CRM Integration: SalesForce The Case of Settlement Capital Ted Yu Will Crawford Apr

Overview Company assessment Plan Research Problems Solutions Conclusion

Company Assessment Settlement Capital Est Purchases Structured Settlements Referrals, Annuity.org, SettlementCapital.com Team ◦ Debbie Rosen, CEO ◦ Jason Murphy ◦ Kirk Hughes

Plan The original plan is to help Settlement Capital implement SalesForce Cloud based CRM to increase efficiency and boost productivity Goals: ◦ Double the sales ◦ Hire more people ◦ Boost efficiency Invest in technology to help with transition

Research SetCap office visit ◦ Observation ◦ Getting an idea of general workflow ◦ Speaking to everyone about their current experience with SalesForce ◦ Survey Personal SalesForce Experience ◦ Apply my knowledge of the CRM platform to see shortcomings Meeting an expert ◦ Dan Woodward ◦ One of the best SF integrators in the country ◦ Offered insight to help us advance in the project

Survey Data

Out with the old…

…In with the new!

Problems Workflow issues ◦ Redundancy ◦ Clutter ◦ Arcane work ◦ Inefficient Adoption Issues ◦ Unwillingness to adjust ◦ Incorrect implementation

Solutions Clean Interface ◦ Idiot-Proof ◦ Just add people ◦ Simple to use drop downs ◦ Automated calculators ◦ Triggers ◦ Auto population In house salesforce tech for the next 6 month ◦ Oversee activity ◦ Fix bugs ◦ Coaching ◦ Increase activity ◦ Derive metrics

Recommendations What they needed ◦ More sales, more efficiency What we did ◦ Consulted SalesForce Expert, Dan Woodward ◦ Conducted Survey ◦ Workflow Mapping What they’ll do next ◦ They meet with Dan, go over the proposed changes, implement ◦ gather feedback