One piece so far. Written because nobody else had.
We are not going to publish weekly. Most of what gets written about CRM is a vendor comparison with an affiliate link. When we have something worth reading that nobody else has said, it goes here.
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Everyone says their CRM is configurable. Almost nobody explains where configuration stops — and it stops in the same place every time.
Five more, each because the honest version is not online.
No dates. They appear when they are right, which is a slower promise and a truer one.
Why do CRM implementations fail?
Almost never the software. Usually a data model that was chosen before anyone watched the work happen.
The challenges of marketing attribution
Three, in order: the systems disagree about what a conversion is, browser tracking loses events, and the sale closes after the window.
Build versus buy, honestly
Buying usually wins. Here is the arithmetic that decides when it does not — and it is not licence cost against build cost.
What round robin costs you
It assumes every lead, every rep and every workload is equal. Here is what that assumption is worth at volume.
Why your dashboards disagree
Four people, four answers, all defensible. A definition problem wearing a dashboard.