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Lead Management Using ZINFI UCM & SugarCRM Best Practices Guidebook

Lead Management Using ZINFI UCM and SugarCRM

A guide to building more effective lead management programs through better planning and automation

Why Read This Guide?

For organizations marketing and selling in the channel, lead management is a crucial business function, bridging marketing and sales through a combination of people, process and automation. However, many lead management programs fail because they are organized around the needs of the vendor rather than the needs of the vendor’s partner base. Helping partners achieve profitability and protecting partners’ interest should be the core drivers of any lead management effort. This guidebook helps you understand common mistakes organizations make in developing a lead management program, providing succinct advice based on years of hard-won experience working with vendors of every size and in every industry. If you are ready to take a more systematic approach to your lead management program, read this guidebook. It begins with a comprehensive overview of lead management in the channel marketing ecosystem, and then discusses a variety of effective strategies and approaches based on different product/solution types. The guidebook also explains the entire process of automating your lead management workflow and connecting to a CRM system.

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Synopsis of Core Sections

This booklet is divided into two sections.
  • Section I provides a brief introduction and a letter from ZINFI’s CEO.
  • Section II presents a series of articles that focus on key considerations for developing successful lead management programs. Topics include: strategies for lead management, organization of lead management programs, stages of lead management, why a strong lead management system is critical for sales in the channel, and the key components of lead management software. Section III guides readers through the process of automating lead management workflows. This section also provides readers with complete instructions for connecting to SugarCRM from within ZINFI’s Unified Channel Management (UCM) platform using ZINFI’s Centralized Interconnect (CENTRi™) integration engine.

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  • Comprehensive: ZINFI’s Partner Marketing Management (PMM) comes with a comprehensive set of twelve individual modules, but you can pick and choose what you need. This allows you to start automating your partner marketing activities based on what is relevant for your buyers and partners. The comprehensive nature of ZINFI’s PMM platform leads to a reduction in deployment cost and speeds up time to revenue significantly.
  • Easy-to-Use: Using ZINFI’s Partner Marketing Management (PMM) platform is incredibly intuitive and easy. Both vendors and partners can quickly upload lists and campaign assets to run fully integrated campaigns that are highly effective. This intuitive mode of usage not only drive higher adoption of marketing tactics and tools, but also repeat usage by vendor and partner users.
  • Global: ZINFI’s Partner Marketing Management (PMM) platform is supported not only in multiple languages, but with localized resources in various countries around the world.