Methodology for CRM Commercial Pre-Presales Presentation

8/3/2019 Methodology for CRM Commercial Pre-Presales Presentation

1/19

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.


2/19

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


3/19

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


4/19

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


5/19

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.


6/19

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


7/19


8/19

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)


9/19

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


10/19

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


11/19

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)


12/19

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


13/19

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


14/19

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


15/19

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


16/19

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


17/19

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


18/19

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


19/19

Thank you

ACME CRM

Documents

Methodology for CRM Commercial Pre-Presales Presentation