Driving Enterprise Adoption with a Sales Jump Start Program

1
Driving Enterprise Adoption with a Sales Jump
Start Program

• Brian Edelman
• CEO, Financial Computer, Inc.
• Chris Aitkens
• Inside Sales Director, E-Z Data, Inc.

2
The Jump Start Program

• How we get 100 adoption and buy-in with
  SmartOffice in the Retail world.

3
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.

4
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

5
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)

6
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.

7
Jump Start the Front End
Critical Integration Points Inside/Outside of
SmartOffice

• Phone
• Docs/Images
• Email
• Calendar
• Mobile / PDA

8
Jump Start the Front End

• Step 1 Marketing Features (cont.)
• Managing Leads
• Leads Creation
• Leads Distribution
• Leads Administration

9
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?

10
Jump Start the Front End

• Step 2 Sales
• Practice Management (creating structure)
• Opportunity Management
• Pipeline Management
• Follow-up Management
• Time Management
• Processing New Business

11
Jump Start the Front End

• Step 2 Sales (cont.)
• Processing New Business
• Defining the template
• Workflow vs. Requirements collection
• Delegation of requirements
• Management Reporting

12
Jump Start Recap
13
90-Day Adoption Plan
Service
System Expertise/Adoption
Sales
Business Functions
Marketing
30
60
90
0
Time (days)
14
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

15
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

16
Driving Enterprise Adoption with a Sales Jump
Start Program
QA Session

• Brian Edelman
• CEO, Financial Computer, Inc.
• Chris Aitkens
• Inside Sales Director, E-Z Data, Inc.