compuBase Data for CRM / PRM Integration

1. compuBase Data for CRM / PRM Integration How compuBase fits to an existing CRM / PRM system? Last review 25/03/2007

2. Facts Objectives compuBase features Process Benefit Agenda

3. CRM / PRM softwares are becoming central to many IT sales and marketing organisations. A CRM / PRM system will benefit from its built-in features only if data is correct. A good CRM / PRM solution is a mix between software, data and process. It is more complex to address the Channel. Business Intelligence is more and more important. Facts

4. A Database manager needs to: Increase the value of their database. Find the right processes to update information. Avoid integrating data if there is no need to do so. Access other sources of information keeping the link with their own database. Measure the quality of the database. Meet requirements of Marketing, Sales and Analysts !!! Objectives

5. CRM / PRM is central Marketing CRM PRM Sales Market Analysis

6. CRM / PRM is Central to Marketing Marketing CRM PRM Sales Market Analysis

7. Your CRM / PRM could become a very unstable system Marketing CRM PRM Sales Market Analysis Insufficient update Inadequate software Poor training

8. PRM or CRM with bad quality data: a very unstable system Marketing Gartner • “Data quality must be viewed as a strategic business issue, not an IT problem. As such, the data quality management process and software should be designed for use by data user and business analysis, rather than IT experts”. Market Analysis CRM PRM Sales

9. CRM / PRM is Central to Marketing Marketing CRM PRM Requirements for marketing • Wide coverage – updated data • Contacts name • Email and opt’in • Many criteria to manipulate • Quality • Easy to use • Company own segmentation

10. CRM / PRM is Central to Marketing Marketing CRM PRM • 120.000 IT & Telecoms partners • 230 000 contacts name and 60% with email. • A European coverage on channel and EMEA coverage for distributors • 85% revenue coverage • 65% location coverage

11. CRM / PRM is Central to Marketing • ICT Activities • Manufacturer ... • Software publisher ... • Services ... • IT Reseller … • Types and brands of resold products • IT Systems • Peripherals & components • Network - Telecoms. (hardw & softw.) • Software • Office automation • Mobility • Services sold • Suppliers and agreements • Telecom Supplier • Wholesalers supplier • Agreement • Skills • Markets • Technical Skills • Software application • D.B.M.S. • Development Languages • Development environnements • Operating Systems • Additional criteria • Geographical criteria • Company type • Setup date • T.O. (official, declared, estimated) • Number of employees • Number of developers / technicians • Number of sales reps • Sales area • Sales target • Sales method • Buying method • HQ location Marketing CRM PRM compuBase provides • More than 250 IT activities and hundreds of criteria for your business

12. CRM / PRM is Central to Marketing Marketing CRM PRM compuBase-Online provides On line access for all marketing usage • Search / open a profile • Select / save / export a target • Export in Excel format in your mailbox • Statistics features • Download a database • Match your data and create key words • Add your comment on a profile • …

13. Marketing : Creating links…. Marketing CRM PRM • By importing lists, you can create Keywords (flag) or private info (Your Id Code) • You can use flag to export specific target group. • The keywords and private info are also visible in full profile for your sales! • You can edit information according to your own use.

14. CRM / PRM is Central to Sales Marketing CRM PRM Sales Market Analysis

15. CRM / PRM is Central to Sales Requirements for Sales : • Ease of use • Key information on a profile • New business opportunities • Business data CRM PRM Sales The Challenge: • How to have access to data without a complex system? • Solution: compuBase Direct Link.

16. CRM / PRM is Central to Sales CRM PRM Direct link: • Create a link to compuBase database from your CRM / PRM • Log automatically • Use various fields of your company profile to find the full profile in compuBase database • No data integration • No complex development Sales

17. Add a link to your PRM / CRM 1 Info compuBase Info compuBase Just add an HTML link to your CRM / PRM compuBase 2006

18. The link will open the corresponding company profile, using one of the following variable: 2 Company name compuBase code, Dun’s code URL Zip Code Tel Fax… Info compuBase

19. Enrich your Own System You can import information you want to manage yourselves to your system: 3 Business Info Contacts name Revenue Competitors Vertical markets Technical skills Download Import format: • Text / Excel / Outlook…

20. CRM / PRM is Central to Sales: CRP feature CRM PRM Channel Recruitment Program: • Benefit from compuBase profiling feature and find new partners! • Every opportunity matching your requirements is automatically sent to your mailbox. • You can use all opportunities to flag companies for future mailings. Sales

21. CRM / PRM is Central to Market Analysis Marketing CRM PRM Sales Market Analysis

22. CRM / PRM is Central to Analysis and Data Management Requirements for Analysts and Data Managers • Easy to retrieve accurate information • A strong granularity of information • Good Updating process • User friendly classification. CRM PRM Market Analysis

23. CRM / PRM is Central to Analysis and Data Management Analysts will find plenty of valuable information to analyse • Official, declared and estimated revenue • Revenue split • By activity, by OS, by product, by market • Volume in PC, Server, Laptop, Printer • Online tools to extract the needed information and to receive it in Excel format CRM PRM Market Analysis

24. CRM / PRM is Central to Analysis and Data Management You can extract the revenue analyse All fields can be extracted More than 200 fields of information CRM PRM Market Analysis

25. CRM / PRM is Central to Analysis and Data Management CRM PRM The Data Manager has the right tools to manage • compuBase Exchange Format txt file relational mode for partial or full integration • All documentation to facilitate integration • Possibility of automatic FTP delivery • Updates report to see what has changed DataManagement

26. CRM / PRM is Central to Analysis and Data Management CRM PRM DataManagement • We deliver a ready-to-use integration format • Txt files for any system • No change in structure even when new fields are added

27. CRM / PRM is Central to Analysis and Data Management CRM PRM DataManagement • All field are described with comments and sample

28. Create Your own Channel Portal

29. As a Conclusion…. PRM the 10 Rules for Success The 10 rules for success for a good CRM / PRM integration • Your database must have been cleaned, otherwise do not invest on it. • Do not add data if the update process is not set up. Enrich each information with : • A Source • An Ownership • A date for next updating • Do not manage yourself information that anybody can find elsewhere. • You must prioritize links to external data vs data integration. • Try as often as possible to syndicate data. • Put first the day to day usage vs. ideal concept. • Invest more in “easiness to use” than in training. • Think that the person in charge of the project may leave. • Listen to sales people but rank their needs. • Do not believe IT people when they say “it is not possible”.