Flexing Sugar Platform: Session 4: Social Selling/ the ROI for Your Team

Social Selling: The ROI For Your Team

Flexing Sugar Platform

Christopher Lamb

IBM Program Director, Social [email protected], Twitter: chrisscottlamb

04/08/2023 ©2012 SugarCRM Inc. All rights reserved. 2

mailto:[email protected]

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Agenda

Your Sales Team

Social Selling

ROI Methodology

How to get started?

Questions


#ibmsocialbiz

http://www.ibm.com/social

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Challenges for your Average Sales Person

Takes too long to prepare for customer meetings

Difficulty finding relevant and current product information

Forced to use tools that don't help them sell

Wasting time on leads that don't pan out

Need to understand portfolio with little training

Changing roles weaken relationships Spend too much time doing reports and

not enough time selling to customers


Reach Spend more time with customers

Discover Understand their customers better than the competition

Act Focus on opportunities that create the most profit

Engage Know experts across the organization who help him close deals

Characteristics of Top Sales People

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Agenda

Your Sales Team Social Selling

ROI Methodology

How to get started?

Questions



Focus on management Focus on selling

Create a team of top performers with Social Selling


Reach - Spend more time with customers

Access to experts, content and communities from Apple, Android, RIM and Nokia mobile devices

Tweet: #SCON1204/08/2023 ©2012 SugarCRM Inc. All rights reserved. 9

Reach - Spend more time with customers

Collaborate with customers remotely with a rich set of social tools


Engage - Apply expertise from across the organization

Easy access to experts so you get customer questions answered



Leverage recommended communities and sales content



Re-use best practices from other teams


Discover - Understand your customers better than the competition

Know what customers are talking about and what they like and don't like through sentiment analysis of social data


Act - Focus on accounts and opportunities that create the most profit

Use predictive analytic models to focus on right deals and recommend the best products and pricing

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IBM and SugarCRM Social Selling Software Components

Mobile SugarCRM Portal Email Inbox

Cloud Hosted On Premises

• Single Sign On• Data Connectors• External Social Data

• Event Management• Service Management• Enterprise Search

• Cloud Integration• Business Process Management

Social Collaboration• Business Card/Profile• Communities• Shared Files• Activity Stream• Emeetings• Projects• Instant Messaging

SugarCRM

• Contact Management• Account Management• Opportunity Management• Activity Management

Business Analytics• Dashboards • Reports• Forecasting• Data Warehouse

Predictive Analytics• Propensity to Buy• Upsell/Cross sell• Forecast Outlook• Optimal Pricing

Social Analytics• Expertise Location• Recommend Content• Sentiment analysis

Capabilities

Integration

Access

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Agenda


ROI Methodology

How to get started?

Questions



Business Value Assessment

Consultative approach to calculating ROI

Four steps

Day in the life demonstrationFact gatheringAssumptionsMath


Day in the life demonstration


Fact Gathering

Example Technology Firm

Number of employees 1000

Number of sales people 100

Average # deals per year 12

Average deal size $125K

Internal Discount Rate for investments

10%

Pre-tax profit margin 15%

Average labor costs Varies by role

YTY increase in labor costs 4%

Hardware and software costs Varies by year

Plus other operational data


Assumptions

Your team makes the assumptions after seeing the demo

You decide if time saving results in increase revenue or costs savings

Example Technology Firm

Time saved/deal finding information about the account during progression cycle

20 min

Time saved/deal finding experts and content during proposal cycle

20 min

Time saved/deal finding experts and content during post proposal cycle

30 min

Time saved per deal re-using a best practices template 45 min

Time saved per deal by collaboratively creating new content

30 min

Adoption rates Varies by year

Tweet: #SCON12 Source: McKinsey: How Companies are Benefitting from Web 2.0, 2009

Survey of 1900+ large firms in all industries

Validate Assumptions

Past Business Value Assessments Surveys by analysts firms


Math: Results for Example Technology Company

Year 1 Year 2 Year 3 Year 4PV Cash Flow of Project Costs ($186,909) ($40,093) ($37,098) ($37,098)

PV Cash Flow of Project Benefits $75,661 $152,850 $218,854 $188,177

Net Cash Flow ($111,248) $112,758 $181,756 $151,079

Cumulative Cash Flow ($111,248) $1,510 $183,266 $334,345

NPV Net Present Value of Opportunity $345,093

ROI

NPV of Project Costs ($290,449)NPV of Project Benefits $635,542 ROI (IRR) 67%

Year 1 Year 2 Year 3 Year 4

($200,000)

($100,000)

$0

$100,000

$200,000

$300,000

$400,000 Cashflow and Breakeven

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Agenda


ROI Methodology

How to get started?

Questions


© 2011 IBM Corporation

Different starting points for Social Selling

Maximize Reach with your customers • IBM SmartCloud

Engage• IBM Customer

Experience Suite

Discover insights about your customers

• IBM Cognos Consumer Insight

Act on opportunities that create the most profit

• IBM Cognos Business Intelligence

• IBM® SPSS® Decision Management

Engage expertise across the organization

• IBM Connections• IBM Sametime

Link to more info on Social Selling

http://www.ibm.com/software/collaboration/social/business/socialselling.html


Christopher Lamb, IBM Program Director, Social [email protected], Twitter: @chrisscottlamb

Thank You

mailto:[email protected]


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Flexing Sugar Platform: Session 4: Social Selling/ the ROI for Your Team

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Transcript of Flexing Sugar Platform: Session 4: Social Selling/ the ROI for Your Team