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Integration Sells Seats. May 7, 2013 Liane Harrington, Inside Sales Rick Bansal, Channel Sales Manager Lou Antonucci , VP Sales. Scribe. - PowerPoint PPT Presentation

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Integration Sells Seats

May 7, 2013Liane Harrington, Inside Sales Rick Bansal, Channel Sales Manager Lou Antonucci, VP Sales1CONFIDENTIAL | 2012-2013 Scribe Software Corporation. All rights reserved.Scribe2Established Global Company- Headquarters: Manchester, NH USA- EMEA office: Den Haag, NetherlandsPacesetting Capabilities- We bring customer data anywhere its needed- Leadership in major customer applications markets- Partner-centric- Extensive ISV network ExactTarget, Marketo, SilverPop, On24, ZnodeKey Offerings - Scribe Insight On Premise - Scribe Online Platform - Cloud- Scribe Online Replication Services and Integration ServicesAwards- 2012 SIIA Codie Award Winner- AlwaysOnDemand Global 250 Award Winner

CONFIDENTIAL | 2012-2013 Scribe Software Corporation. All rights reserved.Agenda Objectives and OrganizationThe DATA Challenge - IntegrationSome market analysisWhy is integration important to you?User adoptionSell adjacent (more) seatsDefend (Making SFDC sticky)Advance (Entre into new account base (MS))Proof pointsInternal integration of SFDC @ ScribeSFDC end userCall to action - 4 Questions3CONFIDENTIAL | 2012-2013 Scribe Software Corporation. All rights reserved.

Data Challenge4

- IntegrationThe act or process of blending into a functioning or unified whole.CONFIDENTIAL | 2012-2013 Scribe Software Corporation. All rights reserved.Collecting data is the easy part, the real challenge is connecting the different types of data across multiple channels. This is where companies will win and lose. It will drive revenue, customer satisfaction and cost.

Customers today have a plethora of touchpoints through which they receive and send data and those touchpoints feed a variety of applications which traditionally have been owned by a particular department or function within an organization. Today the amount of data moving back and forth has grown exponentially, the touchpoints have grown exponentially and its all residing in different platforms some in the cloud and some on premise.

And to meet customer expectations, that data needs to easily and instantly flow across the organization . This shift has completely changed the integration needs of companies. 4

Some market analysis Objectives and Organization2013 State of Customer Data Integration SurveyScribe, Marketo, Znode, Trillium, ON24, & Slalom ConsultingAudience: 1,000 end-users, business leaders (83%); SIs, and VARs (17%)65% in US, 10% Europe, 25% other InternationalSome overall findings:100% of respondents list CRM as a core business system26% of respondents report a pure cloud environment for CRM71% of respondents rate mobile CRM as a top priority73% of end users say revenue growth is a top priority in 2013But not at the expense of customer satisfactionNeed to enable business value faster

5CONFIDENTIAL | 2012-2013 Scribe Software Corporation. All rights reserved.

Some market analysisSome overall findings (cont):Tighter integration of core business systems is critical for success

Only 16% of respondents report full integration among these systemsChallenges:Multiple data sources (digital, social, mobile, etc)Moving from Big Data concept to smart data availability6

CONFIDENTIAL | 2012-2013 Scribe Software Corporation. All rights reserved.Why is integration important to you? Objectives and OrganizationUser AdoptionUse it or lose it - of those who feel not fully integrated:18% plan to switch to a new CRM system in 2013How does integration with other systems help here?All the smart data a sales person needs is right in SFDCThey will want to log in every morning

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CONFIDENTIAL | 2012-2013 Scribe Software Corporation. All rights reserved.Why is integration important to you?Question to ask your prospects On average, a sales reps spends 4.5 hours of their time each week tracking down information they need to do their job. Do you think your sales people would be more productive (and happier) if they had this smart data right at their fingertips?

8CONFIDENTIAL | 2012-2013 Scribe Software Corporation. All rights reserved.Why is integration important to you?Sell adjacent (more) seatsIntegrating Accounting or ERP systemCan now add users in finance

Integrating Mkt. Automation systemCan add more marketing users

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++CONFIDENTIAL | 2012-2013 Scribe Software Corporation. All rights reserved.Why is integration important to you?Sell adjacent (more) seats

Integrating Customer Support systemCan now add users in support

Question to ask your prospects With most companies today going so far as to employ a Chief Customer Officer to manage effective customer interactions, what is your plan to have your customer facing departments better understand your customers needs?

