by Gustaf Westerlund | Oct 25, 2014
During the CRM UG Summit I held a presentation on the subject of how to use the method described by Harvard professor John P. Kotter called the 8 Steps of Change to aid in the implementation of CRM in an organization. This is the first blog entry in a series which will discuss this subject. This first post will be on the question of if using this method is even justified?
Many companies do acknowledge that major change in the organization, like a fusion, changing from line to matrix organization, and so on, however, there are many companies that do not acknowledge that the implementation of a new CRM system is a change of such a substantial degree that it does require it to be handled as a change management Project.
If you are not already aware of the failure rates of CRM Projects, do have a look at the following links:
http://www.zdnet.com/blog/projectfailures/crm-failure-rates-2001-2009/4967
http://www.dmnews.com/63-of-crm-initiatives-fail/article/303470/
The numbers vary, if 70% failure or 30%, but the fact is that a substantial amount of Projects do fail and it is important to be humble to this in order to attempt to mitigate the possible risks of derailing the CRM investment.
Forrester researched 150 companies to find out which problems they were facing in their CRM initiatives as described here: http://blogs.forrester.com/william_band/12-03-01-dont_let_crm_pitfalls_trip_you_up
In short the problems can be divided into the following areas:
- Creating a CRM strategy – 18% strategy,
- inadequate deployment methodologies (40%)
- poorly defined business requirements (25%)
- lack of alignment on objectives (18%)
- Re-architecting customer-facing processes – 27%
- including technical/integration difficulties in supporting company processes (48%)
- poor business process design (31%)
- Selecting technology – 33%
- perceived shortcomings in vendor solutions (30%)
- a lack of skills needed to implement the solution (23%)
- system performance shortfalls (19%)
- Implementing customer-centric behaviors – 22%
- slow user adoption (49%)
- poor change management and training (36%)
- difficulties aligning culture with new ways of working (15%)
Several books could be probably be written based on this. From an implementation perspective, we can note that about 25% the companies, seem to be having no issues major problems with getting their CRM Strategy correct, they have managed to re-architect their processes and the have overcome all Technical issues, but still their issues lie with the implementation of CRM within the organization. If this is not justification enough that CRM is and requires dedicated and very deliberate change management within the organization.
As I Work as a Consultant, often contracted to implement CRM for a Customer, I would also like to note that Managing change within the organization is not something a temporary external party can do, why it is important to assign internal Resources at the implementing organization to drive the change management Project.
A final note, these numbers might be demoralizing if you are looking at starting you CRM Project or have started it, but I would suggest you look at it in another light. By seeing the problems and errors that others have faced and being open and transparent about your own issues you have a better chance of avoiding these pitfalls. I talked to one of the project leaders for one of the biggest infrastructure Projects in Stockholm which will be completed Before time and within budget. I asked her if she could give me one or two reasons why they were doing so well and she answered:
- We have very senior and technically experienced people in the Project leadership committee
- We have been very risk aware from the start, and have had weekly risk meetings
Gustaf Westerlund
MVP, CEO and owner at CRM-konsulterna AB
www.crmkonsulterna.se
by Gustaf Westerlund | Aug 3, 2014
As I have previously discussed (on Software Advice in this article) the US laws regarding the rights for the US legal authorities to order US owned companies to hand over data is very strong. Hence, if one has sensitive data that might be of interest to any government agencies in the US, one should think once or twice about storing it in a data center owned by a US company (like Salesforce.com, Amazon, Microsoft, Google etc.).
A recent case in in New York has shown that this is not on theory but very much practice. In this case regarding an email account probably on outlook.com however the difference to SalesForce.com or CRM Online is purely academic.
On the positive side, Microsoft are fighting back trying to protect their customer, something I am very happy about. I do hope they do this for all customers.
The other direct positive side to this of course, is that Microsoft CRM can be aquired from other sources than from companies based in USA. For instance a standard CRM On-premise installation, or a partner hosted installation, which there are many service providers of, like Midpoint and our my own company CRM-Konsulterna in Sweden. SalesForce.com on the other hand, do not have this option, so if you have sensitive data, be careful, it might be ordered into the wrong hands.
Gustaf Westerlund
MVP, CEO and owner at CRM-konsulterna AB
www.crmkonsulterna.se
by Gustaf Westerlund | Apr 4, 2012
There is currently rather a lot of media in Sweden about a computer system hosted by a larger Software Integrator outsourced by the Swedish IRS. This system was hacked and about 9000 client accounts were compromised. The discussion in the media is if this a government agency really can delegate this kind of responsibility to a third party or if there will always be some fundamental responsiblity for maintaining the security at the government agency? The security experts and even the Swedish Secretary of IT, Anna-Karin Hatt, indicated that this kind of responsibility could not be delegated.
