Integration Sells Seats
May 7, 2013
Liane Harrington, Inside Sales
Rick Bansal, Channel Sales Manager
Lou Antonucci, VP Sales
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CONFIDENTIAL | © 2012-2013 Scribe Software Corporation. All rights reserved.
Scribe
• Established Global Company
- Headquarters: Manchester, NH USA
- EMEA office: Den Haag, Netherlands
• Pacesetting Capabilities
- We bring customer data anywhere it’s needed
- Leadership in major customer applications markets
- Partner-centric
- Extensive ISV network – ExactTarget, Marketo, SilverPop, On24, Znode
• Key Offerings
- Scribe Insight – On Premise
- Scribe Online Platform - Cloud
- Scribe Online Replication Services and Integration Services
•
Awards
- 2012 SIIA Codie Award Winner
- AlwaysOnDemand Global 250 Award Winner
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CONFIDENTIAL | © 2012-2013 Scribe Software Corporation. All rights reserved.
Agenda
Objectives and Organization
• The DATA Challenge - Integration
• Some market analysis
• Why is integration important to you?
-
User adoption
Sell adjacent (more) seats
Defend (Making SFDC ‘sticky’)
Advance (Entre into new account base (MS))
• Proof points
- Internal integration of SFDC @ Scribe
- SFDC end user
• Call to action - 4 Questions
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CONFIDENTIAL | © 2012-2013 Scribe Software Corporation. All rights reserved.
Data Challenge - Integration
‘The act or process of blending into a functioning or unified whole.’
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CONFIDENTIAL | © 2012-2013 Scribe Software Corporation. All rights reserved.
Some market analysis
Objectives and Organization
• 2013 State of Customer Data Integration Survey
- Scribe, Marketo, Znode, Trillium, ON24, & Slalom Consulting
• Audience:
- 1,000 end-users, business leaders (83%); SIs, and VARs (17%)
- 65% in US, 10% Europe, 25% other International
• Some overall findings:
-
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100% of respondents list CRM as a ‘core business system’
26% of respondents report a ‘pure cloud’ environment for CRM
71% of respondents rate mobile CRM as a top priority
73% of end users say revenue growth is a top priority in 2013
- But not at the expense of customer satisfaction
- Need to enable business value faster
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Some market analysis
• Some overall findings (cont):
- Tighter integration of core business systems is critical for success
100%
80%
74%
73%
71%
70%
66%
62%
60%
47%
40%
20%
27%
11%
10%
13%
15%
15%
CRM &
CRM & Mobile
Enterprise
Resources Mgmt
CRM & Sales
Force
Automa on
14%
0%
CRM & Business
Intelligence
CRM &
Customer
Service
CRM &
Marke ng
Automa on
- Only 16% of respondents report ‘full’ integration among these systems
- Challenges:
- Multiple data sources
(digital, social, mobile, etc…)
- Moving from ‘Big Data’ concept to
‘smart data availability’
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CRM & Social
Why is integration important to you?
Objectives and Organization
• User Adoption
- Use it or lose it - of those who feel ‘not fully integrated’:
- 18% plan to switch to a new CRM system in 2013
- How does integration with other systems help here?
- All the ‘smart data’ a sales person needs is right in SFDC
- They will want to log in every morning
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Why is integration important to you?
• Question to ask your prospects –
- On average, a sales reps spends 4.5 hours of their time each week
tracking down information they need to do their job. Do you think your
sales people would be more productive (and happier) if they had this
‘smart data’ right at their fingertips?
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Why is integration important to you?
• Sell adjacent (more) seats
- Integrating Accounting or ERP system
- Can now add users in finance
+
- Integrating Mkt. Automation system
- Can add more marketing users
+
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Why is integration important to you?
• Sell adjacent (more) seats
- Integrating Customer Support system
- Can now add users in support
+
• Question to ask your prospects –
- With most companies today going so far as to employ a ‘Chief Customer
Officer’ to manage effective customer interactions, what is your plan to
have your ‘customer facing’ departments better understand your
customer’s needs?
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Why is integration important to you?
Objectives and Organization
• Defend
- Keep competitors out (Customer for Life)
- How does integration with other systems help here?
- Makes SFDC ‘sticky’
- Top 10 ERP systems
- SAP, Dynamics ERP, Oracle Financials, PeopleSoft, JDE,
- Infor, Epicor, Intaact, Sage 300, Netsuite...
- What do these ERP systems have in common?
- They are not built on force.com
- Do all your customers use SFDC for Customer Service as well as
sales? (Probably not)
- Defend your high ground by not allowing SFDC to be ‘ripped out’
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Why is integration important to you?
• Question to ask your prospects –
- In a recent survey, 74% of respondents stated that they will be operating
in a ‘hybrid’ model of both cloud and on-premise applications – with CRM
(eg: SFDC) being the predominate CRM cloud service. How do you see
your on-premise and cloud data strategies converging?
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Why is integration important to you?
and Organization
• Advance
- How does integration with other systems help out here?
- Get into new account base (land and expand)
- Microsoft Dynamics accounts WW – 168,500
- 91.6% of all desktop OS’s WW - Microsoft All desktop
OS’s WW
- SAP ERP accounts WW – 30,000
MS
- The only real barrier to entry – “Can you integrate to XYZ?”
- A yes answers allows you to sell on the merits of your service.
• Question to ask your prospects –
- How would you rate your current CRM system in terms of providing a
complete view of your customer and user adoption – and are you looking
to improve on these measurements?
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A few proof points
and Organization
• We eat our own dog food…
‘Dogfooding’
Eating your own dog food, also called Dogfooding, is a slang to define a scenario in
which a company (usually, a software company) uses its own created products.
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A few proof points
and Organization
(Marketing Automation)
CRM
(Financial Records, Invoices, HR)
Partner view into
entitlements and
customer info.
Product
Registration
Database
Service Desk System
(Help Desk Calls)
We save $150,000 annually.
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3rd Party
Email
Engine
A few proof points
Objectives and Organization
• A global financial services firm
- Why is integration important to your firm?
- Relevant data is in 20+ systems, with no ‘golden source’
- Through integration, we can now streamline and our data management
policies
- Teams can now focus on using and analyzing the data, instead of
creating and maintaining the data
- The value this brings?
- Frees up resources to focus on value add activities
- More accurate data in more systems
- Improved reporting and improved confidence in the data
Enables business value faster!
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Call to action – 4 questions
jectives and Organization
• Demonstrate a forward thinking perspective..
1. On average, a sales reps spends 4.5 hours of their time each week tracking down
information they need to do their job. Do you think your sales people would be
more productive (and happier) if they had this ‘smart data’ right at their
fingertips?
2. With most companies today going so far as to employ a ‘Chief Customer Officer’
to manage effective customer interactions, what is your plan to have your
‘customer facing’ departments better understand your customer’s needs?
3. In a recent survey, 74% of respondents stated that they will be operating in a
‘hybrid’ model of both cloud and on-premise applications – with CRM (eg: SFDC)
being the predominate CRM cloud service. How do you see your on-premise and
cloud data strategies converging?
4. How would you rate your current CRM system in terms of providing a complete
view of your customer and user adoption – and are you looking to improve on
these measurements?
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Help your customer become a ‘Customer Company’
Thank You. Questions?
www.scribesoft.com
www.scribesoft.com/webinars
www.scribesoft.com/salesforcerep
liane.harrington@scribesoft.com
603.488.6518
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CONFIDENTIAL | © 2012-2013 Scribe Software Corporation. All rights reserved.