So many companies, particularly in information technology, have moved to a subscription model in large part because the recurring revenue model is so attractive both from a cash flow perspective, in part from a business valuation perspective, and, most importantly, it is what Wall Street and Venture Capitalists are valuing most these days. The downside…
“What do you think of Acme CRM? I hear it is the best thing out there and is designed the way we sell!” Pluleeze! Just take a deep breath. Even though I have been in this business for years, I can’t tell you the number of times in a given month I still hear someone…
We have run into a bunch of clients lately who ask questions like this: “Why can’t I attach Opportunities to Leads?” “I am using Contacts for my Employees and partner Contacts, not Prospects, how do I do an Email campaign?” “How do I attach sales history to Leads?” The answer to all of these questions…
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)…
There 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…
While 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…
Well, 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…