CRM System Integration: The Missing Piece to Grow your Business

07/28/2011

By

Share |

 

CRM System Integration: The Missing Piece to Grow your Business

 

This past month I’m noticing a greater trend of companies wanting integration with their current Customer Relationship Management (CRM) solution. When a company is strategically planning to grow they are creating their roadmap from an infrastructure standpoint as well as a technological perspective. The largest demand I’ve witnessed within CRM integration is having the ability to connect CRM data with existing in-house systems.  The key in today’s ever changing software landscape is to provide solutions for companies wanting to simply plug in or add-on a new application to an existing one. The industry leaders in technology have to take into account how various systems must integrate with one another.

How Do I Price this Proposal?

06/23/2011

By

Share |

How Do I Price this Proposal?

Sometimes the biggest challenge for a Sales Representative is trying to figure out what to quote a customer that asks for pricing information or a proposal. Often times a Sales Professional creates a customized product demonstration that’s difficult to price without knowing more information as far as requirements from the customers perspective. Another dilemma for a salesperson is pricing the solution based on the company’s pricing guidelines. Many sales professionals have conveyed to me the subjectivity of pricing their product. How do they know that is the most optimal quote to render success of a closed opportunity?

Observations from 2011 Waste Management Expo

06/15/2011

By

Share |

 

Observations from 2011 Waste Management Expo

A few weeks ago I had the pleasure of attending the Waste Management Expo in Dallas, TX.  This was my first time attending an event for this industry so I was curious to know the people, technology, equipment, and general atmosphere. As it turns out it was very different from software conventions I’ve attended. During a software convention, people are intrinsically focused on new applications or systems that are being exhibited. Whereas at the Waste Expo it felt as if individuals were interested in  meeting new contacts, and old acquaintances. Attendees were interested in new equipment for their business or a piece of technology that can streamline their processes. However it appeared that the human element was not lost on them, which was quite refreshing. I think in the software industry, we are sometimes too focused on the technology rather than people behind it.

Real Estate Agents using Technology to Stand Out from the Crowd

05/19/2011

By

Share |

 

The other day I had a conversation with a colleague of mine about advertising using traditional media. We talked about how companies are using individuals as walking billboards just to stand out from the rest of the pack. When delivering an effective message it’s obvious that one must choose a topic that is relevant to the audience. But it’s becoming increasingly apparent that one must use a sophisticated medium to reach buyers. Connecting with an audience is especially critical in the real estate industry where people make life altering decisions when choosing a house or even a location for their business.

SAP and ASUG Sapphire Now 2011 - 3 Observations on Mobility Strategies

05/19/2011

By

Share |

SAP and ASUG Sapphire Now 2011 - 3 Observations on Mobility Strategies

I spent the last 3 days in Orlando attending SAP and ASUG’s annual conference, Sapphire Now.  With over 100,000 people attending in person or via the web, this marked the largest Sapphire event ever.  While there were a ton of topics covered throughout the conference, for this blog I’m going to focus on mobility.  With the acquisition of Sybase, in the last 12 months SAP has put a great deal of focus on providing mobile applications to complement their long-standing enterprise solutions.  With all of the energy and discussions around mobility, I wanted to share 3 observations concerning mobility that are relevant to companies considering how mobile applications can enhance their efforts to generate more business and improve their customer relationships.   

1. Be mindful that the iPad makes everything look good.  Really, tablets in general, make everything look good.  In the past 3 days, I met more mobile application developers providing tools for SAP ERP and CRM than I ever knew existed.  I can’t tell you how effective each developer’s tools will be in an actual business case, but I can tell you they will at least all look good.  Without calling out any names, I was reminded of the old addage, "everything that glitters ain't gold."

Ensuring technology streamlines your Work Life

05/05/2011

By

Share |

Business-Girl

Technology saturates our reality on a regular basis whether we know it or not. The world becomes elated anytime a new discovery is found whether it’s a new tablet, the smart phone that will be obsolete in 6 months or the new feature on the latest car model. If we want to watch our favorite TV show we program our DVR. Even when we get up in the morning to hit the snooze button on an alarm clock set to our favorite mp3 tune. Our home might have Wi-Fi access so we can work on projects from the comfort of our living room. A driver may input an address into his GPS navigation system to find a way to a restaurant. Technology has enhanced our quality of life on many levels which shapes our daily existence. In essence, our lives are inherently intertwined with technology. So if we are dependent on technology so much why are we working longer hours? Shouldn’t all of this software help make our jobs easier just like our personal lives?

Have you Enabled your Sales Executives with Sales 2.0?

05/05/2011

By Srini Katta

Share |

Enable Your Sales Executives With Sales 2.0

When was the last time you paid attention to a sales executive cold calling you to get your buy-in for products and services? Can’t remember? Well, you’re not alone! Blame the sales executive for not being graduated in Sales 2.0 and the company for not understanding the power of Sales 2.0 in consultative and solution selling.

Today, countless sales executives no longer want to make cold calls because they believe it’s ineffective. You can find countless statistics about cold calling on the web that would be anything but an eye opener for the sales chief. The best case scenario of cold calling is that 1 in 10 calls will result in talking to a live person and 1 in 10 will result in an appointment. That means that getting an appointment from 1 out of 100 calls would be ideal. In sum, it could take anywhere between 1000 to 2000 calls to close a deal (from best case to worst case scenario). This is only one side of the story, the downside of cold calling.

Improve profits by utilizing the latest PROS Pricing apps for Salesforce.com

05/02/2011

By Srini Katta

Share |

Improve Profits By Utilizing The Latest PROS Pricing Apps

About a month ago I was introduced to a new add-on pricing solution for existing Salesforce customers. I saw the immediate benefit that this solution could provide any sales organization that ever experienced any slow-down surrounding price quoting. In particular for any Salesforce customer that is already comfortable with cloud based solutions and is poised for rapid growth, a new solution from PROS Pricing may be just what is needed.

Do you ever feel boxed in when you are not able to quickly respond to your prospect’s price demands? Have you ever lost a deal to the competition because they were first to deliver a price quote that worked for the prospect? At times, you may frustratingly scratch your head desperately trying to provide a price quote to seal the deal.

Part 6: What’s New in Interaction Center with SAP CRM 7.0 EHP1

04/26/2011

By Srini Katta

Share |

What’s New in Interaction Center with SAP CRM 7.0 EHP1

Who would’ve thought that the integration of WebClient UI and IC WebClient would matter so much?

SAP introduced the unified user interface with the 7.0 release that integrated the WebClient UI and IC WebClient at the transaction level. SAP fully integrated both user interfaces with EHP1. The new integration includes scratchpad integration with CRM WebClient UI order in IC, extended product search with product preview and multi-select for CRM WebClient order in IC, and real time offer management (RTOM) integration for CRM WebClient orders in IC. The IC further intertwined the RTOM integration with Telco order management.

Part 5: What’s new for marketing in SAP CRM 7.0 EHP1?

04/25/2011

By Srini Katta

Share |

Marketing just got easier with EHP1.

In my last EHP1 blog I covered enhancements to service tools. Today, I want to highlight the various upgrades to the marketing tools within SAP CRM 7.0. Many of the daily and recurring tasks that you were most interested in seeing have been added with EHP1.

Integrated marketing calendar: The first thing you will notice is that the SAP moved away from Java-based UI to Adobe Flex UI. It is very intuitive with advanced searching and functions to create, manage and edit marketing projects and almost could be called as a home page for marketing professionals.