Sheet Support
Basic Browser Keyboard Support
Enhanced Keyboard Support
Discover
Design
ConfigureValidate
Deploy
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ACME CRMHow ACME-CRM does it (2/2)
Call Center
Sales
Field Service
Marketing
eCommerce
Analitics
Employee
...
Fax
Face to
Face
Web
E-Mail
WAP
Phone
Db CRM
DW
Analiics
Db
Inventory
FinanceHHRR,
Legacy
Chat
Channels
Procurement
Inventory
Finance
Administration
HHRR
Projects
SW Library
....
Front-Office (CRM)
Back-Office (ERP)
Logistics
....
Encript, LDAP
Web Server
Gateway
Customer
Employee
Partner
Client Web
Servers Application Servers
Database
Servers
Firewall
Stakeholder
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ACME CRMs quality of products and
services has been driven to:
- Establish a growing market sharing
supporting a CRM ecosystem.
-Consolidate a solid financial structurewith an optimal proportion between
revenues from new licences and support
that allows a continuous strong investment
in innovation and quality.
ACME CRMWhy ACME-CRM (1/2)
CRM Market Share
(large corporations)
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ACME CRMWhy ACME-CRM (2/2)
ACME CRMs tecnology offers a robust
platform based in the state of the art in
order to preserve investment and optimize
cost of ownership:
- First class support for configuration and
upgrading
- Compatibility with OSs, browsers,
database and integration with office suites
- Compatibility and integration with
ERPs and legacy systems
- Partnerships with software world
leaders
-Growing world solid reputation
ACME-CRM
CRM Magic Quadrant
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ACME CRMWhat ACME-CRM will do for
PHARMA PRESCRITit
Reduced use ot IT tools
Reduced timing of knowledge acquisition
Increase vision of trends
Increase Customer behavior knowledge
Increase knowledge of landscape &
competition reaction capacity
ACME-CRM Analytics
Reduced campaign development costs
Reduced campaign deployment costsImprove management of campaign
profitability
Reduced cost from migrating to web/email
campaigns
Reduced advertising cost
Increase conversion rate
Increased number of campaignsIncreased average revenue per sale
Increased revenue from improved new
product/service development cycle reduction
Increased retention rate for premium
customers
ACME-CRM Marketing
Customer acquisition costs
Order error reduction
Reduced training cost
Employee retention
Customer retention
Sales efficiency and Effectiveness
Average value per transaction
New sales rep. performance
ACME-CRM SRF
Direct & Indirect Sales
Benefits Costs Reduction
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Sales CallCenter Marketing My ACME-CRM Administration
Accounts Contacts Opportunities Quotes Activities
Reports TerritoriesSales Targets Incentives PartnersPrice Models
New Edit Cancel Delete
Expenses
Search
ACME CRMACME-CRM interface
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ACME-CRM empowerment &
PHARMA PRESCRITit process flow
Campaign
Planning
Campaign
Execution
Campaign
Analysis
Segment
Analysis
Partner
Analysis
PHARMA PRESCRITitMarketing
View New
LeadsUse Sales
Tools
Populate
database
PHARMA PRESCRITitSales-Indirect & Field Sales
View New
Leads
Generate
Quote
Place OrderPartner
Analysis
PHARMA PRESCRITitSales-Direct
Receive
Promotion
Browse
Web
Catalog
Generate
Quote
Place Order
PHARMA PRESCRITitWeb Commerce-Partners
Call for
Help?
Logon to
Portal
Access Self
Service Site
Browse
FAQs
Solve
Problem
PHARMA PRESCRITitWeb-Self Service
ACME CRM
Manage
Agenda
Check
Marketing
Messages
Use Sales
Tools
Check
Marketing
Messages
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ACME-CRM Sales Force Automation
Populate
database
View New
Leads
Use Sales
Tools
Check
MarketingMessages
Prospects
&&
Territory
assigned by
manager
a/o
authomated
Assignment
Manager
Imported
data from
3rd Party
database
Visibility
on
Marketing
Campaigns
Quotes
Orders
Expenses
Agenda
Events
Office tools
Product
Recognition
Product
Acceptance
Tactic data
Medical
Samples
Marketing
Issues
Analyze
Tactic Plans
Quarterly
Plans
Sale Targets
Visits targets
Event targets
Business
targets
ACME CRM
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Personalized
html eMail
Personalized
Web Offer
Web Product
Catalog
Define Targets
&
Create Campaign
Salesforce
Messages
ACME CRMACME-CRM Marketing
DWAnaliics
Campaign
Planning
Campaign
Execution
Segment
Analysis
PartnerAnalysis
Campaign
Analysis
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ACME CRMACME-CRM Analytics
Seamless end-user experience when
generating, scheduling, viewing, andprinting reports
Reports are designed in ACME CRM
Tools and/or MS Visual Studio
Data extraction from CRM & ERPplatforms
Enables Partners and Customers with
visibility privileges to view reports from
a web browser
Export, Printing, eMailing functionality
Different possibilities of presentation:
Graphics, Pie chart, Tables
A pre-built data warehouse with ready
to use reports and customization options
More than 150 types of reports
classified in four categories:
Sales and Territory, Products,
Periods
Direct and Indirect Sales & Quotes
per Products, Salespersons
Campaigns results per Channel,
Recipients, Periods, Products
Activities per Salesperson and
Customers
Export, Printing, eMailing functionality
Different possibilities of presentation:
Graphics, Pie chart, Tables
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Thank you
ACME CRM