Logo

Navigation
  • Home
  • Services
    • ERP Solutions
    • Implementation Solutions
    • Support and Maintenance Solutions
    • Custom Solutions
    • Upgrade Solutions
    • Training and Mentoring
    • Web Solutions
    • Production Support
    • Architecture Designing
    • Independent Validation and Testing Services
    • Infrastructure Management
  • Expertise
    • Microsoft Development Expertise
    • Mobile Development
    • SQL Server Database and BI
    • SAP BI, SAP Hana, SAP BO
    • Oracle and BI
    • Oracle RAC
  • Technical Training
    • Learn Data Management
      • Business Intelligence
      • Data Mining
      • Data Modeling
      • Data Warehousing
      • Disaster Recovery
    • Learn Concepts
      • Application Development
      • Client Server
      • Cloud Computing Tutorials
      • Cluster Computing
      • CRM Tutorial
      • EDI Tutorials
      • ERP Tutorials
      • NLP
      • OOPS
      • Concepts
      • SOA Tutorial
      • Supply Chain
      • Technology Trends
      • UML
      • Virtualization
      • Web 2.0
    • Learn Java
      • JavaScript Tutorial
      • JSP Tutorials
      • J2EE
    • Learn Microsoft
      • MSAS
      • ASP.NET
      • ASP.NET 2.0
      • C Sharp
      • MS Project Training
      • Silverlight
      • SQL Server 2005
      • VB.NET 2005
    • Learn Networking
      • Networking
      • Wireless
    • Learn Oracle
      • Oracle 10g
      • PL/SQL
      • Oracle 11g Tutorials
      • Oracle 9i
      • Oracle Apps
    • Learn Programming
      • Ajax Tutorial
      • C Language
      • C++ Tutorials
      • CSS Tutorial
      • CSS3 Tutorial
      • JavaScript Tutorial
      • jQuery Tutorial
      • MainFrame
      • PHP Tutorial
      • VBScript Tutorial
      • XML Tutorial
    • Learn Software Testing
      • Software Testing Types
      • SQA
      • Testing
  • Career Training
    • Career Improvement
      • Career Articles
      • Certification Articles
      • Conflict Management
      • Core Skills
      • Decision Making
      • Entrepreneurship
      • Goal Setting
      • Life Skills
      • Performance Development
      • Personal Excellence
      • Personality Development
      • Problem Solving
      • Relationship Management
      • Self Confidence
      • Self Supervision
      • Social Networking
      • Strategic Planning
      • Time Management
    • Education Help
      • Career Tracks
      • Essay Writing
      • Internship Tips
      • Online Education
      • Scholarships
      • Student Loans
    • Managerial Skills
      • Business Communication
      • Business Networking
      • Facilitator Skills
      • Managing Change
      • Marketing Management
      • Meeting Management
      • Process Management
      • Project Management
      • Project Management Life Cycle
      • Project Management Process
      • Project Risk Management
      • Relationship Management
      • Task Management
      • Team Building
      • Virtual Team Management
    • Essential Life Skills
      • Anger Management
      • Anxiety Management
      • Attitude Development
      • Coaching and Mentoring
      • Emotional Intelligence
      • Stress Management
      • Positive Thinking
    • Communication Skills
      • Conversation Skills
      • Cross Culture Competence
      • English Vocabulary
      • Listening Skills
      • Public Speaking Skills
      • Questioning Skills
    • Soft Skills
      • Assertive Skills
      • Influence Skills
      • Leadership Skills
      • Memory Skills
      • People Skills
      • Presentation Skills
    • Finding a Job
      • Etiquette Tips
      • Group Discussions
      • HR Interviews
      • Interview Notes
      • Job Search Tips
      • Resume Tips
      • Sample Resumes
 

How To Properly Choose a CRM Solution

By Exforsys | on December 26, 2006 |
CRM Tutorial

How To Properly Choose a CRM Solution

If you go to CRM trade shows, you will find that many of the vendors place an emphasis on slick packaging rather than a powerful product. While you would think most companies would avoid falling for such marketing tactics, you would be surprised by the number of companies who have lost millions of dollars buying data warehouses, ERP systems, and other tools.

In most cases, both vendors and companies fail to look at the big picture. They make the mistake of thinking that technology alone will allow them to achieve success. When the fail to reach their goals after implementing the technology, they are quick to point their fingers at the vendors who sold them the product. As you can imagine, this is not very productive at all.

There are a number of ways a company can fail when purchasing a CRM solution, but there are only a few successful methods. Many companies purchase Customer relationship management tools before they have picked a well defined objective. Many of these same companies also fail to prepare their employees for the many changes that will need to occur when the solution is implemented. It is important to realize that change is an important part of CRM. All the members of the organization must be willing to make the necessary changes that will allow the product to succeed. If they do not, the company will fail. When a business person comes from a trade show, this can be one of the most dangerous moments in the life of their company.

