Success story: IFS CRM helped Damen Shipyards realize its vision
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Transcript of Success story: IFS CRM helped Damen Shipyards realize its vision
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© 2013 IFS
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SALES & MARKETING IFS CRM—Boost customer relations and reach higher levels of customer satisfaction
AART RUPERT—DAMEN SHIPYARDS GROUP JORGE DEFREITAS—IFS
3 © 2013 IFS
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AGENDA
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IFS CRM Offering
Exciting news in IFS Applications 8
Customer Story—Damen Shipyards Group
Questions
© 2013 IFS
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IFS CRM OFFERING
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Defining your CRM strategy around your customers Acquiring, Retaining, Developing, Terminating
Supporting all roles impacting the customer relation Moving from a reactive to a proactive culture Increasing sales and customer support by sharing information Providing adequate means of monitoring and reporting to make accurate decisions Creating one single view of the customer
CUSTOMER RELATIONSHIP MANAGEMENT (CRM) CHALLENGES
© 2013 IFS
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IFS OFFERS INTEGRATED CRM
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COVERING THE CUSTOMER LIFECYCLE IFS EE Client Windows Client
CRM Import Tool
Exchange/Domino Server Synchronizer
Reports/BI
Financials, Project, Contracts and Service Management, HR, …
IFS Database
CRM Workshop Tool
© 2013 IFS
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Global Solution
One Company/One Integrated Solution
Mobility
Flexibility
Support for Sales Process Management
Comprehensive Lifecycle management support
IFS OFFERS INTEGRATED CRM BENEFITS
© 2013 IFS
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CUSTOMER QUOTES First Drinks Brands Limited—UK (Claire McCulla) - “flexibility we now have has made a huge impact on our business… happy to leave the ‘manual’ labour behind and let CRM do the work”
CDF corporation—NA (Alex Ivkovic)—“Sales companion has greatly enhanced the usefulness of the IFS CRM Suite. It has proven its worth from the sales force in the field to the executive suite”
Soil Machine Dynamics Ltd —UK (Eduard de Zwann)—“great flexibility on how to capture our customer interactions”… “intuitive to use and allows us to change depending on our business needs”
© 2013 IFS
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EXCITING NEWS IN IFS APPLICATIONS 8
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SALES COMPANION TOUCH APP FOR REMOTE ACCESS AND MANAGEMENT
Accounts
Contacts
Activities
Opportunities
Dashboard
© 2013 IFS
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MASTER DETAIL CONFIGURATOR (1–2)
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CONFIGURATION Tools/Master/Detail Configurator
Create and Publish Master Detail project Example: Opportunity header, Opportunity lines and activities
Drag & drop fields, define location, size, set-up tab order …
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MASTER DETAIL CONFIGURATOR (2–2)
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CLIENT Profile association and control
Easy to add new records and…
Easy to edit one or more records at the same time
© 2013 IFS
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CALENDAR ITEMS COLORING
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CLIENT Table and field settings required
Tools/Settings/Configuration/Diary Color Category when in Change Base Profile mode
Select table and respective field Pick color
See results in Calendar
© 2013 IFS
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CONDITIONAL FORMATTING
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CLIENT Tools/Settings/Configuration/ Conditional Formatting
Choose table and field for the condition
Add one or more rules for the same field
Choose text style and color, background color and/or apply to
See results in client Result view needs to contain fields which condition is set for
© 2013 IFS
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Enable feature on one or more tables
Add activity and configure series
