Why CRM Implementations Fall Short Of The Gold

September 16, 2007

Why do companies spend the time and money to implement a Customer Relationship Management system? The reasons vary, but near the top of the list you’ll almost always find:

1. Generate more sales.
2. Get control of their contacts with a central database.
3. Reduce operating inefficiencies and costs.

Companies get sold on how slick everything fits together and the flashy reports that will give magical insight into their business. CRM demos are designed to give maximum WOW factor and all of the scenarios used in the sales presentation are tailored to show off the CRM system at its very best and completely side step any product deficiencies. Those selling CRM systems get good at selling the “sizzle”.

Read more: Why CRM Implementations Fall Short Of The Gold

The Difference Between The Pro And The Amateur

October 16, 2007

Not too long ago, we renovated our home office. It was simple stuff…fixing up the walls in preparation for painting, fixing floor trim, putting up shelves…easy stuff. My wife Jen and I put together out budget, bought our supplies and got to work on what we thought would be a pretty straight forward day. Once again, I was about to be reminded of the parallels between amateur home renovations and companies doing CRM projects.

Now, when it comes to home renovations, you need to understand that despite our willing nature and hours of do-it-yourself TV watching, we are amateurs.

Read more: The Difference Between The Pro And The Amateur

Is Economics Killing off Small Business?

July 24, 2007

I've been noticing a disturbing trend in CRM that could have a major impact on small business...the move to eliminate single license versions of products.

Case in point: FrontRange has officially dropped their GoldMine standard product. The option available to new users is to buy their GoldMine Corporate product which comes with a 5 license minimum.

And FrontRange isn't alone.

Read more: Is Economics Killing off Small Business?