A New Era in Revenue Intelligence: SugarCRM Acquires sales-i

In a world where data drives decisions, the acquisition of sales-i by SugarCRM isn’t just strategic—it’s transformative. This unification redefines how businesses use data to forge ahead in competitive markets.

By integrating sales-i’s predictive analytics with SugarCRM’s sales automation solution, we’re not just reacting to market needs but anticipating them, setting a new standard for the future of what CRM and revenue intelligence solutions can do to help you sell smarter and grow faster.

Transcript

1. A New Era in Intelligent Account Management SugarCRM Acquires sales-i
2. © 2024 SugarCRM Inc. All rights reserved. Everyone is on mute Questions are welcome Recording available Before We Start
3. © 2024 SugarCRM Inc. All rights reserved. • Welcome and Introduction • Sales Challenges and Buyer Behavior • Future of Sales with AI and Data Analytics • Intelligent Account Management with sales-i • Success Stories and Sugar Platform Overview • Industry Focus and Roadmap • Q&A Agenda 3
4. © 2024 SugarCRM Inc. All rights reserved. Paul Black SVP, Products, Sales Intelligence SugarCRM paul.black@sugarcrm.com Presenters Paul Farrell Chief Product Officer SugarCRM paul.farrell@sugarcrm.com Sarah Friedlander Garcia Senior Director, Brand & Content SugarCRM sarah.friedlander@sugarcrm.com
5. © 2024 SugarCRM Inc. All rights reserved. Sales Challenges We See Inconsistent Sales Processes Understanding Customer Buying Patterns Identifying Upsell Opportunities Overwhelmed by Data “Sales reps spend up to 43 hours every month searching for information.”
6. © 2024 SugarCRM Inc. All rights reserved. Your sales reps have roughly 5% of a customer’s time during their B2B buying journey. Gartner research finds that when B2B buyers are considering a purchase‚ they spend only 17% of that time meeting with potential suppliers. When buyers are comparing multiple suppliers‚ the amount of time spent with any one sales rep may be only 5% or 6%. Changes in Buyer’s Behavior 6 27% Researching independently online 22% Meeting with buying group 18% Researching independently offline 16% Other 17% Meeting with potential suppliers 2019
7. © 2024 SugarCRM Inc. All rights reserved. The Future of Sales is Now “Sellers’ decision-making will be based on data, analytics, and AI, not on intuition and experience.” - The Future of Sales in 2025, A Gartner Trend Insight Report
8. © 2024 SugarCRM Inc. All rights reserved. Intelligent Account Management Invoice Payments Returns Accounts Contacts Salesperson Catalog Products Pricing Market Sell Serve Market Sentiment CRM Data Transactional Data Soft Data Hard Data Sales Enablement Revenue Intelligence Omni Channel Collaboration
9. © 2024 SugarCRM Inc. All rights reserved. Elevating Account Management Lead Opportunity Quote Sales Order Estimate Prospect Customer Case Configure Pricing Campaign Contract Planning & Budgeting Channels Pricing Subscriptions Projects Jobs Inventory Costing/Profitability Field Service RMA Invoicing Payments Collections Sales Schedules Billing Rev Rec Commissions Tasks Calls Events © 2024 SugarCRM Inc. All rights reserved.
10. © 2024 SugarCRM Inc. All rights reserved. Market Sell . Serve . Omni-Channel . Collaboration . Market Sentiment . Soft Data Hard Data Catalog, Invoice, Payments, Returns, Accounts, Contacts Over 180+ ERP partners Sales Enablement Revenue Intelligence
11. © 2024 SugarCRM Inc. All rights reserved. Build The Solution
12. © 2024 SugarCRM Inc. All rights reserved. Tune The Solution
13. © 2024 SugarCRM Inc. All rights reserved. Revenue Intelligence Solution Built for the Modern Sales Teams Innovative revenue intelligence with AI-inspired guided selling. Engage Guided Selling Act Proactive Notifications Focus Opportunity Identification Identify Sales Trends
14. © 2024 SugarCRM Inc. All rights reserved. Focus Opportunity Identification Benefits – Help You Sell More • Enhanced customer insights • Diversify business revenue streams • Focus on the most promising opportunities • Deliver a competitive edge with on-time recommendations Prioritize leads and opportunities with AI-based identification Analyze ERP system data to understand historical sales patterns Identify products your customer could buy – revenue intelligence
15. © 2024 SugarCRM Inc. All rights reserved. Opportunity Identification
16. © 2024 SugarCRM Inc. All rights reserved. Benefits – Help You Sell More • Data-driven approach increases the likelihood of making informed and successful choices • Recognize growing demand for specific products or services • Optimize planning, inventory management, and resource allocation Identify Sales Trends Identify top selling products Understand sales trends with a Library of canned reports Leverage product association reports for improved decision making
17. © 2024 SugarCRM Inc. All rights reserved. Sales Trends
