Extend Sugar: Supercharge Your CRM with New Capabilities

SugarCRM has formed strategic partnerships with Triblio (a Foundry Company) and DealHub, two leading sales and marketing technology platforms. In this webinar, we will show you how to extend the Sugar platform to engage with your prospects and customers using groundbreaking new digital tools.

Transcript

1. Extend Sugar:
   Supercharge Your CRM
   with DealHub and Triblio
   

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2. © 2022 SugarCRM Inc. All rights reserved.
   Christian Wettre
   SVP & GM, Platform
   SugarCRM
   christian.wettre
   @sugarcrm.com
   Presenters
   Andrew Mahr
   Chief Customer Officer
   Triblio
   andrew
   @triblio.com
   Sarah Friedlander G.
   Director, Content & Creative
   SugarCRM
   sarah.friedlander
   @sugarcrm.com
   Eyal Orgil
   CRO & Co-founder
   DealHub
   eyal.orgil
   @dealhub.io
   3
   

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3. © 2022 SugarCRM Inc. All rights reserved.
   • Introduction
   • SugarCRM and Independent Software Vendors (ISV’s)
   • Supercharging Sugar with Opportunity Identification and Sales Cycle
   Acceleration
   • Triblio for SugarCRM
   • DealHub CPQ and DealRoom
   • Sugar Supercharged by DealHub & Triblio
   • Q&A
   Agenda
   4
   4
   

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4. © 2022 SugarCRM Inc. All rights reserved.
   SugarCRM Independent Software Vendors (ISVs)
   5
   www.sugaroutfitters.com
   

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5. © 2022 SugarCRM Inc. All rights reserved.
   Retain
   Customers
   Gain Revenue
   from New
   Customers
   Grow Revenue
   from Existing
   Customers
   Core CRM Objectives
   6
   

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6. © 2022 SugarCRM Inc. All rights reserved.
   Supercharge Sugar!
   By More Effective Prospecting
   and Accelerating the Sales Cycle
   7
   

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7. © 2022 SugarCRM Inc. All rights reserved.
   Introducing Triblio Sales Activation for SugarCRM
   8
   +
   

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8. © 2022 SugarCRM Inc. All rights reserved.
   Evolution of Sales Prospecting
   9
   Blind Cold
   Calling
   Depressingly
   Demotivating
   Inbound Marketing
   Leads
   Nice… but not
   enough
   Buyer Intent
   Prospecting
   Proactive outreach
   based on data
   

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9. © 2022 SugarCRM Inc. All rights reserved.
   Introducing DealHub CPQ for SugarCRM
   10
   +
   

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10. © 2022 SugarCRM Inc. All rights reserved.
    Solving Two Sales Challenges
    11
    Generating
    the Quote
    Delays reduce
    win rates
    Post Quote Delivery
    Engagement
    What do we do after
    sending the quote?
    

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11. © 2022 SugarCRM Inc. All rights reserved.
    Triblio for SugarCRM
    12
    Uncover Hidden Demand for Your Sales Team
    

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12. © 2022 SugarCRM Inc. All rights reserved.
    Online Content
    Consumption
    Discussions with
    Peers or Network
    Consulting
    Experts or Reviews
    Related Business
    Activities
    Read an
    Analyst Paper
    Post Question
    to Network
    Hire a New
    Specialist Role
    Read B2B
    Blog Article
    Watch a
    Webinar
    Read a
    Case Study
    Follow Vendors
    on Social Media
    Attend a
    Tradeshow
    Read a
    Buyers Guide
    Press Release
    on New Initiative
    Engage your
    Channels
    Visit Your
    Blog
    Make a
    Sales Inquiry
    To find active buyers, your data needs to show
    how B2B purchase decisions really work.
    13
    Need
    Identified
    ?
    Purchase
    $
    

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13. © 2022 SugarCRM Inc. All rights reserved.
    Triblio Presents Interested Accounts
    in a Sugar Sell Dashboard
    14
    Sugar Dashboard
    showing Engaged
    accounts based on
    Smart Score.
    

