compuBase Data for CRM / PRM Integration

How compuBase fits to an existing CRM / PRM system?

Last review 25/03/2007

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Agenda

Facts Objectives compuBase features Process Benefit

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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.

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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 !!!

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CRM / PRM is central

Sales

Marketing

Market Analysis

CRMPRM

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CRM / PRM is Central to Marketing

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Your CRM / PRM could become a very unstable system

Insufficient update Inadequate softwarePoor training

Sales

Marketing

Market Analysis

CRMPRM

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PRM or CRM with bad quality data: a very unstable system

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”.

Marketing

SalesMarket Analysis

CRM PRM

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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

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CRM / PRM is Central to Marketing

120.000 IT & Telecoms

partners

230 000 contacts name and

60% with email.

A European coverage on

channel and EMEA coverage

for distributors

85% revenue coverage

65% location coverage

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CRM / PRM is Central to Marketing

compuBase provides

• 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• Sales target• Sales method• Buying method• HQ location

• More than 250 IT activities and hundreds of criteria for your business

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CRM / PRM is Central to Marketing

compuBase-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• …

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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.

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CRM / PRM is Central to Sales

Sales

Marketing

Market Analysis

CRMPRM

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CRM / PRM is Central to Sales

Requirements for Sales : Ease of use Key information on a profile New business opportunities Business data

Sales

CRMPRM

The Challenge: How to have access to data without a complex

system? Solution: compuBase Direct Link.

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CRM / PRM is Central to Sales

Direct link: Create a link to compuBase

database from your CRM / PRM Log automatically Use various fields of your

company profile to find the full profile in compuBase database

No data integration No complex development

Sales

CRMPRM

Add a link to your PRM / CRM

compuBase 2006 17

Info compuBaseInfo compuBase

Just add an HTML link to your CRM / PRM

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Info compuBase

The link will open the corresponding company profile, using one of the following variable:

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Enrich your Own System

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You can import information you want to manage yourselves to your system:

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Download

Import format:•Text / Excel / Outlook…

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CRM / PRM is Central to Sales: CRP feature

Channel Recruitment Program:

Benefit from compuBase 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.

Sales

CRMPRM

CRM / PRM is Central to Market Analysis

Sales

Marketing

Market Analysis

CRMPRM

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CRM / PRM is Central to Analysis and Data Management

Requirements for Analysts and Data Managers

Easy to retrieve accurate information A strong granularity of information Good Updating process User friendly classification.

Market Analysis

CRMPRM

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CRM / PRM is Central to Analysis and Data Management

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

Market Analysis

CRMPRM

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You can extract the revenue analyse

CRM / PRM is Central to Analysis and Data Management

More than 200 fields of information

All fields can be extracted

Market Analysis

CRMPRM

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CRM / PRM is Central to Analysis and Data Management

The Data Manager has the right tools to manage

compuBase 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

DataManagement

CRMPRM

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CRM / PRM is Central to Analysis and 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

DataManagement

CRMPRM

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CRM / PRM is Central to Analysis and Data Management

• All field are described with comments and sample

DataManagement

CRMPRM

Create Your own Channel Portal

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As a Conclusion…. PRM the 10 Rules for Success

The 10 rules for success for a good CRM / PRM integration1. 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”.

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