The ROI of today’s CRM

Chip House, Chief Marketing Officer at Insightly, delves into the evolution of CRMs. Low user adoption and a lack of user-friendliness are major pain points for many CRM systems, leading companies to seek replacements. Ultimately, companies are looking for CRMs with quicker implementation timelines and time to return on investment, unlike the high costs and complexities associated with legacy systems. Today, Chip discusses the ROI of today's CRM.
About the speaker

Chip House

Insightly

 - Insightly

Chip is Chief Marketing Officer at Insightly

Show Notes

  • 03:32
    Reasons companies replace a CRM
    Organizations replace their CRM due to complexity, low user adoption, and the high costs associated with maintaining a system that isn't being fully utilized. These factors lead CFOs to seek more straightforward and user-friendly solutions to manage customer data effectively.
  • 05:18
    Evaluating the cost of replacing a CRM
    While data migration and user downtime are real costs to consider when replacing a CRM, the benefits can outweigh them. Modern CRMs like Insightly offer faster implementation times and quicker time to value and return on investment compared to legacy systems.
  • 08:12
    The importance of CRM for pipeline visibility
    CRMs offer two key benefits: pipeline management for forecasting future sales and customer journey tracking for understanding customer behavior. These features are crucial for monitoring and optimizing growth, especially in today's focus on efficient growth strategies.

Quotes

  • "Time is money. The ability to bring the implementation live quickly is important. We have a go-to-market time of 1.1 months versus 2.1 months and 3.7 months for the next two market leaders." - Chip House

  • "When you buy a piece of software, companies are expecting an ROI in less than a year. Our time to ROI is nine months on average per the data from G2 versus 13.8 months and 18.3 months for the other two market leaders." - Chip House

  • "Any business that's adopting a CRM knows the benefit it provides to manage your pipeline, forecast future business, and track deal stages. If you're managing on a spreadsheet, you have no clue how that's going to come in." - Chip House

  • "In this day of efficient growth, I don't know how you can monitor how you're growing without a CRM." - Chip House

About the speaker

Chip House

Insightly

 - Insightly

Chip is Chief Marketing Officer at Insightly

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