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14. © 2022 SugarCRM Inc. All rights reserved.
    Triblio Alerts Sales via Email
    15
    Account alerts can be sent to reps based on:
    • Account ownership in Sugar Sell
    • Defined Territories
    • Deal stage in pipeline
    

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15. © 2022 SugarCRM Inc. All rights reserved.
    Triblio Shows Accounts in Sugar Sell
    with Engagement with Content
    16
    

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16. © 2022 SugarCRM Inc. All rights reserved.
    Triblio Shows Accounts in Sugar Sell
    with an Engagement Timeline
    17
    

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17. © 2022 SugarCRM Inc. All rights reserved.
    Triblio Shows Subject Intent Data Over Time
    18
    

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18. © 2022 SugarCRM Inc. All rights reserved.
    Triblio Data Syncs to Sugar Sell Nightly,
    Meaning your Reps Can…
    19
    Find Buyers
    Earlier
    • No cold calling. No waiting for
    inbound form fills. Reach out
    when the buyers start
    researching.
    • Accounts are scored right in
    SugarCRM for easy
    prioritization.
    • “First in wins” — get your reps
    into deals ahead of the
    competition so you can frame
    deal and improve close rates.
    Craft Engaging
    Messages
    • Intent patterns uncover
    the needs and interests of
    the account, giving reps a
    head start on
    personalizing their
    outreach
    • Build playbooks for your
    sales team aligned to the
    most common signals in
    your market
    Get their
    Mondays Back
    • Sales reps and BDRs spend too
    much time deciding whom to
    call and what to say — up to
    20% of their time
    • Eliminate busywork and
    increase productivity by
    automating prioritization and
    focusing your reps on accounts
    more likely to convert
    

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19. © 2022 SugarCRM Inc. All rights reserved.
    What is DealHub?
    20
    

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20. © 2022 SugarCRM Inc. All rights reserved.
    Award-Winning Agile CPQ
    21
    

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21. © 2022 SugarCRM Inc. All rights reserved.
    Sales-first CPQ Philosophy
    22
    Agility
    Collaboration
    Transparency
    Operations
    Sales Rep
    End Customer
    

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22. © 2022 SugarCRM Inc. All rights reserved.
    Agile Selling with DealHub CPQ
    Operational
    Efficiency
    Compliance &
    Control
    Revenue
    Growth
    Customer
    Experience
    100% accuracy of price quotes
    85% reduction in sales rep training
    20% increase in sales rep productivity
    100% sales team onboarded
    500% increase in speed of quote approvals
    80% decrease in sales team inquiries to the Operations team
    100% Business Operations control of changes without IT
    23
    

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23. © 2022 SugarCRM Inc. All rights reserved.
    • Personalized guided selling Playbook
    • Automatically configures
    • Products & Pricing
    • Contracts & Content
    • Approval workflows
    • Unique buyer engagement & tracking
    • Contract Management
    • e-Signature (native & DocuSign)
    • Full data sync with SugarCRM
    • Easy integration and ramp up
    Driving Value through CPQ
    24
    

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24. © 2022 SugarCRM Inc. All rights reserved.
    DealHub’s Advantage!
    25
    Fastest Time-to-Value
    with 2-8 Weeks
    Onboarding
    ~100%
    Sales Rep
    Adoption
    Differentiated
    Buyer
    Experience
    Previously
    Unattainable
    Buyer Insights
    Easy to Maintain by
    Business Users with
    ZERO Coding
    

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25. © 2022 SugarCRM Inc. All rights reserved.
    SugarCRM with DealHub Integration Capabilities
    SugarCRM's integration with
    DealHub provides a complete
    sales engagement suite.
    Sellers can create quotes and
    contracts, view quotes, and
    make edits in DealHub within
    the Sugar Opportunity.
    DealHub's syncing
    capabilities make it easy
    to update the seller’s
    opportunity in SugarCRM.
    26
    

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26. © 2022 SugarCRM Inc. All rights reserved.
    Sugar Supercharged by
    DealHub & Triblio
    28
    

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27. © 2022 SugarCRM Inc. All rights reserved.
    Triblio and DealHub are seamlessly embedded in Sugar and work
    together to accelerate pipeline growth and buying cycles
    Fully Integrated Value
    29
    Product Business Area and Benefits
    SugarCRM Account Management Opportunity Management
    Triblio • Surfaces target Accounts with new intent
    related to your products and services
    • Surfaces intent from existing Accounts that
    helps expand relationship or reduce churn
    • Surfaces intensity and breadth of
    interest within the buyer organization
    • Surfaces undisclosed competitors
    DealHub • With DealRooms expands insight into the
    accounts buying process and people
    involved by easing distribution of quotes
    and supporting materials
    • Accelerates buying cycles by more
    quickly generating accurate quotes and
    enabling 24/7 digital collaboration
    

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28. © 2022 SugarCRM Inc. All rights reserved.
    Q&A
    31
    

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29. © 2022 SugarCRM Inc. All rights reserved.
    Thank You!
    32
    

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30. © 2022 SugarCRM Inc. All rights reserved.
    33
    

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