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Salesforce Automation Crm Market Map

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					    Friday, February 12, 2010, at 4 p.m. EST
Financial Advisor Webinar Series

    Blane Warrene and Neal Quon
               QuonWarrene
A Roundup Of Leading Advisor CRMs


              Andrew Gluck, Moderator
            Editor, Advisors4Advisors.com
                  Upcoming Webinars

      ‐‐                   Advisors Going Independent              February 18


Gary Gastineau      ETFs: The Good, Bad and Misunderstood          February 19


Charles Epstein    New Opportunities For Advisors In 401(k)s       February 26


  Ken Solow         Tactical Asset Allocation In Today’s Market     March 5


                   Will Advisors Be Replaced By Social Network 
Richard Tahta                                                       March 12
                   Investing Or Can They Make Money On It?


Mitch Anthony      How To Talk To Clients In A Post‐Crisis World    March 19


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                        •   Financial advisor and technology professional
                              – More than 10 years experience
                              – Practice management and consulting with top IBDs
     Neal Quon                – Worked with premier industry vendors
 neal@quonwarrene.com
                                  – Albridge Solutions
                                  – CashEdge
                        • Alumni, Texas Tech University

                        •   Broker/dealer and RIA technology & operations
                        •   18 years experience in financial services technology
 Blane Warrene               – Manage and deploy back office, front office, and 
blane@quonwarrene.com
                               individual user solutions – both web‐based and software
                             – Substantial Apple platform and open source expertise
                        •   advisors4advisors Technology & Operations blogger

    QuonWarrene helps advisors structure processes,
   workflow, and systems to streamline their businesses 
           and enable more time with clients.
      CRM Roundup
            QuonWarrene
     Advice. Blueprint. Roadmap.
    http://www.quonwarrene.com
330‐423‐0096 / info@quonwarrene.com
                     What is CRM
“Our Favorite Definition”


• Using technology to organize, automate, and 
  synchronize business processes
   –   prospecting & sales, 
   –   marketing,
   –   customer service, and
   –   other support.

   http://en.wikipedia.org/wiki/Customer_relationship_management
Lay of the CRM Space
 CRM in Independent Financial Services


                None, 
                 8%
                                                      None
                                                      Junxure
Other, 34%
                    Junxure, 24%                      Redtail
                                                      Salesforce 
                                                      Outlook
                                                      Other
    Outlook, 24%                Redtail, 6%
                            Salesforce , 4%
      Source: Financial Planning Magazine, Dec 2009
     Where is the Value of CRM
• Group Calendaring & Tasks
• Create Workflow – integrate business process 
  into  systems and automate
• Available anywhere, anytime
• The central hub and “master source” of 
  information for your business
• Outlook does not support this model
            The Results of CRM

•   Get things done quicker
•   Get them done with fewer errors
•   Free up time to focus on clients
•   Grow business without chewing up new 
    revenue on resources
          It Starts with Process
• Identify and document the core processes 
  used to run your business
  – Prospecting and client intake
  – Client Reviews
  – Quarterly Communications & Reporting
  – Common Service Requests
• Map these to the features in CRM to 
  automate
From Paper Process to Automation
       Hosted vs. Non‐Hosted
• CRM solutions can be purchased and hosted 
  on your systems in your office
• Or they can be outsourced to a CRM 
  provider’s hosting platform
• Impacts the commitment you need to make to 
  knowledgeable technicians on staff
• Impacts your technology budget
       Outsourcing CRM – Pro’s
• SaaS – Software as a Service
• On‐demand access to commercial software 
  from any computer (or smart phone)
• No hardware & software maintenance 
  responsibilities
• Integration to other SaaS apps is economical
• Community of users drives features & best 
  practices
       Outsourcing CRM – Con’s
• SaaS – If Internet down – access to app is off
• FYI – 99% uptime allows for 87.36 hours of 
  outage per year in 24x7 operation (3.6 days)
• Single baseline of features (think Microsoft 
  Office – not necessarily a negative)
• Security – choose a vendor with a strong 
  commitment to data security and 
  redundancy
The CRM Players
   (alphabetical order)

