Optimize Your CRM Search with the 5 Ws

Applying the 5 Ws (Why, When, What, Who, Where) to your CRM search can streamline your evaluation process and help you find the perfect system for your needs. Here’s how:

Why Are You Looking for a CRM?

Understanding why you need a CRM is crucial. Many buyers have a vague idea of their needs but haven’t pinpointed specific issues or pain points. Clearly articulating these needs to CRM providers ensures you find a solution tailored to your requirements. Remember, you should be telling providers what YOU need, not the other way around.

When to Start and Deploy?

Knowing your timeline, including personnel resources and budgets, is essential. Setting up and deploying a CRM can take anywhere from a few hours to several months. Licensing and implementation costs are generally due at signing, so being prepared financially and resource-wise can save you from last-minute surprises.

What Are You Looking For?

It’s easy to get distracted by flashy features when searching for a CRM. Focus on the core functionalities you need daily. Create a bullet list of essential features and a secondary list of “nice-to-haves.” Prioritize platforms that meet your core needs first; use the secondary list as a tie-breaker if needed.

Who Will Be Involved?

Identify key decision-makers—typically two to five individuals—who will represent the needs of your team and understand your business goals. This team will not only select the CRM but often oversee its deployment. Ensure they are well-versed in the requirements and objectives to choose a platform that aligns with both user needs and business goals.

Where Will the System Be Used?

A CRM can be utilized across various departments, from sales and marketing to account and project management. Some systems even include support and ticketing capabilities. Think of your CRM as a central hub for all relevant details, providing visibility across your organization. This means it can benefit non-sales operations just as much as sales teams.

Leverage Vendor Expertise

Don’t overlook the value of vendor representatives. They can offer insights not only about their own platform but also share industry knowledge and experiences from numerous conversations with other CRM seekers.

By considering these 5 Ws, you can ensure a more focused and efficient CRM search, ultimately finding a system that best fits your organizational needs.