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How to build a profitable crm business ?

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Information about How to build a profitable crm business ?
Business & Mgmt

Published on February 17, 2014

Author: SiskaBossuyt

Source: slideshare.net

Description

How to become a profitable Dynamics CRM partner ? What are the different steps to take in building your business ?
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How to make a profitable CRM business Siska Bossuyt CRM Coach JEZZUP Prepared for February 2014

10 years @ Microsoft CRM Coach Partner Technical Specialist Presales Solution Sales BG Lead CRM vision & strategy CRM coaching Tool selection -- Microsoft Dynamics CRM -- Coach new CRM partners 15 years of CRM Building a Customer-Centric Organisation Always on discovery tour, looking for insipiration ...

What does it take to be a “successful” new CRM partner ? Successful ≠ certified ≠ recruited Successful = PROFITABLE

It’s a matter of doing ALL things RIGHT

Not a OR-OR story, but certainly an AND-AND story

Top 5 disasters 1. Lack of planning 2. No marketing investment to develop, nurture and maintain pipeline 3. Limited follow up on leads 4. Old digital presence 5. Poor service levels

WHAT ARE THE KEY SUCCESS DRIVERS?

FOCUS

Defining your strategy and partnership Marketing planning and execution Sales planning and execution Marketing and sales administration Microsoft resource utilization

Microsoft resource utilization Marketing and sales administration Sales planning and execution Marketing planning and execution Defining your strategy and partnership

Defining goals and aspirations • Where do we want to be in 3 years ? – Positive story – Negative story

Defining where to play in the market Wat are the drivers in that market ?

Cloud or On Premise ?

Vertical / Horizontal ? Vertical • Understand your customers’ customers • Understand their industry • Understand your business processes • Understand their competition Horizontal • More difficult to differentiate • Faster start

Build or Borrow ? • > 300 apps in marketplace • Build IP or no IP ? • Become ISV or not ?

Focus Area ? sales YOU YOU YOU marketing YOU Customer service

People • Depending on choices made : – Volume / value – Industry – Focus area – Build IP or not

People

Defining your strategy and partnership Microsoft resource utilization Marketing and sales administration Sales planning and execution Marketing planning and execution

What do we need ? Annual Marketing Plan Executable Linked to our Strategy Campaigns With budget and goals Realistic

Marketing planning and execution Defining your strategy and partnership Microsoft resource utilization Marketing and sales administration Sales planning and execution

Strategic Sales Planning • Having a real sales process is ESSENTIAL • We need to MANAGE the opportunities • Manage the LONGER sales cycles in Dynamics CRM

Sales Process Sales Process Prospect Qualify Develop Solution Proof Close

INCLUDE CRM IN YOUR SALES QUOTA !

Sales planning and execution Marketing planning and execution Defining your strategy and partnership Microsoft resource utilization Marketing and sales administration

MAKE IT SUSTAINABLE !

Follow up -- Follow up -- Follow up

Marketing and sales administration Sales planning and execution Marketing planning and execution Defining your strategy and partnership Microsoft resource utilization

Microsoft Resource Utilization Many, many resources ...

Utilization tips & tricks  Involve Microsoft in your marketing plan  Use all Microsoft marketing materials BUT, customize them to fit your organization and offer, don’t use the generic templates.  Enrollment in Microsoft partner management programs.

Utilization tips & tricks  Partner certification and competency  Joint Marketing Funds  Competitive information  Launch activities  ISV and/or CFMD solutions  Follow up with your Microsoft contact.

To summarize .... Defining your strategy and partnership Marketing planning and execution Sales planning and execution Marketing and sales administration Microsoft resource utilization

AND ....

Interested to know more ? Need some help ? Siska Bossuyt JEZZUP Siska@jezzup.com @SiskaBossuyt

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