Mid Market is the fastest growing CRM Segment

Forrester Research (echoed by Access Markets International (AMI) Partners Inc.) issued reports showing that nearly 40% of CRM sales are happening in the mid-market.  This is an amazing shift since historically it is the big boys who implemented very complex CRM solutions (e.g. Siebel aka Oracle, Peoplesoft, and SAP).  That all changed with Salesforce.com and Microsoft CRM 3.0 (which rocks).

 One way that Salesforce.com “happened” was by turning CRM into a service rather than software.  These days users can choose to buy and implement their own CRM (ala the big boys and Microsoft Dynamics CRM 3.0) or they can pay as you go with SaaS (software as a service).  Gartner Group (another one of those thinktanks) says that software as a service which is today a $6.3 billion business (WOW) will grow to $19.3 billion by 2011 (super wow).  CRM is a big part of this move to SaaS.

If you are a mid market or even small player the guys to be considering are RightNow Technologies, Oracle Corp.’s Siebel CRM Professional edition, Salesforce.com, Microsoft Dynamics CRM, and Oracle’s Siebel CRM On Demand.

 Microsoft has annoucned a version of their Dynamics CRM to run on the Office Live! platform which will give them a SaaS offering here, too.  Check out the details here.

 My current favorites in this space are Salesforce.com and Microsoft — and I actually give the nod to Microsoft here.  They’ve done a great job of integrating the CRM offer with Outlook (their email product) and Office.  Since Microsoft Office is everywhere this gives them a big “look and feel” advantage.  The learning curve for sales people (always busy with little interest in learning a new system) an easy way to start using it.

Have fun, guys.  If you have any questions about the mid market CRM, partnering or any other topics of this blog drop me a cmoment.


About Sandra Eisenberg

Dynamic pragmatic marketing and sales executive whose biggest asset is converting technology to real corporate value -- for a variety of industries including health care providers (Adventist Health System Sunbelt), Teradata (Data Warehousing), RWD Technologies (quality improvement and professional services), Siemens and AT&T (telecom). Sandra brings twenty years of experience in sales, marketing and IT management. Her career spans entrepreneurial firms (E5 Marketing) and senior positions in sales, sales management (direct and indirect), marketing, channel development and product management at Bell Labs and NCR Teradata. A few career highlights: • Total product lifecycle management (PLM) using ISO 9001 and other quality methodologies. Sunset aging product lines and developed a migration path to a new, open standards platforms at Avaya, NCR and Bell Labs. • 1st woman to win the AT&T and NCR Teradata national sales awards -- top sales manager and sales rep at AT&T, NCR Teradata and Avaya • Delivered profitable marketing campaigns in the area of CRM, Business intelligence, contact centers and other high tech areas • Run call centers, sold call centers and been in product management of call centers (Avaya, AT&T and NCR) • Director of CRM Strategic Planning and Alliances at Avaya and NCR Teradata • Senior Manager of Product Management Bell Labs (business intelligence, data warehousing and CRM) Most recently Sandra managed the Central Florida territory for Siemens' telephony division. Siemens is selling this division soon and their loss can be your gain.

Posted on March 17, 2007, in CRM, customer relationship management. Bookmark the permalink. Leave a comment.

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