With many vendors and new releases of CRM products & services out there, the task of selecting a CRM that’s right for your organization and its purpose is overwhelming. To simplify the selection process for you, I’ve created a step-by-step approach.
Step 1. Definition of Your Business Requirements
This step starts with re-iterating your business goals and the main purpose(s) of a CRM, followed by the shaping of your functional needs of a CRM program. Define what you need from a CRM to set your organization apart in your market, and include aspects such as marketing analytics, sales lead generation or help desk requirements.
Step 2. Definition of Your Technical Requirements
When the business, sales and marketing needs are clarified, the task of detailing your technical requirements of your CRM platform begins. At this point, you include aspects like reporting, software integration among many other things. The details of this step are the subject of another article at CRMhelpdesksoftware.com.
Step 3. Preliminary Vendor Review
Once you’ve defined your requirements, you can share these with CRM vendors to direct your discussions with them. At this preliminary stage, determine which vendors could possibly meet your needs, and eliminate all others.
Step 4. Vendor Communication, Product Evaluation & Selection
Next comes a round of CRM vendor presentations and your selection of the one vendor whose CRM best befits your company. Here are 7 pointers for you to pay attention to in these meetings to determine fit, risk and return:
Training is of paramount importance for your company’s successful adoption of a CRM system. Therefore, adequate training by the vendor (and your own HR staff) is vital.
When working through these issues with the various vendors, you’re ready to make your decision to plan, pilot and roll-out your new CRM.
I trust this approach results in a cost-effective and fast decision making process for you and your organization.