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8 min read • Jan 12, 2021
No matter the size of the company, choosing the
right CRM for your business is never a piece of cake. You may think that the
difficulty lies in the fact that there are many solutions and technologies to
choose from, but
actually the real difficulty lies in choosing the right CRM partner.
Finding a reliable CRM partner is the key to the success of your implementation, and as
most companies don’t go
through the process of implementing
new CRM technology every day,
it is logical that most businesses have a lack of experience in what they
should pay attention to.
Never underestimate the power of a good CRM partner research, in the end, you will be the one who
will be paying not just for
the price of integration, but also the price of implementation delays, poor
support, numerous bugs, and “unexpected” additional expenses.
The million-dollar question is, how do we know which partner is reliable if all of them promise
the best CRM solution and they
all claim to have the
best CRM experts?
Would you rather hire a nanny with 15 years of experience, or a young student with no
experience but who has a mind-blowing video CV application?
The answer should be
similar when choosing a CRM
partner. Young companies that do not have enough big-name clients often
put a lot of energy into tech savvy websites that might convince you that they are the right partner
for your implementation. Usually they are willing to drastically drop their prices for first-time clients from specific industries in
order to build their reference
list, which will in turn attract new customers who will
potentially covers any losses from the first
couple of years.
I am not saying that they are doing something bad or wrong, it is the right path to take if you are a young and ambitious
company that has to learn
about CRM implementations by doing them, and I am a big fan of their marketing
creativity, but for most clients, enthusiasm is just not enough.
So, if you are
searching for a reliable,
experienced partner, check out how long the company has existed, and here are the 3 main reasons why:
CRM is never the only business
solution for a company,
and if you are going to implement
your CRM with a partner that only has experience in CRM implementation, you might find yourself dealing with a lot of blind spots. It is same when renovating a house, if you have a
different contractor for every stage of the renovation, you have to expect that
they will (hopefully) do quality work for the fee they are paid, but as each
one only specialises in certain types of renovation, they won’t be thinking
about future complications for the contractors who will follow them.
Implementing a CRM solution with a partner that has
a comprehensive overview of all business solution technologies such as ERP, HRM, Business Intelligence, etc. will help you to have seamlessly
working business solutions.
Specialisation is always good, but sometimes
good practices are hidden behind a hedge. That’s why you should not believe too
strongly that CRM partners
that are focused on more
than just one industry will not understand your needs, in fact quite the opposite can be true – they will not only understand your industry
needs, but also help you with cross-industry best practices, knowledge and experience.
Resting on your laurels of gained
knowledge from the past is a big concern for every IT company, and they should always stay up to date with the newest technology trends
and solutions. That’s why it is important that the company that you choose as a CRM solution partner invests
significantly in the training and education of their
Learning by doing is just not enough to be the
best experts in CRM
implementation, and to maximise the potential of their work every CRM partner should invest heavily
in obtaining the latest knowledge.
Doug Conat once said: “To win the marketplace, you must first win the
A positive work environment means a
more productive and efficient
team. When employees are happy and motivated, they invest all their energy to
ensure the best results. A supportive work environment encourages employees in
collaborative projects and
Happy employees = Happy Customers
Read more about Hackathon with the newest Microsoft technologies here.
Gender diversity makes teams more effective,
and this ratio is especially important in the IT industry. Research has shown that
mixed gender teams perform better by building meaningful relationships and creating successful work processes –
including with customers and clients.
Another positive effect is that men and women often
have different viewpoints and
insights, which leads to superior performance in both solution development and CRM implementation.
"Amateurs get frustrated with
clients. Professionals educate them." - Paul Jarvis
CRM implementation is not just work
between employees in an IT
company, but it is also
teamwork between the company and their clients. As a client, you want to know if you are in good hands, and this is why it is
important that your CRM
partner pays attention to sharing their knowledge through various personalised (tailored) workshops, webinars, blogs, news, on-line
events and newsletters that are not only related to the on-going project, but also broaden your horizons in many other relevant
This way you don’t only get a brand new CRM solution, but also a strategic learning
partner that will always take care of you regarding the latest technologies, best practices,
trends, new business opportunities and much more.
References are good evidence of excellence, but the really important proof is also how valued your CRM partner is by their technology provider.
For example, Microsoft is proud to recognise their partners who are making a difference, and providing innovative and unique
services or solutions that help to solve customers’ problems. Award recipients are
selected based on their commitment to customers, the impact of their solutions,
and the exemplary use of Microsoft technologies.
To sum up – if a business provider is valued by their technology provider, this is a clear sign that they are a really customer-orientated company.
There are many questions that you have to consider before purchasing a
new CRM solution, besides the
“soft” questions that were
presented in this article, don’t forget to also ask technical questions.
I strongly suggest that you read the blog, “10 things to consider before purchasing a CRM”, where you will find the best ‘to do’ list from a technical
point of view.
In case you are not searching for a new CRM solution, but just a new business partner, don’t miss the blog, “I am not
entirely satisfied with my Microsoft partner for CRM, what can I do?”.
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