This presentation takes you through the planning and considerations you should make when considering a CRM purchase. We use the analogy of buying a house to help explain the requirements.

1. Why is buying
CRM like
building a house?

2. The builder of either will need to have
some definition to work to, in order to
start quantifying the effort.
Both a house and a CRM have common features.

3. 1. Project Definition Everyone can relate to
a house and relate to
the process of asking a
builder to build them a
house and asking how
much will it cost.
Requirements & costs

4. The builder will have to ask,
ok what type of house?
Bungalow, 2 stories, 3 stories, a cellar,
how many bedrooms, how much living
space, bathrooms, stairways?
Do you need Company/Accounts,
People/Contacts, Leads, Tickets/Cases
(customer service), Opportunities,
Products, Quotes?
In both scenarios, a similar conversation will
occur to gain a broad outline of the requirement.
A CRM provider will need to ask:

5. The buyer might say, well I would like a
swimming pool, an office/study, observatory!
as well.
At this stage the builder may be able to give
a broad budget estimate, but it would be
dangerous to consider this as a close
estimate.
2. Custom requirements

6. The house/CRM system needs to be
designed to ensure it can be built.
At any point in the process, there
will be compromise. A nice to have
feature may be too expensive, it
may take too long, it may not be
technically feasible.
It could become a future extension
or phase.
3. Architect and Design

7. The architect and/or builder will have
to review the impact of this new
request on the design and the cost of
incorporating that change and apply
that to the overall cost.
In the build process, at any point there maybe a change of mind or
a new feature request.
4. Scope Creep

8. In CRM terms, integration could be
considered the same as connecting your new
house to water, waste, power, internet etc.
These all taking planning and consideration,
the same for integration.
5. Connecting up the Utilities

9. When moving from one house to
another, you would be considering
how furniture will fit into the new
house? Will you have enough to make
the new house “work”? Will it be the
right colour?
The same thoughts need to be applied
to the data that needs to be migrated
to your new CRM system.
6. Moving In

10. You may have duplicate beds, sofas, tables etc.
When moving to a new house you might decide
what you are going to take with you before you
move.
It’s just the same with data, you may get
duplicates.
7. Multiple Dwellings/systems
The task is further complicated if you have to move from multiple
dwellings.

11. 8. Data Quality At QGate, we help the buyer to
identify the value of the data they
have and only bring across the data
sources that will add value to the
new system.
The result of providing great quality
data into a simple and effective CRM
system is a must, and will provide
huge benefits very quickly.
Essential for successful
CRM implementation

12. Thank You!
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