You are on page 1of 24

Why have Salesgenie CRM++ in your

solution bouquet on the cloud?


Anindya Chatterjee, Founder and Director
Anwesha Customer Relations Marketing Pvt Ltd
Where is the market in enterprise software?

 The enterprise software market is going to ride the


boom in SME adoption of software, particularly
through the SAAS route. This is as much true in US as
in India, Australia as in Singapore.
 The SMEs are going to drive the purchase of business

productivity softwares; the top of them being CRM.


 SMEs care about buying something they can

immediately use rather than taking months to


customize. It is a misconception that they are looking
for many choices and customization features.
Why a cloud vendor?
 A cloud vendor can provide a suite of productivity
apps/ softwares, potentially working with each other
which an SME can use.
 A cloud vendor already has a relationship as a vendor

of voice or data centre services. For the customer, it is


an opportunity to not worry about managing multiple
relationships, platforms etc.
Why Salesgenie CRM++?
 Salesgenie CRM++ is in the product space which is the fastest
growing in the software market. Even in US, the growth is
expected to be in the double digits.
 The growth in software product (and CRM software on SAAS)

will mainly come from SME segment which is becoming


increasingly receptive to technology and hosted software.
 The big player in CRM on SAAS market is Salesforce. It is a

1.2B$ corporation; but, the next biggest is not even 100M$.


The market for small business CRM is really fragmented.
Salesforce, with all their professed focus on the SME
segment, is busy chasing marquee accounts.
Why Salesgenie CRM++?
Strengths
Comprehensive B2B CRM: Handles all sales and marketing actions from 1st contact to
close right off the platform
Saves time for the users: Salesgenie CRM++ requires little manual logging of action
done elsewhere. 
Surfaces relevant and prioritized opportunities: Trawls through thousands of client
responses and filters those with the best chance of maturing into closeable
opportunities.
Extensible; based on standards: Can easily be customized for your unique needs
Low cost of ownership and support
Functionalities: Functionalities (contd)
Account and Contact management: Product (and price)book
profiles, de-dupe, mass-update , action Quote management
and comments logging Deal management workflow
Campaigns: Planning, designing mailers, Task Management workflow
emailing, logging response s Reporting and Dashboards
Lead recognition: Automated lead
recognition and sorting algorithm
When not to sell Salesgenie CRM++
 Do not sell to really large enterprises; especially those
with really complex reporting structures, channels etc.
 Do not sell to those for whom service management is
very critical and they expect their CRM to handle it.
 If CTI integration is a must; walk away.
 If you are asked to position for a B2C environment; it can
be done but, we can’t use the standard product.
 Do not sell to AD agencies as a lead generation product.
You make no money; they do!

By all means, sell to those SMEs who appreciate


a fast, out of the box experience.
The sweet spot (Who is the target customer?)
 I sell structured products/ services/ solutions to
(preferably) other businesses.
 I have between 5 to 50 strong salesforce
 CRM software for me will replace other activities and
software (save on expenses like designing mailers,
logging leads, making quotes etc)
 I want something I can configure myself with minimal
efforts/ cost.
 I can’t afford software maintenance cost and training
overheads.
The marketing challenge of cloud based
software
 More than 80% of your sales and marketing activities
will still be offline
 Software usage model is not necessarily the same as
how you sell
 But, if you are already a cloud vendor:
◦ You are likely to have crossed the rubicon of acceptance
Our proposal to Quatrro
Quatrro : Sell to North America
 We will divert all leads which we get from NA to Quatrro
 All orders on the net from NA will get routed to Quatrro
 Orders for licenses will be booked on a revenue share
basis; cancellations will also be shared likewise.
 All licenses will be purchased by customers on net30
basis. Minimum period for which licenses can be
purchased is 90 days.
 Services on the SG platform will be sold and delivered by
Quatrro in NA.
Salesgenie CRM++ at a glance
CRM solution on demand for SMEs
selling to other businesses
Web-Harvesting Rolodex
Tradeshow Roadshow Purchased List

Register Now!
Contact
Close
Deal
Qualify
Needs
… for a free trial
Propose
Solutio
n

Keep a tab on what’s cooking


at your customers’
Powerful automatic lead recognition
and sorting algorithm
Web-Harvesting Rolodex
Tradeshow Roadshow Purchased List

Register Now!
Contact
Close
Deal
Qualify
Needs
… for a free trial
Propose
Solutio
n

Design & run customized and


targeted e-mail campaigns
Maximize your reach to every micro-
market
Web-Harvesting Rolodex
Tradeshow Roadshow Purchased List

