Monday, February 11, 2008

Companies Pressured to Deliver CRM Access Anywhere Turn to Software-as-a-Service Solutions

A recent survey conducted by the Aberdeen Group revealed that only 7% of respondents will not consider purchasing CRM delivered via SaaS. The move towards SaaS as the preferred delivery method for a CRM system is due in part by the need for organizations to find efficient ways to increase the productivity of a diverse sales force.

The top pressure causing all organizations to focus resources on SaaS as a CRM delivery method is the need to provide access to account information anywhere to an increasingly mobile and global workforce. Best-in-Class companies indicated that they currently blend organizational capabilities, such as the ability to provide remote access to employees (95%) and CRM security processes (57%), with technology deployment to positively affect the productivity of sales reps, while reducing the IT constraints that would accompany an on-premise solution. As a result, Best-in-Class companies have reduced Time-to-Close 30% more than Laggards. Furthermore, 71% of Best-in-Class companies integrate lead management technology with a CRM solution to provide increased visibility into the sales pipeline.

The report demonstrates the value of collectively leveraging organizational practices in process, performance measurement, knowledge management and technology to maximize the productivity and efficiency of an organization’s CRM system and sales force. By utilizing CRM/SFA (90%) and system access restrictions (67%), Best-in-Class companies are able to provide their employees with a secure repository of account, contact, and customer information.

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