Transcript Jump Start Package Connect Your Office On the Front - E

Driving Enterprise Adoption with a
Sales Jump Start Program
Brian Edelman
CEO, Financial Computer, Inc.
Chris Aitkens
Inside Sales Director, E-Z Data, Inc.
The Jump Start Program
How we get 100% adoption
and buy-in with SmartOffice
in the Retail world.
Managing Expectations
SmartOffice is extremely feature rich.
• This can hamper the delivery of the system.
• We want to avoid overwhelming complexity.
• We want to listen to what they need.
• Sometimes we need an interpreter.
The Jump Start Program
>Jump Start the Front End
“Making Money with SmartOffice”
• Focus on Marketing and Sales
>Jump Start the Back End
• Focus on Service
Jump Start the Front End
> Step 1: Marketing Features
• Acquiring Leads
Creating & Generating Campaigns
Existing Customers (data mining/cross selling)
Purchased Lists
Orphan Accounts
Incoming Calls
Website
Conducting Seminars (they are back)
Jump Start the Front End
> Step 1: Marketing Features (cont.)
• Integration
Let the people in the office use what
they want to use and tie it all together
with SmartOffice.
Jump Start the Front End
Critical Integration Points Inside/Outside of SmartOffice
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Phone
Docs/Images
Email
Calendar
Mobile / PDA
Jump Start the Front End
> Step 1: Marketing Features (cont.)
• Managing Leads
Leads Creation
Leads Distribution
Leads Administration
Jump Start the Front End
> Step 2: Sales
• How SmartOffice Can Make a Difference ($)
Do you have an organized way of managing your
sales pipeline?
Are there any prospects that are falling through
the cracks?
Are you reactive instead of proactive?
Can you see where every prospect stands at any
given time?
Would you be able to tell me how many sales are
going to be made in the next quarter?
Jump Start the Front End
> Step 2: Sales
• Practice Management (creating structure)
Opportunity Management
Pipeline Management
Follow-up Management
Time Management
Processing New Business
Jump Start the Front End
> Step 2: Sales (cont.)
• Processing New Business
Defining the template
Workflow vs. Requirements collection
Delegation of requirements
Management Reporting
Jump Start Recap
Orphan Accounts
Campaigns
Existing Clients
Purchased Lists
Seminars
Incoming Calls
New Leads
Leads Distribution
Step #1: Marketing
Step #2: Sales
Agents / Advisors
New
Sales
Pipeline
Opportunities
Business Functions
90-Day Adoption Plan
Service
Sales
Marketing
0
30
60
Time (days)
90
Jump Start the Back End
Step 3: Service
• Increasing the Practice Capacity Through
Efficient Service
Data Feeds
Policy Holder Service
Forms Integration
Service Reports
Annual Reviews
Driving Enterprise Adoption
> Use your top producing agents
to “sell” the product:
• Publish success stories
• Schedule short presentations at
national sales meetings
• Encourage study groups
Driving Enterprise Adoption with a
Sales Jump Start Program
Q&A Session
Brian Edelman
CEO, Financial Computer, Inc.
Chris Aitkens
Inside Sales Director, E-Z Data, Inc.