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How to ... avoid CRM upgrade and replacement mistakes in 5 steps.(BEST PRACTICES FOR...

By Compton, Jason
Publication: CRM Magazine
Date: Saturday, January 1 2005

Whether your company uses "green screens" or a late-model on-demand CRM application, sooner or later the time comes to implement a major upgrade or even migrate to a new CRM system. Before committing to change, consider the following tips:

1. Identify the benefit

An upgrade, or a more dramatic rip-and-replace of CRM technology, represents an investment of time, effort, and money. In a perfect world there should be some expected payback on the other end, in the form of better visibility, integrated sales and service, or some other improved business performanc

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