Day 2 of the Forum brought more of the same. Most notable was a presentation given by Scott McMeekin, the National Vice President of Channel Strategies for RelayHealth (a McKesson company). His topic was, "Integrating Sales Process into a CRM System". He had the right background to deliver this, having worked on both sides of the fence. 

He showed the process he led to integrate the IMPAX Process into Salesforce.com, and shared numerous key learnings. Everyone was very engaged in a discussion of finding the balance with a CRM between "reporting back to the company" and "providing tools for the field sales team". People learned a lot from Scott on things he has done to make the application attractive to the field team, rather than a burden to them, by integrating tools, templates and examples. It was also really interesting to see some screen shots from their system and see how the key steps and terms of the IMPAX process were integrated into the system. To say the least, there were an awful lot of notes being taken.

I've mentioned just two of the presentations that were made. Other presenters who brought incredible value include Brian Bell (Dell Compellent), Tony Ennis (Jostens) and Eileen Woods (Molnlycke Health Care). More on these later...