Defeat the hidden enemy of CRM projects: scope creep

The evils of scope creep can do in CRM project success. Here are four practical tactics for fighting it - from the start.

Comments

Re-prioritize CRM requirements every six months

In some industries, the half-life of a VP of Sales or Marketing is 18 months. The priorities set at the start of a CRM project may no longer be relevant due to internal policy or business-rule changes. Further, the evolving reality of competitors, partners, and customers can mean significant changes of emphasis in CRM and surrounding systems. In these prioritization sessions, compare features on the basis of true costs and business value. Avoiding requirements that are no longer critical is one of the best ways to keep scope creep at bay.

David Taber is the author of the new Prentice Hall book, " >Salesforce.com Secrets of Success" and is the CEO of SalesLogistix, a certified Salesforce.com consultancy focused on business process improvement through use of CRM systems. SalesLogistix clients are in North America, Europe, Israel, and India, and David has over 25 years experience in high tech, including 10 years at the VP level or above.

Do you Tweet? Follow everything from CIO.com on Twitter @CIOonline.