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Location
Scott's Seafood Grill & Bar
3300 Bristol St.
Costa Mesa


Agenda
7:30-8:00 AM Networking & Continental Breakfast
8:00-9:30 AM Presentation

Cost
Members $20
Non-members $40


Or Call (310) 325-4000

 

Software Business SIG

Driving Revenue through CRM

March 3, 2005


The following presentation is geared for organizations seeking to achieve success with their Customer Relationship Management (CRM) implementation.

Organizations integrating CRM want to increase revenue by achieving numerous goals such as having a 360 degree view of their customers, increasing customer satisfaction, decreasing their sale cycle and achieving a deep understanding of their customer's wants and needs.

To increase the likelihood of CRM success, this presentation will discuss the key three elements necessary to drive revenue through the CRM:

  • Business Process Shift (Change Management) - CRM is a business strategy. Companies implementing this strategy must change their processes to implement this strategy.
  • Organizational Alignment (Internal Conversation) - CRM success depends on the organization aligning their internal communications.
  • Conversational Marketing (External Conversation) - A customer
    centric marketing approach based on two-way relevant conversations for the purpose of driving revenue.

Who should listen to this presentation?

  • C-Level executives
  • Senior level executives
  • Individuals responsible for the revenue organization
  • Individuals responsible for making their CRM implementation successful
  • Communication executives


What they will learn

  1. The three key elements necessary to drive revenue through their CRM system.
  2. The difference between a customer centric organization and an internal focused organization.
  3. How by implementing the three key elements of CRM success will benefit their company.

How can you use this in your business?

  • Learn how implementing the three key elements of driving revenue through CRM can increase the likelihood of success with your CRM initiatives.
  • Learn the process to implement the three key elements of CRM success in your company.
  • Learn how to have better productive communications, more revenue efficiency and competitive differentiation using the elements described in this presentation.


Panelists:

  • Rebecca DeLaRosa, CRM Project Director of The Trizetto Group Inc.
  • Paul Ulyett, Principal of Windsor Consulting
Jack Feeney, Principal of Collectivenergy

About the Speakers

Paul Ulyett
Paul is currently the principle of Windsor Consulting based in Newport Beach, CA. Paul specializes in helping companies increase revenue by making better use of Customer Relationship Management (CRM) systems coupled with improving their business infrastructure and processes. This is achieved by concentrating on the high impact, human-oriented, critical success factors of process change, organizational alignment and change management, the keys to CRM success.

Paul has nearly three decades of wide ranging business experience with some of the worlds leading companies most recently at Oracle Corporation, as Vice President, Marketing where his responsibilities included the global marketing of Oracles technology, applications, services and consulting products, a $10B business spanning nearly 100 countries. Paul joined Oracle from Cognos Corporation a leading Corporate Performance Management and Business Intelligence vendor. At Cognos his responsibilities included the growth, revenue and profitability for all product lines, consulting and services for the Western United States and the U.K. Other experience includes, Director, PA Consulting Group the UK's leading management, systems and technology consulting firm.

Jack Feeney
Jack is currently one of the principles of Collectivenergy based in Mission Viejo, CA. Collectivenergy is group of high level, strategic consultants focused on creating Conversation Marketing through the use of CRM systems.
With over a decade of marketing experience, Jack has worked at both the agency and client side. For the last two years, Jack, along with his other managing partners, has worked with Southern California companies to differentiate them in the marketplace. By taking advantage of disruptive thinking and conversation marketing approaches, Collectivenergy has worked with companies such as Diedrich Coffee, Mission Federal Credit Union, Robbins Brothers Jewelers, TCI Solutions and Paragon Relocation Resources.

Prior to Jack forming Collectivenergy, he spent 4 years with Red Sky and MarchFIRST, two world class interactive agencies. During that time period, Jack learned the web's value as a two-way communication tool that builds community while providing personalized information. He also discovered the need to integrate the web into traditional media strategies for more comprehensive brand development
Prior to that Jack spent 5 years with American Specialty Health Plan (ASHP), an emerging ancillary HMO in San Diego, CA. During the time Jack spent with ASHP, their revenues grew from 5 million to 75 million. During that time Jack learned how to market and build a brand.

Rebecca DeLaRosa has over 10 years experience in analyzing, designing, implementing and managing CRM environments for some of Southern California's leading technology companies including Epicor Software, Foreshock and Rapid Data. Rebecca is currently Director of CRM at Trizetto Group where her responsibilities include the project management, implementation, rollout and ongoing maintenance of a corporate wide CRM implementation.

Rebecca focuses on the business needs and requirements of both internal and external customers with a strong emphasis on adoption, revenue generation and the need for continuous improvement in both process and implementation. Previously Rebecca specialized in the analysis and design of Financial, Human Resources and Payroll applications.

 

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