Ventas Información general

Presentación del tema: "Ventas Información general"— Transcripción de la presentación:

1 Ventas Información general

2 Herramientas de ventas que proporcionan más valor a la empresa
“Las empresas ‘mejores en su especialidad’ permiten varios procesos clave, con capacidad organizativa y de rendimiento, como el método estructurado para la inteligencia de ventas, mercado y competencia (91%), la creación de un repositorio central de información de oportunidades, contactos y cuentas (96%) y la utilización de procesos de ventas documentados y formales (95%).” Aberdeen Research “Las compañías que empleen herramientas de automatización de gestión de clientes potenciales para conectar ventas y marketing experimentarán un aumento de los tipos de conversión del 50%.” Gartner Group

3 Retos empresariales típicos en Ventas
Escasa adopción por el personal de ventas Escasa productividad (tiempo limitado en venta real) Información poco fiable del clientes potenciales y clientes Colaboración limitada con otros grupos Adoption Adoption by sale reps. been a problem over the years (look at Siebel’s failed implementations) Sales people traditionally don’t like inputting data Often feel CRM systems are of limited value Productivity is key (related to above point) to increase adoption Execution and Collaboration Faster and more efficient sales processes are critical to increasing revenue Ned to get rid of paper based processes Better qualification reduces wasted cycles Unreliable Information Key issues are data accuracy and insight into the business (pipeline, forecasting) Traditionally been a problem and can have grave consequences Need to have tools that minimize duplications and ensure data accuracy Need to have dashboards and other intuitive info. geared for management that keeps them abreast of key KPIs real-time Productivity At the end of the day sales people need to sell Biggest value of CRM is reducing time spent on daily tasks And giving the sales person more time to close deals

4 Visión de la industria “Cuando preguntamos a los ejecutivos de ventas que evaluaran su rendimiento, averiguamos que un 60% buscaba mejoras en la previsión, un 50% deseaba mejorar su capacidad para adaptar su proceso de ventas al cambio de los mercados y un 49% se consideraba por debajo de la media en su capacidad de identificar y compartir las mejores prácticas entre el personal de ventas’.” CSO Insights Según Gartner Research, el personal de ventas emplea sólo un 45% de su tiempo en vender. El otro 55% se emplea en reuniones, tareas administrativas, servicio de cuentas, formación, viajes, investigación y comunicaciones internas con la compañía.” Gartner Group “Las principales firmas adoptan el CRM móvil para mejorar la productividad, la adopción del sistema y la experiencia del cliente. El CRM móvil es ya indispensable para muchas organizaciones de ventas.” Liz Herbert - Forrester Research

5 Cambio de la reglas en Ventas
Mejore el otro 80% del personal de ventas Convierta cada interacción en una oportunidad de venta Supere las fronteras físicas, elimine el tiempo de inactividad

6 SOLUCIÓN

7 Solución de ventas de Microsoft Dynamics CRM
Capacidades de ventas Funcionalidad completa Flujo de trabajo de ventas Diseñado para Usuarios Directores Ejecutivos Total customer management is an regular operational process, and if it is as critical to your company strategy as I think it is, refining and tweaking your CRM should be done about as often you review your financials or sales funnel. The five steps above basically describe a typical implementation process. You align your organization and get everyone on the same page from a strategic and directional perspective. Then you look at every customer touchpoint you have across your organization, and you define how those touchpoints will work together to create the overall customer experience. Next, you find a CRM solution that is adaptable and flexible enough to support everything you’ve defined. Once this solution is implemented, you also go through the process of refining and adapting – both processes and technology – to get where you need to be. Now, here’s the kicker. Most companies stop after step 5. They don’t allocate people and dollars to total customer management on an annual basis. They forget that businesses, markets and customers change. The fact of the matter is, great companies – the ones whose customers love them – follow this process on a regular basis. They take responsibility for total customer management by partnering with a CRM vendor, rather than by relying on one. I’m here today to talk to you about why Consona is the ideal partner for your total customer management initiative.

