Azamba Partners

[Note: We are continiung our walkthrough of how to introduce Sage CRM to MAS and Accpac clients.]

It all starts here, doesn’t it? How can we achieve the goal of successfully introducing Sage CRM to MAS and Accpac clients if we don’t know what Sage CRM is?

It’s important to know that there are a lot of definitions for CRM out there. Most of them talk about CRM being a strategy or a business tool or methodology. All of that may be true. In fact, I would even suggest that it *is* all true.

For the average MAS and Accpac client out there though, it’s simply too much to get their arms around. It’s overkill.

When I first meet with a prospect, I describe Sage CRM as follows:

CRM provides a central, web-based repository to securely share key information in an efficient, timely manner.

What exactly does that mean and why is this definition effective when introducing Sage CRM to customers? Basically, by saying this, we are telling people that CRM gives them a centralized place to store all their important information and provide secure access to whoever needs it,when they need it to do their jobs.

For most organizations,this is a huge benefit. Organizations today are struggling with a need for better visibility and better control.

People need to do more with less.

They need to do more sales, more services, more calls, more orders, more, more, more. And it’s with less time, less mistakes, less allowances, less … everything really.

The only way to achieve this goal of doing more with less is to have a tool that allows you to have better visibility and control.

The visibility aspect allows individuals to keep better track of their days and prioritize their activities in a proactive manner. It also allows managers to see who’s doing what and how things are going across the organization and track prospect and customer relationships at the company level (as opposed to in individual’s heads or their Outlook or their individual contact management systems).

The control aspect of Sage CRM allows the company as a whole to define and maintain a consistent, high-level quality experience for prospects and customers from one end of the organization to the other. This is done through several different aspects of Sage CRM such as the workflow engine, notifications, business rule automation, etc. And it’s done in such a way that everyone in the organization benefits and understands and can deliver this consistent experience.

By using the definition given above and drawing on the importance of visibility and control, hopefully it’s clear why CRM appeals to business owners and departmental heads.

It’s important to realize that while this definition is used for the initial introduction of Sage CRM, it’s equally important to eventually address the parts about CRM being a strategy, methodology, even a philosophy. We’ll re-visit those points in an upcoming article.

Please comment below or reach out to me if you disagree, agree or just want to speak your mind.

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