4 Essential Elements to Selecting a Successful CRM

 
If you are under the impression that all CRM systems are same and that randomly picking one would do your job as all of them are same, you need to think again. Just like your skin and bone business manager’s qualification, experience, and expertise matters, so is your CRM system based more or less on the same parameters but different functions. And since a CRM system is not something that you can replace repeatedly, given the high cost and efforts it involves, much thought goes into the selection of a successful CRM.

But some of you might be wondering “Where do I start?” We try to answer the most important question in this blog by discussing the 4 essential elements to successful CRM implementation.

It should grow with you, not ahead of you.

The ‘one size fits all’ formula doesn’t work for CRM systems as every business is different in its own way and more importantly, the size of businesses vary greatly. The first thing to make a note of is to decide how many people/employees will be using the CRM in your company? It can be one, ten, or hundreds, and the capability of CRM is to be gauged on that. You need to choose CRM system that answers your business’ requirements or is customizable accordingly.

And how do we do that? Let’s see.

Some of the CRMs are to be chosen on the basis of what they have to offer while others let you choose features that you need for your business functions. The latter one is of course the better and more cost-effective one. A more to the point conclusion is that look for a CRM that is customizable as the business progresses, for a small business won’t always be small. You should be easily able to expand the capability of your CRM by using extensions, themes, plug-ins, templates, etc. But you can already have them right? Well, it might sound a bit surprising but having functions prior to their utility can hinder your business growth rather than assisting it.

Simplicity is the key

If you are looking for a CRM that offers every function that has ever been developed to be performed by a CRM system, you need to stop immediately and change your strategy. That’s a totally unfavorable approach to select a CRM. The logic is that with an over qualified CRM, you will also end up having an over complicated one. Result? You will be spending more time getting used to the system and training your executives to use it.

Moreover, as your company executives change from time to time, you will have to incur significant costs and efforts training every new team formed to utilize the system. Also, your executives will escape using a CRM that is too sophisticated and eats up a fair (read unfair) of their service time.

So, even though the decision is taken with the best of intentions, the outcome ultimately is poor. What’s the solution? The only solution is to be careful while selecting your CRM and focus only on the functions you actually need and can utilize best. The fewer the functions, the better it is done.

However that doesn’t suggest compromising with the eminence of the CRM. SugarCRM, SuiteCRM, Vtiger CRM and Dynamics CRM are few of the best options available which offers you an uncomplicated management system without compromising on the functionality and quality.

Review several, before deciding on ‘the one’.

Deciding upon a CRM system can be difficult given that there are so many of them available and within them, numerous one claim to have the same or similar features that you are looking for. We know how that feels. And hence we know the solution. Check several systems to see what features are on offer and in case you are stuck with a few, decide on how easy the systems are to use in comparison to each other. Trust us with this advice as it’s going to matter most with time, promise!

To start with, you can get in touch with organizations similar to you in functioning and size and get some advice on this. You can also scrutinize the reputation of the systems on your shortlist by checking out reviews in popular and relevant magazines and social networks. Online ratings on technical forums are also helpful to a notable extent.

Consider Professional Support

Even though you know what you want, you will end up being clueless at times because of your lack of expertise in the given area. And since you can’t base your choice of CRM on instincts, it’s best to consider taking help from professionals offering CRM development solutions. A professional help by your side ensures that your needs are being looked after and suggests the right CRM for you, knowing well which can offer what.

Executives generally help you choose the right CRM, provides support during the implementation until a pre-decided service period when the contract ends. You can also ask for training sessions for your employees to understand the functioning of a CRM better.

Conclusion

We understand that your business requires a CRM system soon, but don’t rush into it. It has worked till now, a few days more won’t harm but a wrong decision, and you are stuck with it! Employing a CRM is a costly process and a vital decision that affects your business functions greatly. The time and research you spend on selecting it will pay off once it is implemented. Broadly, you need to take note of three things to get optimal results:

    Carefully review your objectives.
    Note down your exact requirements from the CRM system.
    Plan on how to choose your CRM.

