CRM Customer Relationship Management at Term Paper

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The sales cycles of the enterprise software industry however are changing drastically due to Software-as-a-Service and Cincom's CRM systems are in the middle of a transition as the company seeks to stay competitive in 2010.

Assessment of CRM at Cincom Systems

The internal CRM system was initially called Quota, which was meant to connote the urgency of attaining sales quotes by the Cincom sales teams. Quota had the ability to track customer requirements at the purely technical level and capture the names and addresses of key contacts within companies. It did not however have the ability to manage more complex strategies and campaigns, and lacked the ability to create ongoing tracking of complex opportunities.

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As a result, Cincom has started adopting Microsoft CRM, based on the strategic partnership both companies have (Cincom, 2010). Microsoft CRM has also made it possible to track more complex selling cycles and engage in team selling, which Cincom increasingly relies on to cross-sell and up-sell their software and services. Cincom also has created a mobile client for Microsoft CRM, which gives them the opportunity to serve sales forces that are on calls all day out of the office. This is a common requirement in the larger cities of the world where sales teams are often traveling between appointments. Cincom has found that the Microsoft CRM platform has given them greater selling flexibility......

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