prime sales solutions success achiever overview power point 2010
DESCRIPTION
The Success Achiever program is a results-driven set of methodologies developed by Business Solutions experts to successfully evaluate, deploying and maintain business solutions, one step at a time. This methodology is derived from more than a decade of best practices, positions and focuses your organization to realize a clear and defined set of goals. The end results are realistic benchmarks and exceptions while achieving a rapid return on investmenTRANSCRIPT
ThinkingThinking Big* Starting Small* Scaling FastBig* Starting Small* Scaling Fast
Prime Sales SolutionsSuccess Achiever ProgramSuccess Achiever ProgramSuccess Achiever ProgramSuccess Achiever Program
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Mission critical questions moving forward:
1. Why invest in the concept?
2. Why invest today?
3. Why partner with Prime Sales Solutions?3. Why partner with Prime Sales Solutions?
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What Makes a Successful Project?
A CRM project should not be expected to move heaven and earth.
Focus on the job ( the daily stuff) and not the technology.
Be realistic, well-defined, and results-driven
Capture the “human factor” to encourage use
Be flexible enough to accommodate growth and change.
Equally accommodates users of all levels
It starts with a plan
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p
Slow and Steady Wins the Race
Keep it simple Keep it simple.
Make the solution easy to use.
F th d d h th d th i j b Focus on the end users and how they do their job.
Be flexible.
Don’t try to solve all your organization’s pains in one fell swoop.
Take it one step at a time.
Focus on success
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Success Achiever GoalsSuccess Achiever Goals
Delivers a simple but powerful method to help you…
Pinpoint your end users’ real needs and build definable value
Minimize the complexity and “clutter”
Keep your projects on track and in sync with evolving needs
Make your Business Solutions program successful: y p gLower total cost of ownership Increase productivity Achieve ease of use and greater collaboration
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g
Success Achiever Core Foundation What drives the success of your projects are the “Top 10 Tasks” a d es e success o you p ojec s a e e op 0 as s
we do on a daily basis End users’ lives are about their jobs, not technology. Let them
do their jobs. j End users are paid to sell and perform, not to enter data.
Do you know what typically happens to projects where the y yp y pp p jprimary focus on the things we do only twice each month, three times per quarter or four times each year?
The answer is: The answer is: A very large percentage of those Business Solutions projects achieve a much lower level of end user acceptance. This results in lower ROI and higher TCO
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What are the questions you want to ask?
Who needs it?
What do they need?
Why do they need it? Why do they need it?
What will be the anticipated value & benefits
What will be the overall results & success
Who are Your End Users?
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What are Your End Users Focused On?
Know Your Users Know Your Users
Typical End UsersFocus on helping them manage their daily lives
Middle Managers Middle ManagersFocus on managing not only their daily lives but ensuring
that the goals and responsibilities of the team are fulfilled
Upper Management / C-Level ExecutivesFocus on accountability, visibility and profitability
organization wide
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organization-wide
h lPart I: The Top Ten Analysis Goals: Goals:
Get Your User to Use CRM Properly identify CRM needs Position company for successful implementation
What it Takes:
Pinpoint top three user groups and their needs Pinpoint top three user groups and their needs Identify Top Ten tasks frequently performed within your
organization across your top three user groups Prioritize other tasks specific end users have based on level of
frequency used and benefit
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Why the Top Ten Analysis Matters Clearly defines goals Clearly defines goals
Maps to how people perform in their daily lives
The
TOP 10 TASKS
Separates real needs from “like to haves”
Keeps process and implementation straight-forward
Achieves visibility, accountability, 5 Tasks Frequently Performed Across
E ti O i ti
5 Tasks Focused onSpecific Job Functions
Among End Usersc e es s b ty, accou tab ty,and profitability Entire Organization Among End Users
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Reality Check:Reality Check:What are the Have to Haves & Like to Haves
Different users have other specific requirements beyond Different users have other specific requirements beyond the Top 10.
Figure out which requirements matter most Figure out which requirements matter most. Who needs it? Why do they need it? What would be the real benefit if they had it? What would be the real benefit if they had it? How often will they experience the benefits of having it?
