The size of the company is also significant when choosing a CRM product. There are levels of sophistication and internal IT requirements that differ greatly depending on the size of a company. For example, a small company with a few dozen customers and two salespeople won't need a lot of dashboards or in-depth pipeline management functionality – that would be overkill. However, a large company would need highly scalable and sophisticated pipeline management functionality because they are managing hundreds or even thousands of salespeople.
All of this is just the tip of the iceberg when it comes to choosing a CRM product. I would highly recommend my book, CRM at the Speed of Light: Essential Customer Strategies for the 21st Century (this is the third edition -- a fourth edition will appear in late 2008) or Jill Dyche's book The CRM Handbook: A Business Guide to Customer Relationship Management.
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