By Erika Sommer, Content Writer at PipelineDeals
Customer Relationship Management (CRM) platforms are the centerpiece of any successful sales team. They are the crutch that helps to keep track of and manage the leads and prospects flowing through your sales pipeline.
But with so many CRM providers to choose from, how do you pick the best product for your company? Our friends at G2 Crowd created a CRM Implementation Index, ranking various software based on an algorithm they created.
But before we jump into how to interpret the implementation index, let’s define how a sales force automation software, otherwise known as a CRM, works.
Customer Relationship Management
A CRM is the pillar that holds your sales team together. The market definition defines it as a system that, “track[s] and manage[s] sales interactions in a single system of record.” In other words, it’s a platform that allows you to log and house all data and interactions between your company and a given prospect or customer.
According to G2 Crowd, to qualify as a CRM, the product must:
- Provide sales related functions
- Track prospects and contacts throughout the sales pipeline
- Integrate functions into a unifying database and platform
So, if a product possesses any of these features, we can add it to the growing number of CRM products in the market today. But how do we sift through the noise to find a product that would best suite our business process? By using the Implementation Index.
With so many CRM products out there, G2 Crowd seeks to combat the confusion that comes with finding the right software. They developed an implementation index, which scores and ranks the CRM based on a variety of factors.
The score itself is calculated by G2 Crowd’s proprietary algorithm, which is based on user feedback and reviews for a number of implementation related questions.
Some of these questions include:
- Ease of product setup
- Implementation time (in months) for product to go live
- Implementation method used by customers
- User adoption percentage
- Number of users purchased
G2 Crowd was also able to gather implementation scores by customer segments. In other words, they were able to gather information on how users in different customer segments rated the products. They collected implementation data from small businesses, mid-market companies, and enterprise level companies.
For example, G2 Crowd found that our very own PipelineDeals CRM ranks in the top three in terms of implementation for small to mid-size markets. And of course, Salesforce ranks in the top two for enterprise sized companies.
For more of a visual representation of how the implementation score plays out, and to see rankings by company, download the G2 Crowd, Implementation Index for CRM-Winter 2017 eBook.
G2 Crowd was able to gather some valuable data and customer reviews on various CRM platforms within the industry. Using this insight, the hope is that you’ll be able to make a more informed consumer decision when shopping for a CRM.
Of course, if you want to learn more, you can always download the eBook for more information.