8 Planificación y gestión de zonas
Herramientas y funcionalidad completa para la planificación de ventas, gestión de zonas y asignación de recursos Componentes de Planificación y gestión de zonas Definición de zonas Asociación de zonas Grupos y permisos Capacidades de cuotas Rutina y asignación de tareas Gestor de recursos Ventaja de Microsoft Centro de recursos ideal para compartir las prácticas recomendadas Sólida gestión de permisos basada en grupos y roles Eficaces capacidades globales para la venta en equipo

9 Gestión de clientes potenciales
Desde la captura, el seguimiento , la evaluación , la cualificación, la conversión hasta la distribución automática. Componentes de Gestión de clientes potenciales Captura e importación de clientes potenciales Supervisión de clientes potenciales Prospección Cualificación y valoración Enrutamiento y asignación Conversión Ventaja de Microsoft Asociación automática de correos electrónicos entrantes a clientes potenciales Conversión sin esfuerzo de clientes potenciales y respuestas en oportunidades Integración perfecta con capacidades de marketing

10 Gestión de oportunidades
Componentes de Gestión de oportunidades Seguimiento de contratos Inteligencia competitiva Gestión de tareas Gestión de oportunidades definitiva con integración perfecta con Microsoft Office y flujo de trabajo eficaz ayuda a los vendedores a cerrar contratos Productos y precios Flujo de trabajo y reglas Oferta a pedido Ventaja de Microsoft Seguimiento perfecto de todas las comunicaciones asociadas Sólido flujo de trabajo para prácticas recomendadas repetidas Funcionalidad de ofertas/pedidos/facturas global

11 Componentes de Gestión de cuentas
Controles de calidad de datos Gestión de contactos Seguimiento de relaciones Una metodología centrada y coordinada a la gestión de clientes existentes y las oportunidades de ingresos adicionales que ofrece Gestión de actividades Consulta y búsqueda Gestión de contratos Ventaja de Microsoft Vista completa de todos los productos e interacciones Sencillo acceso a contratos y fechas de renovación Seguimiento y asignación de relaciones complejas

12 Componentes de Análisis de ventas
Gama completa de análisis de ventas que abarcan desde informes básicos a cuadros de mando y minería de datos/OLAP Componentes de Análisis de ventas Informes de canales de ventas y previsiones Otros informes de ventas OOB Asistente para informes Análisis de históricos y tendencias Minería de datos y OLAP Ventaja de Microsoft Amplias capacidades de cuadros de mando y análisis OLAP Nuevos informes a la distancia de un botón “Siguiente” Sencilla edición y uso compartido de informes

13 Productividad de ventas mejoradas
Vista del cliente de 360° Procesos de ventas repetibles Experiencia con y sin conexión coherente Análisis de canales de ventas y previsiones sin esfuerzo Maximización del valor de los clientes Permite una respuestas rápidas y relevantes y actividades de ventas adaptadas Impulsa mayor eficacia, menor coste de ventas y mejor venta en equipo Aumenta la productividad y coherencia y proporciona más tiempo para vender Ofrece mejor información de previsiones y planificación financiera Permite una venta directa y venta cruzada eficaz y proactiva Storyline Large Conglomerates and Public Sector (national governments, agencies, etc…) Spin up new departments – think of SonyEricsson Customer Proofpoint Maccabi Health Services, H&R Block, Microsoft Statistics Fred Reichheld, The Loyalty Effect

14 Basado en Microsoft Sólidas herramientas de flujo de trabajo: diseñado para el usuario empresarial Cliente de Outlook nativo: interfaz familiar e intuitiva Eficaces capacidades remotas: funcionalidad móvil y sin conexión coherente Personalización : se adapta fácilmente para ajustarse al negocio Inteligencia de negocio global: acceso y uso sencillo

15 VENTAJAS

16 Principales ventajas de Microsoft Dynamics CRM
Visibilidad real de 360° Mayor productividad Mayor eficacia de ventas Mejores tasas de cierre Mejore la toma de decisiones con visibilidad de 360° en cuentas, clientes potenciales, oportunidades y casos a través de la organización Dedique más tiempo a vender Con mejor colaboración y coherencia a través de la organización de ventas Reduzca los ciclos de ventas gracias a flujos de trabajo obligatorios y mayor precisión en los datos de clientes Aumente los ingresos optimizando recursos de ventas y procesos de ventas a través de prácticas recomendadas repetibles SQL Pass Summit 2006

