How to Select the Best CRM Software

	CRM Software Selection Insights that I have learned from 30 Years of CRM Consulting
	CRM software selection insights share learning that reduces time and risk and increases the likelihood of finding the best CRM software for your company. Based on more than three decades of CRM consulting experience, this article shares some of the most important CRM evaluation and selection insights to make the right decision when choosing CRM software.
	How to Compare and Rank CRM Software Systems
	There are over 200 CRM systems available just in North America. The wide and diverse offerings can be both empowering and overwhelming. But when you recognize that about 80 percent of capabilities are undifferentiated, you can allocate your time toward the 20 percent of capabilities that separate the applications and accelerate your CRM software selection decision.
	Getting the Most from CRM Software Demos
	The demo shifts your CRM software evaluation from identifying what capabilities exist to seeing how they are delivered. It also shifts CRM evaluation from quantitative to qualitative measurement. But you normally only have one chance to objectively assess, score and rank CRM software demonstrations. So to make it count, consider these CRM demo best practices.
	CRM Software Request for Proposals: Valuable Discovery or Waste of Time?
	Most CRM software Request for Proposals fail to surface measurable weaknesses, limitations and differences among competing CRM systems. There are three methods to improve upon ineffective RFPs. You can fix them for moderate results, append them for better results or replace them for the best results. This article shows how to improve or replace CRM RFPs.
	CRM Software Request for Proposal Best Practices
	Request for Proposal (RFP) best practices can shift RFP responses from uneven and unreliable replies to consistent and comparable answers that disclose meaningful differences and objectively rank competing CRM systems according to your most important CRM software selection criteria. This article shares CRM RFP best practices that increase the quality of RFP responses from vendors.
	CRM Negotiation Strategy
	Tactical CRM purchase negotiation is not really negotiation; it's wishful bargaining and achieves poor results. Strategic CRM software negotiation applies outcomes-based value creation, creative solutioning and measurable objective leverage that generally results in 20 to 55 percent CRM contract cost savings. Here is a proven CRM software negotiation strategy to achieve improved results.
	CRM Software Negotiation Tactics
	CRM software negotiation is about finding the right exchange of money for software and services. The CRM buyers goal is to lower total costs, mitigate project risk, increase benefits and maximize ROI. CRM software price is always an important factor. But it is only one factor in the Total Cost of Ownership (TCO). That's why you need to consider all factors when negotiating your CRM software purchase.
	CRM Software Negotiation Best Practices
	Best practices are born from research and the CRM Software Negotiation research findings show that those CRM buyers who approach their CRM software negotiation strategically save an average of 15 to 35 percent more than those who do not. That's a big deal when you recognize those are annually recurring savings.
	Salesforce Negotiation Strategy
	Salesforce is a mature and savvy sales organization. Trying to outsmart them, or worse trying to bluff them, to get a better CRM software deal is a fool's errand. A better approach is to adopt a CRM negotiation strategy built on mutual value creation and competitive market dynamics. Shifting from tactical bargaining to strategic negotiation gets the best deal because it's what is warranted based on the situation.
	Salesforce Negotiation Best Practices
	CRM software purchase negotiations are aided with proven and repeatable best practices. Salesforce is the market share leader and effectively uses its position and brand to command a price premium and favored CRM purchase contracts. These Salesforce CRM negotiation best practices design a more level playing field.
	The Salesforce CRM Renewal Dilemma
	For many Salesforce customers the CRM renewal comes with a surprise. They are told they need to upgrade to the next CRM pricing tier, or their initial CRM purchase was some type of sweetheart deal that is now expired. The price escalations often range from 15 to 50 percent. Unless they previously negotiated price caps what choice do they have? Fortunately, they do have options. Here they are.
	Salesforce Renewal Tips
	Customer growth and maturity as well as changes to Salesforce product editions and SKUs create opportunities for product and pricing improvements at renewal. Successful Salesforce renewal negotiations identify exactly what software is needed, assess CRM product options or combinations to achieve measurable goals and evaluate creative alternatives to maximize value.
	Removing Shelfware from your Salesforce Renewal
