How Are You Managing Leads in NetSuite?

There’s no doubt that NetSuite is the leading ERP solution available today. As a web-based business software that supports your entire company and delivers built-in flexibility and access to Business Intelligence to all, for free, it’s easy to see why this powerful business management software solution continues to out-perform other ERP options.

While NetSuite provides businesses a full system of integrated applications, from management of financials to production management, sales and marketing teams are struggling with integrating the data coming in from tools like Hubspot or Pardot.

These disparate silos of data coming from varying sources make it difficult for NetSuite users to identify genuine Leads, resulting in missed opportunities and wasted resources.

The answer is a system that takes into account the fact that, in reality, Lead Flow is rarely a perfectly linear process. CEDAR LRM was designed to make it simple to identify and focus on potential Leads in a discontinuous process full of starts and stops.

CEDAR LRM provides NetSuite users a clean, organized, easy to navigate Lead Record Management tool, resulting in a better lead to sales process and improved marketing visibility.

How Sales and Marketing Teams Traditionally Manage Leads in a CRM

Most companies utilize a number of sales and marketing tactics, such as website forms and email campaigns. Often, Marketing Automation systems such as Pardot or Hubspot are employed to track and manage lead interactions resulting from these campaigns.

While these tools effectively nurture a lead through follow up, tracking and scoring, how do you then manage translating those leads coming in from Marketing campaigns to your Sales Lead Flow in NetSuite?

As NetSuite’s Lead Record process doesn’t fully link to all information captured from your Marketing Automation tool, you often end up with duplicate records, confusion and inconsistency among those records, in addition to a complete lack of visibility of overall campaign effectiveness. You then have the problem of trying to express sales results as result of marketing effort. Many companies settle for “lead results,” as there is no way to accurately track the success of a campaign all the way to point of sales.

The inconsistency in the Lead creation process results in inconsistent data in your CRM. Inconsistent data isn’t particularly usable for identifying solid Leads. Instead, sales people end up wasting valuable time seeking out leads in the system, trying to determine which lead data in the system is correct, attempting to validate that the leads they do find are accurate and valuable, and a lot of wasted phone calls.

Put simply, effective sales and marketing teams rely on a variety of Lead capture sources:

  • You return from a trade show, event or conference, and import a list of contacts into your CRM.
  • Information is received via an online form or any Marketing Automation tool, and that data is also imported into your CRM.
  • A vendor sends you information on a Lead, which is manually entered directly into the CRM.  

These varying sources result in disparate Lead capture data. Now marketing teams can’t accurately determine ROI on their campaigns, sales teams aren’t getting enough qualified leads, and in the midst of it all, solid Leads get missed or grow stale.

In short, the result is a lot of wasted effort and resources.

The Problem With Your Current Lead Flow Management

The problem is simple to identify: your sales and marketing processes are not perfectly linear. Your Leads are coming from a variety of sources, in a variety of formats, and not all Leads deserve equal attention.

NetSuite (or whatever CRM you use) should be a repository for customer data, not a contact repository.

Imagine your Lead, John Doe, attends a trade show. He is very interested in your product, and fills out a form to get a white paper. He then also visits your website, where he requests a demo.

  • The traditional CRM will treat this as 3 separate Leads (duplicates).
  • CEDAR LRM will organize this as 1 Lead, with multiple Touches.

Now, imagine the confusion in your existing CRM if John Doe was registered as Johnathan Doe at the trade show, filled out the white paper as J. Doe, and requested a demo as John.

It’s easy to see how your CRM quickly becomes disorganized and Leads are so easily lost when useless data clouds the pool of important Lead data. There’s no consistency, and Marketing can’t quantify results of campaigns with pools of inconsistent information.
CEDAR LRM helps you to actually manage your Leads, not just store them. In the example above, CEDAR LRM will alert the appropriate sales rep  based on identifiers that you select – that there is a Lead, John Doe, who is very interested.

The Solution CEDAR LRM Offers NetSuite Users

The solution is a system designed to work alongside your CRM that will provide you the necessary consistency of data plus the flexibility to manage your leads organically, not linearly.
So what does CEDAR LRM do to help you manage leads organically?
  • Lead Flow Management Tools: Our Lead Flow Management tools allow you to collect and share lead information. Added flexibility allows you to assign leads based on territory, product, industry-specific, sales group, or a combination of these.
  • Data Matching and De-Duplication: CEDAR LRM uses layers of data cleansing in order to identify that J. Doe, John, and Johnathan Doe are all linked as a single Lead.
  • Inside Sales: Empower Inside Sales to contact Leads promptly and pass on Qualified Leads to Sales. No additional NetSuite Licenses are required for Inside Sales.
  • Multiple Touches: CEDAR LRM tracks touches to provide the complete history of a Lead byrecording calls, tasks, meetings, reminders, and emails.
  • Sales Cycle Management: Allows CRM to manage sales cycle: when the Lead is ready to engage in a sales cycle, they are automatically promoted. At close, Lead automatically becomes a Customer.
  • Data Cleansing: CEDAR LRM utilizes robust algorithms to update Customer data in your LRM resulting in data that is more accurate with fewer instances of duplications.
  • Increased Visibility and Reporting: CEDAR LRM works to bridge the gap between Sales and Marketing to increase alignment and visibility. This makes it simple to generate reports and makes it possible to visualize data geographically via Google Maps.
  • Automatic Vendor (OEM) Reporting: Automatically digitally report status or close of Leads to OEMs without requiring dual-entry.

Ready to Improve your Lead Flow Management?

At BMI Cloud Solutions, data is what we do best. Contact us today for a free demo of our CEDAR LRM Systems Integration Platform and bring a new level of lead record management to your sales and marketing process.