Point 3 is where the above elements come to the picture, and quite justly the most important one. So, are you all buckled up to start the hunt?

The Truth Behind Selecting CRM Solution Being Important

CRM (Customer Relationship Management) is the methodology/software built for the management of company’s relation with customers effectively. Still there might be several individuals still unaware about the power of CRM solution. It has been established that businesses using CRM solution perform better as compared to the enterprises not using the CRM solution. It can be considered as a complete bouquet of business solution managing right from customer requirements to customer experiences.

Though there are several CRM solutions available in the market, it takes selecting the most befitting CRM solution to accelerate your business functioning. If you select the correct one, it will be a rewarding decision, it can make your business a nightmare.

Choosing the Right CRM Solution

It can add value to your business only when CRM users in your organization are satisfied with its performance.

Analyze the business thoroughly prior to selecting a CRM solution to avoid any further issues. The requirement list after analyzing the system will help you select the best suiting CRM solution for your business. There are CRM solutions suitable for small to huge corporate firms. Only huge enterprises invest in CRM solutions for organized businesses is just a myth. In today’s era, smart entrepreneurs are adapting technology inventions to simplify their business notably.

Factors like size of the firm, tech savvy employees, business complexities are crucial for selecting the solution. Match the objectives of the CRM solution with your requirement list, if it matches, that is the best for your enterprise.

Perfect CRM Solution is the Key to Business Success!

Well, imagine a scenario where you own a corporate business having complex processes to be carried out and you plan to invest in a CRM solution. But unluckily, this solution does not prove to be favorable. The wrong selection of CRM software jeopardizes business performance to a great extent. The reason might be either insufficient system analysis or less scalability and flexibility, or difficult integration.

Thus, it is advisable to carry out intense research prior to deciding a CRM solution and investing in it.

Why Selected CRM Solution needs to be Changed?

There might be several reasons responsible for changing CRM solution selected by the corporate business solution.

• Company is growing and the implemented CRM solution is unable to handle the changing requirements.
• New technology adaptation by the company may raise the requirement of a new CRM solution.
• CRM solution maintenance charges increased furiously that crashes company budget.
• Features offered in the selected solution seem to be insufficient for the growing enterprise.
• The change in the company policy might also affect the additional software used for simplifying company processes (CRM solution might be one of them).
• The selected CRM solution is less scalable given the company’s requirement.
• The vendor changes the maintenance policy very frequently.

It just takes a moment to select a CRM solution, but it takes huge amount of time and efforts to make that moment work well by taking right decision. Choose the solution that boost the business performance rather than a solution that reduces the profitability.

Why Companies Tend to Enforce SugarCRM?

Customers are superior for any business. For building unbeatable strategies, sales professional study the customer-purchase lifecycle. This is how you can get the best out of your Customer Relationship Management (CRM) software implemented in your organization. Studying purchase life cycle method can be used when the sales team has few customers to manage; otherwise following this method will make your organization less productive. When the customers’ increase in your organization, you will need a strong and powerful solution that will help you fulfill the challenges of managing number of customers and their data easily.

Implement SugarCRM application in your company to simplify the process of data management, business activities etc. It will help you, bridge the gap between the sales professional and remarkable CRM solution along with boosting the sales ratio.

Top web service provider offers SugarCRM development solution to the companies seeking profitable solutions. Consult professional web developers or hire them for building CRM solution that can help you generate revenue.

Here are some of the great reasons why huge enterprises are selecting SugarCRM solution as their CRM solution.

Reasons Why SugarCRM is much popular?

Here are few features that would make companies rely on this magnificent and beneficial CRM software.

Open Source – Easy Customization

The architecture of this leading CRM solution allows you to customize its features and functions to fulfill the requirements of the organization. The paid versions of SugarCRM solution like Professional, Ultimate and Enterprise edition will allow you to modify the source code. Redistribution of the source code is not possible with these paid editions. SugarCRM integration will make your business platform more flexible offering simple user interface to the employees and higher authorities of the organizations.