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+CONFIDENTIAL | 2012-2013 Scribe Software Corporation. All rights reserved.Why is integration important to you? Objectives and OrganizationDefendKeep competitors out (Customer for Life)How does integration with other systems help here?Makes SFDC stickyTop 10 ERP systemsSAP, Dynamics ERP, Oracle Financials, PeopleSoft, JDE,Infor, Epicor, Intaact, Sage 300, Netsuite...What do these ERP systems have in common?They are not built on force.comDo all your customers use SFDC for Customer Service as well as sales? (Probably not)

Defend your high ground by not allowing SFDC to be ripped out

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CONFIDENTIAL | 2012-2013 Scribe Software Corporation. All rights reserved.Why is integration important to you?Question to ask your prospects In a recent survey, 74% of respondents stated that they will be operating in a hybrid model of both cloud and on-premise applications with CRM (eg: SFDC) being the predominate CRM cloud service. How do you see your on-premise and cloud data strategies converging?

12CONFIDENTIAL | 2012-2013 Scribe Software Corporation. All rights reserved.Why is integration important to you?and OrganizationAdvanceHow does integration with other systems help out here?Get into new account base (land and expand)Microsoft Dynamics accounts WW 168,50091.6% of all desktop OSs WW - MicrosoftSAP ERP accounts WW 30,000

The only real barrier to entry Can you integrate to XYZ?A yes answers allows you to sell on the merits of your service.

Question to ask your prospects How would you rate your current CRM system in terms of providing a complete view of your customer and user adoption and are you looking to improve on these measurements?

13All desktop OSs WWMSCONFIDENTIAL | 2012-2013 Scribe Software Corporation. All rights reserved.A few proof pointsand OrganizationWe eat our own dog food

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DogfoodingEating your own dog food, also called Dogfooding, is a slang to define a scenario in which a company (usually, a software company) uses its own created products.CONFIDENTIAL | 2012-2013 Scribe Software Corporation. All rights reserved.A few proof points15

Partner Portal

3rd Party Email EngineService Desk System (Help Desk Calls)Product Registration Database(Financial Records, Invoices, HR)(Marketing Automation)Partner view into entitlements and customer info.CRM

and Organization

We save $150,000 annually.CONFIDENTIAL | 2012-2013 Scribe Software Corporation. All rights reserved.A few proof points Objectives and OrganizationA global financial services firmWhy is integration important to your firm?Relevant data is in 20+ systems, with no golden sourceThrough integration, we can now streamline and our data management policiesTeams can now focus on using and analyzing the data, instead of creating and maintaining the dataThe value this brings?Frees up resources to focus on value add activitiesMore accurate data in more systemsImproved reporting and improved confidence in the data

Enables business value faster!

16CONFIDENTIAL | 2012-2013 Scribe Software Corporation. All rights reserved.Call to action 4 questionsjectives and OrganizationDemonstrate a forward thinking perspective..On average, a sales reps spends 4.5 hours of their time each week tracking down information they need to do their job. Do you think your sales people would be more productive (and happier) if they had this smart data right at their fingertips?

With most companies today going so far as to employ a Chief Customer Officer to manage effective customer interactions, what is your plan to have your customer facing departments better understand your customers needs?

In a recent survey, 74% of respondents stated that they will be operating in a hybrid model of both cloud and on-premise applications with CRM (eg: SFDC) being the predominate CRM cloud service. How do you see your on-premise and cloud data strategies converging?

How would you rate your current CRM system in terms of providing a complete view of your customer and user adoption and are you looking to improve on these measurements?

17CONFIDENTIAL | 2012-2013 Scribe Software Corporation. All rights reserved.Help your customer become a Customer Company

Thank You. Questions?

www.scribesoft.com www.scribesoft.com/webinarswww.scribesoft.com/salesforcerep

liane.harrington@scribesoft.com 603.488.651818CONFIDENTIAL | 2012-2013 Scribe Software Corporation. All rights reserved.