CRM or customer relationship management (CRM) is a must-have for any growing business. From improving your internal processes, and streamlining operations to enhancing customer relations. There’s so much a good CRM can do for your business. However, deciding which CRM system you should go for is a tricky decision. This blog will delve into details about how to choose a crm system for business.
You need a CRM that fits your budget, vision, and requirements. Of course, it also depends on what challenges you want to solve and which teams will use it. CRM is the technology for managing and analyzing the interaction between any company and its potential customers. The prime purpose of choosing any CRM system for business is to condense companies’ relationships with customers, drive sales automation, and customer service automation as well as increase customer retention rates.
With many free, paid, and open-source CRM systems for businesses, enterprises find it hard to choose the best one that matches their business needs and caters to all business challenges directly. So, how do you choose the right CRM? With so many options, which one is “the one” for your business growth or goals? In this blog, we’ll help you find the right CRM system with 7 key factors you need to consider. In addition, we’ll also discuss whether your business even needs one and its benefits.
Let’s dive in!
How to Choose CRM Software: 7 Factors to Consider
A CRM system does more than simplify your business operations vis-a-vis your customers. Today’s growing businesses manage customer relations and data in several ways, thanks to management software. The market is filled with a plethora of CRM— finding the one that works best for your expanding business and that caters to your various departments’ requirements: customer service, sales team, customer services or applications, and marketing team can be a daunting task. We’ll discuss what are the key points you need to go through before choosing the CRM. For now, we present you some of the top features your CRM must have:
- Contact management
- Sales pipeline visualization
- Marketing capabilities
- Social CRM capabilities
- Visual dashboards & reporting
- Sales automation
- Email marketing automation
- Integrations with other tools in your tech stack
Choosing a CRM for Your Business: A Checklist
You need to consider many factors like key features, pricing, and business requirements before making a CRM software purchase decision. Look at the following factors before making the decision ways and options that will help you choose the most appropriate CRM software that amplifies your business.
1. Understand the CRM
Business owners are attracted to CRM for their robust features. But, they don’t analyze more about the utility and value of CRM tools for their business. A little knowledge is dangerous, and it can spell disaster. That is why gather the relevant information that exactly matches your business needs. A comprehensive analysis of CRM software will help you:
- Understand the tool’s functionality and methodologies
- Make a balanced decision
- Understand the tool’s benefits and practices
Business owners give prime importance to CRM software trends, costs, issues, features (basic and advanced), types, benefits, usage, and performance criteria.
2. Goal Identification
Before you plan to buy a CRM, it is essential to have a good idea about the problems it will solve with the system. First, focus on your business goal; then, the tool will help you resolve problems. The tool will help you identify the following goals:
- Generate customized reporting
- Increase productivity and profitability
- Manage relationships with stakeholders
- Offer collaboration between teams
- Manage business operations
- Track leads, lead activities, and customer base
- Track new business opportunities
3. Cloud vs. On-premise
Both on-premise and cloud CRM solutions have their pros and cons. A cloud or Software-as-a-Service (SaaS) solution frees you from sticking to the restrictions of a server and technical expertise needs. Logging into the cloud CRM software will give you access to your data and focus on your business. An on-premise solution compels you to arrange physical infrastructure at your location. After this, you will get access to servers for app integration. But, this pattern keeps you free from dealing with recurrent subscription charges. It helps you achieve the following objectives:
- It enables scalability and flexibility, allowing you to easily adjust resources based on demand.
- On-premise offers greater control over data security and compliance requirements.
- Cloud reduces upfront infrastructure costs and eliminates the need for hardware maintenance.
- On-premise provides faster access to local resources and reduces latency for sensitive applications.
- Cloud facilitates global accessibility and collaboration, enabling teams to work seamlessly across geographical locations.
4. Features and Functionalities
Every business is unique, be it a process, growth dynamic, or customer base. So, sticking to prefixed standards and inflexible functions will not help you every time. That is why you need a scalable CRM system for business. It is essential to have a CRM when your business grows. Make sure you choose a version that is easily upgradable. All CRM software systems come with many functions that you may or may not use. It means you are paying for something of no use to you. Consider the following tips:
- Don’t be swayed by overestimation
- Ask yourself if you need a custom or over-the-self
- Choose a CRM device that is useful for all users in different departments
- Make sure you stay away from the “one-size-fits-all” option
- Give weightage to a tool that adapts to your needs
5. CRM Selection and Evaluation Criteria
Choosing the right CRM software can be challenging if you fail to evaluate the software product properly. You can’t make a buying decision when you have different vendors, multiple options, and infinite configurations. Here, you need to decide what solves your problems and serves you the best. Don’t get allured by tempting offers. First, make a unique list of CRM selection criteria that match your business purposes directly. You can stick to the following criteria to make things happen in your favor.
