Which as a title is a little misleading as the last one was back in March, but this month I catch up with Geof Gibbons, Managing Director of the highly respected Sage reseller, E1 Business: RB – Geof as a starting point, could you introduce yourself and explain how you Continue Reading

I say a lot of things to a lot of people on the subject of CRM. I can’t say I was expecting to be quoted in the Financial Times this morning though…

Nice piece from Bob Thompson of CustomerThink the other day entitled ‘SugarCRM rides the open source wave’. Interesting from the perspective that it flags Sugar as a force to watch. I suspect they are disturbing the sleep of a good few CRM software CEO’s right now. The article also highlights Continue Reading

I was recently talking to a friend of mine who is a senior IT exec in a global FMCG company. They are a very IT savvy organization, particularly in respect to their approach to deploying ERP technology across their international operations, which they have done to considerable effect. I was Continue Reading

The following are notes from a presentation I gave last week which boil down a lot of my thinking on implementing CRM systems: The challenges of implementing a successful CRM system are more numerous and complex than might appear to be the case. In this respect there are a number Continue Reading

A slightly revised Anita Clifford interview is now on the Mycustomer.com web site. This will now be a regular feature of both sites (though appearing here first of course). Mycustomer.com wanted the interview up on the site as soon as possible. Rather too soon for us to come up with Continue Reading

As I’ve noted previously, the key foundations to effective purchasing are to define a detailed set of requirements, and in light of those requirements assemble a group of relevant technologies and capable vendors to select from. Step three is to prepare and distribute a request for proposal (RFP) document in Continue Reading

One area where a CRM consultant can deliver a very immediate and significant bang for the client’s buck is the area of negotiation of pricing and terms. Yes, some organizations are excellent negotiators, and without outside help can probably substantially reduce costs, but a good CRM consultant with a good Continue Reading

In the first of what I’m intending to be monthly series of interviews primarily focusing on some of the challenges of implementing high pay-back CRM systems I sat down with Anita Clifford of ETC Global Solutions, one of the key implementers of Microsoft Dynamics CRM in the UK. Can you Continue Reading

Nice piece in Seth’s Godin’s blog today about axing half the sales-force. I’ve long held a theory – though haven’t seen it tested yet – that cutting back to a core number of star salespeople, with excellent administrative and IT support to make them as productive as possible, may prove Continue Reading