compu Base Data for CRM PRM Integration

compu. Base Data for CRM / PRM Integration How compu. Base fits to an existing CRM / PRM system? Last review 25/03/2007

Agenda § § § Facts Objectives compu. Base features Process Benefit 2

Facts § CRM / PRM softwares are becoming central to many IT sales and marketing organisations. § A CRM / PRM system will benefit from its built-in features only if data is correct. § A good CRM / PRM solution is a mix between software, data and process. § It is more complex to address the Channel. Business Intelligence is more and more important. 3

Objectives A Database manager needs to: § Increase the value of their database. § Find the right processes to update information. § Avoid integrating data if there is no need to do so. § Access other sources of information keeping the link with their own database. § Measure the quality of the database. § Meet requirements of Marketing, Sales and Analysts !!! 4

CRM / PRM is central Marketing CRM PRM Sales Market Analysis 5

CRM / PRM is Central to Marketing 6

Your CRM / PRM could become a very unstable system Marketing CRM PRM Sales Insufficient update Market Analysis Inadequate software Poor training 7

PRM or CRM with bad quality data: a very unstable system Marke Gartner § “Data quality must be viewed as a strategic business issue, not an IT problem. As such, the data quality management process and software should be designed for use by data user and business analysis, rather than IT experts”. CRM PRM Sales Market Analysis 8

CRM / PRM is Central to Marketing Requirements for marketing § Wide coverage – updated data § Contacts name § Email and opt’in § Many criteria to manipulate § Quality § Easy to use § Company own segmentation 9

CRM / PRM is Central to Marketing 120. 000 IT & Telecoms partners l l 230 000 contacts name and 60% with email. l A European coverage on channel and EMEA coverage for distributors l 85% revenue coverage l 65% location coverage 10

• ICT Activities • Manufacturer. . . • Software publisher. . . • Services. . . • IT Reseller … • Types and brands of resold products • IT Systems • Peripherals & components • Network - Telecoms. (hardw & softw. ) • Software • Office automation • Mobility • Services sold • Suppliers and agreements • Telecom Supplier • Wholesalers supplier • Agreement • Skills • Markets • Technical Skills • Software application • D. B. M. S. • Development Languages • Development environnements • Operating Systems • Additional criteria • Geographical criteria • Company type • Setup date • T. O. (official, declared, estimated) • Number of employees • Number of developers / technicians • Number of sales reps • Sales area CRM / PRM is Central to Marketing compu. Base provides • More than 250 IT activities and hundreds of criteria for your business 11

CRM / PRM is Central to Marketing compu. Base-Online provides On line access for all marketing usage • • Search / open a profile Select / save / export a target Export in Excel format in your mailbox Statistics features Download a database Match your data and create key words Add your comment on a profile … 12

Marketing : Creating links…. • By importing lists, you can create Keywords (flag) or private info (Your Id Code) • You can use flag to export specific target group. • The keywords and private info are also visible in full profile for your sales! • You can edit information according to your own use. 13

CRM / PRM is Central to Sales Marketing CRM PRM Sales Market Analysis 14

CRM / PRM is Central to Sales CRM PRM Sales Requirements for Sales : § Ease of use § Key information on a profile § New business opportunities § Business data The Challenge: § How to have access to data without a complex system? § Solution: compu. Base Direct Link. 15

CRM / PRM is Central to Sales CRM PRM Sales Direct link: § Create a link to compu. Base database from your CRM / PRM § Log automatically § Use various fields of your company profile to find the full profile in compu. Base database § No data integration § No complex development 16

Add a link to your PRM / CRM 1 Info compu. Base Just add an HTML link to your CRM / PRM compu. Base 2006 17

2 The link will open the corresponding company profile, using one of the following variable: • Company name • compu. Base code, • Dun’s code • URL • Zip Code • Tel • Fax… Info compu. Base 18

Enrich your Own System 3 You can import information you want to manage yourselves to your system: • Business Info • Contacts name • Revenue • Competitors • Vertical markets • Technical skills Download Import format: • Text / Excel / Outlook… 19

CRM / PRM is Central to Sales: CRP feature CRM PRM Sales Channel Recruitment Program: § Benefit from compu. Base profiling feature and find new partners! § Every opportunity matching your requirements is automatically sent to your mailbox. § You can use all opportunities to flag companies for future mailings. 20

CRM / PRM is Central to Market Analysis Marketing CRM PRM Sales Market Analysis

CRM / PRM is Central to Analysis and Data Management CRM PRM Market Analysis Requirements for Analysts and Data Managers § § Easy to retrieve accurate information A strong granularity of information Good Updating process User friendly classification. 22

CRM / PRM is Central to Analysis and Data Management CRM PRM Market Analysis Analysts will find plenty of valuable information to analyse § § Official, declared and estimated revenue Revenue split § By activity, by OS, by product, by market § Volume in PC, Server, Laptop, Printer § Online tools to extract the needed information and to receive it in Excel format 23

CRM / PRM is Central to Analysis and Data Management CRM PRM Market Analysis All fields can be extracted You can extract the revenue analyse More than 200 fields of information 24

CRM / PRM is Central to Analysis and Data Management CRM PRM Data Management The Data Manager has the right tools to manage § § compu. Base Exchange Format txt file relational mode for partial or full integration All documentation to facilitate integration Possibility of automatic FTP delivery Updates report to see what has changed 25

CRM / PRM is Central to Analysis and Data Management CRM PRM Data Management • We deliver a ready-to-use integration format • Txt files for any system • No change in structure even when new fields are added 26

CRM / PRM is Central to Analysis and Data Management CRM PRM Data Management • All field are described with comments and sample 27

Create Your own Channel Portal • Account Management • CRM - Your • Financial partner • Data profile • Tech • Vertical • Sales out • More links • Skills Markets • Product Sold • Business • compu. Base • Data • More Contacts names • Revenue by products 28

As a Conclusion…. PRM the 10 Rules for Success The 10 rules for success for a good CRM / PRM integration 1. Your database must have been cleaned, otherwise do not invest on it. 2. Do not add data if the update process is not set up. Enrich each information with : • A Source • An Ownership • A date for next updating 3. Do not manage yourself information that anybody can find elsewhere. 4. You must prioritize links to external data vs data integration. 5. Try as often as possible to syndicate data. 6. Put first the day to day usage vs. ideal concept. 7. Invest more in “easiness to use” than in training. 8. Think that the person in charge of the project may leave. 9. Listen to sales people but rank their needs. 10. Do not believe IT people when they say “it is not possible”. 29