At Gartner’s recent CRM Summit, we attended a session by Rob Desisto, Vice President in Gartner Research, on “CRM OnDemand: The Myth and Promise of No Software”. Rob showed a great chart shown here (click on it to enlarge it) on the five-year total cost of ownership (TCO), for CRM. A major driver for deploying CRM on-demand is its lower cost of ownership. Read on for more.

At Gartner’s recent CRM Summit, we attended a session by Rob Desisto, Vice President in Gartner Research, on “CRM OnDemand: The Myth and Promise of No Software”. Rob showed a great chart shown here (click on it to enlarge it) on the five-year total cost of ownership (TCO), for CRM. A major driver for deploying CRM on-demand is its lower cost of ownership. Read on for more.

  Best Practices from the CRM Program Manager at the Nation's Largest HMO
Are you in the process of expanding your pilot of salesforce.com? Need to “sell” your executive management on the benefits of expanding your implementation to other divisions in your company? Fighting the “corporate standard” of an on-premise solution or other on-demand offering? I’ve been through three implementations (Siebel On-premise, Siebel On-demand and Salesforce.com) and lived to tell about it. With the attached TCO analysis there was no selling required, everyone saw the benefits of the salesforce.com model. I hope by sharing these tools they can help in your own organization’s growth.

  Best Practices from the CRM Program Manager at the Nation's Largest HMO
Are you in the process of expanding your pilot of salesforce.com? Need to “sell” your executive management on the benefits of expanding your implementation to other divisions in your company? Fighting the “corporate standard” of an on-premise solution or other on-demand offering? I’ve been through three implementations (Siebel On-premise, Siebel On-demand and Salesforce.com) and lived to tell about it. With the attached TCO analysis there was no selling required, everyone saw the benefits of the salesforce.com model. I hope by sharing these tools they can help in your own organization’s growth.

Leahanne Merritt, Senior Business Consultant, PHH Arval

When I assumed ownership of the salesforce.com implementation for PHH Arval, one of the world’s leading fleet management companies, we had some pretty sizable business goals:

• Increase client retention

• Grow revenue in our existing accounts

• Reduce overall days from customer account activation to first order

• Get users to adopt the CRM system we put in place and ensure a return on our investment

We took a 3-step approach to addressing these challenges and today PHH Arval enjoys double digit revenue growth, 100% forecast visibility and a 60% decrease in Number of Days to First Order.

Leahanne Merritt, Senior Business Consultant, PHH Arval

When I assumed ownership of the salesforce.com implementation for PHH Arval, one of the world’s leading fleet management companies, we had some pretty sizable business goals:

• Increase client retention

• Grow revenue in our existing accounts

• Reduce overall days from customer account activation to first order

• Get users to adopt the CRM system we put in place and ensure a return on our investment

We took a 3-step approach to addressing these challenges and today PHH Arval enjoys double digit revenue growth, 100% forecast visibility and a 60% decrease in Number of Days to First Order.

Wes Benwick, President and CEO, Bennett’s Business Systems

Three years ago we were on the cusp of explosive growth, but there were a few issues holding us back. Do these business challenges sound familiar?

• How do I increase productivity per sales rep?
• How do I stop revenue loss from failure to accurately forecast inventory?
• How do I decrease overall operational costs and improve cash flow in the post-sales process?

The results of our team’s effort are pretty sensational. Today we have:

• Real-time visibility of Asset data at the Account level, saving Sales Reps 5 hours of admin timer per week that can now be   spent selling
• Increased equipment inventory turns 2x per year, resulting in an annual savings of over $50K
• A 45% increase in sales revenue over the past 3 years, half of which is directly attributable to the salesforce.com solution

To understand how we achieved this success, read on.

Wes Benwick, President and CEO, Bennett’s Business Systems

Three years ago we were on the cusp of explosive growth, but there were a few issues holding us back. Do these business challenges sound familiar?

• How do I increase productivity per sales rep?
• How do I stop revenue loss from failure to accurately forecast inventory?
• How do I decrease overall operational costs and improve cash flow in the post-sales process?

The results of our team’s effort are pretty sensational. Today we have:

• Real-time visibility of Asset data at the Account level, saving Sales Reps 5 hours of admin timer per week that can now be   spent selling
• Increased equipment inventory turns 2x per year, resulting in an annual savings of over $50K
• A 45% increase in sales revenue over the past 3 years, half of which is directly attributable to the salesforce.com solution

To understand how we achieved this success, read on.