Making CRM Work

Customer Relationship Management (CRM) is a business philosophy, not just a technology - understanding your customers' needs enables you to build better relationships and increase sales. Using the philosophy of CRM helps "to get and to keep more customers who stay with you longer".

Although a sound customer relationship management strategy has to come first, it can be effectively supported by CRM software.

The benefits of software?

Excellent customer service is about being aware of customer needs and reacting to them effectively.

CRM technology helps you to understand, anticipate and respond to your customers' needs in a consistent way, right across your organization because it provides you with management information. It has been said that the creation, distribution and manipulation of information is all that management is about and it is certainly true that without information about what is going on, when, by whom, with what, at what cost, at what margin etc. a business will almost certainly fail.

CRM technology also needs to be integrated into the business process. Organizations can only benefit from the discipline CRM imposes if it is.

As the management at Customer FOCUS have noted: "Changing your system means you are leaving behind something that everyone is comfortable and familiar with. Replacing it with a modern business operation & management system such as Customer FOCUS, is like getting out from behind the wheel of your familiar old Ford Mondeo with the worn leather seats and jumping into the cockpit of a Boeing 747. When installing a CRM system the right combination of critical factors need to come together at the right time. If they do your project will be a success and your business will take off to new heights. If certain critical elements are ignored by you or not given enough importance, you could find your project resembling a smoking crater!"

How does a CRM system help?

CRM will help your business if you view it as a set of tools that let you to do more for, and get more from, your customers. CRM can help you with:

1. Operational efficiency - to be more productive. All businesses need to make their existing resources more productive, improve quality and service. Indeed surveys suggest that, for example, sales people spend as little as 10% of their time actually selling.

2. Customer responsiveness - to meet demanding customer's increasing demands. Customers are becoming used to shopping and interacting with businesses over the Internet and email and they expect instant responses and rapid, personalized service.

3. Cost containment - to do more with fewer resources. Continually evolve to keep pace with change and competition and make sure the investments you make today support you tomorrow, without the costs of 'elephant' upgrades.

A good system, like Customer FOCUS, also provides:

1. One system for all tasks. No separate spreadsheets, databases and different software packages that you can access from anywhere - work from home, remote sites or even customer sites in your live business system.

2. The information you want when you want it. For example the identification of target customers or prospects in minutes delivered in your own report design as print or spreadsheets that are automatically e-mailed to you and / or your chosen colleagues.

3. Contact & quotation Information on all prospects and clients - enable your sales team to use to reduce the time they spend on admin and increase the information available to other areas of the business. Proposals can be generated in minutes and then stored and referenced by probability, value, margin or date.

4. Electronic integration - produce everything from quotes to statements as e-mails direct from the desktop. Link with Microsoft Office, Outlook, the Internet and your XDA to ensure you gain the full benefit of other packages on or off site.

5. A fully customisable system. Your own customer, prospect, supplier, product & service and staff databases, diary, planner, quotations, enquiries, sales order, despatch and invoice, manufacturing, purchase, receipts, projects and job costing, CRM operations, service and support, marketing planning and execution, general ledger and accounts all in your own language as all wording & drop down menus can be easily customised to suit your business and industry.

Richard Hill is a Director of E-CRM Solutions, that specialises in CRM, direct and internet marketing [http://www.e-crm.co.uk] for SMEs. He is non-executive Chairman of Innovantage [http://www.innovantage.co.uk] a business intelligence company and a non-executive director of Innovecom [http://www.innovecom.com] a computer networking company.

Microsoft CRM Selection

Microsoft CRM is recent (2001) CRM answer from Microsoft and attempt top get market share from traditional vendors: Siebel, Oracle, Onyx. Now it is targeted to the whole spectrum of horizontal and vertical market clientele. It is tightly integrated with other Microsoft Business Solutions products such as Microsoft Great Plains, Solomon, Navision (the last two in progress).

