Customer Success Management (“CSM”) Systems are a relatively new software category that is finding particular traction with SAAS and other subscription based revenue model customers. What these systems do, is manage the post sale implementation and ongoing customer usage of the system or services with the idea of identifying issues and risks of customer retention (non-renewals)…
DetailsThere are two old adages that elected officials should never forget: voters have long memories about issues that affect them personally and that all politics is local. These adages are why we are finding a lot of governmental officials are investing in highly customized CRM systems for managing their interactions with their constituents. Whereas CRM…
DetailsWhile I have always maintained that Salesforce stands alone as the best CRM for Fortune 500 global enterprise, I also maintain the Zoho is probably the strongest CRM system for the SMB marketplace with products like Dynamics a good fit for the market between the two. I say this about Zoho for a few reason…
DetailsFor better or worse, CRMs are all build on the model that a prospective customer comes in as a Lead and is then nurtured to generate and gauge their interest, their desire, their budget, their authority for being a decision maker and timeline to determine whether they should get converted into an Opportunity (called a…
DetailsWell, isn’t that the point after all? Don’t we want to install and implement systems to give us an advantage in the marketplace over our competition? But at the same time, if everyone is implementing CRM systems, how can that give our company a competitive advantage? The reason there is still the potential to use…
DetailsWe have asked many clients the question: “Is your online marketing getting you clients?” and we usually get the answer, “yes”. The question we only sometimes get a “yes” answer to is: “Is your online marketing providing a positive ROI” This is an interesting question because in these days of PPC price inflation and with…
DetailsSurprise! Despite their marketing and reputation, Saleforce.com is not the right choice for every organization. Take a deep breathe. It is going to be OK… You won’t find any shortage of people, articles and posts saying how wonderful the Salesforce community is, Appexchange Aps are and the amazingly powerful software but there are a couple…
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