Sales POP - Purveyors of Propserity
CRM Selection: Evaluating The Vendor
Blog / All About CRM / Dec 3, 2019 / Posted by Nikolaus Kimla / 3149

CRM Selection: Evaluating The Vendor

1 comment

In this last article in our series on choosing a CRM solution, let’s take up evaluating the CRM vendor—the risk you’re taking, and the vendor vision.

A client company, especially a larger company, usually wants to sign up on a contract in subscribing to a CRM. They want to make sure that the vendor is going to be around, and not go out of business in a year.

Overall, I believe that such risk has been greatly reduced by the Software as a Service (SaaS) model. In the past, you didn’t subscribe to a service, you actually bought a product and installed it physically at your site. It was an on-premise solution. It wasn’t so long ago, maybe 10 years, that on-premise was the majority of all software sales worldwide. This has changed dramatically.

The production, distribution, and handling of on-premise software was very different. Vendors had to produce multiple CDs for installation, and phone-book-sized manuals so sys admins would know how to install and use the software. That was certainly a higher risk than it is today. With SaaS, a vendor lives within a Cloud ecosystem and depends on another company, the Cloud provider, to host their service. This is far more affordable for a vendor than having to either host their own service or manufacture CDs and hard-copy documentation. Now highly reliable Cloud services, such as AWS, IBM, Microsoft or Rackspace, provide an extremely stable platform. The actual software solution, then, just consists of the software itself and the support.

There is the risk, as we mentioned in a previous article in this series, of a CRM solution relying on technology that will soon be out of date and won’t be supported. But that is becoming less and less of a risk as time goes by—otherwise, there wouldn’t be so many software solutions available today.

Company History

Company longevity is certainly another indication of vendor reliability. In our own case at Pipeliner, we have a very successful history. The original team and I have been in this industry for over 25 years, and for nearly 20 of those years were also responsible for the development, programming, and hosting of a leading global banking compliance solution. We know how it’s done, so the risk factor for a company doing business with us is very low.

There is a statistic that states if a company has survived over 3 to 5 years, that the risk percentage is greatly lessened. That doesn’t mean it’s not possible for a company to still be a risk—a prime example is 100+-year-old Eastman Kodak which, while it was the original developer of the digital camera, didn’t choose to back up digital photography because of the company’s business model based in film cameras  It was certainly their loss—they eventually declared bankruptcy (although they have since recovered to some degree). But Kodak is a marked exception rather than the rule.

Vendor Vision

Company vision can be very important when selecting a vendor. Company objectives can actually affect their products, because the world today has become so specialized, and it will only become more so as time goes by.

Operating on a global scale with many languages is certainly an issue. Localization (creating your software product in the language of a certain country) is something that every software vendor has to deal with. That isn’t difficult. But it’s a totally different thing to try and create a company structure in multiple countries with different languages—now that is a challenge!

As an example, I don’t speak French, and could never run a company in France. I cannot converse in the language or read contracts. If someone doesn’t speak French, how could they lead a team in a French-speaking country? You always have to lead a team in their mother tongue.

French is probably a very good example because it’s not only spoken in France, but in several African and Caribbean countries as well. There are probably many hundred million people on Earth today speaking French. That’s quite a large market if you want to reach them. If you’re going to, though, you have to invest in the total infrastructure of marketing, the web site, all the material you send out, and leadership. The same would be the case for other languages spoken in large parts of the world, such as Chinese or German.

Even though I myself am Austrian, we at Pipeliner do not concentrate on the German-speaking market, because we have no establishment there, no offices or teams that speak the language. In fact, in the German market, they expect you to immediately have a physical office. “You’re not in Berlin, Munich, and Hamburg? Then we don’t buy from you.”

We are focused only on the English-speaking market. We have our product translated into multiple languages, but all of our marketing, our content, our online magazine SalesPOP, and our web site is in English. Why? Because we know that the English-speaking world contains way over 2.5 billion people that we can reach. It’s not just England, America, Canada, Ireland, Australia, New Zealand, South Africa, and Singapore—there are many countries that people don’t naturally think about that actually have English as their mother tongue, such as Nigeria, Ethiopia, and Zimbabwe. There is also a large part of the population in India that speaks English. Hence, that is where our focus will remain for years to come.