Categorize these requirements based on need and frequency:frequency:
Have to Haves = High benefit + Medium frequency (used monthly or quarterly)
Like to Haves = High/Medium benefit + Low frequency (used quarterly or
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less frequently)
Have to Have Functionality & CustomizationsHave to Have Functionality & Customizations
Questions to AskQuestions to AskPriority 1: Burning Need
What is the Need? Who has the Need? What is the Need? Who has the Need? What would be the benefit
and/or value if you had this Need?
What would be the benefit and/or value if you had this Need?
Priority 2: Hot Need
Priority 3: Off the Wall Need
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Like to Have Functionality / CustomizationsLike to Have Functionality / Customizations
Stratospheric NeedQuestions to Ask:
Wh t i th d?
Questions to Ask:
Wh t i th d?
Stratospheric Need
What is the need?
Who has the need?
What is the need?
Who has the need? Nice to Have Need
What would be the benefit
and/or value if you had this
d?
What would be the benefit
and/or value if you had this
d?Wh A W G i With need? need? Where Are We Going With This One Need
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Easy, Simple, and Clean MethodEasy, Simple, and Clean Method
Adjust Top 10 Tasks+
Balance of the
Adjust Phase 1 and Phase 2
+
Tackle Top 10 TasksEnd Users Do
on a Daily Basis + High Priority
of Have to Haves Consider
Like to Haves+
HighestPriority of Have
t Hto Haves
PHASE 1 PHASE 2 PHASE 3
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Achieve Results & Success5. Full Deployment: Continue toroll out remaining end-users; monitor and measure results, and drive
4. Pilot: Roll out core requirements to gain user buy-in and start to drive results
and measure results, and drive success
3. Rapid Deployment: Use Value Builder results to build a road-map and configure product
2. “Top Ten” Value Builder: Employ methodology to identify the end- users’ needs, goals, and requirements
1. General Overview: Start to gain working knowledge of configuration of iExtensions, “Top Ten” Value Builder Methodology, and Rapid Deployment
Avoid the Pitfalls and Achieve Your GoalsAvoid the Pitfalls and Achieve Your GoalsStay on Track Stay Focused
Lack of Executive Buy-In
The System Is Not Designed With Users In Mind
Lack Of Training And Orientation Lack Of Training And Orientation
Managers Are Not “Living In The System
System Usage Is Not Aligned With End Users Finanical
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Motivators
Business Solutions positioned to:A hi i V l R lt d SAchieving Value Results and Success
Invest in the technology and vision for success
Effectively capture the end-users real needs, goals and requirement’s.
Dramatically reduce the evaluation and deployment timeframe.
Experience a high level of end-users’ acceptance and buy-in.
Developed a culture/mindset that leverages the end users daily lives
Easily benchmark success factors and the overall progress of your project.
Feel confident that with achieve your business goals.
Realize a lower “Total Cost of Ownership”.
Gain higher and quicker “Return on Investment”.
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Next Steps: Let’s talk!
Let’s hear your pain points and discuss some options.
Find out why the Prime Sales CRM is the right solution for your y g y
company.
See how the right software and business partner will make your g y
vision a reality.
Don’t forget, of course, you get “me” and the rest of the team
focused on your needs, goals and requirement's
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Next Steps: The Road To SuccessNext Steps: The Road To Success
1. Complete the Success Achiever Worksheet p
2. Arrange for a technical conference call to discuss implementation
plan options
3. Set a date to review and assess the outcome of the Success
Achiever worksheet
d f f d b d h h
Next Steps: The Road To Success
4. Set a date for a more focused web demo that covers Phase One
(Top Ten + Have to Haves)
5 Conduct conference call with focus group and decision makers to5. Conduct conference call with focus group and decision makers to
formulate implementation plan and calculate ROI
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Contact Information
Matt ZimmermanBusiness Solutions ExpertPrime Sales Solutions [email protected] - 973-928-7372Mobile -973-941-2361
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