Seamless Functions – Smooth Workflows

Huge organizations have numerous tasks and several employees to work for it, thus, making and managing concrete strategies for smooth workflows becomes important. SugarCRM solution helps organizations to conduct marketing campaigns for enhancing sales ratio. With SugarCRM software solution, you can also setup alerts or reminders for tasks like sending emails, making calls etc. for simplifying business processes.

User Roles Management – Simplifies Task Assignment

SugarCRM solution offers flexibility in assigning roles and responsibilities to the employees of the organizations. It allows giving specific rights to the users, like managers can be assigned all the rights while employees can be given only the view-role. You can divide the roles according to the designation to simplify task management.

Sales and Marketing Strategies – Allows Business to Grow

With SugarCRM solution companies can build various marketing campaigns like emails, web, phone calls etc. for lead generation. The reports generated in your CRM software will give a clear view of your business performance. Thus, by considering these reports, you can make strong strategies to boost the revenue.

Here we have listed only few reasons, why companies are selecting and relying on SugarCRM application for better business performance. The feature list might be long. Thus, we can conclude that “SugarCRM is the solution that will bring a definite success.” Implement it to receive extensive success.

What Foils ERP Project Implementation

ERP is comprehensive software that runs your company efficiently. The biggest challenge is getting it properly implemented. But a great correlation has been found between the problems that result in frustration in the selection process and the issues that can foil the implementation. Some of the widely witnessed implementation factors that have often derailed the overall ERP project, leaving the business in lurch, have been discussed in this post.

Let’s have an insight what those aspects are that can derail ERP implementation.

•     Unclear Objective
•     Lack of Accountability
•     Improper Resourcing
•     Scope Creep
•     Inadequate Change Management

Unclear Objective

Clarity in the ERP goal is of the essence. It may lead to even more conflicts on the goals. Failure to streamline the objective prior to starting the project will ensure that you will fall victim to scope creep.

In case your vendor is professional they may lock down the scope early, ensuring that they know how to success, thus protecting you. You also need to terminate all the assumption that you may have made in the sales process about what could be included. Better get the objectives documented and well evaluated before you finally sign contracts otherwise there is always a possibility of scope creep as your expected scope will be wider than the vendor’s.

Lack of Accountability

Ownership of any project has to occur at every level of the organizational framework, but it must be taken forward in word and action both by the leaders who are at the top of the pyramid.

Understanding the executive ownership is very vital to every company for effective implementation of the project.

Improper Resourcing

After having your goals clear before you and once you have nailed down your project scope – what comes next?

Involving the right people in the project after relieving them from their regular work to devote time to the implementation is difficult but essential. The ground reality is that the resources you need to work on the project are the people who are running your business now and they are already damn packed with a full week’s work.

A methodology design workshop conducted in the absence of right people involved is an absolute disaster and just a waste of effort, time, and money.

Better do not start the project in the lack of right people to work on this project. Finally if your business is seasonal in nature or depends on repetitive boom/bust cycles you must draw a down cycle to keep your executive busy on a business morph projects. Earning enough revenue when times are good is very important, so that in the next down cycle you can keep your executive busy in ERP project.

Scope Creep

The scope creep can be your biggest enemy. You might have an undocumented variation to your project plan that can add a week and $15,000 to the cost impacting other stakeholders or the expanse. It is very much possible. It may happen anytime, if it is not aggressively managed initially.

Inadequate Change Management

People are usually averse to change, which is threatening at multiple levels. An accurate and effective change management should be in place to streamline the work processes before attempting to implement and automate them in the new system. Implementation of a brand new ERP solution is an excellent opportunity to terminate current business processes. Are your people and executives ready to digest this wider change in the day-to-day functioning?

To make your ERP implementation successful, you must ensure:

•     Be focused on results to understand what your goals are and what success looks like
•     Ensure each one of your team has clear vision of project goal
•     Make sure scope is efficiently and aggressively handled
•     Ensure that impact of change on the people and processes is planned and organized

Nonetheless, all these are not that hard actually when you think about it clearly. Aligning all the aspects and factors with the project goal is the core behind a successful ERP implementation. Having a great plan and right implementation process can create almost anything on it as your business evolves.

