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CRM Fundamentals by Mathew Johnson, Brian Paulen, Scott Kostojohn

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Selecting the Right Consultants

Evaluating consulting partners is significantly simpler than applications. As with application evaluation, there are a number of criteria to be considered. Before considering criteria, however, you may be asking yourself a more fundamental question: do I even need consultants? The CRM vendors spend significant marketing energy emphasizing the ease of use of their applications and the speed with which they can be deployed. Demonstrations make configuration look like simple exercises in point-and-click. Can’t we just do this ourselves and save a lot of money?

As individuals who have built careers helping organizations find success with CRM, you could argue that our answer to this question is not credibly objective, ...

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