Presentation by Brian Niles and Marisa Cox at the annual GMAC conference on Implementing a CRM system.

1. Selecting Implementing
a CRM System
Marisa Cox, University of Arizona
Brian Niles, TargetX
Moderator: James Rainey, Michigan State University

2. The Problems
Data Dispersed - Different Systems/Vendors
Incomplete or Unavailable Information
Missed Opportunities for Recruiting
Everyone Not on the Same Page
Duplication of Communication

3. Who got what?
Direct mail or email campaigns
Who received or was sent it?
Who “interacted” with it?
Who “bounced or returned” it?
What are they receiving next?

4. What do we know?
Determining Followup Activities
How when did they hear about us?
What have they given us about them?
What is their “opportunity score?”
Who spoke with them last?