As many Customer Relationship Management software vendors have upped their game, CRM selection has become more complex over the last several years. The playing field is more level than ever. While healthy competition ultimately benefits all organizations, an abundance of choices makes it more difficult for those tasked with selecting the right CRM solution for their company to achieve the optimal outcome. We have used this process to help many organizations select the best-fit CRM system and maximize its value. Read the full blog post: https://crmswitch.com/buying-crm/selection/

1. A Proven 7-Step CRM Planning & Selection
Process
Conduct
Stakeholder
Interviews
Assemble and
Analyze Input
Validate and
Prioritize
Requirements
Develop a
Vendor Scoring
Method
Tailored
Vendor Demos
1
Select Proper
Product
Determine
License Blend
and Procure
7
2
3
4
5
6

2. "For us, it was not simply a matter of making a decision between a
couple of market leading CRM solutions. CRM Switch helped us
define our CRM strategy and work through getting all stakeholders
on board with the forthcoming changes.
"Luckily, they also had a terrific grasp of the manufacturing
industry and helped us identify where processes could be improved
and efficiencies gained. I highly recommend CRM Switch to any
manufacturing company that wants expert guidance in moving to
new CRM software."
-Jeff Crossley, Director of IT, Labconco

3. ● Determine who the key stakeholders are
● Interview the stakeholders
● Interview representative end users if
needed
● Capture pain points and requirements
● Cultivate a pride of authorship
● Identify customer interaction touch points
1. Conduct Stakeholder Interviews

4. 2. Assemble and Analyze Input (25 - 50 Slides)

5. 3. Validate and Prioritize Input (Workshop)
✓ Present findings to stakeholders
✓ Discuss open issues and clarify ambiguous points
✓ Introduce any additional requirements
✓ Prioritize key, functional requirements
✓ Determine the list of potential CRM vendors

6. 4. Develop a Vendor Ranking System
Functionality and use case
oriented
➢ Business process automation tools
➢ Ease of searching for specific info
➢ System responsiveness
➢ Mobile device compatibility
➢ Management reporting design tools
➢ Email client compatibility
➢ ERP integration
➢ Usability

7. 5. Schedule Tailored Vendor Demonstrations
● Assign individual to chair the presentations
● Determine whether and where clear proof is
needed
● Pre-brief the vendor salesperson and SE
● Ensure demos are requirements focused
● Schedule presentations in rapid succession
● Gather additional info requested by vendors

8. 6. Select the Best Long Term Solution
➢ Review vendor ranking results
➢ Follow up questions for vendors
➢ Make a final vendor selection
➢ Determine your implementation strategy
➢ Develop an implementation timeline

9. 7. Negotiate and Procure
● Decide on your initial CRM user count
● Determine optimum license blend
● Decide on the duration of your contract
● Determine the subscription start date
● Request any additional functionality

10. The Relative Cost of a Structured CRM Buying Process
Based on 50 users, three year time horizon. View the spreadsheet
Expense Amount
1. Structured CRM Buying Process $17,500
2. Core CRM Subscription $180,000
3. Add-on Product Subscription $36,000
4. Implementation (One Time) $50,000
5. CRM Administrator Salary $81,000
6. Post Implementation Modifications $45,000
Total $409,500

11. "We recently had the pleasure of working with Daryn Reif of CRM
Switch who helped us evaluate, rank and ultimately select a CRM
tool to best fit our growing needs.
In CRM Switch, we found the perfect partner. I can’t recommend
them highly enough."
-Janet Babiarz, Gamma Technologies

12. Contact Us