Tag Archives: Social

Hey, Mr. Chief Sales, Marketing or Service Officer, Don’t Let your IS Team Pick Your CRM Platform!

When was the last time you went shopping for a new bikini for your wife or a set of golf clubs for your husband?  Most likely never…and why?  Because at the end of the day, you are not going to be seen on a public beach in it or teeing off with your buddies at the next golf outing.  These are purchase decisions that should be made by the user since they will be the person using the item.

Buying a CRM system is not much different.  Most likely the user of the CRM tool is someone in one of the following categories:   sales representative, sales manager, CSO, marketing representative, marketing manager, CMO, service agent, service manager, VP of Customer Service or an individual with operations in their title or area of responsibility.

Your IT team would love to dictate the CRM tool of choice because they always know what’s best for you right?  WRONG…they are always going to pick a system that creates the least amount of IT pain for themselves.  This will happen even if it means compromising user experience, time to deployment, support for Bring Your Own Device “BYOD,” or interactions within the social media space.

If I am a CSO, CMO or VP of Service, I would follow these top five guiding principles as I make a CRM platform selection:

  • Involve your front line staff in the selection process.  Yes, I realize they are busy with their day jobs, but at the end of the day they will be the individuals expected to use the tool and can provide the most perspective on use case/productivity requirements. See blog post on CRM end-user givebacks
  • Ensure that the tool supports the growing trend of BYOD.  A truly effective CRM platform should be a tool available whenever and wherever your front line people interact with customers to drive use, value and the holy grail of CRM success: adoption!
  • Activity, message management & social collaboration are a way of life for sellers, so ensure that the tool leverages the required messaging, calendaring & social platforms that your teams already use pervasively to get work done.  What systems do your teams log into every morning to direct their day, communicate and collaboration with customers and prospects?  See blog post on top 14 must have CRM system features!
  • Integration to back office systems is a must.  This one gets blown out of proportion by customers and vendors.  Your IT team would lead you to believe you must stick within the Geranimals IT shop principles.  All CRM systems that reside in the Gartner MQ for 2011 should provide open architecture and — through industry standard web service calls — can be connected to your back office vendor of choice.  Yes, that means you are not restricted to one vendor for both ERP and CRM, so do not let that dictate your final CRM vendor selection choice.  Often, this can lead to weighing down a well-developed, mature business solution with another that just isn’t up to par as far as quality, performance, or capability.
  • Yes involve IT as an advisor during the selection process to insure the tool you move forward with can be supported by your cloud or on premise technology infrastructure.

Good selling and keep your eye on the prize of high user adoption to prevent CRM strategy failure!

– Tracy

Collaboration as a Keystone for your CRM Success Strategy

If everyone is moving forward together, then success takes care of itself.

–Henry Ford, Industrialist and Innovator

Buzzwords abound in industry and their overuse can often cause us to become numb to the original intent and meaning of a phrase.  One such term that may suffer this fate is collaboration. This is unfortunate because—as Mr. Ford tells us—success flows naturally out of working together.  I’d like to explore some of the ways that collaboration can deliver this catalyst for your organization.

The genesis of a CRM strategy can come from a number of different sources.  Often, it’s the need for leaders to have visibility into the activities and efforts of their sales, service, or marketing teams.  While a critical and valid benefit of a CRM implementation, if this is the primary or even sole driver of the initiative, it’s many times the downfall of the project.

Fundamentally, approaching CRM from a perspective of “instrumentation of the business” fails to give the individual users back something of value for their effort and the usage of the platform becomes a task to complete rather than a tool to help advance the cause.  We can turn this around and make our people avid users of the platform and help them become more effective by approaching CRM as a collaborative tool that incorporates dividends for the users.

