As you probably know, key account management using sophisticated tools is still a pretty new concept. I recall working with a $100 MM plus company (with several accounts valued over $1 MM) where they used an Excel spreadsheet for key account management. Prior to the Monday morning meeting of the salesforce, I would see a couple of vice presidents (and their assistants) running around trying to call everyone in the field to come up with their information so that one person could enter all the data. Let me tell you it was a nightmare and not the way to run things. But looks like interest in key account management is rapidly growing. In fact, since I wrote about the value of key account management strategies for firms of all sizes, but particularly for small and mid-size firms, I have been flooded with requests for my recommendations on what technology platforms to pursue.
Here are the four that I like and my opinion of each. It does not mean that you should not do your homework or not evaluate other options.
1. Microsoft Business Solutions CRM: Without doubt, small businesses need to embrace technologies that are easy to integrate into their existing system and will be amenable to integration with future technology platforms. No wonder then that Microsoft offering happens to be my #1 pick for this very reason. Unless your IT folks have chosen to work with Linux or something else, Microsoft may be your best bet. The downside is that they have only two modules at this time: customer service and sales.
2. Siebel CRM OnDemand: Unless you have forgotten, Siebel invented CRM and has since been preaching the value of key account management in a strategic manner rather than "We need to do anything they ask because they are key accounts." OnDemand offers many benefits to small/mid-size busiensses because it is a hosted solution. Being offered in partnership with IBM, Siebel is offering solutions customized for eight industry categories and the standard modules for sales, service, marketing, customer contact, etc.
3. NetSuite's NetCRM: I like the dashboard part (I have been a big fan of this for years). Dashboards make a huge impact on your business. Apart from sales, marketing, and customer service, they also provide features to track affiliates and partners. Quite useful if you are a retailer or have agents and representatives who work for you on commission.
4. FrontRange Solutions' GoldMine: An excellent alterative to Microsoft offering since it integrates extremely well to Microsoft software. They have also recently launched a mobile solution. If you can afford it, I would say that you should consider the corporate edition since it gives you more powerful reports.
Here are the four that I like and my opinion of each. It does not mean that you should not do your homework or not evaluate other options.
1. Microsoft Business Solutions CRM: Without doubt, small businesses need to embrace technologies that are easy to integrate into their existing system and will be amenable to integration with future technology platforms. No wonder then that Microsoft offering happens to be my #1 pick for this very reason. Unless your IT folks have chosen to work with Linux or something else, Microsoft may be your best bet. The downside is that they have only two modules at this time: customer service and sales.
2. Siebel CRM OnDemand: Unless you have forgotten, Siebel invented CRM and has since been preaching the value of key account management in a strategic manner rather than "We need to do anything they ask because they are key accounts." OnDemand offers many benefits to small/mid-size busiensses because it is a hosted solution. Being offered in partnership with IBM, Siebel is offering solutions customized for eight industry categories and the standard modules for sales, service, marketing, customer contact, etc.
3. NetSuite's NetCRM: I like the dashboard part (I have been a big fan of this for years). Dashboards make a huge impact on your business. Apart from sales, marketing, and customer service, they also provide features to track affiliates and partners. Quite useful if you are a retailer or have agents and representatives who work for you on commission.
4. FrontRange Solutions' GoldMine: An excellent alterative to Microsoft offering since it integrates extremely well to Microsoft software. They have also recently launched a mobile solution. If you can afford it, I would say that you should consider the corporate edition since it gives you more powerful reports.