17 Principales ventajas para ventas
VP de ventas Alcance los objetivos de satisfacción de los clientes Impulse nuevas oportunidades de ingresos Consiga visibilidad y visión general real del negocio Gestione los KPIs de ventas Aumente la moral y capacitación del equipo Obligue a realizar un proceso de ventas coherente Director de ventas In the Contact Center, the key business leaders are: VP of Customer Service (or Chief Customer Officer in some cases)’ Contact Center Manager Agents and Supervisors VP-level (BDM) employees care about the strategic business impact that CRM can bring them. They care about market share gained, stock price increase, contact center as strategic tool, revenue earned, expense items reduced. Because MS is a recognized strategic vendor to these firms, their risk is reduced. Also, we can provide them a world-class platform to build their contact center that provides them flexibility, cost savings and ability to scale the business. Contact Center Managers care about operational issues like adhering to budget, meeting KPIs, keeping employees employed and not leaving the business, ramping up new agents, etc… These will most likely be your hardest constituency to sell because they want everything to be ready to go. Consider appealing to them from the top down (i.e. use VP to coach you) and from the bottom up (i.e. using Agents/Supervisors that work with them). Agents and Supervisors care mostly about the User Experience. Usually, they will like MS CRM and become advocates. Their voice is listened to because they have to use it everyday. Leverage them in the process of making a sale. Vendedor Mejore la productividad del personal Consiga una vista global de las necesidades de los clientes Realice un seguimiento perfecto de las interacciones y comunicaciones de los clientes

18 Principales ventajas para TI
Jefe de TI Consiga un tiempo de evaluación rápido Consiga un bajo coste total de propiedad (TCO) Optimice unos estándares y arquitectura de TI coherentes Equipo de TI Adáptese a la compañía según sus evoluciones y cambios Integre fácilmente los datos y las aplicaciones existentes Amplíe la eficacia de Dynamics CRM CIOs care about driving down their costs, providing agility to the business and generally keeping to consistent architecture. CIOs are in the business of risk mitigation and providing service. If MS is a standard in their business, building their contact center with MS CRM is a great opportunity. IT Project team can win by providing the users with ability to meet the exact specifications that users provide. Business Analysts will often report to the business-side of the house but be more IT-oriented. Focus on workflow and reporting. The key to winning them over is to focus on the fact that they can design workflows & business processes in Titan easily and effectively. Secondarily, with Titan, the business analyst can use canned reports, build sophisticated customer reports or even use advanced analytics to measure the business performance. Adáptese a los cambios en los requisitos empresariales Realice el seguimiento de los KPIs claves y flujos de trabajo entre equipos Mejore la relevancia gracias a la personalización Señalar y clic Analista del negocio

19 EVIDENCIA

20 Base global de clientes
3/24/ :05 PM Base global de clientes Pequeñas empresas Medianas empresas Grandes empresas

21 Clientes en acción Raymond James Best Buy For Business CH2MHill
Gestión de salud 3.300 usuarios Usa Microsoft Dynamics CRM para venta consultiva Les ayuda a centrase en crear relaciones sólidas con asesores financieros Distribuidor de tecnología 225 usuarios Usa Microsoft Dynamics CRM para potenciar las ventas de consultores B2B Les ayuda a centrarse en mejorar la productividad de los vendedores Servicios de ingeniería 2.500 usuarios Usa Microsoft Dynamics CRM como sistema de CRM en toda la empresa Les ayuda a centrarse en la integración de sistemas de servidores y CRM complejos Raymond James One of the leading wealth management company Using MS CRM to build stronger relationship with financial advisors See CRM as an way to differentiate amongst companies offering similar services (i.e. hard to differentiate on products) Very much focused on 1:1 relationships Sales process is not cookie-cutter, consultative selling Best Buy B2B side of BestBuy, work with consultants who service SOHO/Small Biz Internal retail system not flexible enough to work for B2B side Aimed at giving sales force more data, info. about customers Improving productivity (MS Office integration) Fast implementation was key Benefits include expanded service portfolio ability to support complex sales cycle CH2M Selected Dynamics over Siebel and SalesForce.com Used across sales, marketing and service but focus is on SFA View MS CRM as enterprise-class product Unifying and integrating disparate back-end systems was key Much lower TCO than other solutions in market Raymond James One of the leading wealth management company Using MS CRM to build stronger relationship with financial advisors See CRM as an way to differentiate amongst companies offering similar services (i.e. hard to differentiate on products) Very much focused on 1:1 relationships Sales process is not cookie-cutter, consultative selling Best Buy B2B side of BestBuy, work with consultants who service SOHO/Small Biz Internal retail system not flexible enough to work for B2B side Aimed at giving sales force more data, info. about customers Improving productivity (MS Office integration) Fast implementation was key Benefits include expanded service portfolio ability to support complex sales cycle CH2M Selected Dynamics over Siebel and SalesForce.com Used across sales, marketing and service but focus is on SFA View MS CRM as enterprise-class product Unifying and integrating disparate back-end systems was key Much lower TCO than other solutions in market

