Your Microsoft CRM Project: Why You’ll Get Better Results By Biting Off More Chewable Chunks

How do you eat an elephant? One bite at a time.
Likiewise, a CRM project should be taken one byte at a time.

One of the great
strengths of Microsoft CRM is that it is more configurable (without
customization or programming) than any of the other major CRM systems.

The downside is
that easier configurability tempts executives to try to do too much, too
soon-leading not only to escalating costs, but to a heightened risk of failure.

We're in an
industry where somewhere between 50% and 80% of projects fail. The typical
growing company has had two or three CRM failures before it reaches puberty. We
have actually trained our users in the proper method of handling a CRM
initiative: Stick your head in the sand
and it will eventually go away.


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About David Lee
Dr. David Lee is president and founder of Vertical Marketing, Inc., a CRM sales and consulting practice incorporated in 1987 with 5 offices world wide. Through VMI he has been involved in more than 1,000 CRM projects ranging in size from single users to thousands of users.
He has experience in all phases of the CRM life cycle including CRM baseline measurement and ROI analysis, sales process design, RFP development, system selection, system design and configuration, custom programming, Data cleaning and import, system integration, training and train-the-trainer, ongoing support, and rescuing faltering CRM projects.
Dr. Lee holds scores of CRM awards and certifications from customers, vendors and training organizations. He is personally certified on 7 CRM systems with separate certifications for specific modules and versions in many cases. He holds additional certifications and awards for countless third party applications. He is a Certified Sales Process Consultant and Certified Trainer.

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