18. © 2024 SugarCRM Inc. All rights reserved. Benefits– Help You Sell More • Increase productivity by focusing high value deals that make money! • Understand market trends & competitive activities at-a-glance • Identify timely upsell & Cross-sell opportunities • Leverage alerts for opportunity inspection Act Proactive Notifications Get community alerts to see changes in related products Customize and filter alerts Choose and personalize alert content Identify changes in defined product sales with product alerts
19. © 2024 SugarCRM Inc. All rights reserved. Proactive Notifications
20. © 2024 SugarCRM Inc. All rights reserved. Engage Guided Selling Benefits – Help You Sell More • Productive sales calls accelerates quote, contract and closing process • Increase revenue through higher customer retention • Identify and realize more cross- sell & up-sell opportunities • Support subscription-based business models Access a unique guide for each sales transaction with AI-guided, multi-source data Custom, unique seller experience creates customer traction during engagement Facilitate intelligent, actionable cross-sell motions
21. © 2024 SugarCRM Inc. All rights reserved. Guided Selling – The Salesperson
22. © 2024 SugarCRM Inc. All rights reserved. Guided Selling – The Customer
23. © 2024 SugarCRM Inc. All rights reserved. After integrating a guided selling tool, a customer saw immediate uplifts in their marketing efforts including: Intelligent Account Management 23 $3.8+ million in total revenue since launch Conversion of 3,601 dormant accounts – purchasing as much as $15,525 As high as 74.2% Email Open Rates Up to 25% Email Click-Through Rates
24. © 2024 SugarCRM Inc. All rights reserved. “I am delighted that SugarCRM and sales-i have forged a partnership, and this best of both worlds solution will take our sales performance to the next level.” Beth Freeman Executive Vice President
25. © 2024 SugarCRM Inc. All rights reserved. “The great part about sales-i for SugarCRM is that we saw immediate value and it only took about a month to implement.” Aadil Ahmed CRM and Marketing Automation Manager
26. © 2024 SugarCRM Inc. All rights reserved. “The current business focus on margin and the increasing adoption of subscription and usage-based pricing models are changing the economics of business. Relying only on CRM data sells account management short. Upselling and cross selling to the same customers is more profitable than finding and selling to new customers, but it requires a fuller understanding your customer gained from building and sustaining a long-term relationship. This new announcement from SugarCRM seeks to address this need across many types of industries and enterprises.” Stephen Hurrell Research Director in the Office of Revenue
27. © 2024 SugarCRM Inc. All rights reserved. Intelligence – AI ML GenAI Time-Aware Customer Data Platform™ Platform Services Demand Generation Lead Nurturing Sales Acceleration Opportunity & Pipeline Configure, Price, Quote Customer Success Service & Support Cloud Services Workflow & Automation Configurability & Extensibility Integration Identity & Privacy Security SugarCRM Platform Customer Engagement Channels Our Combined Solution
28. © 2024 SugarCRM Inc. All rights reserved. Industry Focus and Fit Products • Manufacturing • Wholesale Distribution • Automotive • Retail • Food & Beverage • High Tech Nonprofit • Nonprofit • Government & Local • Education • Public Sector Services • Financial Services • Software & IT Services • Business Services • Advertising & Media • Healthcare • Professional Services Specialized • Telecom • Transportation & Logistics • Utilities • Construction • Real Estate
29. © 2024 SugarCRM Inc. All rights reserved. sales-i Manufacturing & Distribution Products
30. © 2024 SugarCRM Inc. All rights reserved. Innovation Focus Experience Intelligence Industry
31. © 2024 SugarCRM Inc. All rights reserved. The Roadmap Now Next Future • Compliance • Scale • Tight Integration • Authentication • Sync Languages & Regions • Manufacturing & Distribution Edition • Sales-ai • GenAI Features • Common UX • Compliance II • Gamification • Augmented Reality • More Industry Analytics • OOTB ERP Integrations • Granular SugarCRM Features • GenAI Features II • Benchmarking • Purchase-I • New Industries • OOTB ERP Integrations • GenAI Features III Experience Intelligence Industry
32. © 2024 SugarCRM Inc. All rights reserved. • Differentiated Intelligent Account Management • Accelerate Sugar Industry focus and strategy • Accelerate AI, ML & GenAI Technologies • Growth, innovation, leadership The Future is Bright © 2024 SugarCRM Inc. All rights reserved.
33. © 2024 SugarCRM Inc. All rights reserved. Want to Learn More? Check out the sales-i page: sugarcrm.com/solutions/sugar-sales-i Reach out to your sales rep: sales@sugarcrm.com Work with our global partners: sugarcrm.com/partners 1 2 2
34. © 2024 SugarCRM Inc. All rights reserved. Q&A
35. © 2024 SugarCRM Inc. All rights reserved. Thank You!
36. © 2024 SugarCRM Inc. All rights reserved. Sell Smarter. Grow Faster.