22 Perspectiva de los clientes
Ready For a New Day Launch Tour 2007 3/24/ :05 PM Perspectiva de los clientes “Ha proporcionado una disciplina diaria a nuestros asesores para seguir a los clientes potenciales y más tiempo para las relaciones personales con la gente. Podemos identificar a nuestros mejores vendedores y aprovechar sus mejores prácticas” Equinox “Una de las cosas que más nos atrajo de Microsoft Dynamics CRM es que, combinado con Microsoft Outlook, es como un solo producto. En todos lo demás, se estaría realizando un doble esfuerzo con dos productos diferentes.” Whistler Tourism “Con Microsoft Dynamics CRM puedo, como presidente de una compañía global, conectarme a todos nuestros lugares remotos y obtener una instantánea de lo que está pasando. Puedo obtener una instantánea en tiempo real de lo que está haciendo cualquiera de las unidades de mi negocio, en cualquier día de la semana.” Commtech Wireless © 2006 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION. © 2006 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

23 ROI del cliente 95% de reducción del tiempo de acceso a datos de clientes 10% de mejora en tiempos de presentación de ofertas a clientes 184% del ROI conseguido en 8 meses 8% de aumento en la productividad del personal 5% de reducción en rotación del personal de ventas 2,3 millones de dólares en ROI 85% de reducción en el tiempo de proceso de grandes certificaciones 8% de aumento en el primer año en el número de grandes donaciones 27% de crecimiento y 1 millón de dólares adicional en los socios del Programa de líderes emergentes

24 Asociaciones para el éxito
Partners de software y servicios en Ventas Miller Heiman: Leading Sales Methodology Company Experlogix: Advanced Proposal and Quotes Solutions (NYC Sponsor) Protech: Member Management Solutions Aspire (QuoteWerks): Sales Quotes Solutions MyConfiGate.com: Product Configurator SPI: Owner of “Solution Selling” Methodology C360: Advanced Forecasting Tools, Vertical Solutions SalesCentric: Relationship Charts/Org. Chart Solutions Pitney Bowes (Group 1): Address and Validation Solutions Axonom Inc.: Enterprise-wide Relationship Automation (Inner Circle Partner in 06) Smart Catalog: Guided Selling Solutions

25 APÉNDICE

26 Porqué Microsoft Dynamics CRM
Microsoft Dynamics CRM ofrece: Una incomparable experiencia de usuario para los profesionales de ventas Posibilidad de elegir un acceso de usuario y un método de entrega Integración sencilla con datos y sistema heredados Procesos de ventas coherentes y controlados por flujos de trabajo Gama completa de capacidades de inteligencia de ventas desde consultas básica a análisis predictivos #1 Intuitive navigation means less training and greater adoption Many sales reps. already use Outlook as their main business application Easier for people to pick up and leverage existing tools they already know #2 Only native Outlook client in the market means better adoption Browser client ideal for when in hotels, home-office Strong support for mobile devices means remote time becomes productive time With Yona Server coming out in 1H 2008, mobile story will be even be stronger #3 May not be sexy but integration is key to success of many CRM implementations Mainframe, proprietary, packaged apps. you name it there is a need to integrate Mortgage Company example (integrate to system for FICO score) Ability to easily import data key since customer data often in multiple systems #4 As mentioned earlier, Workflow is key Makes data more actionable and meaningful Allows company to extend reach of CRM Automates processes which lower costs (i.e. qualification process) #5 Have right level of analytics capabilities for each user level (staff, manager, executive) Report Wizard and out-of-box reports are strong BI templates for sales reps. Don’t have to wait for IT to produce/run reports