Choose time for activity to occur, recurrence pattern and range of series
Edit or remove series at any point in time
RECURRING ACTIVITIES
© 2013 IFS
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CUSTOMER STORY—DAMEN SHIPYARDS GROUP
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Aart Rupert CIO/Director Group IT & IM IFS: 29 october 2013
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DAMEN SHIPYARDS GLOBAL PRESENCE
DAMEN SHIPYARDS FROM GOOD TO GOLD CRM RESULTS & LESSONS LEARNED
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1922 1922 1922 1922 1922 1922 1922
1969 KOMMER DAMEN TOOK OVER
INTRODUCTION
1973 EXPANSION OF DAMEN SHIPYARDS IN GORINCHEM
1978 START BUILDING ABROAD
1990 FIRST YARD ABROAD ACQUIRED
1927 THE COMPANY FOUNDATION
DAMEN SHIPYARDS GLOBAL PRESENCE
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1922 1922 1922 1922
1992 AMELS WAS ACQUIRED
NAVAL SCHELDE JOINS DAMEN 2000
2005–2010 EXPANSION
INTRODUCTION DAMEN SHIPYARDS GLOBAL PRESENCE
2011 - LET ‘S THE COMPETITION OUTPERFORM IN A PRODUCTIVE AND EFFICIENT WAY
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INTRODUCTION DAMEN SHIPYARDS GLOBAL PRESENCE
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INTRODUCTION DAMEN SHIPYARDS GLOBAL PRESENCE MARKETS
ASD TUG ATD TUG MULTICAT PUSHBUSTER SHOALBUSTER STAN TUG
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SALES PROGRAM: FROM GOOD TO GOLD
1) Sales effectiveness 2012–2013 • Increased selling efficiency • Sufficient internal communications • Better reporting & forecasting
2) Sales Excellence 2013–2014
• More leads & opportunities • Better Customer Insights • Better Market Insights • Lead Management
3) Commercial Excellence 2014–2015
• Increased customer efficiency & profitability • Collaborative & Social media
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FROM GOOD to GOLD PHASE 1: SALES EFFECTIVENESS
• One Damen CRM • One customer database • Facilitate our growth • Better marketing of our products or services • Better Reporting and forecasting
• Key-success factor: “We like to work in the CRM” • Start: June 2012
• CRM (IFS) • 150 users (start with central sales)
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FROM GOOD to GOLD: CRM
October 2013
375 Sales and Marketing users • Sales: 135 ; Service: 30 ; D&P: 30 ; Finance/Admin: 10 ; Procurement: 55 ; Holding 15
• Repair: 80 ; Other Damen companies: 20
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CRM: USABILITY = KEY
Sales Manager: Ipad App
CRM ERP
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FROM GOOD to GOLD: INTEGRATION CRM
• Customized integration between Opportunity and Sales Contracts
• Customized integration between Sales Contracts and Projects
• Additional security on the Sales Contract depending on the CRM security
• Separate solution in Opportunity for Ship Repair with import of IHS database
• CRM App for iPad
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CRM: “WE LIKE TO WORK IN THE CRM”
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CRM: “WE LIKE TO WORK IN THE CRM”
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CRM: “WE LIKE TO WORK IN THE CRM”
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CRM: “WE LIKE TO WORK IN THE CRM”
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CRM: RESULTS & LESSONS LEARNED
• Results • We have more or less acceptance of CRM • We have one Damen Customer Database • We have much better reporting and forecasting • We have our first analysis of Customer Data
• Lessons learned • Be aware of the complexity
• Customized integration and new mobility technology
• Advise: start with the CRM and IFS integration • Train the sales managers (also for the CRM app)
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QUESTIONS
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THIS DOCUMENT MAY CONTAIN STATEMENTS OF POSSIBLE FUTURE FUNCTIONALITY FOR IFS’S SOFTWARE PRODUCTS AND TECHNOLOGY. SUCH STATEMENTS OF FUTURE FUNCTIONALITY ARE FOR INFORMATION PURPOSES ONLY AND SHOULD NOT BE
INTERPRETED AS ANY COMMITMENT OR REPRESENTATION. IFS AND ALL IFS PRODUCT NAMES ARE TRADEMARKS OF IFS. THE NAMES OF ACTUAL COMPANIES AND PRODUCTS MENTIONED HEREIN MAY BE THE TRADEMARKS OF THEIR RESPECTIVE OWNERS.
www.IFSWORLD.com
© 2013 IFS