While healthy competition ultimately benefits all organizations, an abundance of choices make it more difficult for those tasked with selecting the right CRM solution for their company to achieve the optimal outcome. (more…)
Archive for Buying CRM
Each CRM industry analyst company takes a different approach to visually representing the CRM market leaders, laggards and tweeners.
Industry analysts’ high level visualizations, along with an accompanying narrative and report, can help a given company determine which CRM vendors should be on their shortlist. (more…)
As a company that provides CRM strategy and selection services, we are always keeping our eye out for potential shortlist candidates for companies that are considering a new CRM system.
CRM Switch works with our customers to determine which CRM vendors should be on the shortlist, based on the requirements that we’ve jointly gathered, assembled and prioritized.
Most of the companies that engage us have moderately to highly sophisticated business requirements. As such, the shortlist vendors that we collaboratively decide on need to have a set of key capabilities within their offerings. Among these are: (more…)
The cost of a CRM subscription is not the only component of CRM expense. In fact, depending on the size of an organization and/or the complexity of requirements, there can be at least six different levels of CRM expenses.
Below is a chart and an associated table of CRM related expenses over a three year period for a hypothetical company with 50 CRM users. The chart and table are embedded from this spreadsheet. Feel free to save this as a Microsoft Excel spreadsheet or to make a copy in Google Sheets. From there, you can plug in your own user count and assumed per user costs. (more…)
Traditionally, the RFI/RFP process has served to help buyers at companies understand important feature/functionality differences between multiple vendor solutions, so that a large group of potential vendors can be whittled down to a short list. An RFP can also represent an initial round of vendor scoring. RFPs have even been used to disqualify vendors early on. (more…)
Some companies make the decision to self-implement their CRM system. This is usually because there are people in-house who provide a combination of CRM-related business analysis experience and the right level of technical aptitude to manage tasks ranging from system configuration to data migration.
Many companies look to third parties to perform some or all of their CRM implementation. Unlike the cost of CRM user licenses, the cost of CRM services is not based on straightforward unit pricing.
In fact, there is a very large range in what organizations pay for CRM professional services. Some companies use CRM with only some minor changes to the systems’ out of the box configuration. Other companies consolidate functionality from multiple legacy database systems into their CRM system and develop custom integrations. These companies can end up spending well into five figures over the course of time. (more…)
In the CRM purchasing process, a common sequence of events for CRM buyers is to first go through a round of vendor demos and to then decide on and commit to a specific CRM vendor. After the purchase of the CRM system, the next step is to go through the exercise of defining detailed CRM requirements. Finally, a CRM implementation is performed based on those defined requirements. (more…)
Whether you’re a long-time sales leader at your company or you’re brand new to your organization, you may not have the right tools in place for viewing the activities and selling cycle progress of your sales team.
However, the president or CEO wants you to regularly report to him or her about specific sales activity and performance metrics. To get the requested information, you spend a lot of time on one-on-one calls with salespeople: asking questions, collecting spreadsheets, and compiling the information. (more…)
Because of the high cost of most CRM software, an important part of the evaluation and selection process is the CRM demo. If a vendor’s software doesn’t end up meeting your organization’s needs or is under-adopted, committing to the wrong vendor can turn out to be an expensive mistake.
The stage in your buying cycle at which you view a CRM demo is critical. Many companies schedule CRM demonstrations too soon. (more…)
Whatever you call it–scorecard, report card, feature matrix–there are certainly lots of variations on the theme. The underlying idea is to provide a method of comparing, apples-to-apples, two or more software solutions.
For the purposes of this post, we will define a CRM scorecard as a catalog of important factors to be measured.
In terms of the evaluation of CRM solutions, my experience has proven that the only effective scorecard is a custom CRM scorecard. Why? Because your company’s workflows, business rules, and priorities are different than others. (more…)