The CRM Buying Process Step 2&3

Following on from our previous blog we explore stage 2+3 of the buying process:

Step 2. Pick the Right People for the Team

Next, you need to think about the people who will be involved in making the decision. Obviously, there will be a leader from the executive ranks, and probably someone from IT, but too often decisions are made about CRM applications without input from the people who use them. Understanding how they work, where their personal pain points are and which improvements could make a difference in their effectiveness is vital in getting the right fit. It’s also important to learn about any concerns, objectives and fears that could impede adoption down the line.

One of the best ways to do this is to develop a panel from among these front-line users to have input during the selection process. Not only can this help ensure that you have a better understanding of what the users think is important, but when the decision is made you have a cadre of supporters of the solution who can help accelerate adoption among their peers.

Step 3. Understand your Regulatory Realities

It’s also important to understand the information system linkages that aid in satisfying compliance requirements in your industry, e.g. Financial services, health care or charitable. Each regulatory body mandates specific ways in which data can be handled. Delivery methods like Software as a Service (SaaS) may offer challenges that may make it difficult to meet these mandates because of a shared services model.

Source: The 10-Step Guide to Buying the Right CRM Solution – Sugar CRM

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