Peter Borner's Blog
I recently posted a question on LinkedIn...
Are you getting value for money from your CRM solution?I have spoken to several Execs over the past few weeks about their CRM systems. I heard differing views when I asked the question "Are you getting the ROI that you expected from your CRM system?". The answers ranged from "Adoption has been difficult" to "I am not sure I trust the data" to "The repeatability brought to our Sales Process has shown significant improvements".I have decided to write a blog entry to further the discussion and would appreciate your thoughts about the value you get from your CRM system. What...
Applications, Business Process and the Cloud
In the last 30 years I’ve seen a plethora of trends in the software market. The two that currently dominate both A&M activity and end user buying behaviour are BPM and Cloud computing. I have searched in vain to find an organisation that is truely process focused and has used BPM to derive Activity Based Costings across their business. This led me to thinking about what are the barriers and why aren’t companies achieving value from their BPM initiatives. BPM is bought by many IT departments as panacea to the problem they have of trying to bridge the gap between user demands...
A System is not a Strategy
My company, Axispoint Solutions (http://www.axispoint.co.uk/) is a leading implementation partner for Salesforce.com and I am often called upon to be the Exec Sponsor for our larger deals. It never ceases to amaze me that people believe that implementing a CRM system (Salesforce or otherwise) is the answer to their problems. Why is it so difficult to understand that a repository of data without a sales process will not yield competitive advantage? In order to be successful, your sales team need to have a greater understanding of your clients business than ever before. Your CRM system must provide rich data as part of...
The Need for Organisational Transformation
It has been quite a while since I wrote a blog entry. This is mostly due to the volume of work I have been experiencing. However, I have recently been able to reflect on how we are trying to reshape our organisation in the UK and how we are working with a number of our clients to implement IT infrastructure and BPM processes to underpin and support their organisational change.Many leading firms understand the need to fundamentally transform their organisations if they are to succeed in the future. Their objective is remove change-resistant, rigid hierarchical organisational structures to become more open and...
United at last in BPM?
Are vendors that describe themselves as System-Centric, Human-Centric or Document-Centric being very short-sighted and missing the point of BPMS value?Gartner's latest report "People, Processes and Information: United at Last in BPM" says that vendors that describe themselves in one of those buckets as being very short-sighted and missing the point of BPMS value.At Axispoint we have found that an organisation new to BPM is unlikely to have the right set of skills and experience on hand, a sub-optimal methodology will deliver sub-optimal results and poor communication causes frustration and distrust bringing about resistance to change. The best way to deal...
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