crm selection the right fit 9-25-19...crm •seamlessly connects with other hubspot product offering...

2019 Accelerate! Conference & Expo • Women In Trucking Association

CRM Selection: The Right Fit for Your Transportation/Logistics

Enterprise


Speaker

Jennifer Karpus-RomainDirector of Marketing, Intelestream


Jennifer Karpus-Romain


About Intelestream

• Chicago-based CRM consulting company• Focused on the customer experience• Founder - early SugarCRM employee• 600+ CRM implementations• Transportation/Logistics Experts


Let’s Dive In!

→ Who

→ What

→ When

→ Where

→ Why

→ How


Let’s Start with the WHAT

• Identify current CRM software on the market• Learn top factors to consider for your software• Delve into use cases for different-sized logistics companies


The WHY

80% of CEOs believe they deliver a superior customer experience

Only 8% of their customers agree

Bain & Company


The WHY

Does your Organization use a Customer Relationship Management (CRM) or Sales Automation System?

Source: TMSA 2019 Sales & Marketing Metrics Study, www.TMSAtoday.org


The WHY

If you answered "Yes" above, indicate the Primary CRM or Sales Automation System used by the Organization



The WHY

If you answered “No” above, is your Organization Considering Deploying a CRM or Sales Automation System in the next 12 months?



The WHEN

• Customer information in multiple locations.• Filing information in an abyss.• Finding information takes all morning. • Awkward follow-ups with prospects.• Lack of knowledge about quotas.• Sales meeting preparation takes significant prep time…every week.• Sales meetings are long and unproductive.

Loss of potential clients or projects.


The WHEN


The WHEN: Time for a Reboot?

Your business is growing.

Your CRM just isn’t working.


The WHERE


User Relationship to Technology


Let’s Play a Game. For Delicious Desserts.

What do you think is the most important factor in choosing a CRM?


CRM: What to Consider


The WHERE

PROS:• The brand to beat: 53% SFA market

share• Strong market strategy• Tons of features/product

enhancements• Free 30-day trial

CONS:• Low UI score for mobile capabilities• Features in lower tiers• Can come at a price

Price starts at $25 per user, per month


SugarCRM

PROS:• Highly-customizable• Lots of third party applications• Recently came out with it’s Market,

Sell, Service product offerings

CONS:• Shorter free trial than others• Product functionality/user interface



SugarCRM


Zoho

PROS:• #1 in PC Mag’s Business Choice

Awards for CRM tools• Integration with email and social

media• Will refund your money if you’re

not satisfied with offering

CONS:• Tech support• Lower advanced capabilities than

other options• 15-day free trial



Zoho


Dynamics 365

PROS:• Product scope• Easy integrations with Microsoft

products

CONS:• Expensive• Lack of vertical solutions• Steep learning curve



Microsoft Dynamics


Bpm’online

PROS:• Customer experience• Product execution/Strong UI• Software for sales, marketing, and

customer service

CONS:• Shorter trial periods than others• Less presence in North America

than other software options• Doesn’t work directly with social

networks

Price starts at $25 per month, per license


Bpm’online


HubSpot

PROS:• Free version available• Great for companies just starting in

CRM• Seamlessly connects with other

HubSpot product offering

CONS:• HubSpot CRM is free, but not other

products• Relatively new so still working on

functionality

Price starts at $00 per month, per license


The Where


The WHO

Who should be involved?


The HOW: What Do We Do Now?

• Identify your need• Choose your vendor• Understand the use• Create phases• Reassess and adjust


Use Case #1

Large Freight Management Firm. New Sales Director has used Salesforce in the past and looking for something different. Use a lot of Microsoft products.


Use Case #2

Mid-sized logistics firm.Limited budget for starting.Trouble with getting team onboard.


Use Case #3

Small trucking company. Wants to test the market.Uses marketing automation for campaigns.


Questions?

Jennifer Karpus-Romain [email protected]@jenniferkarpus

http://www.intelestream.net/

crm selection the right fit 9-25-19...crm •seamlessly connects with other hubspot product offering...

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