Choosing Your CRM Vendor

In summarizing, choosing a CRM vendor based on risk and vision is actually not a complex decision. It does require some investigation, as I’ve laid out here. There are also many online tools that make it easy to compare software solutions with each other. These are primarily based on reviews, and reviews are key—as I’ve always said, recommendations are the currency of the future. People don’t write great reviews if they aren’t happy with the product.

About Author

CEO and partner of and the uptime ITechnologies, which I founded in 1994 and has since played a significant role in the development of the IT-environment. pipeliner is the most innovative sales CRM management solution on the market. Pipeliner was designed by sales professionals for sales professionals and helps close the gap between the requirements of C-level executives for transparency and the day-to-day operational needs of field and inside sales. I am also the founder and Initiator of the independent economic platform GO-AHEAD!, which orientates itself on the principles of a free marketplace in terms of liberal and social responsibility. Connecting people, the trust of business leadership in terms of values such as freedom, self-responsibility, and entrepreneurial spirit, and strengthening their awareness in order to create a dynamic boost within the economy triggered through spontaneity, all stand for the initial ideas surrounding GO-AHEAD! I studied in Los Angeles and Vienna and received my Masters's Degree in 1994. I am married and have 3 children My Specialties are in: Sales Management, Sales CRM Software, CRM Cloud Solutions, SAAS, Business Strategy, Software Development, "Pipeline Management", Social responsibility, outbound sales, b2b sales, inside sales, sales strategy, lead generation, sales process, entrepreneurship, coaching, mentoring, speaker, opportunity management, lead management, Austrian School of Economics

Author's Publications on Amazon

This is a practical manual covering the vital subject of Sales Management. I firmly believe that sales are the most important profession for dealing with today’s turbulent world and Econo my, for salespeople create wealth and produce peace. But salespeople need a competent, stable leader—and…
Buy on Amazon
Inside this eBook, you’ll discover a series of chapters dedicated to some of the most important areas facing sales today. From the sales process definition to measurement, lead generation, and proven sales techniques, this comprehensive eBook will provide you with the information you need to…
Buy on Amazon
A common term in sales today is EQ, which stands for “emotional I.Q.” It means the skill a salesperson has in reading emotions and utilizing them in sales. It means empathy and a number of other abilities. The short version is, it’s an I.Q. when…
Buy on Amazon
People are smart to question the future of automation, for it has become part of everything we do. With the quantity of applications and technology around us, we yet still crave more. We become convinced of its power when our package is delivered from Amazon…
Buy on Amazon
Sales management isn’t a simple subject by any means. But at the same time, it does have some basic and somewhat simple fundamentals—and that is what we are bringing to you with this book. First come pain points of sales management, and how to overcome…
Buy on Amazon
Today the Internet has transformed a seller's market into a buyer's market and author Nikolaus Kimla states that the role of sales has never been more crucial. It is now time to give salespeople the role they factually can play: entrepreneurs within the enterprise. They…
Buy on Amazon
This is our public declaration of the intentions behind Pipeliner, and our objectives and motives for the product and for our company. Behind the development of that CRM application and, in fact, behind everything we do, we have a real cause. The story begins with…
Buy on Amazon
For the future, there must be a perfect balance of humans and technology. You have to have the perfect technology, andthen the perfect human being in application, performance and presentation. Today and into the future, it’s a 50-50 balance. In the past it was perhaps…
Buy on Amazon
The salespreneur is based on the concept of the entrepreneur. Before we can explain the salespreneur, you have to have some understanding of the entrepreneur. The entrepreneur plays a crucial role in any economic system. The entrepreneur seeks out information that can be utilized for…
Buy on Amazon
A seasoned captain would never leave port without a competent navigator. In a similar way, a sales manager might be a total ace at "commanding the ship" – at inspiring and coaching sales reps, pointing out and getting agreement on making quotas, and keeping everyone's…
Buy on Amazon
Comments (1)


FR ELLAH commented...

Choosing a CRM vendor based on risk and vision is actually not a complex decision. It does require some investigation, as laid out here by CEO N. Kimla.

The History and Vision of PipelinerSales Inc speaks volume for itself.

I making your choice for CRM solution, i would recommend you go for a CRM solution that does not rely on technology that will soon be out of date and won’t be supported. Whenever you must think of a CRM Solution, THINK Pipeliner CRM.

Sales Process Automation
This website uses cookies. By continuing to use this website you are giving consent to cookies being used. For information on cookies and how you can disable them, visit our privacy and cookie policy.