Riva News: Summer 2016

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By Peter Young, Senior Advisor, Public Relations and Communications, Riva CRM Integration

In his acclaimed best seller, The Tipping Point: How Little Things Can Make a Big Difference, Malcolm Gladwell defines the tipping point as “the moment of critical mass, the threshold, the boiling point.” The tipping point is that magic moment when an idea, trend, or social behavior crosses a threshold, tips, and spreads like wildfire. This phenomenon has changed the way organizations market and sell their products.

Successful sales opportunities demand a sound infrastructure from the beginning and any sales team’s “information enhancement” must be effectively synced with the company’s CRM system. This additional information – most often gathered from email – must continue to improve the effectiveness throughout the organization. What is the difference between effectiveness and efficiency as it relates to the “tipping point”?

Sales effectiveness really must focus on the elements of a particular sales opportunity. Effectiveness provides each member of the sales team the proper roadmap that hopefully leads to not only an initial sale, but more importantly to a lasting relationship with that client.

Sales efficiency looks at the overall resourcing and best use of these resources (i.e., primary sales team members, support staff, computer time, finance, logistics, etc.) to accomplish a sale.

It is important to note that it is not the size of sales opportunities that drives both effectiveness and efficiency, but rather the full understanding of the complexity of that sales opportunity. A company’s sales team must balance effectiveness with efficiency and if done well, will reap maximum sales.

Companies today often utilize multiple critical systems that must be integrated in order for a sales opportunity to come to fruition. Riva provides one of the most effective tools that any sales team using a CRM system can leverage to synchronize important information buried inside of clients’ emails. Combining this email-based information with your CRM system will provide efficiencies that will place your company well ahead of competition. Riva helps sales teams sync data between CRM and email systems to accelerate sales cycles, provide quicker access to account and contact intelligence to improve communications, and boost win rates.

InsideView for Riva Insight – Make a big difference in your relationship building

Relationship building is key in business today. In highly competitive environments it’s often the determining factor in not only winning a sale but gaining a customer for life. Providing your customer-facing teams with tools like InsideView for Riva Insight (at no additional cost) gives your teams access to real-time marketing intelligence, account data, contact profiles, and company firmographics – without ever leaving their email. Imagine having this information right at your fingertips!

Understanding when your sales opportunities are not producing and then having the insight to incorporate the right tools and systems to capture those sales – that is the tipping point. Please contact us to discuss how Riva can help ignite your tipping point.

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Business


What are the costs associated with bad customer service?

According to a recent study, 86% of consumers quit doing business with companies because of bad customer service. How does customer service impact subscription renewals? How do you improve customer retention?

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Fine-tune which CRM contacts get synced with Riva

Companies may want to sync CRM contacts based on CRM contact ownership, CRM security permissions, or another filter (geography, product, team membership). Learn about Riva’s advanced filter options for contact sync.

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Salesforce email and calendar integration usage is growing

A recent report found that one of the fastest growing applications for Salesforce users is integration with email and calendars, with usage predicted to grow from 32% of users to 56% in 2015-2016. How is your integration experience?

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Technical


Unlock your CRM potential: Riva Multi-Node Deployments

Riva is trusted by several of the world’s largest companies. Learn how Riva’s enterprise customers benefit from multi-node configurations, fault tolerance, load balancing, and other features to improve performance, scalability, and availability.

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What are the features and benefits of Private Cloud?

Whether Riva customers’ CRM data is in a multi-tenant cloud environment, a public cloud, or on-premises, we have them covered. Riva Cloud and Riva On-Premise support any combination of cloud, on-premises, and hybrid CRM and email systems.

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Customer Success


Customer spotlight: How a leading distributor of energy drinks uses Riva to provide full Exchange and SAP C4C integration for Mac users

A leading energy drink company chose Riva to integrate Outlook for Mac with SAP C4C, because the native Outlook plug-in for SAP C4C only supported Windows Outlook. Riva was used to bridge this integration gap and deliver advanced CRM contact, calendar, task, and email integration.

View Success Story »

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Meet Our Team


The Riva team continues to grow to satisfy our customers’ needs. We hope you enjoy getting to know our team a little better!

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Riva doubles down on channel: Meet Ken Lorenz, Director of Partner Engagement

With a career spanning over 25 years in a variety of leadership roles in sales, channel, and business development within ERP and CRM publishers and partners, Ken brings a wealth of industry experience to Riva. Prior to joining Riva, Ken held key channel and business development positions with SAP, SugarCRM, and Acumatica.
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Riva Rock Star: Rob Middlemiss, Sales and Business Development Manager, EMEA

I have been working in the IT sector for 10 years and have been employed by several companies including Insight Technology Solutions GmbH, Acronis GmbH, and Microsoft GmbH. I live in Munich with my German wife and two young children. I love music (playing drums) and sport (especially football, of course) and I am very family-oriented.
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Interested in joining our team? View our career opportunities »

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Events


Upcoming events

Planning to attend any of the following events? If so, we invite you to visit the Riva booth to say hello and to see a demo of our latest products. We also invite you to check out our Riva demo videos on YouTube and our CRM Events Calendar on our website.

Sage Summit 2016* Chicago, USA Jul 25-28
Salesforce Q2 Wrap-up Party New York, USA Jul 29
MWLUG 2016 Austin, USA Aug 17-19
MS Dynamics Sales Bootcamp Berlin, Germany Sep 8
Oracle OpenWorld 2016* San Francisco, USA Sep 18-22
Dreamforce 2016 San Francisco, USA Oct 4-7

* Note: We will be an attendee only at shows marked with an asterisk.

Photo gallery

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InsideView Drive
Chicago, IL
Jun 2, 2016
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Heart of Business
Boston, MA
Jun 9, 2016
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SugarCon
San Francisco, CA
Jun 13-16, 2016
View photos »

Video Highlights

Microsoft Dynamics CRM and IBM Notes Integration with Riva
Riva CEO, Aldo Zanoni, shares how Fonds de Solidarité FTQ uses Riva to integrate Microsoft Dynamics CRM with IBM Notes at IBM Connect 2016 in Orlando, Florida.

Sync contacts between CRM and Gmail/Google Apps
Join Riva Specialist and Early Access Program Manager, Neil Graham, as he explains how to sync contacts between your CRM and Gmail / Google Apps in just three minutes.

See all the latest Riva videos on our YouTube channel »

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Connect with Riva!


Are you ready to increase your CRM user adoption and satisfaction and finally realize the full value of your CRM? Take action now!

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Get Social


We’d love you to connect with us on our social channels! In addition to the Riva Blog, engage with Riva on LinkedIn, Twitter, Facebook, Google Plus, Flickr, and YouTube.

 

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