Using Cloud CRM - John Paterson

John Paterson, CEO

Cloud Advocates22nd September 2011

Agenda

• Two case studies:

– RSM Tenon

• Business Development

– Little Media Ltd

• Integration with KashFlow book keeping

Copyright © 2011 Really Simple Systems. Taking the Complexity out of CRM. www.reallysimplesystems.com 2

RSM Tenon

• Formed in 2009

– Merger of Tenon Group and RSM Bentley Jennison

– 7th largest Accountancy firm with fee income £250m

– 3,000 people

– 50 Offices

– Part of RSM International: 730 offices, 70 countries, 30,000 people


History

– September 2006

• Bentley Jennison wanted to broaden market share and move upmarket to larger companies

• Deals getting more complex


“Our key need for CRM arose because our changing client base. Where with the small business we dealt with originally, there was a direct relationship between our local offices and our clients’ local offices. With our larger clients there were multiple office relationships, and we needed to be able to keep track of that.

Tim Tansley, Database & Internet Marketing Manager

• Web based

– All offices to share data

• Great value for money

– No huge budget

• Easy to use

– Most users are partners, not daily CRM users

Wish List


“Most of our users are not sales people or techies, but accounting professionals, so it needed to be something they could comfortably get to grips with.


Roll Out

• Evaluation (2006)

– Two weeks to set up, load data, configure and prove

• First Phase (2006)

– 100 users

• Full time marketing team, partners & fee earners

• Multiple offices

• Merger with Tenon Group (2009)• Decision to replace Tenon’s CRM with Really Simple Systems

• Five years later (2011)

– 560 users

• 20 full time marketing team

• 540 partners & fee earners

• 50 offices

– 400,000 Accounts (companies)

– 800,000 Contacts (people)

– 2,000,000 Campaign Activities


“Really Simple Systems has created a wealth of opportunities for the practice because there is an immediate level of visibility that was not there before.


Summary

• Cloud based

– Multiple offices working on real time data

– No IT overhead

• Easy to use

– For partners & fee earners

• But functional

– For marketing teams & campaign reporting

• Cost effective

– Low marginal cost per additional user


Little Media Ltd

• Specialist Magazine Publishing

– Multiple magazines

• Baby London

• Baby Hampshire

• Baby Surrey

• Etc

– Multiple products

• Print Ads

• Web Ads

• Voucher Books

– Multiple Issues

• Spring, Summer, Autumn, Winter


Requirements

• Cloud based– Sales people work from office & home

• Ease of use– Sales people are impatient!

• Scalability– Needed 5 users now

– More later, but didn’t want to pay for unused licences

• Functionality– Must handle sales across all publications

• Concerns– Data Security


Integration with KashFlow

• KashFlow, www.kashflow.com– Simple book keeping & invoicing

– Cloud based

• Sales people can see data from accounts– Account Balance

– Sales to date

– Overdue amount

– Click to open ledger account

• Orders can be passed to accounts– Customer address

– Order details, line by line


Summary


• Cloud advantages

– Multiple locations

– Fast deployment

– Flexible licencing

– Scalability from a few to many users

• Integration

– Easy real-time link to other cloud products

• Functionality

– Cloud systems now have the same depth of functionality as tradition in-house systems

Using Cloud CRM - John Paterson

Business

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