lamp the crm perspective

www.lamp-360.com

LAMP-360

Why do another CRM?!

Julian Poulter

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LAMP CRM Agenda

• Background to CRM• Why do CRM again• Basic features• USPs• Additional features• Summary• LAMp-360

2www.lamp-360.com

www.lamp-360.com

CRM Background

CRM Mature: SFDC on Version 13

Well used, many failures

Sales are main users, some marketing

Main focus– Sales force automation (routing leads etc) – Contact management (logging calls,

scheduling)

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Why do CRM (again)?

Emerging technologies, new challenges– Cloud – Landing pages– Content management for conversion– Social media publishing, interacting and listening – Alignment sales & marketing– Email landscape changing– Automation required– Mobile– Multiple relationships

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Results

CRM full of “holes”

Filled with add on solutions:– Landing page converters– Marketing automation– Social media

Multiple relationships

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LAMP Basic CRM

LAMP has all the basic CRM functionality– Sales force automation (routing leads etc) – Contact management (logging calls,

scheduling)– Social media – Integration with Office etc– Reporting and analytics– etc

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LAMP Unique CRM

Clear definition of lead and MQL/SQL

Client/Divisional Segmentation– Data segments to a client or division

Campaigns organised into Projects– Campaign and project reporting– Simplifies sales experience

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LAMP Uniques cont….

Optimised for inside sales follow up

Options simplified for sales– Only relevant emails shown etc– Only relevant data– Only relevant Projects available

Multiple relationships – One physical contact in d/b– Relationships by each division– Multiple opt-in and out.

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LAMP Uniques cont….

Projects = groups of campaigns

Campaign based– Emails always reflect campaign (templates and

signatures) – Data for campaign (target lists, etc) – Activities shown and reported automatically

against campaign– Documents relevant to campaign

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Additional integrated features

Fully integrated functionality

Closed loop reporting– Marketing automation– Intelligent drip feed campaigns– Social media publishing– Landing pages– Built in led gen and sales processes

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Additional integrated features ….

Single version of the truth !

Many to many relationships– Companies who represent multiple clients– Companies with multiple personas

Project Management– P&L reporting– Resourcing– Timesheets

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Additional integrated features….

Fully Closed loop lead generation and reporting

Maintains sales process and sales status / grading

Maintains buying status

Data source records and audit of data loads

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Summary

A new take on CRM

Benefits– Simplified options – easier to use– Quicker to set up and operate– Built in processes - measureable

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LAMP-360

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Login, select campaign

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Project set up 1

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www.sellingpeople.biz/wsi

Project set up 2

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Project set up 4 - reporting

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Project set up 6 - collateral

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Project set p 7 – data sets

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Data internal search

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Internal search results

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Buy new data

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Request data

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Load data

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Data meta data

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Campaign set up 1

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Campaign set up 3 - email

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Campaign call guide

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Campaign interim results

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www.sellingpeople.biz/wsi31

Lead Automated Marketing Process – Email Marketing with “Content”

Unaw

are Stream

Aw

are Interested` C

ustomer

Whitepaper 1

Whitepaper 2

Whitepaper 3

Video 1

Podcasts 1

Whitepaper 4

Video 2

29days 29d

Whitepaper 5

Case study 1

Fact Sheet 1

7days 8d

Brochure 2

Factsheet 2

Special Offer 1

Trial Offer 1

29days 29d

Welcome 1

Tips & Hints 2

Cust. Survey1

Tips 2

Newsletter 1

29days 29d

Converts from telemarketing

Click to media changes Stream,

via Survey, chooses Product 2

Click to fact sheet changes Stream

T/M Call

T/M Call

T/M Call

T/M Call

Survey 1

Survey 3

Survey 2

Whitepaper 6

Case study 2

Fact Sheet 2

7days 8d

Product 1 Product 2

x000 emails1000 per day

Repeat Stream

Copyright Selling People 2009


Stream Set up

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Step set up

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Whitepaper set up

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Landing page form

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Event set up

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Survey set up

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Landing page

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Prospect master record

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Contact

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Gradings per client

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Prospect / Contact sub tabs ….

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Activities(opps/emails/notes) – all related to campaign

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Lead source data

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Opportunity – type 1

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“meeting” type 2

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Meeting - admin

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Opp – intelligence – trype 3

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Intelligence IT etc

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Opp: “Survey” – type 4

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Agent – new leads

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Agent workflow – Follow ups

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Call Lists: Opportunities

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Agent: Call list record

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Call list – send email

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Call list – change stream

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Call record – create intelligence

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Sales order (from Opp)

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www.sellingpeople.biz

Timesheets – per session

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Client portal

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Reporting

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Questions and contact info

Thank you

[email protected]

62 www.lamp-360.com

lamp the crm perspective

Business

additional

lamp uniques

contact management

logging calls

routing leads

campaign set

project set

crm