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Winning Employee Applications including features for front-office employees; and Partner Applications for partner organizations (i.e. sales channels) Free Evaluation Guides available on ; Moderate-Cost Entries Example: W Works with Microsoft Outlook Account Opportunity Mgmt. Enterprise Forecasting Activity Tracking Enterprise Lead Mgmt. Enterprise Data Synchronization Service: Implementation, training 1.5x ASP $500 setup; $50 a month per user New Low-Cost Web Entries Product: A Low-cost Web-based CRM with messaging functions. Product The company is aimed at small businesses Product OfferingsPersonal Pagespassword-protected websites Shared ContactsCustomer Interaction Database that allows users one secure, central place to store and access customer information and activity Monthly FeeActivities and NotesPermanent searchability on customer activity Group CalendarReview and update daily, weekly or monthly on the web schedules E-business DashboardFree personal homepage. Keeps tabs on customers, includes personal organizer and headlines Tasks and EmailTracks Tasks and Personalized Email Acct. New Low Cost Web-Entries New Low-Cost Web Entries The Hotcakes of the Category S More than 1,200 paying companies in its two-year history Users are provided with information on their accounts from Hoovers, an online business information provider Sales opportunities can be forecast, based on assigned probability of closing and all reports can be exported to Excel Five users free for one year, with each additional user at $50 U Free for 1st three months to companies with fewer than 100 users for companies of 100 to 1,000 users; $7500 implementation fee within 15 days if you provide a dedicated support person to assist for data cleanup Includes unique mapping feature and simple workflow routing Bulls eye graphics The CRM Player Bringing Home the Bacon Sales.O and its new sister, Support.O (call tracking and customer support) Introduced in August 2000now has more than 20,000 companies signed up Targets companies with 50 to 500 salespeople Oracle supports import and export of information, including comma- separated value files (CSV) Offers opportunity tracking, customer and prospect management, contact management, calendar and activity management and a forecasting module as one of the fee-based upgrades Basic service is free and comes to those purchasing an Oracle Applications license Verticals: SoftW II. Wireless and working Existing Software to Handheld Devices and Smart Phones Options Abound “Out of the Box” solutions from Palm and Pocket PC integration Pricepoints now dropping and security issues being resolved Focus on specialized applications for inventory control, fleet management, notifications of top tier customer service issues, real-time public relations, sales force automation CRM “Hot Spots” Source: The Yankee Group, Wireless CRM, 2000. “The U.S. mobile and remote-worker population will grow 41% from 39 million in 2000 to 55 million in 2004. Field sales professionals comprise the largest percentage of this remote-worker population.” CRM Ramping Up Estimate of Corporate Applications Designed for PCs and Internet Devices. Source: Morgan Stanley Dean Witter Equity Research. IDC, and Yankee Group, 2000 studies. “Fast ramp” window CRM Plays CRM applications for wireless devices in: Customer service and support Help desk Sales force automation Field services Marketing automation Palms initiative in this area pivots on: Anywhere access to customer information Capture customer information and upload to enterprise system Increase the “touch” factor with customers Palm: Success Stories Source: Palm, December 2000 Palm: Present CRM Partners Source: Palm, December 2000 Palm: CRM Interact Commerce Corporation Saleslogix Wireless access to CRM applications from Siebel, PeopleSoft, and other vendors Front Range Solutions Goldmine Everywhere Real-time, wireless access to calendars and contacts Peregrine Systems Customer ticket system for service and support Peregrine will port its infrastructure management tools to Palm Source: Palm, December 2000 III. Public Relations Tactics Low-Tech Still Works, High Tech Available Principles of Manage Contacts, Send, and Followthrough Tied to Trade Shows, Events, Company Milestones Build “Expert” Status Establish Credibility for New Products and Services Lead in the Industry by Striking First to the Multitudes Target Messaging via Trades Integrating Your Vision Establish Media Contacts via Third Party, Internal Contact, and/or Senior Mgmt. Availability Capitalize on Speaking Engagements, New Customers, Case Studies, “How- To” Stories, New Hires, Trade Show Presence Media Relations Targets Websites in Your Trade Business Journals National Business Publications Local Media outletsincluding TV, radio news who now have websites Highly targeted Trade publications Product or Service publications ROI Considerations One article can reach 60,000 depending on circulation of publication or audience of other media Monthly positioning keeps company on the mind of reporters and ultimately customers in coverage Advertising does not buy credibility Traditional Methods Consultants plus Newswires and Clipping Services Examples: PR Newswire Now offers clickthrough tracking, archiving of logos and articles, multimedia feeds Business Wire V PR Newswire Ordering Do It Yourself Tactics Events Marketing Tools Yahoo C Acteva: The Marketplace for Activities Search Engines Entry III. eMarketing Web-based interactions maximizing email, tracking, and followthrough Two-way communication Real-time Knowhow Time to React to Marketplace Decisions Constant Presence to Clientele Hunt and Kill the Targets Five market identification strategies: Geographic. Physical location of your publics Demographic. Attributes such as age and sex Psychographic. Lifestyle dimensions such as hobbies and interests Usage Rate. A small percentage of the population account for a large percentage of sales Benefits. Certain users want to achieve particular benefits. Ex. Airline tickets Strategic Internet Marketing, Tom Vassos 2018/12/28 Marketing in A Box Enterprise Marketing Automation Defined Software that automates marketing campaign tasks, stores the intelligence in a database that can be shared across the enterprise, and follows up with potential customers by marketing only relevant services or products Customers choose how they want to be contacted: direct mail, telephone, fax, email or URL 2018/12/28 Marketing in a Box Web Marketing Campaign Path 1. Sends email to potential customers driving them to contest on website 2. Users may answer questions via forms, which generates customer lead 2018/12/28 Marketing in a Box Web Marketing Campaign Path 3. Software then evaluates the