          CRM with insurance support –
          can be hosted in house or by
          provider

          Powerful, server-based CRM
          solution w/ large list of
          integrations

          Comprehensive web-based CRM
          with email, imaging and
          integrations available. Surging in
          popularity

          Potent alternative w/ growing
          support within financial services
          community
                        EBIX Smart Office
                                 For Hybrid Practices

            Investments                                    Insurance


                                     Key Features

 Track accounts & policies w/ client record          Deep Microsoft integration




                                   Key Integrations 
Albridge (portfolios)    Microsoft Office     PaperClip (imaging)      Winflex Web
   EBIX Smart Office


    Two Hosting Options


                       Offers 
Can Host in 
                    outsourced 
Your Office
                  hosting solution
                               Junxure
                Targeting the Financial Advisory Practice

Extensive integration w/ industry tools         Accounting (fees) support




                                 Key Features

     Client View for client access                 Extensive reporting




                               Key Integrations
   Laserfiche            Laser App        Money Guide Pro      Portfolio Center
                       Junxure

          • Hosted in your office/data center
Hosting

         • Requires pure Windows – server and users
Platform • Supports Windows 7

          • Offers full conversion support
 Tools    • Provides Excel data import utility
                                Redtail
                 Optimized for Financial Advisors

    Client‐centric data model                       Mobile Friendly




                                Key Features

   Integrated email & imaging                 Reminder & Workflow system




                           Key Integrations
                                                                 Money Guide 
Albridge        eMoney            Forefield          Jott
                                                                    Pro
                      Redtail
          • Hosted in SAS70 data centers by Redtail
Hosting

         • Supports Mac and Windows users
Platform • Syncs calendar and contact for offline use

          • “White glove” transition service
 Tools    • Mobile clients for iPhone/Blackberry
                         Salesforce
                           Traditional CRM

 Prospecting/Opportunity Tracking             Salesforce automation



                             Key Features

Google Apps/Microsoft Outlook sync            Wealth Mgmt. overlay



                           Key Integrations

     Google Apps              QuickBooks                   Twitter
                   Salesforce
        • Completely outsourced
Hosting • SOX and SAS70 compliant

         • Supports Mac and Windows users
Platform • Email marketing features

         • Google Apps sync
 Tools   • Mobile client for iPhone
                         Features Matrix
CRM                  EBIX          Junxure           Redtail   Salesforce
Industry specific 
data fields

User field 
customization

Mobile Access


Workflow 
automation

Outsourced
hosting & 
maintenance

    = Yes /     = Yes w/ additional costs /   = No
                        Pricing Matrix
CRM                EBIX       Junxure       Redtail     Salesforce
Baseline Annual       Call      $1,8501       $7802       $1,500
Cost per user

Mobile Access         Call       $495       $120‐240        $0
annual per user

Add‐ons Annual        Call      $2,4953       $6844      $1,5005
per user

Add‐on note           N/A     Client View    Email &       XLR8
                                             Imaging

Training            Free &    Free & Paid Free & Paid Free & Paid
                     Paid
                    Footnotes
1. This is a 3‐user purchase (minimum). Additional 
   users at $350 per year
2. Redtail prices per database. Each license allows for 
   up to 15 users per database
3. Client View add‐on supports unlimited clients
4. Imaging is $49 per month per database. Email is $8 
   per user per month
5. XLR8 is an “overlay” of data points supporting 
   financial services. Additional licenses $350 per user
                  Resources
• Vendor evaluation worksheet
  – Excel: http://bit.ly/abJwDb
  – PDF: http://bit.ly/aQ7XqY
• CRM sites
  – EBIX – www.ebix.com
  – Junxure – www.junxure.com
  – Redtail – www.redtailtechnology.com
  – Salesforce – www.salesforce.com
                      QuonWarrene
Like the financial planning process, we gather, assess, analyze and
recommend based on our interaction with your organization. This
results in a blueprint that acts as your roadmap for operations &
technology in your business.




330-423-0096
info@quonwarrene.com
http://www.quonwarrene.com

				
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