Zimbra Zooms

Ahead With
OneView
Group #6

Asra Masood
Mahrukh Asif
Maliha Mushahid
Omer Zafar
Rana Iradat Sharif Khan
Sadia Khan
Tehreem Suri Khan
Zunaira Zulfiqar

Overview
Zimbra Collaboration Suite (ZCS) is a groupware
server and web client
First released in 2005
Purchased by Yahoo in September 2007
Sold to VM on Jan 12, 2010
In July 2013. it was sold by VMware to Telligent
Systems

s
k
r
o
w
t
i
How

 Too complicated for both marketing and sales staff

to use
Only works with the Microsoft Internet Explorer
Web Browser
Expensive
Many available options required several well
trained administrators

OneView:
On demand marketing automation solution
Simple
Fast
Pay-per-use
Easy integration with Salesforce.com Works with
multiple Web Browsers includiong Firefox

Case study Questions

1. Describe the steps in Zimbras sales process.
How
well did its old marketing automation system
support
that process? What problems did it create?
What was the business impact of these problems?
2. List and describe Zimbras requirements for a
new
marketing software package. If you were preparing
the RFP for Zimbras new system, what
questions would you ask?
3. How did the new marketing system change the
way Zimbra ran its business? How successful was
it?

Question
#1
Steps

in Zimbras Sales
Process

Responsible for delivering highly qualified leads

for sales
Sales process begins with one of the 200,000
weekly visitors download a 60 day trial version
Sales people try to identify potential commercial
clients and a series of automated emails are sent
to prospective clients
Sales team then personally calls qualified
prospects
Through marketing automation tools, sales reps
are able to focus only on the leads that will
generate revenue

Old Automation System

Initially turned to two technologies to
streamlining sales and marketing:
Salesforce.com for their CRM software
Eloqua for marketing automation

Problems and Their Impact on

Business
Eloqua only worked with microsoft internet explorer
web browser while 2/3rd of Zimbras sales staff used
Mozilla Firefox
Expensive (Zimbra could only afford its entry level
package)
Did not need many of Eloquas features
Needed a more streamlined solution (which focused on
core areas of marketing strategy)
Many available options in Eloqua required several well
trained administrators and Zimbra couldnt afford to
allocate even one employee for this purpose

Question
#2
Zimbras Requirements

for New Marketing S/W

Zimbra needed a marketing software package which
was highly effective and cost efficient.
New software had to be more streamlined than the
old one from Eloqua.
With a focus on lead generation, e-mail marketing,
and Web analytics.
It had to be easy to install and maintain.

Questions to ask, while preparing

for RFP for Zimbras New System
Requirements of the software,
according to the business
processes of Zimbra
Availability of well-trained HR
personnel and number of
professionals required for
installing and operating
Budget allocation and
investment cost to the
business

Question
#3

Business impact of these

problems
Due to Zimbras new marketing system
Highly targeted functions
Automated implementation and automation
of solutions
Pay for whats used flexible
Integrated with Salesforce.com CRM
solution
Multiple browsers, simplified reporting
process, greater number of leads managed.

THANK
YOU