One way that CRM conveys this is through delivering situational awareness.  As mentioned, it’s necessary to provide reporting and analysis to business leaders, but pause to consider the value delivered by giving our peers lateral awareness of our activities as well.  In today’s business climate, the concept of matrix team models with overlay resources destroys the
traditional channels of communication around which businesses grew up.  Coworkers are often pushing in multiple directions at once with limited context and understanding of where their contributions deliver on the larger strategy or where they can contribute most effectively.  By surfacing more than just statistics about sales forecasts and instead showing a bigger picture of what we’re doing, it opens the door for richer interaction and teamwork.

To be specific, this isn’t simply yet another source of noise in our already randomized work environment.  Rather, it works to help us more effectively manage what’s being asked of us.  It
gives our people a means to request, offer, and deliver help in the appropriate context.  By context, I mean not just an understanding of what we’re talking about, but also the timing and medium of communication.  This lets us reach out via the most mutually agreeable means at a time that works.

Perhaps an example will help solidify this notion.

As a front line seller, one of the joys of my job is getting the opportunity to learn about a wide variety of industries and customers.  Unfortunately, this is also a challenge, since it’s difficult to be conversant across every business environment.  I have the benefit, however, of peers worldwide who have likely seen or done something similar to the problem I’m tackling.  In this case, let’s assume that I just left a meeting with my best customer, Fabrikam.  They’re interested in developing a new  and have asked for our help.  I’ve done a lot of things, but building a data center isn’t one of them (yet)!  A perfect opportunity to collaborate! But how? This is where it becomes important to consider the medium of collaboration. We have a multitude of ways I could solicit help. These include:

  • …sending a broadcast email and hope that the right person opens it and responds.  We know how this often works out.
  • … firing instant messages to random peers and asking for their thoughts, but they’re busy, too.
  • …pick up the phone and dial the boss and see if he knows anybody with relevant experience.

For many reasons, none of these gives me an optimal channel for this issue, though.  With the November 2011 Service Update, Microsoft Dynamics CRM 2011 provides a new functionality that may be precisely the tool I need: Activity Feeds. Activity Feeds deliver the wide-reaching visibility of e-mail, but help us lift the message above the noise by publishing my request  in the context of the need.  In this case, I have the capability to direct the message to the right audience, whether it is specific to the customer, the sales opportunity, or perhaps even  my specific work group.  In this case, I’ll throw it up on the wall that’s filtered for others who work with Fabrikam.

Not only does this request show up in the appropriate  context, but it also gives our collaborators immediate access to deeper  information through the linked connections to both the Fabrikam account record  and the sales opportunity in question (highlighted in blue).

In this example, a veteran on the team spots my request and  reaches out with an offer of assistance in just a few minutes.  This has already made me more efficient.  I didn’t have to guess who to call or hope  that the right person finds the e-mail in time for me to get back to my  customer before my competitors.   While  this alone is great, my CRM platform continues to pay me dividends by also  short-circuiting the effort to follow through with Chet.

Historically, I would need to know Chet’s phone number or  office location.  Even in a more  contemporary environment with unified communications, I’d still need to look  him up in the directory.  Again, by  providing the tools within context, I’m just a click away from reaching out.

By simply hovering over his name within the activity, I can gauge  Chet’s availability and establish immediate contact via a number of channels,  such as email or, instant messaging.  In
this case, Chet asked me to give him a call and that option is available as  well.  In just minutes, I’m able to tap  critical information that could make the difference in this pursuit.  I think my customer might be surprised at how  quickly I get back to them!

Tactically, this makes life easier and provides a direct  conduit to solving problems and getting work done.  Considering this effort from a much higher  level, my CRM platform has done much more for me than just give me a place to  report on my activities or feed data to my leadership.  It has given me a long lever to make the most  of the skills and experience in the organization.  It has enabled success through enabling  collaboration in context, via the right medium.

In closing, I encourage you to think about the portfolio of  tools that you’re providing your teams and considering if you’re delivering  disparate tools or if you’re helping them realize productivity through a  comprehensive platform that delivers the right tools, in the right place, at  the right time.

Andy Engle

Microsoft Dynamics CRM Technology Specialist

aengle@microsoft.com