27 Declaración de posicionamiento
Microsoft Dynamics CRM ofrece la mejor combinación de funcionalidad relevante, con la mayor flexibilidad de plataformas y la variedad de opciones más amplia de acceso e implementación, para el personal de ventas que valore la productividad y la capacitación, y las empresas que busquen agilidad empresarial.

28 Microsoft Dynamics CRM para Ventas: Creación de una solución de ventas
Los componentes básicos de una aplicación de ventas son: Gestión de clientes potenciales y oportunidades Gestión de cuentas y contactos Gestión de zonas Productos, precios y ofertas Previsión y análisis de ventas Principales áreas de aprovechamiento Flujo de trabajo entre equipos y grupos Perfecta integración con Microsoft Office Acceso con dispositivos móviles y sin conexión Los componentes integrados más habituales son: Soluciones de metodología de ventas Configuradores de productos  Operativo  Analítico  Colaborativo Lead Management Data Import and manual lead capture End-to-End monitoring of leads Prospecting (segmenting existing DB) Qualification and Assignment Lead conversion (into Opp., accounts, etc.) Opportunity Management Account Management Deal tracking and Info Contact Mngmt Deal size Relationship Tracking CI (SWOT analysis) Contract Mngmt Product and Pricing Activity Mngmt Territory management QOI Productivity Pipeline MS Office (Excel, Word) Pipeline tracking Mail Merge Forecasting (Roll-up or individual) Outlook Win/Loss Advanced Find Quota Tracking Scheduling OOB Reports Mobility Custom Reports and Drill-Through

29 Microsoft Dynamics CRM para Ventas : Productividad personal mejorada
Objetivo: Ofrecer una amplia funcionalidad de productividad que permita a los vendedores trabajar de forma más eficaz reduzca el tiempo dedicado a la entrada de datos y tareas diarias rutinarias elimine datos de cuentas y contactos erróneos o duplicados use las últimas mejoras de Office para impulsar la eficacia de las ventas Principales capacidades en Microsoft Dynamics CRM 4.0 Entrada de datos con corrección automática de cuentas, oportunidades, etc... Mejoras de productividad personal de Office y Outlook Detección de duplicados por lotes y en tiempo real Funcionalidad de combinación de correspondencia mejorada Visibilidad y gestión de actividades de 360º Scenario Overview According to Gartner Research, sales people spend only 45% of their time selling. The other 55% is spent on daily tasks and travel What every salesperson wants is more time for selling. And the easiest way for sales people to have more time for selling is to increase the productivity in their daily tasks and reduce manual data input. And as noted earlier, the reason CRM has traditionally had low adoption rates is because it lacks tools that made the daily life of the sales rep. easier and more productive. Titan Link Once again, we listened to partners and customers and tried to address key areas that will improve the productivity of the sale rep and give them more time to sell. Details In Titan, we included some great new features that will save the sales rep. time. Things like Auto-Correct will lead to major time savings since it will automatically match the contact or account name to the closest text the sales person types in. A multitude of Outlook enhancements (Most commonly used ribbon, ability to synch all activities from MS CRM to Outlook and the ability to populate company field from master account) will save the sales user a lot of time especially since Outlook is often the key business application used by sales reps. Data duplication will ensure the sales rep. is spending time on the right accounts and contacts and also arm him/her with the right customer information. No more embarrassing interactions of calling the wrong person or company which is invaluable.

