Gap between CRM and ERP
30 July 2010
Many companies have now implemented one or more generations of ERP and CRM systems. They have found that this is not always a smooth ride. The standard functionality of these systems often appears to be too rigid to support your fast changing business processes.
Smoke
Now that the smoke around these implementations has cleared, it is time to look at where the ERP and CRM systems are doing the job, and where they still leave something to be desired. Businesses offering client-specific products and services are discovering that there is a gap between CRM and ERP.
CRM and ERP
CRM focuses on prospects, clients, contacts and activities, while ERP concentrates on logistics and production. Between these two worlds there is an area yet to be defined:
- an area of needs analysis for prospects
- configuration of the right solution
- calculation of the price
- generation of commercial documents
We call this area Guided Selling. More and more companies are reaping rewards of Guided Selling software.
Guided Selling
Do you want to learn more about Guided Selling? Follow this link.
Otto van der Tang is Managing Director at Sofon - supplier of sales support software. As Otto has a lot of contact with clients, he has a clear insight into how companies that deliver customer-specific products and services can realize improvements within their sales and quotation process.
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