Roadmap to Choosing a Customer Relationship Management (CRM) System

Create Your Roadmap for CRM
Evaluating and Deciding on CRM Software
Rahul Xavier Singh Anant Corporation

Business Platform Success
We design, build, and manage business
platforms by leveraging DataStax,
Sitecore, Salesforce, Quickbooks and
other cloud software.

Why Roadmap?
● Goals over Tasks
● People over Process
● Process over Information
● Information over Systems
● Vision remains the same, software changes all the time.

What’s the Goal?
● Track Leads and Lead Activity
● Track Customer Base
● Track Opportunities and Closing Rates
● Offer Connectivity Between Teams
● Manage Relationships
● Generate Customized Reporting
● Organize Business Operations
● Increase Profitability
● Increase Productivity

How to Get there?
● Implementation - Comes from user requirements.
● User Adoption - Comes from asking people before , during, after
implementation, retraining.
● Mobility - Increases Adoption Tremendously
● Email Integration - Saves time
● Customize - How much is out of box vs. changed by team vs. by person.
● Product Demo - Users need to buy in.
● Reporting - How is reporting helping the business - incentivize people to
track.

How to Choose?
● Customization: Does the system let you create custom fields and objects?
● Automation: Automation refers specifically to lead assignment and
workflow rules.
● Mobile: What’s possible via iOS and Android apps only.
● Marketplace and Add-ons: Integrations can often be the make or break
factor for choosing a system to roll out.
● Pricing / Scaling: How much for 5 people, for 50?
● Best Features: What makes it different?
● Overall: How good is it? Will you or your team like it?

MVP Scenario: Business Workﬂow
(Landing / Lead Gen Page) + (CRM + Forms
Engine) + (Data Sync)
= Business Data Workflow System MVP

System Landing/Lead
Page
CRM Forms Engine Data Sync
Purpose Get Contact
Information into a
System
Manage Customer
Interactions / Manage
Contact Info
Manage
Business Data
for each
Contact
Move / Sync
information
between
Systems
Examples Unbounce
Wordpress
Instapage
Welcome Mat
KickoffLabs
Leadpages
Lander
Zoho CRM
Salesforce.com
Nutshell
Hubspot CRM
Pipedrive
Zoho App
Creator
Force.com
Airtable
Wufoo
JotForm
Typekit
Google Forms
Zapier
Heroku Connect
IFTTT
Apache
Cassandra
Piesync
Microsoft Flow

Unbounce + Zoho CRM + Zoho AppCreator
+ Zapier

Modern Enterprise Canvas
Workflow
Approval
Customer
Acquisition
Customer
Payment
Customer
Information
Customer
Information
Customer
Information
Business
Information
Billing
Information
Zoho App
Creator
Unbounce
Zoho CRM Stripe
“Here it is”
Zapier

● x = Customer Info
● y = Business Info
● z = Billing Info
Unbounce (x) + Zoho CRM (x) + Zoho AppCreator (x,y) +Zapier
(x,y,z) + Stripe (x,z)

Salesforce
Customizable Dashboards, Objects, Relationships:

Salesforce
● Customization: Extensive and Well Supported
● Automation: Extensive
(Sales, Service, Mktg, Commerce, Analytics, Community,Platform, IoT)
● Mobile: Yes, but not Out of the Box
● Marketplace and Add-ons: Perhaps Largest Ecosystem
● Pricing / Scaling: Moderate $75 to Very Expensive $300
(NonProfits are heavily subsidized)
● Best Features: Extensive core features and ecosystem
● Overall: Well documented and supported system that has hooks to
most everything. The IBM of CRM.

Nutshell
● Customization: Contacts, Companies, Leads, Processes, Markets, Products
● Automation: Basic integration w/ Google, Wufoo, Webhooks
● Mobile: Great Mobile App, Push Notifications
● Marketplace and Add-ons: Mostly via Zapier
● Pricing / Scaling: $20 - $35 - $65/month
● Best Features: Simple interface. Intuitive. BCC Email is easy to remember.
Google Calendar / Gmail sync.
● Overall: Decent software. Great customer service. Easy to get data in / out
/ integrate. Good documentation. Focus is Sales Workflow Automation.

AgileCRM
● Customization (add/edit fields): deals, contacts, companies
● Automation: Marketing campaigns, forms, lps, calendar invites, email tracking
● Mobile: Android App, iOS in beta
● Marketplace and Add-ons: Social, Email, Telephony, SMS, Billing, eCommerce
● Pricing / Scaling: Free for up to 10 users, $9, $30, $50
● Best Features: All in one place, Marketing campaigns automation, price,
Telephony integration, Dashboard
● Overall: Very good set of features for such price
Marketing+Sales+Service

PipeDrive
● Customization (add/edit fields): deals, contacts, companies, products
● Automation: sorting emails cc data by companies, deals, people,web
forms, email inbox integration
● Mobile: Android & iOS App
● Marketplace and Add-ons: Google Apps, Trello, Yesware, Zapier
● Pricing / Scaling: $12, $29, $75
● Best Features: Simple interface, no data deleted, everything connected
(deals, contacts, companies) in transparent way
● Overall: no email tracking, nice UI, focused on a pipeline

Data & Analytics
Cassandra, DataStax, Kafka, Spark
Customer Experience
Sitecore
Information Systems
Salesforce, Quickbooks, and more
www.anant.us | solutions@anant.us | (855) 262-6826
3 Washington Circle, NW | Suite 301 | Washington, DC 20037

Roadmap to Choosing a Customer Relationship Management (CRM) System

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