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If there is one part of the sales process that leads to more frustration than any other, it is the sales forecast. How can sales managers create and deliver accurate sales forecast that deliver the predictability so desired by executives leadership? In this session, J.B. Bush, a recognized leader in sales performance management, will outline the proper steps sales leaders and sales reps need to take to remove the fiction from sales forecasts and deliver results as promised.
2:15 pm –3:00 pm
Pacific Heights
J.B. Bush, Managing Partner, ValueSelling Associates
J.B. Bush has helped sales and marketing organizations around the world to achieve higher win rates and drive top-line revenue and productivity by mastering the ability to appropriately manage the dialog with prospects through the ValueSelling Framework®. Through workshops, keynote presentations, one-on-one consultation and coaching, JB has taught thousands of frontline sales representatives, managers and marketing teams to successfully conduct discovery sessions with their prospects and effectively manage their opportunities.
Marina
SugarCRM includes a workflow engine that enables users to automate key business processes inside their CRM system. These workflows can trigger alerts or assign tasks in order to make it easier for sales, marketing and support agents to perform their daily tasks in an optimal fashion. And of course, the flexible nature of SugarCRM allows users to dream up any number of custom workflows using the engine. Learn the basics of building workflows from Sugar Support Engineer Chris Raffle in this learning session.
Chris Raffle, Partner Support Supervisor, SugarCRM
Chris Raffle supervises the Partner Support team at SugarCRM and has been with the company since July 2007. His daily responsibilities entail dealing primarily with partners based in North and South America, while overseeing all aspects of the worldwide partner support. Prior to SugarCRM, Chris worked for Citizens Bank as a technical specialist supporting their online banking application. In addition, Chris also served as technical consultant for various companies in northeast Ohio and as a project manager for Xtrasource.
Telegraph
Achieving flexibility with cloud computing lowers risk in the short term by lowering TCO and accelerating time to market. Over the longer term, it preserves the agility companies need for future growth. In this session, Heath Flicker will talk about the efforts his company is making in bring SugarCRM customers to the Cloud, the benefits received and what other businesses need to consider when deploying CRM to the Cloud.
Heath Flicker, Managing Director, Plus Consulting
Heath Flicker has over 10 years of experience in the CRM field. He has worked in roles ranging from CRM project delivery, sales engineering, and strategic accounts. Currently, Heath is an Office Managing Partner and SugarCRM practice leader for Plus Consulting.
Twin Peaks South
How can companies overcome the critical last mile in CRM adoption? Learn how Riva's server-side integration between Exchange and SugarCRM bridges the last gap in user adoption. By removing the limitations, problems and frustrations associated with installing, managing and supporting legacy Windows Outlook plug-ins, Riva Integration Server breaks through the CRM adoption barrier to allow companies to fully leverage their CRM deployment. See how Riva's advanced integration provides direct access to your SugarCRM opportunities, cases and quotes directly from ALL Exchange clients. See how Outlook, Microsoft Entourage, Outlook Web Access and BlackBerry and ActiveSync devices can natively support SugarCRM integration and interoperability with NO plug-ins.
Aldo Zanoni, CEO and Managing Director, Omni
Aldo Zanoni is the corporate visionary behind Omni's success. Since 1999, Omni has specialized in developing collaboration integration and management software. Riva Integration Server, the company's flagship product, delivers advanced, server-side integration for Microsoft Exchange and SugarCRM. As co-founder of three technology companies, Mr. Zanoni is a sought-after speaker at major technology trade shows globally and an effective CEO at Omni. Mr. Zanoni holds B.A. and B.Ed. degrees and has been a leader in the technology education field since first getting involved with technology in 1991.
Twin Peaks North
As one of the largest automobile manufacturers in the world, BMW is used to solving complex problems on a massive scale. In order to tackle its marketing and lead management challenges with over 100 dealers in Italy, BMW Italy turned to Open Symbol, a SugarCRM partner, to help solve lead collection, distribution and measurement. In this session, Open Symbol CEO Enrico Maggi will discuss how BMW Italy is using SugarCRM and Amazon EC2 to deliver highly available (and scalable) lead management services for its partner network.
