A change management strategy that concentrates on getting the feedback of the sales teams, who will be the primary uses of the CRM system, and also the engineering team who will want to evaluate it, are both critical. This focus on shared ownership will overcome the political factors and forces that will push for the SaaS-based CRM system to be not installed and used. The sales teams however will need the system to complete more accurate quotes, orders and update customer records. The future of enterprise software is on the SaaS-based platform, and Cincom will need to embrace this direction and learn to capitalize on it in order to growth profitably in the future.
Cincom Systems Organizational Environment and Structure
Cincom Systems is organized into five separate divisions, each concentrating on enterprise software applications and platforms. All of these divisions are integrated on a common Microsoft platform or protocol stack, ensuring an high level of integration and commonality across all product lines. This has helped Cincom to compete effectively with Oracle, SAP and others from the standpoint of a unified platform strategy and showing a very high level of accountability to key prospects and buyers. Chief Information Officers (CIOs) specifically are interested in purchasing enterprise solutions only from companies who have a unified platform stack that can ensure a high level of reliability and redundancy over time. Cincom's decision to create the unified architecture has helped to attract and retain enterprise customers as a result.
It has also allowed each business unit to concentrate on its core business very closely and clearly, accurately defining expectations and results that can be achieved to key customers as well. The Cincom Manufacturing Business Systems (CMBS) division sells ERP systems to manufacturers, many fo them members...
Enterprise vs. Departmental CRM Comparing Departmental and Enterprise Information Systems Customer Relationship Management (CRM) Teams in Cincom Systems It is paradoxical that the majority of enterprise software companies today have highly fragmented Information Systems (IS) departments with one entire series of departments dedicated to enterprise computing and a second, to specific departments or divisions. As enterprise software systems, specifically in the areas of enterprise CRM are organized to ensure a very high level
Taking the single most critically important process that Marketing is involved within lead generation, is a case in point. Today Cincom Marketing has project managers who often manage up to fifty to sixty projects across two or more product divisions, yet have only three writers on staff and a group of part-time graphic artists. This equates into a wait time for new projects in excess of six months or
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