The CRM Value Proposition
For an investment to improve profitability it has to, at a minimum, either increase revenue or decrease cost. Fortunately, a well designed and well implemented CRM can do both. This White Paper explores these revenue enhancement and cost reduction opportunities in more detail to clearly articulate the CRM value proposition. Register to read.
The Case for CRM on IBM System i, iSeries or AS/400
The major reasons why customers choose iSeries—reliability, manageability, scalability and low total cost of ownership (TCO)—also make it a good choice for CRM. This White Paper shows how running all systems on the same platform will leverage your existing skills and enable easier and tighter integration between your CRM and your other business applications. Register to read.
Defining the Ideal CRM Feature and Function Requirements
You’ve determined that CRM can benefit your organization. How well you implement and employ the software will certainly be an important factor in determining how much value the CRM delivers, but you can’t get more out of an application than it has in it to give. This White Paper explores the features and functions that are critical. Register to read.
Selling CRM to Your Sales Team
A computer application provides value only if it’s used. Yet, before they’ve experienced its benefits, salespeople often resist a CRM solution. Consequently, sales team buy-in is critical to CRM success..
When implementing any application it’s essential to ensure that it is used. However, this hasn’t always happened when it comes to CRM. When CRM fails, sales team resistance is, more often than not, a primary cause of the failure. This White Paper looks at ways to ensure CRM success. Register to read.
When the Going Gets Tough… The Tough Get CRM
Many companies set budgets for sales and marketing, including spending on IT to support sales and marketing, based on revenue estimates for the coming year. And because of this, managers often find it difficult to convince the CFO and CEO to buy a new CRM application when the company is facing a general economic downturn or a company-specific rough patch. This White Paper explores the reasons why the CFO should, instead, be the strongest supporter of a CRM investment when the going gets tough. Register to read.
The Road to CRM Success
Even staunch CRM advocates may be a trifle nervous about implementing CRM because various articles in the media report that the CRM success rate is well under 100 percent.
The objective here is to help ensure that you are among the 71 percent who succeed rather than the 29 percent who fail. This White Paper is a description of the business processes and prerequisites required to implement a CRM solution successfully. Register to read.