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Importance of CRM
Our Client & Prospect list is one of the most valuable assets of the Firm
- Central Hub for Prospect Data
- Ability to Segment Targets and Clients for Campaign Deployment
- Build target lists
- Cross sell services
- Ability to track Lead to Booking to determine ROI on Marketing activities
- Basis for reporting on Pipeline and Bookings
Everyone Owns a part in CRM Data Integrity and Usage
Key areas of standardization across the firm is essential
ACCOUNTS
CONTACTS
OPPORTUNITIES
PRODUCTS & SERVICES
Accounts
Account records in CRM act as the hub to which most other data is associated
There are fields that are required to assist with account-based marketing and brand awareness
Contacts
Contact records store information about individual people.
There are fields that are required to assist with account-based marketing and brand awareness
Opportunities
Opportunities are the core functionality of the Pipeline/Sales Tracking of CRM
Opportunities can be classified into multiple stage
Product and Services
Product and Service records allows the tracking of the estimated software and service revenue on the individual line items. Some divisions of the firm also use this to track estimated software licenses, Margins, Software Net and information on billable hours
Why CRM is essential?
Monthly Reporting & APP/MAP Goals
- Are the Industry’s, Geo’s and Service Lines generating enough activities to meet the team unknown revenue goal?
- CRM data is the “single source of truth” when it comes to reaching your unknown revenue goals
- If it’s not in CRM, it doesn’t exist
- Leadership uses to track weekly/monthly/quarterly activities to meet numbers
Employee Referral Bonuses
Armanino pays bounties for non-Partners who bring in new bookings.
To receive the bonus, you have to:
- Submit the Employee Referral Form on SharePoint
- Ensure CRM matches what you have submitted
Reporting and Dashboards
Standard Reports for Service Lines, Industry’s and Geo’s have been created within the Power Bi platform.
These standard reports will be used in meetings to review individual and team contributions to both bookings and pipeline
CRM
CRM: https://armanino.crm.dynamics.com/
If you do not have access to CRM or need help with anything, contact Analytics&[email protected].
DOBI
DOBI does not require a license so you should have access to it.