- Write a document for your CRM requirements
- Pick a deployment method between cloud and on-premise
- Estimate budget for software products
- Shortlist potential CRM vendors
- Create a request for the CRM proposal and evaluate the responses
- Decide to buy the CRM
6. Request a Free Trial Before Buying the System
It is not rational to take CRM products at face value. It is better to test the tool in advance before you pay. So, initiate by requesting the vendor a live demo or free trial. A live demo will help you understand the product better. Moreover, you can ask specific questions to salespersons concerning the use of the product as per your changing business needs. A trial version will make you feel comfortable and better control the product. Here, you will learn more about the system’s functionality, performance, pros, cons, strengths, and weaknesses. Don’t make a swift decision. Invite at least 2-3 vendors so that you can compare CRM offerings and choose the best one. Ask questions such as:
- What features are included in the trial version, and how do they compare to the full version?
- Are there training resources or tutorials to help us maximize the trial experience?
- Are there any limitations or restrictions on data storage, user access, or functionality during the trial period?
- How long does the trial last, and what is the process for transitioning to a paid subscription if we decide to proceed?
7. Choose an Industry-Specific Vendor
All industries are not the same; so are their business needs. Whether banking, tourism, education, or the IT sector, every sector has its business preferences. That is why you should go with an industry-specific CRM vendor that renders specific business solutions. First, filter your search to an experienced CRM vendor who understands your business well and offers relevant solutions. A casual look at the vendor’s website will not help you. Consider these points.
- Know the company types and sizes the vendor has worked with
- Check third-party reviews, business references, customer testimonials, and scores
- The local partner network of the vendor is another thing that needs your concern
- Prefer a local partner to get local support during and after implementing the CRM
- Don’t forget to check the certification status of vendors and the number of implementations done by them
Also Read: Boost Sales Lead with Eloqua and CRM Integration Services
Solving Multiple Issues with the Right CRM
The best CRM software enables its users to store email, phone calls, notes, and a sales pipeline forecast concerning client records in the database. The software reduces the risk of tasks and activities that might hurt your sales success. There are many CRM software products that you can choose from as per your budget and business needs. A good CRM software offers you valuable insight into customer needs and behavior.
It simplifies and streamlines the business process for more accessible and hassle-free client communication. Primarily, there are four types of CRM tools: Operational, analytical, collaborative, and strategic. Salesforce, CloudSuite, and Microsoft Dynamic 365 are some popular CRM products for small, mid-sized, and large businesses. They offer flexible solutions for:
- Improving customer journey
- Fostering business leads
- Making better business decisions
- Better service engagement experience
- Accelerating sales performance
- Growing business and staying focused
- Optimizing resources and increasing productivity
- Building trust and empowering business agents
Read More: Learn the difference between ERP system and CRM system
The Landscape of the CRM Market
According to a data research company, Statista, the global customer relationship management software market will reach 49.6 billion U.S. dollars in 2025 at a compound annual growth rate (CAGR) of 1.7 percent. Last year, the market reached 46.4 billion. The market may move to the figure of 47.2 this year. Overall, it is forecasted that the growth of the CRM market is expected to grow over 14% through 2025.
Closing Statement
We’ve understood so far how a CRM platform is an important sales and marketing tool that enhances your ability to generate and nurture leads and find customers. You cannot just pick any CRM in the market or follow the herd. There’s a lot that depends on finding a CRM system that fits your budget, requirements, and business goals. Thus, making a wrong choice not only can be time-intensive but also expensive. Therefore, be thorough and research-oriented while choosing the right CRM because there are no one-size-fits-all CRM solutions. Every customer relation management system caters to specific business needs.
Doing the research will help you avoid the pitfalls of failing to meet business requirements, level of technical experience, lack of essential features, and low adoption rates. In this blog, we discussed some of the key factors that can help you pick the best & robust CRM system for your business or hire Microsoft CRM Development Services. These professionals can help you make a smooth and streamlined shift to CRM without breaking the bank!