30 Principales capacidades en Microsoft Dynamics CRM 4.0
Microsoft Dynamics CRM para Ventas : Gestión de respuestas de ventas coordinada Objetivo: Sencilla gestión del proceso de cada fase en respuesta a RFPs y otras solicitudes de ventas Definir y gestionar tareas específicas y pérdidas de respuestas Coordinar colaboraciones de varios grupos Optimizar recursos para maximizar la productividad Garantizar la calidad de cada respuesta proporcionada Principales capacidades en Microsoft Dynamics CRM 4.0 Flujo de trabajo entre equipos internos y externos Funcionalidad de combinación de correspondencia mejorada Visibilidad y gestión de actividades de 360º Scenario Overview: The RFP process is one of the most important and often vexing parts of any sale (especially B2B). And while many people many think of an RFP as just a matter of filling out a big document with many questions, it is much more than that. In fact the RFP often becomes the sales process as defined by the prospect. And it is critical that companies are able to effectively manage the process, optimize resources and show a coordinated effort to the prospect. At the same time, because it is so resource intensive it is critical that the company has clean processes which dictates which RFPS they will chase and which ones they won’t. Titan Link Is it just me or did you also notice the use of the word “process” quite a bit. That is because a coordinated and structured process can lead to a more streamlined RFP process. And that is where Windows Workflow Manager and other Titan feature enhancements come into play. Details: What if you could use the new workflow features to automatically score RFPs requests based on pre-defined criteria so that you could take the guessing out of whether it is worth it for the company to chase. Of course you could also have a manual override but think about the efficiencies gained but not having to have s, phone calls and meetings about each request that comes in. And once the company agrees to chase the RFP wouldn’t it be nice if everyone has visibility into the process and was aware who owned what, how action items were progressing and in general were aligned. Additionally, the Activity Manager would enable all involved to check on the level of activity for that opportunity/prospect.

31 Microsoft Dynamics CRM para Ventas: Venta en equipo global
Objetivo: Habilitar la gestión de oportunidades basada en equipos en o entre zonas Coordinar de forma eficaz contratos más complejos Ejecutar procesos coherentes entre equipos y roles Coordinar y realizar el seguimiento de las comunicaciones entre equipos Principales capacidades en Microsoft Dynamics CRM 4.0 Soporte para varios idiomas, divisas y zonas horarias Integración de presencia para comunicación en tiempo real Visibilidad y gestión de actividades de 360º Scenario Overview In today’s world of sales, there is often a great deal of collaboration and teamwork that needs to happen to close the deal. It is often referred to as “Team Selling”. This is especially important as boundaries have faded and companies are doing more business in multiple countries. And these global deals also tend to be the most lucrative deals. But in order to effectively compete for and win these complex deals, sales people and companies needs tools that let them take a more systematic and coordinated approach in the sale process. Let’s say you are an IT company that is trying to sell your products/services to a diversified real estate investment company. The real estate company has a wide variety of business interests (land acquisition, construction, financing, etc.) and has offices around the world. They want to make one central purchase but want buy-in from all their local offices. That in turn mandates local communication and local action while at the same time trying to have a holistic, coordinated sales process. Titan Link And that is exactly what the new features in Titan enable. Details The multi-language capabilities allow for local sales people to track interactions, view customer information and view reports in their native language. The currency capabilities allow them to easily track the global deal in their local currency as well as track local revenue opportunities (i.e. services) in there home currency. But with all that activity and interactions you need a way to track and analyze it. And that is exactly what Activity Manager and Report Wizard are aimed at. These tools are geared for business (sales) users who want to quickly and efficiently get relevant information.

32 Microsoft Dynamics CRM para Ventas: Gestión de relaciones complejas
Objetivo: Gestionar las complejas relaciones del mundo real entre contactos, cuentas, clientes potenciales, zonas, etc... Ampliar fácilmente el sistema de ventas para reflejar relaciones complejas que existen entre la base de clientes y la organización de ventas Dar soporte a canales y modelos de negocio complejos Analizar relaciones entre múltiples objetos de datos para determinar oportunidades y tendencias emergentes Principales capacidades en Microsoft Dynamics CRM 4.0 Soporte para relaciones de varios a varios complejas Informes completos para entidades personalizadas y entre varias entidades Visibilidad y gestión de actividades de 360º Scenario Overview Most people are aware that the “R” of “CRM” is for Relationship. And while CRM may be focused on tracking and managing relationships , many CRM vendors still have a hard time tracking and leveraging complex relationships. If fact, support for many-to-many relationships was something that Gartner called out as critical for enterprise caliber CRM and we are happy to say we have addressed it. Let’s say you are an institutional asset management company selling a wide variety of investment products (Pension plans, etc.) to businesses. As part of the sales process you have to interact with many financial advisors, tax experts, consultants and lawyers that often work with the companies to choose financial plans. Many lawyers may have relationships with many companies, many tax experts may have relationships with many financial advisors and many consultants may have many relationships with lawyers and tax experts. The key point is that there are a lot of relationships and that understanding, tracking and leverage those relationships is key to making the sale as well as uncovering new sales opportunities Titan Link That is what many-to-many relationships support in Titan is all about. Details: We actually had to make some changes in our data schema to support N:N so it was a substantial effort. And now with the improvements we made in our analytics capabilities you can now report on multiple and custom entities which will allow you to better report on and track the many relationships and the and revenue connected to them.