Enrico Maggi, CEO and Co-Founder, OpenSymbol
Enrico Maggi is Co-Founder and CEO of Open Symbol, a technology consulting firm founded in 2004. Specializing in CRM, document management and open source technologies, Open Symbol is a CRM Gold Partner that has implemented customer management strategies for customers across southern Europe.
Presidio
Since its founding in 2004 SugarCRM has been widely used not only as a CRM application but as an enablement platform for a multitude of business processes. In this session, John Mertic, author of The Definitive Guide to SugarCRM, will explore using SugarCRM as a pure business application framework. John will explore SugarCRM’s MVC framework and how Sugar components work together. The session will conclude with a live example of adding new business logic to an existing module, showing how easy it is to do and how powerful Sugar can be as a business application framework.
John Mertic, Software Engineer, SugarCRM
John Mertic is a software engineer at SugarCRM, and has several years of experience with PHP web applications. At SugarCRM, he has specialized in data integration, mobile and user interface architecture. An avid writer, he has been published in php|architect, IBM Developerworks, and in the Apple Developer Connector, and is the author of the book The Definitive Guide to SugarCRM: Better Business Applications. He has also contributed to many open source projects, most notably the PHP project where is the creator and maintainer of the PHP Windows Installer.
Napa
The ubiquity of the web and now mobile applications notwithstanding, 80 percent of customer-to-business contacts still take place over the phone. When people need help, they pick up their phone. But when they do, they encounter at the other end of the call an Interactive Voice Response (IVR) system that embodies the opposite of customer care: they encounter customer abuse. The caller suffers through long prompts, is given menu options they don't care about, are made to wait, and then are often routed to the wrong agent. In this talk, Ahmed Bouzid will discuss how Angel.com's integration with SugarCRM has helped Angel.com implement Caller First™ applications – highly usable applications that put the needs of the caller as the highest consideration during the application’s design. The session will show examples of how call personalization shortens calls and increase first-call resolution when automating tasks that can be easily accomplished over the phone. It will also show how Angel.com’s integration with SugarCRM enables agents to efficiently handle callers by leveraging information during the routing process and by presenting agents with information retrieved from SugarCRM prior to routing the call. Finally, the session will explore how Angel.com’s newly launched reporting can help detect call pattern usage and how such information can inform the Voice User Interface designer make continual, incremental improvements to the application to optimize the application's usability.
Ahmed Bouzid, Dir. Product Management, Angel.com
Dr. Ahmed Bouzid heads the Product group at Angel.com. He is tasked with the mission of providing Angel.com with the ability to deliver rich on-demand and fully hosted solutions that are highly usable. Dr. Bouzid has over 10 years of experience in the fields of Speech and Natural Language Processing industry and has written extensively on Voice User Interface design and Natural Language Processing. He is the author of "The Elements of VUI Style: A Practical Guide to Voice User Interface Design," slated for publication in April 2010.
Sea Cliff
Social CRM goes beyond adding some Web 2.0 features to existing Web 1.0 CRM products. Instead of simply extending the life cycle of the product with some weak linkages to the new world of Web 2.0 tools, mashups and services, Social CRM must leverage the power of social networking not only for attracting and retaining existing or potential customers but also to develop emerging, self-organizing, user-driven communities of consumers and completely change the way broadcast-oriented businesses are structured today. This session will focus on real world example of how three companies - Citroen, Galp and Benfica, Porto and Sporting Telecom - applied social principles to allow customers to create value for the organization and for themselves.
Diogo Rebelo, CEO, DRI
Diogo Rebelo is co-founder and CEO of DRI, a company specializing in open source solutions with a focus on CRM, Entreprise Content Management and Web 2.0 platforms. He is very passionate about Marketing, Web 2.0 and Open Source. He is a recognized evangelist for free software in Portugal and a frequent author, speaker and presenter on topics related to Open Source.
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