We would like you to give you Microsoft CRM selection advise, based on our MS CRM consulting practice, going back to its inception in 1999. This article is written in FAQ style for beginner level

1. What is your industry how strange it may look close to 40% of our clients or so-called orphan clients who needs help with Microsoft CRM customization are freight forwarding, transportation companies, who needs either improvement in Exchange-CRM connector or MS CRM integration with their freight forwarding system, where they would like to see on the fly resent shipment info. And also to mention freight forwarding companies are usually large (more than 50 CRM users)

2. How comfortable you are with Microsoft technology in-house support The old-days idea of Apple computer was to make computer absolutely intuitive and working for housewife. Now we know that this is not realized so far. If you compare MS CRM with Siebel you will see that MS CRM requires y0u to have Microsoft Certified people in staff. Everyone knows that Microsoft is so innovative that each product requires daily service packs and patches

3. Do you have Great Plains, Solomon or Navision CRM is usually integrated with ERP system and if you are looking at MS CRM you should benefit if you have ERP from Microsoft Business Solutions (Great Plains, Solomon, Navision, Axapta or Small Business Manager - SBM)

4. Operating System Philosophy - Microsoft likes clients who have no UNIX/LINUX/IBM/Apple etc inclination and staked on Microsoft Windows 2003/2000/XP/Longhorn, preferably staying on Intel platform (No AMD Athlon 64)

Have fun in selection and decision. We are here to help you: 1-866-528-0577

Andrew Karasev is Chief Technology Officer in Alba Spectrum Technologies USA nationwide Microsoft CRM, Microsoft Great Plains customization company, based in Chicago, Arizona, Colorado, California, Texas, New York, Georgia and Florida and having locations in multiple states and internationally (www.albaspectrum.com), he is Dexterity, SQL, C#.Net, Crystal Reports and Microsoft CRM SDK developer.

akarasev@albaspectrum.com

Microsoft CRM USA Nationwide Remote Support

 

Remember old good days when your company probably had Great Plains Dynamics? If you are in San Francisco Bay Area you had local Great Plains Software partner consulting company, who served you basically coming onsite and charging you four hours minimum, even if the problem deserved 5-min fix? This was at the end of 20th century and remote support technologies were not very advanced Citrix was making good progress and taking market over from Symantec PCAnywhere. Today, when Microsoft Terminal Server and Citrix are remote support standards and IT department uses them to host application server for nation-wide and world-wide users, you should probably be thinking of getting remote support for your ERP and CRM systems. In this small article well take a look at Microsoft CRM remote support, customization, reporting, implementation and integration.

• Why Microsoft CRM Remote Support? Microsoft CRM market niche is still narrow and MS CRM consulting companies do not have enough clientele in their respected locals markets: Houston, Los Angeles, Chicago, New York even in these hypermarkets. In order to survive Microsoft CRM VAR went to nationwide and even international markets to get clients base.

• Technology-driven consulting companies. Microsoft CRM has web and MS Outlook clients and so by its nature it is web application. When you are considering hosting your web site you typically do not care where hosting company is located you consider price and quality. Microsoft CRM could be hosted with .Net hosting companies and implementation could be done remotely with web-session-based training.

• Customization. Today, even if Microsoft Business Solutions has open technology Microsoft CRM SDK the complexity of the specific tasks (messaging through Lotus Notes Domino, generic MAPI, advanced MS CRM Exchange connector) requires precision programming, which should be outsourced to nationwide development centers. As our experience indicates clients are demanding the expertise, not just cheap generic developers. Whoever comes for the cheap price they usually get poor results.

• Large Business ERP. Microsoft CRM proved its market strength and ability to automate large publicly traded corporation. It sits in Microsoft SQL Server and uses all the spectrum of Microsoft technologies: .Net, Active Directories, MS Exchange, Full-Text Search, Crystal Reports Enterprise. We are confident in Microsoft CRM ability to automate Aerospace & Defense, Pharmaceutical, Supply Chain Management, Medical & Hospitals, Distribution & Logistics, Oil & Gas, Wholesale & Retail, Education, Non-for-profit

• Integration. Microsoft CRM has standard integration tool with Microsoft Great Plains, Navision and Axapta integrations are on the way. However you can integrate Microsoft CRM with heterogeneous databases, such as Oracle, DB2, Lotus Notes Domino, Sybase, Pervasive SQL or Ctree/Faircomm.

• Web-Sessions and Skype training. Web Seminars are normal these days and you should be OK with the idea of remote web training. This will allow you to get the best expertise with moderate price.

You can always have us help you, give us a call: 1-630-961-5918 or 1-866-528-0577, help@albaspectrum.com

Andrew Karasev is consultant and CTO in Alba Spectrum Technologies ( http://www.albaspectrum.com ) Microsoft Business Solutions partner, serving clients in Illinois, New York, California, Florida, Georgia, Texas, Arizona, Virginia, Minnesota, Canada, UK, Europe, Australia, Asia, Russia. He is Microsoft Great Plains certified master, Great Plains Dexterity, Microsoft CRM SDK C#.Net, Crystal Repots developer.

help@albaspectrum.com