Social CRM: Answer to Brand Marketing

Today social media and content marketing are the major driving forces promoting business branding and lead generation initiatives. Social media is becoming an extremely controllable and cost effective platform for B2B and B2C companies – especially small businesses, due to affordable content marketing promoting brand engagement, client and even customer service.

Stretching Paradigm of Content Marketing

All the major customer engaging component like blogging, webinars, buyer engagement, white papers, videos, strategic landing pages, email newsletters and other related and supportive web content are driven by content marketing that shares the philosophy, methodology, mission and services of an enterprise. Effective content marketing is not limited to blogging or social media presence. Creating high end webinars is not enough. Today, business – of all sizes and nature – needs to explore diverse content platforms hitting on all cylinders to boost marketing campaigns, lead generation and the showcasing market-leading expertise.

Today’s Social Media

Simply updating published pieces and news capsules to social media platforms is not enough for getting the desired results. You need to have a well defined marketing structure to your social sharing – or else it will end up in social freakiness. It requires a consistent and concentrated content effort to design, strategize, and promote effective, timely, consistent and worthwhile social sharing. This has led to Social CRM for several start-ups to mid-sized enterprises particularly when it comes to social media efforts.

Social CRM enables you engage with your customers and other associates simultaneously across several core social channels like Facebook, LinkedIn, Twitter, etc. In fact social media is using traditional CRM software, which is meant to offer single central location to garner, store, process and evaluate present and historical customer data, and giving it a new look.

By deploying social media into your sales, marketing and customer service campaigns you can understand more about your customers’ interests and preferences. By leveraging the huge information available on social media platforms in a meaningful and organized manner, you can unearth several lead and enjoy an improved interaction with your customers and prospects, propelling the overall customer experience, adding to the bottom line business.

Businesses everywhere are leveraging the advantages of social media channels to stay connected more effectively with their prospects and associates. Combining social media activity with Social CRM can help connect and develop long-lasting, mutually-beneficial customer and brand follower associations.

You can also manage your social media initiatives to trigger brand engagement – and content marketing.

In addition, you can also streamline your social media campaigns to stimulate brand engagement – and content marketing.

How Social CRM Triggers Content & Brand Marketing

Social Media Optimization: Social Customer Relationship Management will give your social media campaigns a firm structure – real social media management. Social platforms should be organized like other vital marketing campaign of a business. This platform should be considered as an added bonus to marketing efforts. With Social CRM, your social efforts can collaborate flawlessly with other key enterprise initiatives, like marketing, sales, and customer service, what industry experts consider as a holistic approach to social branding – offering an extensive view of social media campaign successes and failures.

Delivering Customer Care: Social CRM unleash value in every social media interaction with clients, associates and brand fans. It helps a business readily engage with customers in a synergistic manner in order to drive sales, leads, nurture loyalty and catapult revenue. It catapults the overall customer engagement experience, adding value to your business – and trigger related marketing and sales drive.

Tracking Brand Coherence: Social CRM helps you ensure to keep track of your brand’s image across multiple social media channels. By mapping, scheduling and analyzing your social media content, you can make sure your brand’s message has been dispersed appropriately. Retaining brand consistency through social platform supports the branding efforts of marketing tricks and sales strategies – offering a closed loop approach to a centralized, synergetic branding initiative.

Social CRM is not going to fade away anytime soon. Leveraging its productivity and redefining your marketing and other related business efforts can propel your businesses to next stage of global ecosystem.

Innovative Change & Learning Initiative Supports ERP Implementation

Is your focus on the technical side of your enterprise systems implementation is so much that you’re neglecting to help your enterprise to adapt to the changes that the system brings into the way people work? IT sector is undergoing dynamic and dramatic change today, mostly by the evolution of cloud-based platforms and SaaS solution. Despite such ongoing developments, enterprise resource planning (ERP) systems retain its relevance of being one of the crucial enablers of most of the world’s commerce and public-sector task. The most neglected aspect in this is dealing with the human and organizational implications of system and process change.

