Managing and building strong customer relationships is key to acquiring and retaining customers for any business.
Read this case study made by Baylor Business Collaboratory to learn more:
CRM Creates Visibility
One of the greatest ways CRM technology can be a tool for salespeople is through the creation of visibility. Juniper Systems is a provider of rugged handheld computers for field computing solutions in the surveying industry.
Juniper Systems had been using different software packages to organize and manage customer information for several years before deciding it needed a better more cohesive solution to customer care. One of the main objectives Juniper Systems aimed to meet when assessing the possibility of implementing a CRM system was to achieve the pipeline visibility the firm knew it needed to be successful. Read how Juniper Systems achieves visibility by implemented Pipeliner CRM.
How to Use CRM as a Management Tool
CRM can also help management perform better. The organization and data governance aspects of most CRM systems can enable information flow and coordination to move easier from top levels to bottom levels leading to better customer service and opportunity management. Integrated Systems, Inc. (ISI) is a consulting firm which provides a comprehensive suite of specialized IT professional services that serve the Federal, state and local governments, as well as leading private industry organizations.
ISI needed a way to better organize the flow of information and better manage opportunities and projects between different teams and departments. Before implementing a CRM tool, ISI used to manually record project details and information in excel sheets. Read how ISI uses Pipeliner CRM as a Management Tool.
As CRM becomes a more integral part of your business, defining a customer-centric strategy and implementing a system to help salespeople better manage relationships will separate the competition. Equipping and empowering a salesperson to better build and maintain a relationship is critical; CRM is a powerful tool to achieve effective customer relationships.
We would like to thank Brooke Borgias from Baylor University and Baylor Business Collaboratory for putting all this information together. Then, thanks DeVon Labrum, Vice President of Sales & Marketing at Juniper Systems and Sandeep Jain, Practice Leader at ISI for great cooperation. And thank you, Thomas Kattnigg, VP Sales at Pipelinersales Inc. and Nikolaus Kimla, our CEO for making this a reality. Thank you all!