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7-Step CRM Planning & Selection Process.pptx

CRM Switch
CRM Switch

As many Customer Relationship Management software vendors have upped their game, CRM selection has become more complex over the last several years. The playing field is more level than ever. While healthy competition ultimately benefits all organizations, an abundance of choices makes it more difficult for those tasked with selecting the right CRM solution for their company to achieve the optimal outcome. We have used this process to help many organizations select the best-fit CRM system and maximize its value. Read the full blog post: https://crmswitch.com/buying-crm/selection/

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A Proven 7-Step CRM Planning & Selection Process Conduct Stakeholder Interviews Assemble and Analyze Input Validate and Prioritize Requirements Develop a Vendor Scoring Method Tailored Vendor Demos 1 Select Proper Product Determine License Blend and Procure 7 2 3 4 5 6
"For us, it was not simply a matter of making a decision between a couple of market leading CRM solutions. CRM Switch helped us define our CRM strategy and work through getting all stakeholders on board with the forthcoming changes. "Luckily, they also had a terrific grasp of the manufacturing industry and helped us identify where processes could be improved and efficiencies gained. I highly recommend CRM Switch to any manufacturing company that wants expert guidance in moving to new CRM software." -Jeff Crossley, Director of IT, Labconco
Determine who the key stakeholders are Interview the stakeholders Interview representative end users if needed Capture pain points and requirements Cultivate a pride of authorship Identify customer interaction touch points 1. Conduct Stakeholder Interviews
2. Assemble and Analyze Input (25 - 50 際際滷s)
3. Validate and Prioritize Input (Workshop) Present findings to stakeholders Discuss open issues and clarify ambiguous points Introduce any additional requirements Prioritize key, functional requirements Determine the list of potential CRM vendors
4. Develop a Vendor Ranking System Functionality and use case oriented Business process automation tools Ease of searching for specific info System responsiveness Mobile device compatibility Management reporting design tools Email client compatibility ERP integration Usability
5. Schedule Tailored Vendor Demonstrations Assign individual to chair the presentations Determine whether and where clear proof is needed Pre-brief the vendor salesperson and SE Ensure demos are requirements focused Schedule presentations in rapid succession Gather additional info requested by vendors
6. Select the Best Long Term Solution Review vendor ranking results Follow up questions for vendors Make a final vendor selection Determine your implementation strategy Develop an implementation timeline
7. Negotiate and Procure Decide on your initial CRM user count Determine optimum license blend Decide on the duration of your contract Determine the subscription start date Request any additional functionality
The Relative Cost of a Structured CRM Buying Process Based on 50 users, three year time horizon. View the spreadsheet Expense Amount 1. Structured CRM Buying Process $17,500 2. Core CRM Subscription $180,000 3. Add-on Product Subscription $36,000 4. Implementation (One Time) $50,000 5. CRM Administrator Salary $81,000 6. Post Implementation Modifications $45,000 Total $409,500
"We recently had the pleasure of working with Daryn Reif of CRM Switch who helped us evaluate, rank and ultimately select a CRM tool to best fit our growing needs. In CRM Switch, we found the perfect partner. I cant recommend them highly enough." -Janet Babiarz, Gamma Technologies
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7-Step CRM Planning & Selection Process.pptx

  • 1. A Proven 7-Step CRM Planning & Selection Process Conduct Stakeholder Interviews Assemble and Analyze Input Validate and Prioritize Requirements Develop a Vendor Scoring Method Tailored Vendor Demos 1 Select Proper Product Determine License Blend and Procure 7 2 3 4 5 6
  • 2. "For us, it was not simply a matter of making a decision between a couple of market leading CRM solutions. CRM Switch helped us define our CRM strategy and work through getting all stakeholders on board with the forthcoming changes. "Luckily, they also had a terrific grasp of the manufacturing industry and helped us identify where processes could be improved and efficiencies gained. I highly recommend CRM Switch to any manufacturing company that wants expert guidance in moving to new CRM software." -Jeff Crossley, Director of IT, Labconco
  • 3. Determine who the key stakeholders are Interview the stakeholders Interview representative end users if needed Capture pain points and requirements Cultivate a pride of authorship Identify customer interaction touch points 1. Conduct Stakeholder Interviews
  • 4. 2. Assemble and Analyze Input (25 - 50 際際滷s)
  • 5. 3. Validate and Prioritize Input (Workshop) Present findings to stakeholders Discuss open issues and clarify ambiguous points Introduce any additional requirements Prioritize key, functional requirements Determine the list of potential CRM vendors
  • 6. 4. Develop a Vendor Ranking System Functionality and use case oriented Business process automation tools Ease of searching for specific info System responsiveness Mobile device compatibility Management reporting design tools Email client compatibility ERP integration Usability
  • 7. 5. Schedule Tailored Vendor Demonstrations Assign individual to chair the presentations Determine whether and where clear proof is needed Pre-brief the vendor salesperson and SE Ensure demos are requirements focused Schedule presentations in rapid succession Gather additional info requested by vendors
  • 8. 6. Select the Best Long Term Solution Review vendor ranking results Follow up questions for vendors Make a final vendor selection Determine your implementation strategy Develop an implementation timeline
  • 9. 7. Negotiate and Procure Decide on your initial CRM user count Determine optimum license blend Decide on the duration of your contract Determine the subscription start date Request any additional functionality
  • 10. The Relative Cost of a Structured CRM Buying Process Based on 50 users, three year time horizon. View the spreadsheet Expense Amount 1. Structured CRM Buying Process $17,500 2. Core CRM Subscription $180,000 3. Add-on Product Subscription $36,000 4. Implementation (One Time) $50,000 5. CRM Administrator Salary $81,000 6. Post Implementation Modifications $45,000 Total $409,500
  • 11. "We recently had the pleasure of working with Daryn Reif of CRM Switch who helped us evaluate, rank and ultimately select a CRM tool to best fit our growing needs. In CRM Switch, we found the perfect partner. I cant recommend them highly enough." -Janet Babiarz, Gamma Technologies

Editor's Notes

  • #13: For more information, visit us at https://crmswitch.com