	Almost all companies have some shelfware. That's software that has been procured but not used. Identifying unused and underutilized CRM software creates a significant Salesforce renewal cost savings opportunity. This article shows how to identify unused CRM components and specify exactly what should be included in the Salesforce renewal contract.
	Getting The Most Out of Your CRM Software Demos
	Effective CRM software demos give you the vital information to compare and contrast different CRM systems and help you make the best selection. Ineffective demos turn into cheerleading exercises for the vendor's product, nearly devoid of any useful information. Here we share the specific steps to maximize your CRM demo success, and ultimately your CRM software selection decision.
	CRM Software Selection Best and Worst Practices
	Countless pundits have opined near countless theories related to the software selection, implementation, and management of CRM systems. Based on surveys, studies, and research, there is no lack of expert opinion for those about to embark on a CRM software selection project. However, readers often seek practical and specific recommendations that can be immediately applied.
	A Big Shift in CRM Software Evaluation Criteria
	Software selection criterion that have been previously used for years have taken on less importance as they have become table stakes among vendor solutions, while new differentiating technologies have come to the forefront—such as cloud computing, SaaS, IaaS, PaaS, SOA and Web 2.0 technologies. This software selection article looks at the changing criterion in the CRM evaluation process.
	The Top Five Factors When Choosing a CRM Solution
	Given the scope, value and risk of a successful CRM deployment, the decision-making process should weight and prioritize the most strategic decision factors. By carefully reviewing your objectives, requirements and expectations in a systemic fashion, your early investment in time and research will be repaid many times over with a CRM system that truly lives up to its promise and potential.
	CRM Software Selection: Putting The Cart Before The Horse
	For the third time in as many research reports, improper or short changed CRM software selection projects were attributed to failed CRM implementation projects. Other factors included lack of executive sponsorship, weak project management, challenging change management and difficulties in achieving user adoption, over-customization of the software and cost-overruns.
	How To Assemble a CRM Project Team
	Running an IT-owned CRM project has a tendency to backfire, as end-users grapple with changes to their day-to-day business routines and tasks. Rather, IT and business leaders should proactively seek a cross representation of stakeholders and an evangelist, a high-ranking business executive who will champion the benefits of CRM to everyone from the sales department to the corner office.
	A Common CRM Software Selection Mistake (with Big Repercussions)
	Far too many business and IT buyers fail to actively include users in the CRM software selection process, many times relegating the decision making to a features shootout based in large part on features and tools that people don't often use. The project becomes little more than an 'IT buy', sacrifices key learning and places user adoption at serious risk.
	10 Signs You're Ready for a CRM Software Upgrade
	Most CRM systems scale and can be customized to accommodate user requests and reporting requirements; however, there is a time when either a software upgrade or trade-in makes the best business sense. Here are 10 criteria to determine if your company should enhance the existing customer relationship management solution—or look for a CRM replacement.
	10 Steps to Making The Right Reference Calls
	Checking customer references is one of the most important steps in a CRM software selection project, however, one that far too many companies do only at a cursory level, or don't do at all. This editorial shares the 10 steps to making effective reference calls - which when done right simplifies the process and maximizes the benefits.

	CRM Software Selection: A Best Practices Approach Simply weighing platforms, features, functionalities and even costs in a CRM software evaluation is the wrong approach to selecting a CRM software system that will deliver the most strategic objectives and compelling ROI. As counter-intuitive as it may initially seem, choosing the ideal CRM solution is more a matter of knowing your customers, solidifying your processes and clearly defining your end goals than it is picking a brand or package of features. Here are the best practices and proven steps that will bring structure and predictability to the process, reduce risk and ultimately deliver the most important information to make the most informed decision. Read the report ...

More References

• CRMsoftware360.com provides a strong ranking of the top 5 on-demand CRM vendors, top 5 on premise CRM vendors and top 5 open source CRM solutions.

• CRMsolution.com offers concrete advice regarding CRM strategy and objectives, several best practices and a comprehensive Blueprint which includes the business case for CRM as well as number of key success and failure factors.