Skip to main content

Getting Users on Board with Dynamics CRM 2015

In a previous post, I discussed some techniques for getting developers on board with your Customer Relationship Management implementation. Now for the real challenge...getting users to adopt your CRM.

The success of your CRM implementation hinges more on user adoption and data quality than any other factors.  Despite the arguable progress in software features, driving user adoption remains the most difficult challenge of CRM implementation.

Much has been written on the subject, such as Microsoft's training and adoption kit. Here are some highlights from my experience:
  1. Adopting CRM is not painless.  Help users understand that it will be hard work and sometimes frustrating, but the results will be worthwhile.  Setting unrealistic expectations of an easy process will make it harder to succeed.
  2. Show the support of upper management.  This means communications from leaders of your organization, attending meetings on the CRM project, and participating in implementation decisions.  Lack of interest can be contagious.
  3. Establish incentives for adoption.  Find those that fit with your organization's culture and which will work to motivate users.  For instance, in sales force automation, use a CRM dashboard as the centerpiece of every sales meeting, and don't discuss opportunities that have not been entered.
  4. Be sure to save enough funding and energy to provide training for users. Provide enough training but not so much that it seems overwhelming.  Don't train until your system is ready to use, at least as a proof of concept, because we forgot quickly without a chance to practice.
  5. During the adoption period, fix defects quickly and communicate problems to users.  Don't provide excuses to abandon the system.
Call me at 202-364-8822 x109 if you would like InfoStrat's help with driving adoption of your CRM system.

Popular posts from this blog

The DATA Act Driving Grant Management Automation

The Digital Accountability and Transparency Act enacted in May 2014 calls for making spending data available in open, standardized formats to be published online.  It is a continuation of transparency initiatives and lessons learned with experiences such as grants.gov, the 2009 economic stimulus under the Recovery Act and the spending site USASpending.gov.

Government grantees will have significant new administrative responsibilities.  Many organizations that were tracking grants in spreadsheets or documents will have to adopt more sophisticated automated grant management systems such as Microsoft Grants Manager to keep up with reporting rules.

For profit companies will lose some privacy as a result of this law.  Grant recipients will be required to disclose information including officer salaries.

Continued improvements to publishing grant opportunities such as grants.gov may make it easier to find grants. These reforms together are designed to improve the effectiveness of grant prog…

Dynamics 365 for Government Contractors (GovCon) Frequently Asked Questions (FAQ)

One of InfoStrat's most popular solutions is Dynamics 365 for Government Contractors (GovCon).



Here are some answers to frequently asked question on this solution:
Can I add new fields to the solution?  -- Yes, the solution is fully customizable and you can add your own new fields to any form, view or report.Does Dynamics 365 for GovCon work on mobile devices?  -- Yes, Microsoft offers mobile apps for all the most popular platforms including iPhone, iPad, and Android phone and tablets.Does Dynamics 365 connect with bid data systems such as Deltek and Onvia?  -- Some information services, such as Onvia, offer integration with Dynamics 365.  Others require third party solutions such as the InfoStrat integration with Deltek GovWin IQ.What do customers typically customize for their unique requirements? -- Not all contractors follow the same steps in the capture process.  Most clients will tailor the business process to add or remove steps in order to match their sales methodology.  Of…

Understanding Microsoft AppSource and Dynamics 365

On July 6, 2016, Microsoft announced the introduction of Microsoft Dynamics 365 and Microsoft AppSource. Scheduled to be available in the fall of 2016, Microsoft Dynamics 365 will allow new ways for customers to consume Microsoft's current CRM and ERP cloud offerings based on business functions such as financials, field service, sales, operations, marketing, project management and customer service.

Microsoft AppSource will be an online store for cloud services from Microsoft and third party providers such as InfoStrat and other Microsoft partners.  Microsoft expects to offer more than 200 business SaaS apps, add-ins and content packs when AppSource launches.



The announcement garnered quite a bit of response in the press, including the Wall Street Journal and Forbes
Although all the details of Dynamics 365 have not been announced, the essence is bundling and un-bundling of products and features from Microsoft's extensive Dynamics catalog.  Microsoft is enhancing the integrat…