How do SMB customers choose a CRM or business application solution?

For simple contact management, for the smallest organisations, there are many providers that offer simple and potentially free web CRM applications. But where a customer’s requirements are a little more complex, they’re likely to need help – not only in choosing the best solution, but in reviewing requirements and specifying the solution, configuring the CRM application, importing data from existing systems and training users. There may be a requirement to integrate the CRM solution with existing in-house applications, such as Sage Accounting. There is a huge opportunity for resellers and integrators to bring CRM solutions and implementation services to the SMB market; and of course such a channel exists, supplying in the most part, product solutions from Sage (Act!, Sage CRM), FrontRange (Goldmine) and Microsoft.

Why hasn’t the channel been quicker to embrace SaaS (Software as a Service)?

A scarcity of decent SaaS offerings for the SMB channel may be part of the issue; especially offerings which are proven and channel-ready.

How does Workbooks change the game?

Workbooks is growing quickly through adoption by small to medium-sized organisations. Customers buy Workbooks CRM and Business applications as an alternative to Salesforce.com or Microsoft Dynamics, and often as a replacement for older implementations of Act!, Goldmine or Maximizer. Whilst Workbooks’ windows-like interface makes it easier to use than alternatives, the breadth of the functionality is also well differentiated, offering the ability to manage order fulfilment and invoicing on the platform (including supplier ordering) – see a typical customer testimonial. We have many customers who take our CRM service and use it without consulting or training; but the bulk of our larger clients recognise the value of consulting services and are happy to pay for help to get started. A typical 15 user implementation requires six days of consulting and training services - although more time may be required where a customer has more complex data migration, bespoke integration and/or customised training requirements.

We would like to meet CRM-centric resellers and integrators with skills in delivering CRM projects, especially those involving integration into other systems.

We think we make a good partner, bringing a differentiated, referencable web-based CRM suite, great partner discounts (on new business and renewals) and responsive, capable support to help you win deals and deliver successful implementations.

If you’d like to find out more please visit the Partner Section of our website. If you you’d like to talk, please call us on +44 (0) 118 303 0100 or fill in our Partner Enquiry Form.