Zimbra Zooms Ahead With Oneview

Zimbra Zooms Ahead With OneViewGroup #6

Asra MasoodMahrukh AsifMaliha MushahidOmer ZafarRana Iradat Sharif KhanSadia Khan Tehreem Suri KhanZunaira Zulfiqar

OverviewZimbra Collaboration Suite (ZCS) is a groupware server and web clientFirst released in 2005Purchased by Yahoo in September 2007Sold to VM on Jan 12, 2010In July 2013. it was sold by VMware to Telligent Systems

How it works

Too complicated for both marketing and sales staff to useOnly works with the Microsoft Internet Explorer Web BrowserExpensiveMany available options required several well trained administrators

OneView:On demand marketing automation solutionSimpleFastPay-per-useEasy integration with Salesforce.com Works with multiple Web Browsers includiong Firefox

Case study Questions1. Describe the steps in Zimbras sales process. Howwell did its old marketing automation system supportthat process? What problems did it create?What was the business impact of these problems?2. List and describe Zimbras requirements for a newmarketing software package. If you were preparingthe RFP for Zimbras new system, whatquestions would you ask?3. How did the new marketing system change theway Zimbra ran its business? How successful wasit? Steps in Zimbras Sales ProcessResponsible for delivering highly qualified leads for salesSales process begins with one of the 200,000 weekly visitors download a 60 day trial versionSales people try to identify potential commercial clients and a series of automated emails are sent to prospective clientsSales team then personally calls qualified prospectsThrough marketing automation tools, sales reps are able to focus only on the leads that will generate revenue

Question #1Old Automation SystemInitially turned to two technologies to streamlining sales and marketing:Salesforce.com for their CRM softwareEloqua for marketing automation

Problems and Their Impact on BusinessEloqua only worked with microsoft internet explorer web browser while 2/3rd of Zimbras sales staff used Mozilla Firefox

Expensive (Zimbra could only afford its entry level package)Did not need many of Eloquas features

Needed a more streamlined solution (which focused on core areas of marketing strategy)

Many available options in Eloqua required several well trained administrators and Zimbra couldnt afford to allocate even one employee for this purposeZimbras Requirements for New Marketing S/WZimbra needed a marketing software package which was highly effective and cost efficient.New software had to be more streamlined than the old one from Eloqua. With a focus on lead generation, e-mail marketing, and Web analytics. It had to be easy to install and maintain.

Question #2Questions to ask, while preparing for RFP for Zimbras New SystemRequirements of the software, according to the business processes of Zimbra

Availability of well-trained HR personnel and number of professionals required for installing and operating

Budget allocation and investment cost to the business

Business impact of these problemsDue to Zimbras new marketing systemHighly targeted functionsAutomated implementation and automation of solutionsPay for whats used flexibleIntegrated with Salesforce.com CRM solutionMultiple browsers, simplified reporting process, greater number of leads managed.Question #3Thank you