Journey to the Cloud CRM from Enterprise CRM - TechGiG Webinar
Journey to the Cloud CRM
from Enterprise CRM
According to historians,
the planet earth was once
populated by Intelligent
people ….. Then in 2013
all the Intelligent ones
moved to the Cloud,
leaving us behind !!!
3rd September 2013
Director Consulting Services
CxM & MDM Practice Leader
1. Adapt to the Shifting Tides “figure out how Cloud CRM fits into the
Enterprise’s current technology environment—into current data, into the
overall process and operating model environment,””
2. First understand the Business Process
“Previously buyers used to look at Consulting companies to understand the
technology. With the Cloud CRM, consultants have to shift gears to understand
the business process of the enterprise and explain the buyer how cloud CRM
fits into the bigger picture”
3. Show Clients the Money “Switch from on-premises to on-demand
can save anywhere from 40 percent to 60 percent of implementation costs”
4. Develop positive Customer Experience
“Best of the firms pitching in on a SaaS CRM
implementation are trying to develop a positive
How to lead a Cloud Opportunity Pursuit
Traditionally Mentioned Pros and Cons of Cloud CRM
Focus on Core Competencies of the Enterprise
“Enterprise workforce can effectively concentrate on Core Competencies,
rather than wasting valuable time learning and worrying about the CRM IT
infrastructure and its maintenance”
Next Generation Architecture (Secure and Robust)
Initial Setups done by Vendors
company providing a faster take off for
Rapid Deployment and built ready for use by Employees
Can be accessed easily over the
internet using any device
Easily Accessible by Executives
• Real Time Scalability (Either Scale Up
or Scale Down)
System Integrations - Key to Success in Cloud CRM Systems
Confirm and Align Strategy :
We call the below as ‘Cloud Queries :
A SaaS implementation for ERP and CRM is a big deal and you do need a plan, but even
before that you should be looking at your business processes and asking yourself
• What applications are involved?
• Where is the data stored?
• What kind of response times is needed? Can you work with a batch update to the data once a
day, or do you need near real-time access to new data regardless of which system owns it?
• Batch data updates tend to be relatively easy and there are extract, transform and load (ETL)
tools to help with the process. For more real-time data sharing, you need integration technology
or middleware, and you need to evaluate the options out there.
• Whether both your ERP and your CRM systems are SaaS or just one, but any time you deal with
SaaS you need a service-level agreement (SLA), and if the two systems are from different
vendors, you need to consider what happens if one system is down—how is transaction data
• What are your security requirements, both of your accessibility and of the data itself?
• How much customization do you need?
• Does the cost per-head method calculate in your favor?
• Do you want to integrate your CRM with other enterprise solutions?
Design and Plan
Create an Operating Model
The need for an operating model for medium and large SaaS installations comes
as a surprise to many executives, who are expecting quick returns from SaaS
But you cannot sidestep the exercise of creating
and implementing a governance structure and
operating model for SaaS.
“Give me six hours to chop down a tree and I will spend the first
four sharpening the axe.” - Abraham Lincoln
Build and Deliver
• Simple UI Configurations on Cloud CRM Applications
• Connectivity/Integrations with various other systems
Do’s and Don’ts of Cloud CRM Migration from On-
• Don’t Rush into implementation of
Cloud CRM without complete
• Don’t stop communicating! Arguably,
the most common cause of failure of
Cloud CRM projects is poor
• Don’t forget to understand the
agreement clauses and SLAs with the
Vendor before signing the contract.
• Create a Plan and Operating
Model first before migration.
• Negotiate the right contract.
•Follow right Implementation
• Get in place proper Change
Management Practices for
• Adopt right data security