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

Zimbra being an open source Software company uses viral marketing models, word-of-
mouth marketing and open standerds to its business. Zimbras sales model hinges on
driving large number of visitors to use trial software pack for free and then convincing
them to purchase full feature commercial version. Steps in Zimbras sales process.
a) Marketings responsibility is to deliver highly qualified leads for sales.
b) Marketing team drafts a series of automated emails that are sent to registered
prospects.
c) sales team personally calls qualified prospects
d) Zimbra uses its website to track visitor activity and tie it to the sales lead
The Zimbra team initially turned to two technologies to streamlining sales and marketing
and selected Salesforce.com for their CRM software and Eloqua for marketing
automation. The marketing team faced problems with delivering marketing automation
programs as flexibly and quickly as the market demanded.
Eloqua tended to be hard to use for both marketing and sales. Editing marketing programs
took days of tweaks and debugging leading to missed sales opportunities.
2. List And Describe Zimbra S Requirements For A New Market Software. If you are
preparing the RFP for Zimbras new system, what questions would you ask?

Zimbra needed a marketing software package which was highly effective and cost
efficient. Their new software had to be more streamlined than the old one from Eloqua. It
needed to focus on lead generation, e-mail marketing, and Web analytics. Providing a
comprehensive sales and marketing automation solution that is easy to use and quick to
update, fully integrating with the Salesforce.com customer relationship management
(CRM) system Also, it had to be easy to install and maintain. integrates email, contacts,
shared calendar, instant message, documents with sharing capabilities, advanced search
and VoIP into a browser-based interface. If I was preparing the RFP (request for
proposal) for the new system I would ask:
a) what exactly was needed in the software,
b) how many people would be available for managing of the system,
c) the price range allowed for the software.
3. How Did The New Marketing System Change The Way Zimbra Ran Its Business How
Successful Was It?

Zimbra redeployed its marketing automation processes on LoopFuses OneView on-
demand offering. The team deploy several lead nurturing campaigns based on specific
web-form registrations and user activity. Registrations are now sent to Salesforce.com
immediately and updated with an assigned sales representative. LoopFuse then emails the
prospect with a personalized email addressed specifically to the contact, and addressed
from the assigned salesperson. This correspondence is also recorded in Salesforce.com as
are any email opens and subsequent website visits and registrations. When a sales rep
receives a reply directly into their email inbox, they can see the complete contact history
and instantly know how long the prospect has been evaluating the software, and guage
their interest. quick response to alerts with a follow up phone call increases getting the
prospect on the phone at a time when they are thinking about their possible purchase.

sales and marketing efficiency went up 50% for reaching out to customers and closing
business. LoopFuses OneView reduced the amount of time Zimbra spent using and
mentaining its marketing system. Zimbra received a jump in close rate on qualified leads
from 10 to 15 % by using the new software.

Electronic Medical Records a Cure for Health
Care

1. What people organization and technology factors are responsible for the difficulties in
building electronic medical record systems? Explain your answer.

Building an electronic medical record (EMR) system comes with difficulties. These
difficulties include; people, organization and technology factors
Doctors
Extended hours of training it will take for them to successfully use an EMR system. Doctors
are already pressed for time and learning to successfully use an EMR system could take up to
20 hours of training.
Government
Different systems that can be integrated into a medical facility, but not all of these different
systems will be comparable with one another. This causes problems when it comes to nation
wide accessibility.
Insurance companies
Insurance companies also play a role in EMR systems. With an EMR system claims will be
able to be processed immediately. Another problem comes with people; some are worried
about the confidentiality of online medical records.
Financial
This barrier includes those related to the monetary issues involved in implementing EMRs.
Physicians face the most common questions, whether the costs of implementing and running
an EMR system are affordable and whether they can gain a financial benefit from it. High
Start-up costs include all the expenditure needed to get an EMR system working in the
physician's practice. High ongoing cost: implementing an EMR system requires extensive
commitment to system administration, control, maintenance, and support in order to keep it
working effectively and efficiently. These costs include the long-term expenditures incurred
in monitoring, modifying, upgrading and maintaining EMRs, which will be significant.

Technical
Electronic Medical Records are hi-tech systems and, as such, include complex hardware and
software. A certain level of computer skills by both suppliers and users (the physicians) is
required. Physicians have insufficient technical knowledge and skills to deal with EMRs, and
that this results in resistance. Lack of technical training and support, Complexity of the
system, Limitations of the system, Lack of customizability, Lack of Reliability,
I nterconnectivity/Standardization, Lack of computers/hardware.

Time
The introduction of EMRs will slow a physician's workflow, as it will always lead to
additional time being required to select, implement and learn how to use EMRs, and then to
enter data into the system. As a result, their productivity will be reduced and their workload
will be increased. This can cause financial problems, such as a loss of revenue. Time
required to select, purchase, and implement the system, Time to learn the system, Time
required to enter data, More time per patient, Time to convert patient records.

2. What stages of system building will be the most difficult when creating electronic medical
record system? Explain your answer.

Implementation Phase of ERM would be the most difficult:
a) Create team of people whose entire job is to implement the EMR. There should be a
project manager to coordinate the entire project and someone involved in the medical
office's clerical functions. Modify the workflow and facility to accommodate the
EMR.
b) Develop templates for the most commonly-used procedures. This will make it easier
once you are using the EMR.
c) The implementation of EMR takes many months. Technology changes makes it
difficult and cost effective. The small hospitals having individual systems raises many
problem while implementing.
d) Install a backup system. This is extremely important, as electronic data is easier to
destroy all at once than paper data is.
e) Entering old data. Many nation wide hospitals will have different software of record
format making the system inaccessible due to incompatibility of various system in the
nation.
f) The systems needs to be user friendly the maintenance is a difficult process. The data
mining process has to be properly looked upon so as to give minute attention to the
detail so as to treat effectively. National Integration and maintenance will be a major
problem.


3. What is the business and social impact of not digitizing medical records (to individual
physicians hospitals insurers patients)
Laptop and computers are very common in todays generation so it is easy to maintain a
digital record of your data in order to be comprehensive of your current health conditions.
Paper records are bulky and the searching takes a lot of time keeping the patient in waiting
for a long time. EMRs hold real time adjudication thus making the system faster and
efficient. ERM helps in alerting the patients by automatic signals so that the patient becomes
more proactive and takes the necessary steps rather than waiting and making the ailment even
worse.
4. What are the business and social benefits of Digitizing medical recordkeeping?
ERM has many benefits : Shrinking probability of needless treatments and tests.
Digitizing medical records can eliminate many mis-dosing and other inappropriate surgeries
and treatments. Electronic medical record improves medical service time by making them
faster and patients have less stress. Doctor can make prescriptions, make appointments and
referrals at the same time through the digital EMR. EMR may help patients to get access to
personal health records conveniently on workstation and even on the mobile Phones too.
Business Benefits Include
EMR can cut down the cost by reducing less paper work. Data can be very well protected
with the EMR. Up-to-date record maintenance is easier with the use of EMR.
Maintaining Patient data in Paper form always consume time but EMR can be accessible
from multiple locations and thus help in easy data retrieval and saves time too.