It is a grave mistake to fall for the hype. Too many companies pay attention to the advertising, and they fail to decide if the software is truly something they need. While a Fortune 1000 company may be able to lose a few million dollars like it is pocket change, one mistake by a small to medium sized company can put them out of business. If you are going to purchase a CRM tool, it is important for you to make sure it is purchased the right way. It is not simply enough to have a list of requirements. If you have a powerful competitor that is utilizing a specific CRM tool, this may be a good reason for you to consider using it. When technology is used to push CRM, this is referred to as being the bottom-up approach.

There are a number of risks involved with using this method. When the bottom-up approach is used, this will typically means that one individual will decide to use it. Many companies use this approach because they feel it will be too tedious to go through the requirements that would be necessary if more than one entity was involved. The risks involved with this approach can be disastrous, so companies will want to weigh them carefully before attempting to use them. First, the consensus is limited, because very few people are involved in the decision to use it. A company could find itself wasting money on a system that does not focus on what the company needs the most.

Another major risk is a failure to integrate the CRM system with existing technologies available in the company It could be argued that this is the most dangerous risk, because it could lead to a situation where the company implements a product that does not work well with the tools it already uses, and this can cause a number of problems.

One risk of the bottom-up approach is that the company could become dependent on specific features within the CRM tool, and these features may not give the company the growth it needs. With CRM, it is dangerous to assume that if you "built it, they will come." In reality, this scenario may not occur.

When you pick and implement a CRM tool, you will want to focus on using a "requirements-driven" approach. By doing this, companies will create a consensus within the organization that will allow multiple individuals to participate in it. They will have a say in what they think about the system, and though this process can be tedious, the rewards are much greater, and the risks involved are much lower.

« « The Importance of Enterprise Resource Planning
How To Select The Best CRM Solution For Your Business » »

Author Description

Avatar

Editorial Team at Exforsys is a team of IT Consulting and Training team led by Chandra Vennapoosa.

Free Training

RSSSubscribe 394 Followers
  • Popular
  • Recent
  • Why Many CRM Projects Fail

    December 22, 2006 - 0 Comment
  • CRM Introduction

    December 7, 2006 - 0 Comment
  • How To Choose a CRM Tool

    December 22, 2006 - 0 Comment
  • CRM Basics

    December 7, 2006 - 0 Comment
  • How To Select The Best CRM Solution For Your Business

    December 26, 2006 - 0 Comment
  • CRM Architecture

    December 10, 2006 - 0 Comment
  • How To Succeed With CRM

    December 30, 2006 - 0 Comment
  • The History of CRM

    December 10, 2006 - 0 Comment
  • How To Maintain a CRM Project

    December 30, 2006 - 0 Comment
  • Technical Aspects of CRM

    December 13, 2006 - 0 Comment
  • How To Build Customer Loyalty With CRM

    January 16, 2007 - 0 Comment
  • How To Determine If Your CRM System Will Fail

    January 7, 2007 - 0 Comment
  • How To Combine the Power of CRM With Surveys

    January 7, 2007 - 0 Comment
  • How To Avoid Failure When Implementing CRM

    January 3, 2007 - 0 Comment
  • How To Maintain a CRM Project

    December 30, 2006 - 0 Comment
  • How To Succeed With CRM

    December 30, 2006 - 0 Comment
  • How To Select The Best CRM Solution For Your Business

    December 26, 2006 - 0 Comment
  • How To Choose a CRM Tool

    December 22, 2006 - 0 Comment
  • Why Many CRM Projects Fail

    December 22, 2006 - 0 Comment
  • CRM with Internet Chat

    December 19, 2006 - 0 Comment

Exforsys e-Newsletter

ebook
 

Related Articles

  • How To Build Customer Loyalty With CRM
  • How To Determine If Your CRM System Will Fail
  • How To Combine the Power of CRM With Surveys
  • How To Avoid Failure When Implementing CRM
  • How To Maintain a CRM Project

Latest Articles

  • Project Management Techniques
  • Product Development Best Practices
  • Importance of Quality Data Management
  • How to Maximize Quality Assurance
  • Utilizing Effective Quality Assurance Strategies
  • Sitemap
  • Privacy Policy
  • DMCA
  • Trademark Information
  • Contact Us
© 2023. All Rights Reserved.IT Training and Consulting
This website uses cookies to improve your experience. We'll assume you're ok with this, but you can opt-out if you wish.AcceptReject Read More
Privacy & Cookies Policy

Privacy Overview

This website uses cookies to improve your experience while you navigate through the website. Out of these, the cookies that are categorized as necessary are stored on your browser as they are essential for the working of basic functionalities of the website. We also use third-party cookies that help us analyze and understand how you use this website. These cookies will be stored in your browser only with your consent. You also have the option to opt-out of these cookies. But opting out of some of these cookies may affect your browsing experience.
Necessary
Always Enabled
Necessary cookies are absolutely essential for the website to function properly. This category only includes cookies that ensures basic functionalities and security features of the website. These cookies do not store any personal information.
Non-necessary
Any cookies that may not be particularly necessary for the website to function and is used specifically to collect user personal data via analytics, ads, other embedded contents are termed as non-necessary cookies. It is mandatory to procure user consent prior to running these cookies on your website.
SAVE & ACCEPT