CRM Buyer Talkback

Re: It's Time to Re-Evaluate Your CRM Vendor's Viability
Posted by: Louis Columbus 2006-07-21 08:16:09

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With the CRM vendor landscape going through so many changes today, it's an excellent time to check up and see what your vendor's viability is, what their future prospects look like, and especially for the best-of-breed vendors, what their exit strategy is, if they have one. I have compiled some quick tips for completing a viability assessment and discerning the truth about what's really going on. You could, for example, take these factors and create a short scorecard to evaluate your various vendors with.

Re: It's Time to Re-Evaluate Your CRM Vendor's Viability
Posted by: pnoe 2006-07-21 08:23:19 In reply to: Louis Columbus

I work for a fast growing CRM vendor and I think you make some great points in the article. There is, however, on point that I take exception to...You mention that the number of sales reps that you have can be a sign of the viability of the company (i.e. more reps equals more turnover). While this may often be the case, the flipside of this is that as companies experience rapid growth, sales territories shrink and additional reps (not replacements) are hired. This can cause an almost continuous tweaking of territories causing many customers to have several reps over the course of a year as a direct result of the company's success.