An ERP adoption almost always entails sweeping changes to the way work is done across any organization. It simplifies business processes, reporting relationships, roles, how customers are served, how data is stored and used, and much more. The organization also deploys some number of resources to train employees as part of the implementation, but such initiatives are often insufficient for several reasons. Training needs evaluation is often superficial. Training may be provided too late to pace with the workforce performance and is not reinforced at the right time.

Nonetheless, if deployed and implemented properly, an enterprise learning and organizational change program can entail a crucial impact on the success of the overall ERP implementation. Here are eight most prominent insights into how organization can make it work best by deploying a learning and change management program.

1. Deploy a Right Fusion of Skills to the Training Team: Enterprise learning requires a specialized skill set; not anyone can do it. Just ensure to deploy experienced learning professionals on board. In addition, have a combination of business function abilities and technology. Maintain a right balance of qualified and knowledgeable colleagues amongst the design, build, test and training team. Keep rotating systems and business function members in and out of the training and rotate initiative for stretch of time, while retaining a good team of skilled instructional designers.
2. Deploy the Training Team Early: Systems training is not a generic, off-the-shelf program. Each implementation process is unique given the unique needs of each organization. Deploy a training team since inception as an integral part of the development team. Start with small team whose members can become the experts for each functional area later on and stay with the project till the end. You should also have a mix of roles, like subject matter experts, testers, system developers to actively participate.
3. Initiate Training within a Wider Change Management Program: Apart from developing specific training program or web-based learning initiatives, organizations should think of enabling new behaviors, working associations and organizational structures. It should have a threefold initiated - training, change management and organizational alignment. This approach will ensure that specific learning programs are in harmony with the wider organizational change and that everyone gains right information and support.
4. Make an Iterative Approach to Training-needs Evaluation: Having the training-needs evaluation correct is necessary to the success of the project. The focus should be on the end-user’s performance needs and not just on the technical details of the program. It can be created during workshops with the design-and-build teams; their insights into technical details should be in alignment with the insights of others who understand the wider influence on the overall behaviors of users. Training is about learning the new program that the system supports. Iterative approach is required to define training needs rather defining it all at once. Keep changing the strategy to refresh the needs analysis with every release update of the program to keep it aligned with the system and business functioning.
5. Entail Innovative and Engaging Learning Initiative: Engage in more innovative approaches like online learning, collaboration systems, simulations, and social media. Dedicated intranet sites can be developed to publish news and support literatures, share information and to receive feedback from users. You can also use social media platforms to help everyone to contribute timely information along with user-generated content in text, audio or video form. You can use knowledge databases in wiki formats to standardize ways to accumulate very current perspectives from across the enterprise.
6. Assess Progress and Outcomes Rigorously: Do not limit your training evaluation programs to point-in-time temperature checks and understanding whether a few employees are satisfied with a particular program. Evaluate if the training actually has impacted the business. Engage in producing a more agile and extensive training analysis that assesses user analysis of relevance and impact on individual performance. It should also be assessed for user adoption, process performance and the effectiveness of the change initiative.
7. Align Cost-saving Practices with Value-adding Localization: Customized standardized training approach can be affordable and can enhance the positive impact on users within particular regional geographies. You need to maintain the right balance. Start collecting the crucial part of the training that can be reused. Once you are done, add the local specifics needed or business-driven sub processes. Training in local languages is also necessary. You may also rely on a trainer that can speak the local language and can translate instruction from the master documents, instead of translating complete project.
8. Make Sustainable Training Investment: Often the organizational changes and new ways of working are not sustainable after the initial training period. Data are not updated, accountability gets muddled and budgets dry up. Responsibilities are not well defined for workforce enablement and support, as time goes on. It is ideal to deploy an entity having the incentive and allocated budget to maintain the training programs and change initiative over time.

Gaining More from your ERP Program

ERP is a huge investment, with gigantic impacts on the performance of individuals and the overall organization. Deploying the right training and change programs, people can adapt to the new processes effectively. Organizations can expect to experience improved productivity on the system being turned on, and they can be quicker in exploring and grabbing marketplace opportunities.