CRM Strategy and Recommendation

The Problem:

A diversified institutional asset manager needed to coordinate marketing, sales and client service efforts among a number of affiliates located across the United States. The strategic objectives of the project included:

• Establishing and maintaining a clear and shared vision of clients
• Effectively supporting an aggressive client acquisition strategy
• Defining a “paranoid” client retention strategy
• Identifying and focusing on profitable clients
• Employing a shared services model to ensure consistent, efficient, and excellent client service

What We Did:

Adeptyx consultants helped identify and document the functionality desired in the new CRM system. The features of the new system included:

• Support institutional models for asset management professionals (e.g., an asset management vertical) for greater user adoption
• Provide process automation to improve distribution flow
• Provide management and end user reporting with ease
• Provide quick response time for increased performance
• Integrate with mobile computing on handhelds
• Provide ability to compose emails from within CRM and record both outbound and inbound emails to history to track all communications

Adeptyx prepared an RFP reflecting the client’s objectives and distributed it to a select group of CRM vendors. Adeptyx managed the RFP process including calls with vendors to clarify scope, the evaluation and scoring of responses, vendor meetings and demonstrations, vendor reference checks, and identification of primary and back-up vendor with a detailed analysis of the relative strengths and relevant factors behind the recommendation.

The Results:

The client initiated a project to proceed with adoption of recommended vendor.

Adeptyx Consulting has experience with a wide range of CRM solutions providers including:

• Sage ACT!
• CDC Pivotal
• Microsoft Dynamics®
• ProTrak
• Salesforce.com
• SalesLogix
• SalesPage™
• Satuit
• Siebel
• Zoho CRM