The growing popularity of the Software as a Service (SaaS) business model across the tech industry has created some new requirements for professional organizations that want to maintain a good level of productivity throughout their operations without compromising anything. Customer Relationship Management systems (CRMs) are heavily used in the tech industry, and even in SaaS businesses in particular likely stand to benefit a lot from their proper implementation.
The benefits extend to pretty much every company that sells its products online, offers a continuous support cycle for their releases, or has a dedicated team that handles sales. Companies that release subscription-based software may also find it beneficial to look into CRM solutions.
Handling Offline Sales Easily
Even if your company deals primarily online, it’s still likely that a customer would occasionally decide to purchase something based on a live, physical interaction. This happens more often than some managers suspect, leading to an imbalance in the way these customers are handled compared to other, ordinary customers that purchase online.
A good CRM can make the process more streamlined by allowing the company to engage their customers on a more personal level and track their activity through the system more efficiently. You’ll be able to know exactly which points of the process work and which don’t.
Unusual Sales Cycles
If your sales cycle doesn’t follow a traditional established market pattern, that’s another good reason to look into the benefits of a good CRM system like Salesforce. This will make it easier to organize every point of interaction and ensure that your business is aligned with the needs of your customers at every step, even if you’re still trying to figure out how to efficiently navigate the market with your own business model.
This is particularly true for situations where a sale takes a particularly long time, such as a period of several months. A good CRM can enable you to track the movements of your customers through that system, focusing on potential issues with a more effective approach and ironing out anything that doesn’t work like it should.
Plus, all of this data will be stored and organized for future reference, allowing you to make even better decisions in the long run that are based on hard information you’ve gathered. This benefit alone is not to be underestimated, especially with the growing availability of complex analytical tools, especially ones based on artificial intelligence (AI).
There are other situations where a good CRM will make a huge difference in the relationship between a company and its customers, such as companies offering subscription-based services. The way this type of business model works can even create some attractive opportunities for a synergy between the functionality of a CRM and the typical flow of a subscription-based service or product. Companies are still largely exploring the possibilities, and those who jump in now stand to benefit the most in the long run once the technology has managed to find a stable place in the market and has become a normal part of most companies’ work.
About Ruth Hoffman
Queen of Strategy And Sales Conversions: Helping Coaches & Professionals Transform Themselves Into A "Category of One". CEO of ruthhoffmann.com