33 Principales capacidades en Microsoft Dynamics CRM 4.0
Microsoft Dynamics CRM para Ventas: Experiencia coherente para ventas móviles Objetivo: Ofrecer un entorno de ventas productivo para organizaciones de ventas basadas en la movilidad Mantener las ventas sincronizadas en Outlook, preparadas para uso móvil Acceso total desde Outlook u otros clientes Analizar datos de ventas con o sin conexión Principales capacidades en Microsoft Dynamics CRM 4.0 Sincronización continua en segundo plano con Outlook Opciones de clientes móviles: Outlook, explorador o dispositivos móviles Informes y análisis sin conexión Opciones flexibles para el enrutamiento y envío de correo electrónico Acceso remoto total sin VPN Scenario Overview According to Gartner and other business publications, sales people on average spend over 25% of their time on the road and some sales people as much as 50 % to 75% of their time. Hence the term “Road Warrior”. And what Road Warriors need the most are tools to be productive while on the road and the ability to easily communicate with their prospects and customers seamlessly. Let’s say you have a pharmaceutical salesman that is on the road over 50% of the time. He spends over half of working hours in airplanes, cars, trains, hotels, going to and from meetings. When he is in the office he barely has time to get caught up on his work let alone try to remember all the tasks, s, and other follow-up details. And his boss and bosses constantly need updated sales pipeline and forecast information. They can’t wait for him to be back at the office or have network access. This is exactly the scenario that the below new features in Titan address. Titan Link The majority of the enhancements noted came from partner and customer requests and we are confident that they will be widely appreciated. Details They are geared at addressing two main areas: Giving the sales user a richer offline experience since there is a lot of down time during travel. This is especially critical for reporting and outlook usage. The second area that is critical is the ability to keep the communication flow going. In essence the ability to send s from any where, anytime. Sales people don’t want to mess around with VPNs and other login processes when on the road. Whether it is online or offline, they just want to write the and entrust it goes out.

34 Momento sólido en Ventas
Microsoft Dynamics CRM se ha hecho líder del mercado en el sector de la gestión de ventas, impulsado por su facilidad de uso para los profesionales de las ventas y por la flexibilidad de la plataforma subyacente de arquitectura orientada a servicios (SOA). Amazing amount of progress in just one year. Very unusual to move up so much in such a short-time period. Really one of three vendors in the leader area (SFDC, Siebel and MS CRM). Shows that MS CRM is starting to get due recognition and being viewed as one of the key players in the market. Source: Gartner Magic Quadrant for CRM Customer Service Contact Centers, [emphasis added]

35 Comentarios de clientes SFA
“Esta es la primera vez que podemos ver a los clientes de una forma más amplia y saber exactamente lo que está pasando con un determinado cliente a través de nuestra red. Nos permitirá, desde luego, dar un servicio mejor a nuestros clientes globales.” ABN AMRO “Nos hemos embarcado en la construcción de una organización de ventas de primera categoría y no podíamos haberlo hecho sin una herramienta de automatización para el personal de ventas de primera categoría. Microsoft Dynamics CRM está desempeñando una función primordial en la consecución de este objetivo.” Best Buy “Por primera vez, ventas y operaciones van de la mano. Microsoft nos proporciona información en tiempo real desde la venta hasta su cumplimiento. Ha mejorado la vida de nuestros vendedores y de nuestros clientes.” The Virginian Pilot