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The Origin of Conrin
• Dotcom/telecom refugee• Identified a need while at last
company• Grew tired of getting fired
• Resigned from job and founded Conrin in spring of 2003
The Need…• 70% of all B2B leads receive NO follow-up –
Gartner Group
• “Based on our research, our key findings are that personal contact and timeliness are the most important elements of an effective lead follow-up strategy.” KnowledgeStorm and The Artimis Group
Conrin Needed to Offer…
Complete CRM Solutions Including:
• CRM technology implementations
• Outsourced lead nurturing and qualification – turbocharged, high-quality B2B telemarketing.
To Be Successful Conrin….
• Needed the ability to manage people & projects remotely.
• Required a CRM solution to implement for its clients that did not require IT management.
• Had to have a completely variable cost solution
The Solution…Cloud Computing
• Salesforce.com CRM
• Web-based• Based on Cloud Computing model (6 to 7
trendy names ago).
• Allowed for the delivery of CRM implementation and outsourced lead management services.
Some of Our Clients
What is Cloud Computing
• “God created man, Sam Colt made them equal”
– Answers.com
What is Cloud Computing
• “People created businesses, Cloud Computing made them equal”
– Todd Smithee
What is Cloud Computing?
• Computing infrastructure delivered over the Internet
• Requires only web access• Scalable – pay for only what you need
Examples of Cloud Computing
• Salesforce.com – Salesforce automation, CRM, customer service
• Netsuite – CRM, eCommerce, financials• Google – Email, information sharing
(Google Docs)
• Quickbooks
• Siebel CRM
Benefits of Cloud Computing
• No (or minimum) IT infrastructure investment
• No (or minimum) IT personnel investment• Focus on areas where you make money
• Immediate implementation
Benefits of Cloud Computing
• No software to maintain (service packs, patches, etc).
• Services run on fault tolerant, redundant facilities that you likely cannot afford.
• Your business can run on the same platform as the GEs of the world.
Selecting A Vendor
• Document Your Requirements– Do invest too much time on your RFP– Map all business processes you want to
manage in “The Cloud”– Make this a team effort
Selecting A Vendor
• Focus on areas with a reasonable ROI– Conrin invests heavily in Salesforce.com
– Conrin uses purchased QuickBooks software for financials
Selecting A Vendor
• “Trust but verify…”– Check references (Salesforce.com has Dell
and Starbucks as customers)
– Are they profitable? Check SEC filings, etc.– Run D&B– Sign up for a trial and check customer
support.
Implementation
• Select an appropriate project leader (outsource if necessary)– Needs to understand company processes
– Needs to have appropriate “pull”
Implementation
• Write RFP with teeth
• Lean on executive sponsorship and promote benefits shamelessly
• Keep up to date on new developments provided by the vendor
Questions?
