I guess my recent posts about CRM vendor’s improving the quality of their RFP responses suggests we put we put huge store in the quality of response we receive. While the quality of response is indicative of the vendor’s interest in the opportunity, the key thing we are interested in Continue Reading

There was a point that I missed when I did my ‘9 ways CRM vendors can improve their RFP responses’ post the other week, and that’s ‘go hard, or stay home’ (as an old athletics coach of mine was fond of saying). In any batch of RFP responses we receive Continue Reading

I get to read a fair number of articles written by CRM software vendors. Generally you can tell how new to the organisation, or how close to the front-line the author is, through the number of references they make to customers. If there’s lots of reference to ‘knowing your customers Continue Reading

As I’ve been writing ‘10 tips…’ type lists, and as I’ve been slogging through RFP responses for several days I thought I would compile a ‘9 ways CRM vendors can improve their RFP responses and make my life a bit easier (and ultimately increase their sales)’ list, so here goes: Continue Reading

A couple of posts ago I mentioned a site visit I attended with a client. One of the interesting aspects of this site was that they had installed the CRM system as the response to a near death experience. They were a long established organisation, a recognised brand, and comfortably Continue Reading

With the economic environment getting tougher, the need for effective CRM systems increases, but with budgets often getting tighter, the scope to introduce much needed technology decreases. I often work with companies who are looking to implement CRM technology on tight budgets, so in this post I’ll set out ten Continue Reading

I had the pleasure of going on a CRM site visit during the week. It’s always interesting to discuss other people’s experiences of implementing CRM systems. I always ask what advice they would offer to others about to undertake an implementation, and thought it might be refreshing to pass on Continue Reading

While the instances of outright failure are few and far between these days, CRM technology implementation projects continue to be a source of pain and frustration. Recent research relating to IT projects in general indicated that the average project came in 56% over budget and 84% later than expected. While Continue Reading

As I’ve mentioned in previous posts, I’ve always been a bit uneasy about the ‘Customer’ in CRM. I prefer to view the deployment of CRM technology as a means of bringing about process efficiencies which may, or may not impact the customer. So a good example of a ‘may not’ Continue Reading