With more and more businesses moving to the cloud, the word CRM is thrown around A LOT. The truth is, without a centralized and automated CRM system, it’s hard to seize new opportunities and build strong relationships with your customers.
According to a recent report by Gartner, “Worldwide spending on customer experience and relationship management (CRM) software grew 15.6% to reach $48.2 billion in 2018. CRM remains both the largest and the fastest-growing enterprise application software category.”
We met up with Rick McCutcheon, a Dynamics 365 MVP and leading authority on CRM to talk about how, as resellers, we can assist companies in their digital transformation by selling CRMs.
Here’s what we found out.
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The ROI on CRM
First, you want to make sure your time and money are well spent on a CRM tool.
Nimble, for example, is a powerful Microsoft CRM at a pocket-friendly price—built for SME’s needs.
Dynamics 365, on the other hand, is more than just your regular CRM. It’s a complete IT ecosystem with all the tools you need to cover every aspect of your business. It was named the top CRM choice for sales disruption in 2017 and the winner for both Enterprise and Small Business CRM categories at the 2018 CRM Market Awards.
In 2015, Microsoft commissioned Forrester to conduct a Total Economic Impact™ study and examine Dynamics’ ROI on CRM users. The interviews and survey results revealed that:
- Organizations can better plan their budgeting and support mechanisms with more predictability and clarity
- CRM users can minimize support and maintenance costs
- Thanks to the availability of the CRM solution, business users derived value sooner
- International availability of Dynamics CRM Online raised productivity across a high number of users
Rick says the revenue that springs off Dynamics 365 CRM “is anything from $5 for every dollar spent on CRM up to $20 spent on services by the customer.”
He made a list of the services customers spend the most money on:
- Power Platforms
- Data Services
- Coaching and Training
- Business Intelligence
- Social Marketing
- Process Design
- Business Analysis
- Third-Party Apps
There are many reasons why selling CRMs is worth a shot. First, CRM is forever. Think about it as a continuous project that has a steady investment.
Second, CRMs are sticky: “once you sell it into an account, it will stay with you,” highlights Rick. And third, “if you’re not selling CRMs to your partners, somebody else will,” he adds.
Reselling Dynamics 365
Before we get down to business, Rick points out an important aspect you should consider: “the social selling side of a CRM”—a.k.a. the benefits of using CRM for your customers. We talk about them in our extensive guide on Reselling Dynamics 365, but here are the most important points:
- Empower employees and improve internal communication within the company
- Streamline processes thanks to automation and AI
- Better engage customers and boost customer retention
- Optimize operations
- Transform products and services
There are two ways you can sell Dynamics 365 and boost your ROI. You can either become a Cloud Solution Provider (CSP) program partner and work with Microsoft directly or focus on your business and let us take care of it for you.
This year, SherWeb was recognized as a Top 10 Microsoft Partner for Digital Marketing Excellence. Check out the advantages of joining our reseller program:
- You get a dedicated account manager to guide you through every step of the process
- You’ll be ready to market and sell Dynamics 365 in just 10 minutes
- You can package your offers to fit your customers’ needs (without Microsoft getting in your way)
- Our technical support team is available to solve your issues 24/7/365
- You earn higher commissions (depending on the level of partnership you choose)
Who Are Your Customers?
In the age of the consumer, your brand can’t survive without a clear sense of your target audience. According to Rick, “Hot areas for CRM investment include mobility, social media and technologies, web analytics, and eCommerce.”
Think C-level executives, business management, sales management, marketing management, customer service management, and field service management, plus IT. In other words, business leaders who want a single digital platform to manage all their operations and who depend on forward-looking technologies.
Small businesses looking to grow are the best Dynamics 365 candidates. By having a strong CRM to automate their processes, they can focus on taking their business to another level. The same goes for industry leaders in need of large-scale solutions to simplify their operations and improve customer relationships.
Besides, many customers choose Dynamics 365 CRM because of its easy integration with familiar Microsoft products such as Outlook and Office.
Make sure you identify prospects in your customer base and see where they are in their digital transformation journey and how can you help them thrive.
Ready to Close Your First CRM Sale?
Your clients need robust CRM to optimize their operating processes and scale their business.
For fast-growing companies entering the CRM world, Nimble is a clever entry point to resell. Dynamics 365 is a powerful, stand-alone solution that will meet the specific needs of your most demanding clients—and help them save time and money.
Whichever you go with, reselling CRM is a win-win situation: your partners set up their digital transformation, and you increase your monthly revenue. Contact us today to start selling the top CRM on the market.