A CEO should not get involved in the detailed assessment of a new Customer Relationship Management (CRM) system. Apart from the detailed functionality, there are six criteria that a CEO should make sure are addressed before the company commits to a new system. The six criteria discussed in this paper are - Will the evaluation succeed? Will the people in the company use it? Can they get the data out?, will it always be available?, and Does the vendor value the company?. These are six criteria that the CEO should make sure the company has covered.
What are the ten most critical factors that will determine if the organization succeeds in its CRM strategy? Whats the difference between CRM (Customer Relationship Management), SFA (Sales Force Automation), Opportunity Management and Contact Management? This paper lists the ten most common pitfalls, and how a person can avoid them. Divided into Getting the Design Right, Choosing the Right System, Getting the Adoption Right and Avoiding the Pitfalls, this paper show how to make sure that the CRM system will be a success, based on real life experience.