This question is very relevant in the case of CRM systems in general and Microsoft Dynamics CRM in particular. It would then seem more or less impossible from an government agency CIO perspective to use any kind of cloud based service for line of business systems like CRM/xRM as this would imply that it is impossible to fully maintain the control required over the information in the system. This is no problem for us working with Dynamics CRM as it can be deployed on-premise, but bad news for anyone looking to work with SalesForce.com or any other pure cloud based service as they cannot be used in such conditions.
Gustaf Westerlund
CEO, Chief Architect and co-Founder at CRM-konsulterna AB
www.crmkonsulterna.se
by Gustaf Westerlund | Feb 10, 2011
I have been asked by the very well renowned blog at Software Advice, to write a guest post and you can now read it at their site: Software Advice. It is a post concerning the legal problems of cloud based systems and where its data is stored. It is most uncertain which laws apply to the data, and the most probable outcome is that it will be viewed as subject to the country where it is stored. Something that might not always be beneficial to companies and organizations with sensitive data.
Please read it and leave your comment on the subject, it would be very interesting to read your view on the subject. I personally think it is very interesting and that it is one of the aspects of cloud computing that I feel often is neglected by companies.
Gustaf Westerlund
CEO, Chief Architect and co-Founder at CRM-konsulterna AB
www.crmkonsulterna.se
by Gustaf Westerlund | Dec 21, 2010
The Cloud is hot. Everybody seems to be talking cloud computing like it is the holy grail of computing. I try to have a bit more cold headed view of it since I am often faced with the complexities of integrating systems with each other, I often find that it can be very complex to integrate two systems residing in machines next to each other, adding a level of complexity by placing these machines on the internet does make integration more complex and costly.
The cloud does have its advantages though, for smaller companies, like my own, there is no need to own and run large servers. We, at CRM-Konsulterna, do not run any servers at all. The one server that we actually need, our lab environment, is actually hosted aswell, but on a infrastructure level.
I was tipped by Software Advice about an interesting article on Microsofts push on cloud computing for Microsoft Dynamics. You can read it here: http://www.softwareadvice.com/articles/accounting/microsoft-is-all-in-for-the-cloud-but-what-about-dynamics-1121310/. It addresses some quite interesting points from a Dynamics perspective, not only CRM.
I think that you need to understand the background in order to understand why Microsoft are pushing this so hard. The traditional on-premise deployment type of systems has always been Microsofts strongest area and Microsoft has for several reasons, like risk reduction, scalability etc. to have a business that is partner based. It is also heavily focused on adressing the IT part of customers business, which is natural when coming from their background.
The recent years have shown that companies like Google and SalesForce.com deliver very competent cloud based services and this seriously endagers Microsofts core business model since it shortcuts Microsoft offers by adressing the business decions makers directly and circomventing the IT-departments. This is a outspoken stragegy for companies like SalesForce.com.
So, what Microsoft tries to do is to compete on the cloud market and the on-premise market at the same time while still trying to hold on to their partner network and maintain their loyalty. This is of course quite complicated since many Microsoft partners have made a living by installing and selling Microsoft software. There are new models for cloud based service reselling but it does feel like there is going to be a bit of a downside for many partners.
From our perspective, as CRM-consultants, we are happy to offer CRM in any flavor since our main businesses is not selling the licenses but around helping our customers leverage the power of the system by adapting it to their needs. Hence it does not really matter if it on-premise or in the cloud.
However, from a technical perspective, we do recommend either partner hosted or on-premise since that substantially reduces the pains of integrations and adaptions compared to a Microsoft hosted solution. So, our recommendation to our customers is usually to choose partner hosted as that relieves them of the burden of managing the server etc. and at the same time gives us all the advantages of adapting the system to their needs.
The fact that Hunter Richards mentions about the different architectures of the Dynamics ERP products is true but does not really affect Microsoft CRM since it has a good Cloud platform, even though there are some adaptations that only can be done on on-premise or partner hosted systems, it is a very competent and flexible Cloud system and the new version CRM 2011 is even better.
It will also be interesting to see how Microsoft will mange the partner channel in the future. It is something they, with their current business model cannot do without but at the same time something that slows them down a bit since partners naturally are slower to move than inhouse consultants.
Gustaf Westerlund
CEO, Chief Architect and co-Founder at CRM-konsulterna AB
www.crmkonsulterna.se
Recent Comments