Rick McCutcheon| Bob Lam
About Rick McCutcheon
Leading strategist, speaker and writer on CRM and
Contributor to Sales Gurus Speak Out with chapter
titled “Power Up Your Sales with Technology”
Manages a CRM Professional Services Practice for
Facilitates Sales Productivity and CRM User Adoption
Seminars, Webinars and Keynote Speeches for
Microsoft, Dynamics CRM UG Community, and other
leading Associations and Corporations.
Rick’s Blog is currently featured on the Microsoft
Dynamics Community Website
About Bob Lam
Solution Lead, CRM Practice at RBA
Over 18 years experience in enterprise CRM
Worked with Dynamics CRM since version 1.0
Responsible for Pre-Sales and Delivery of CRM
Experience in Enterprise Interactive/Email Marketing
• ~350 employees – Headquartered in Minneapolis, MN
• IT Services Consulting firm focused on the Microsoft
• Specialty in delivery of Mobile and Marketing Solutions
The Promise of CRM
CRM is the business philosophy that lets you know
your customers, prospects and partners better,
share information more thoroughly, and
interact more completely. This is achieved by
creating a system that integrates people,
process, and CRM Technology.
CRM is Forever!
Stories From the Field
5 Things you say or do to win
Salesforce Architecture + Offerings
How Salesforce Sells
Rapid SOW turnaround
Monthly Compensation Plans
AppExchange for gaps
Competing with SFDC
• Outlook Integration
• Interface to Microsoft Stack
• Interface with non MS Products - ISVs
On Premise, Hosted or Online
• Microsoft’s commitment
• Ecosystem Support
Where are we Vulnerable?
Looking past seedand-grow
Leaning on the
Where is Salesforce Most Vulnerable?
Ease of doing
Leveraging ISV Solutions
Social Media - Yammer, NetBreeze
Case Study – Hensel Phelps
Since 1937, Hensel Phelps has grown from a small, local builder into a
multi-billion dollar international contractor with an eclectic and
unparalleled portfolio of successfully complete projects headquartered in
THE BUSINESS NEED
Hensel Phelps needed an end
to end Customer Management
platform that would improve
proposal management and
measure customer analytics.
Hensel Phelps adopted MS
CRM Online for core
Relationship Management and
SharePoint 2013 for
management. This solution is
integrated with their project
management system providing
an integrated, complete view of
Hensel Phelps now has the
Execute and manage
Manage their sales pipeline
Rapidly produce client
facing sales materials and
Stories From the Field
• Where did you win?
• Where did you lose?
• What did you learn?
“When Selling becomes a process,
you take care of most of your sales
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