Register Now!
Contact
Close
Deal
Qualify … for a free trial
Needs
Propose
Solutio
n

Log customer responses right


inside your environment
See your marketing investment at work,
instantaneously
Web-Harvesting Rolodex
Tradeshow Roadshow Purchased List

Register Now!
Contact
Close
Deal
Qualify … for a free trial
Needs
Propose
Solutio
n

Prioritize opportunities to
follow up
Maximize the returns on your sales-
efforts
Web-Harvesting Rolodex
Tradeshow Roadshow Purchased List

Register Now!
Contact
Close
Deal
Qualify … for a free trial
Needs
Propose
Solutio
n

Configure and send


quotations to your customers
Complete with taxes and discounts as
applicable
Web-Harvesting Rolodex
Tradeshow Roadshow Purchased List

Register Now!
Contact
Close
Deal
Qualify … for a free trial
Needs
Propose
Solutio
n

No installation, easy
customization, 24/7 availability
We run the software, you manage your
customers
CRM on demand software
market
Backgrounder material
CRM on-demand software market
Facts and figures related to the software as a service (SaaS), on-
demand, hosted delivery and cloud computing CRM software market.
 The 2009 released Datamonitor research report titled Selecting an On-Demand CRM
Vendor estimated the 2008 on-demand CRM software market at $1.7 billion in
subscription revenue alone and forecasted a double digit compound annual growth
rate of 17.4% from 2007 through 2013.
 According to industry research published in CRM magazine in September 2008, the

Customer Relationship Management software industry grew just over 12 percent in


2007 - achieving the fourth consecutive year of market growth. The research study
was sourced by AMR Research and estimated the 2007 CRM software market at $14
billion, about a 12 percent increase over the prior year and the most significant
increase since the dot com collapse in 2000. According to CRM magazine Editorial
Director David Myron, "While analysts may differ on the market's exact size and rate
of growth, all agree that CRM software-as-a-service (SaaS) is the driving force.
CRM on-demand software market
 Analyst firm Gartner Inc. also forecasts that the SaaS industry will .. climb
to $11.5 billion in revenues in 2011. CRM SaaS is forecast to grow 26%
annually through 2011. CRM SaaS growth varies for by segment (whether
marketing, SFA and customer support) but hovers between about 7% and
18% of the total CRM software market. 
 A McKinsey survey among Service & Support Professionals Association
members discovered that the proportion of CIOs considering SaaS
software procurement jumped from 38 percent in 2006 to 61 percent in
2007.  
 The SaaS Customer Relationship Management market in Asia, excluding
Japan, will grow at a compound annual growth rate of 61 percent
between 2006 and 2010, according to a study by Springboard Research.
Springboard expected SaaS CRM market to reach $460 million by 2010.
CRM on-demand software market
 Australia, Singapore, Hong Kong, Korea, India and China are
the key SaaS CRM markets in Asia Pacific, the report finds. Of
these, Australia remains the top market, accounting for 35
percent of all SaaS CRM sales generated in the region.
Springboard currently estimates that SaaS CRM represents the
largest segment of SaaS application expenditures in Asia at 45
percent… “Springboard Research believes that a substantial
portion of the growth in Asia Pacific’s SaaS CRM market will
come from the SME segment. We expect SMEs in Asia Pacific
to go for simpler CRM solutions that are not too complex,”
CRM on-demand software market
 A Network World magazine research article titled The Future of
SAAS found several telling software-as-a-service market
statistics, including:
◦ 75% of U.S. businesses will implement at least one SaaS business
application by 2010
◦ Middle market and large enterprise companies will use an average of
seven SAAS business applications by 2010 (which is more than double
the current use)
◦ 30% of new business application software deployments will be SAAS by
2012
 Zinnov projects the hosted CRM market in India to be about
17M$ in 2010.
 
CRM on-demand software market
 Top 15 SaaS business applications
According to CIO Insight, the top 15 on-demand
business applications systems are:
◦ Customer Relationship Management
◦ Human Resource Management
◦ Billing and Accounts Payable
◦ ….
 
About Anwesha CRM
 Anwesha Customer Relations Marketing Pvt Ltd is based in
National Capital Territories of Delhi, India. It is focused on
providing simple, easy to use and cost effective solutions for
improving the sales and marketing productivity of diverse
enterprises.
Our first product, Salesgenie CRM++, an end-to-end, fully
customizable, comprehensive software solution for Customer
Relationship Management, is right now in public beta.
 Follow us on Twitter @anwesham; or email:

sales@anwesha.in or visit http://salesgenie.in to get in touch

You might also like