This global supplier of management solutions for wealth management was looking for a scalable and robust web-based solution to serve their customers but most importantly - to track and monitor their partner program. With Icreon’s assistance, they were able to replace their current desktop-based ERP system with a customized SugarCRM solution. The solution enabled multiple users with customizable permissions and exclusive privileges and access to the stored data. It included a bespoke module that enabled partner log-in to the SugarCRM application and management of partner companies and their respective contributions to the business on the whole. Presented by Himanshu Sareen, CEO, Icreon Tech, at SugarCon 2011

1. 1

2. The optimal solution for your needs...
Depends on your organization. Are you?
Small.
Medium.
Or Large.
2

3. ERP, CRM or both ?
Two of the most popular business systems that
have some common features, but differing in most.
ERP CRM
• Enterprise Oriented • Customer Focused
• Improve Coordination • Automate Sales
• Across Departments • Sales & Marketing
• IT driven • Business driven
• Business supported • IT supported
3

4. The right ERP can enable efficiencies.
However, as we know, ERPs implementations can
be complex; take and cost longer than expected.
Referenced to www.dilbert.com
ERPs can often be an overkill for some small to
medium sized organizations...
4

5. You can have Google Docs,
blogs, or anything you'd like
updated right in your CRM
system so you don't have to log
in anywhere else.
The goal is making it so people
want to live in the system.
- Martin Schneider
Director of Product Marketing, SugarCRM
5

6. Widening Scope of CRM solutions.
CRM solutions today are so much more than a
resting place for notes and alerts for Sales Reps.
ERP
solu/on
CRM
solu/on
6

7. Flexing CRM platforms.
Document
HR
Storage
Social
Knowledge
Workflow
Repor/ng
Sharing
Project
Management
Sales
Marke/ng
Management
Partner
Customer
Performance
Channels
Service
Management
Integra/ons
3rd
Accounting Desktop Public Portals Party Systems
7

8. So how did this organization
replace their homegrown legacy
system with SugarCRM ?
8

9. Customer Profile: Axis Systems
• Leading Solution Providers of Accounting Tools.
• Extensive International Footprint.
• Global Partners and Resellers.
9

10. Frustrations with legacy system.
A homegrown inflexible, system that functioned as
an ERP but was not scalable and could not be
integrated across other new third party systems.
10

11. The Solution.
11

12. In addition to CRM functional flow...

Training
Human

Timesheet

Recruitment
Resources

Leave
Management
Marke/ng
CRM
Partner
Program

Evalua/ons

Campaigns

Accoun/ng
Integra/on

Website
12

13. The Solution: What we did…
• Gathered Business Requirements
• Mapped the ideal solution on SugarCRM
• Customized SugarCRM Community Edition
• Linked and migrated data from existing, desktop
based application to CRM.
• Enhanced the Reporting module using SQL
server 2005.
Icreon helped Axis Systems leverage technology to
enable efficiencies, insights, cost and time savings.
13

14. Why SugarCRM ?
Scalable
Easy
Integra/on
with
3rd
No
expensive
hardware
or
Party
Systems
/
SoYware
soYware
required.
Complete
Data
Ownership:
Strong
Technical
/
User
No governor limitations, Community
e.g. no of API calls, etc.
Web
Based
Access
Mobile
Device
Accessibility
Modular
Plug
&
Play
Architecture
Open
Source
Modules
Code
14

15. Partner Program.
15

16. Efficiency for the Partner Channel.
Customer1.1 Customer1.2
Customer3.1
Partner Company3 Partner Company1
Customer3.2
Customer3.3
AXIS
Partner Company2
Customer2.1 Customer2.2
• Track and evaluate performance of Partners
• Central storage of Partner s customer data
• Cost savings for the Partner Program
16

17. The Hierarchy implemented in the CRM
17

18. CRM Functionality.
18

19. Customized Lead-to-Sale workflow.
Assign
leads
by
Lead
pool
Leads
from
website
or
and
Load
status
of
users
entered
manually
Customer
Verifica/on
(
new
/
exis/ng
)
Users
work
on
Leads
Quote
Prepare
Quotes
and
send
______
______
to
customer
______
No
Yes
Quote
Lead
Closed
/
Dead
Becomes
Opportunity
Accepted?
Progress
with
different
sales
stages
Contract
________ No
________ Revised
Contract
Contract
________
Prepared
Signed?
Yes
Invoice
______
______
Automa/c
Invoice
______
generates
in
CRM
19

20. CRM: Products and Pick Lists.
Product Name* Purchased
Cost Currency
List Price Book Value
Unit Price
Book Date
• Store information related to products available.
• Emails sent to inform customers of new products.
• Super admin can insert the product record which
will be available in Pick list in Leads module.
20

21. Accounting.
21

22. Accounting: Features and Reports.
Details
from
Opportuni/es
Accoun/ng
S/W
When customer pays against invoice:
– It communicates with Accounting system through API,
that takes care of all accounting features.
– Opportunity s Sales Stage becomes Closed Won.
Admin: Generate reports for paid / pending invoices
22

23. Accounting: The Solution.
Invoice
generated
in
CRM
on
acceptance
of
contract
by
Partner
Company
customer
Associate
to
opportunity
and
send
to
the
customer
No
Yes
Modifica/ons
in
Customer
pays
Details
send
to
the
invoice
against
invoice?
Accoun/ng
S/W
API
Yes
Opportunity
closed
23

24. Accounting: Invoice Generation.
• Partner Company User sends invoice to Customer
• Customer pays the invoice
• Opportunity sales closes
24

25. Accounting: Product pick lists.
Opportunities have Pick list for all products.
25

26. Human Resources
26

27. A Solution for a hands-off HR process…
• High Staff Turnover
• Constant recruitment drive
• Repetitive recruitment process
• Many commission only employees
• Volume of staff to train, track and manage
Automating the HR process was critical for such a
sales based organization where growth is enabled
by the size and effectiveness of the sales team.
27

28. HR: Automating Job Applications.
Screenshot
of
Sample
Public
site:
Candidates
Apply
CRM
Jobs
posted
by
HR
Applica/ons
Manager
captured
in
CRM
• HR manager can add jobs in the CRM Jobs module
• Applications are captured in the CRM Candidates Module
28

29. Integrating a complete HR Module.
Requirement
Yes
Approval?
Job
Posted
Ini/ated
No
Candidates
Apply
Cancel
Requisi/on
Manual
Interview
Process
Automa8c
No
Communica8on:
Candidate
Rejected
Rejec/on
Email
suitable?
or
Yes
Agreement
Sent
Offer
Made
Modifica/on
Done
Status?
Rejected
Modifica/on
Not
Interested
requested
HR
Management:
Hired
Candidates
Assign
Team
&
Access
to
Custom
Training
Leave
Timesheet
Entry
Performance
sec/ons
of
the
CRM
Knowledgebase
Management
System.
Review
29

30. About Icreon
30

31. About Icreon Tech Inc.
• Global IT consultancy
• A Decade in Business
• Cross platform experience
• Over 97% client retention
• 350+ employees
31

32. A mission to deliver solutions that are
Intuitive.
Effective. And,
Powerfully Simple.
32

33. ?
Questions
33

34. Thanking you,
Himanshu Sareen, CEO / Founder
himanshu@icreontech.com
Discover your Technology Differential
@www.icreon.us
34