The CRM selection is determined by several factors. These include, in addition to the CRM Vision also the goals, strategy, and functional and non-functional criteria.
Define at the beginning which goals you are pursuing with the introduction of a suitable system. Because a CRM system should not be an end in itself, but should optimally support your company's business processes. The next step is a requirements workshop with all relevant stakeholders. Stakeholdern order to define the criteria for the future CRM-system and categorize it according to "must-have" and "nice-to-have".
We at MP Sales Consulting have developed a criteria catalog based on "best practices" with over 400 points has been developed, which forms a good orientation and selection aid.
Based on the defined criteria, a Specifications are formulated and potential CRM vendors are researched. With the help of the individual criteria, the extensive field of providers is compressed for the first time in the form of a so-called "long list" and only those providers are considered who can be classified as potential candidates according to initial findings. Here, we recommend narrowing down the above-mentioned "long list" to a maximum of 5-7 providers, who you then invite to tender.
In addition to the specifications you define, we generally recommend that you include "use cases" (scripts) tailored to your company and your requirements, on the basis of which the providers should align their solution presentation.
From the point of presentation, you will be able to condense the vendor field to a "short-list" of max. 2-3 vendors, who will then invite you to a technical "proof-of-concept". With the technical "proof-of-concept" you will be able to test all your functional and non-functional requirements in detail and determine if the vendors meet all requirements.
In the last step, you will be able to go into the consideration of the economic criteria and create a valid as well as objective decision template.
MP Sales Consulting accompanies you through the entire process of CRM selection and you benefit from "best practices" experience of more than 20 years Sales Management as well as numerous selection projects.
Benefit from our CRM Consultingto evaluate the CRM solution that is right for your business.
Feel free to contact us if you would like to enlist assistance in your selection process.
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