How to Make CRM Financially Viable

January, 2002


The purpose of customer relationship management (CRM) is to provide a dialog between your customers and your business. This goal implies that an organization should commit itself to major internal changes because the key to successful CRM implementation is not limited to IT issues. Rather, success depends on interdepartmental cooperation and superb leadership. The main reason that many firms have failed in their CRM deployments revolves around failing to grasp these concepts.