When selecting a Customer Relationship Management (CRM) system, it is important to understand what your needs are as an organization. Too often, price drives the purchasing decision. But this can result in a system that won’t meet all of your needs.
Just spending more isn’t the answer, either. To end up getting full value from your CRM, the decision should be driven by your business needs. Are you looking to derive certain efficiencies in business processes from the CRM system? Or do you have expectations as to how it will help you grow your business? Knowing the answers to these and other questions can help you identify the real value you hope to gain from a CRM system.
A recent post from Salesforce provides a value hierarchy, consisting of Innovation, Business Growth, and Operational Efficiency, that will help you choose the right CRM system for your company’s goals and situation.