• Blog Post: Making sure everyone knows where the cheese is going to be ...

    The last couple of posts focussed on awareness of why people buy CRM solutions & the value they wish returned from an implementation. As this blog exists in the realm of the development partner community, I thought it useful to "follow the story" - ensuring that the implementation effort...
  • Blog Post: Thinking in quantifiable terms

    When companies feel revenue pains, it's often the "selling end" of a business that gets the focus. Owners & functional managers look for innovations from the sales team to build revenue. The trouble is, enthusiasm for new innovations - especially over the last few years of tough...
  • Blog Post: Success with Benefits - taking the long view of CRM

    I have, over the years, spoken about the importance of building a strong business case for CRM in the *first* instance - engaging with all stakeholders in a company, uncovering their business needs, speaking about ROI and shaping the story around those dimensions. What is often lost after the initial...
  • Blog Post: "Out with the old, in with the new". Why reviewing your software make sense.

    Many of our customers have been using our products for years. Yet these customers' business may have evolved - perhaps through growth, maybe through a change in strategic direction, even changes in compliance or similar. Change also comes from younger generations, wanting to add software & automation...
  • Blog Post: Building a successful business by leading with Sage CRM

    My last posts have been speaking about, and with members of, our North American business, so I thought it time to move elsewhere. For this post, I am in my home territory of the United Kingdom and, for this edition, would like to share an interview I conducted with Sage UK & Ireland's (UKI) leading...
  • Blog Post: Delivering CRM success through managed projects

    Continuing on a theme of what makes a successful CRM implementation, I spoke recently with Sage UK & Ireland's (UKI) Principal CRM Consultant, Jonathan Jack , about how he works with customers. [David Beard, CRM Principal, Sage CRM] Talk to me about when you first meet a customer & how...