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Sales and Marketing Integration Solution for Techswitch , Inc.

Sales and Marketing Integration Solution for Techswitch , Inc. Capstone Initiatives, LLC. Drew Zimber, Jerry Cotellessa, Joseph M Friesen, and Rita Lam (Team 3 - ISMT E-200 Fall 2012). Techswitch Company Profile.

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Sales and Marketing Integration Solution for Techswitch , Inc.

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  1. Sales and Marketing Integration Solution for Techswitch, Inc. • Capstone Initiatives, LLC. Drew Zimber, Jerry Cotellessa, Joseph M Friesen, and Rita Lam (Team 3 - ISMT E-200 Fall 2012)

  2. Techswitch Company Profile • Boston based software company, with offices across the United States, Europe, and Asia. • Primary focus: IT software in three distinct product markets: Network Management, Managed File Transfer, and Messaging. • Reorganization into three divisions in 2008, resulted in annual revenue growth of greater than 20% over a four year period. • In 2012, management has identified a decline in sales growth, and has issued a Request For Proposal.

  3. Problems to be Solved and Required Functionality • Integrate Sales and Marketing systems. • Automate Sales and Marketing business processes. • Provide website analytics capabilities. • Improve visibility of Marketing campaign effectiveness. • Develop company wide Marketing and Sales campaign protocols. • Provide simplified dashboards and reporting tools. • Consolidate company data sources into a single Data Warehouse.

  4. Project Goals • Integrate Sales and Marketing systems to establish an end-to-end view of the Sales Lifecycle. • Develop corporate wide standards for all Marketing campaigns. • Provide consistent evaluation tools of ongoing and histsorical Marketing activities. • Implement a corporate wide Data Warehouse for future Business Intelligence and data driven decision-making across all three divisions.

  5. Techswitch “As Is”

  6. Techswitch “To Be”

  7. Project Analysis and Use Cases

  8. Architecture

  9. Component Connector Diagram

  10. Implementation Phases • Inception - Kickoff meeting, User and Management requirements, • Use Cases, and Project Readiness Documentation. • Integration - Data cleansing, mapping data fields to Salesforce, Setup User Roles & Accounts, Website integration, and Campaign procedurals. • Pilot Testing / User Acceptance - Sandbox training, Use case executions and review. First pass at problem resolution process. • Training - All users and consumers participate within Marketing and Sales. Staggered over 2 weeks with individual follow-up sessions. • Transition - Move from pilot to production environment. Enable user accounts, disable existing tools. System audits.

  11. Operational Readiness

  12. Project Timeline Deployed as a “green-field” implementation Then entire Marketing campaign process will be revamped to utilize Marketo.

  13. Marketo Demonstration

  14. Risk Mitigation

  15. Revenues, Costs, and Return on Investment Capstone Initiatives proposes the implementation of Marketo, a Marketing Automation platform designed to integrate with Techswitch’s existing Salesforce CRM systems and backend systems.

  16. Questions and Answers

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