CRM Success at

McElroy

Manufacturing

A solution delivered by CRM EVANGELIST, LLC

www.crmevangelist.com

George Colombo

Author & Industry Expert

Your Moderator & Speakers

www.teamworkselling.com

George Colombo

Author & Industry Expert

Your Moderator & Speakers

In addition to the 20 years experience in marketing leadership

roles, Paul has delivered several CRM deployments in his

career. Most recently, Paul created the vision and execution of

the CRM strategy at McElroy Manufacturing enabled by

Salesforce and CRM Evangelist. McElroy manufactures plastic

pipe fusion welding equipment and accessories. And

manufactures tube finning equipment. Paul also serves as a

faculty instructor for University of Phoenix on subjects such as

Marketing, eBusiness, Operations, and Project Management.

How can technology improve top line performance in sales,

marketing, service, and partnering relationships? Raymon has

answered this question for executives of varied business size

for 20 years; evangelizing the application of technology to

improve sales, marketing, and customer service. User

advocate. CRM expert. Entrepreneur. Raymon continues to

help organizations drive business performance with an ever

changing set of technology options..

Paul Brodsky, Director Marketing

McElroy Manufacturing

Ray Howington, Founder

CRM Evangelist, LLC

www.teamworkselling.com

Background

Background

Preparing for the Project

Selection Process

Objective

Implement a system that will:

1. Serve as a primary source and/or data repository for

information on prospects and customers, and related

data (quotes, sales history, call activity, product

registration, etc)

2. Eliminate or significantly reduce data silos

3. Provide core CRM/Sales automation functionality with

advanced features for growth

4. Provide a toolset for customer service and support

5. Provide a platform for seamless integration with existing

systems and provide for future development without the

inherent risk of an all proprietary system.

6. Integrate with third party systems

7. Scale with both domestic and international growth

Researched

The Implementation

What manufacturers want? from CRM

Quotes & Opportunities

Channel Management

ERP Integration

Product Registration

Organized by Brand

Total Quality

ServiceCommunity &

LoyaltyCloud Based

So, how do you get there?

Business Value Executive Workshop

Create Project Charter & Plan

Establish Steering

Committee

Assess Change Readiness

Create Solution Design• Application design• Technical architecture• Data management• Support• Education

Build Solution

Requirements Workshop

Require-mentsSignoff

Iterative Reviews

Document Use Cases and Test Cases

Test Solution

Manage Data

Manage Risk, Communications, Schedule, Budget, Change Control

Implement Change Management Plan

Build Education Modules Train Users

Transition to CRM Peak Performance

Prioritize Phase II Initiatives

Project Closure• Address issues• Collect feedback

for continual improvement

ProjectSignoff

Go LiveSignoff

DesignSignoff

Plan AnalyzeDesign and Build

Validate and Deploy

Ensure Ongoing Success

The Solutions

Previous Situation - Data Silos

Outlook

Sales Reps

Service Reps

Industry Relations

Management

Customer Service

Technical Service

Training

Marketing/PR

Engineering

GoldMine

Email Mktg

Event Mgmt

Survey

Software

ERP

Prod. Registration

Drop Ship

Customer Service

RMA

Sources

Sales Reps

Service Reps

Engineering

Parts finder

Quote requests

Drop Shipments

Literature

requests

RMAs

Trade Shows

Info requests

Subscriptions

Distributors

Mktg.

Campaigns

Social Media

Multiple Inputs With disconnected storage

Excel

Direct Mail

Paper & Other

Sales

Marketing

Service

Anywhere

Anytime

Anyone

Current Situation at McElroy

Fintube

Oppty Mgmt / Quote History (Direct)

No Channels

Product Registration

Service & Support

Marketing Support

Fusion

Oppty Mgmt / Quote History (Direct)

Channel Account Mgmt w/ Sales History (Indirect Sales)

Product Registration

Service & Support

Marketing Support

Southern

Oppty Mgmt / Quote History (Direct)

Developing Channel

No Product Registration

Service & Support

Basic Functionality

Marketing Support

Account Orientation by Brand

Product Registrations by Brand

Going Forward

The Roadmap Ahead

Version 1

McElroy University & Distributor Programs

Sales History & Trending

(ERP - CRM integration)

Online Literature Request and Product Registration

Interactive

Making a CRM change?

Take the Readiness Assessment for a free report.

214-446-2080 ext 1

http://www.crmevangelist.com/crm-readiness-assessment

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