1. CRM Integration: SalesForce The Case of Settlement Capital Ted Yu Will Crawford Apr-09-2014

2. Overview Company assessment Plan Research Problems Solutions Conclusion

3. Company Assessment Settlement Capital Est. 1988 Purchases Structured Settlements Referrals, Annuity.org, SettlementCapital.com Team ◦ Debbie Rosen, CEO ◦ Jason Murphy ◦ Kirk Hughes

4. 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

5. 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

6. Survey Data

7. Out with the old…

8. …In with the new!

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

10. 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

11. 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