3 Tips for Finding the Right CRM Vendor

Mark Dancer provides advice to distributors for choosing the right customer relationship management solution.

Picking the right tool and the right vendor is the most important first step to effective use of a customer relationship management, or CRM, system, according to Mark Dancer of Channelvation, featured in MDM’s recent episode of Executive Briefing. You have to pick a solution that is aligned with how you want to use CRM.

“If you use CRM for lead generation,” Dancer said, “you’d want to pick a vendor that has a great lead generation platform.” Or if you plan to use it primarily for pipeline or territory management, focus on that as the priority.

Here are Dancer’s tips for finding what’s right for your company:

Try it out first. “It’s very easy today to go online, visit the vendors you think you might want to use, download a demo and give it a shot,” Dancer said. Give the tool to a couple of salespeople and have them try it out, as well. If possible, do this before you actually reach out to a vendor to spend time with your company.

Ask non-competing distributors what they’re doing. “Find out where they found real value in CRM, what the barriers were and how they were overcome,” Dancer said.

View the vendor as a partner for the long haul. Distributors are encouraged to start small when starting out with CRM; use just a couple of features with a couple of salespeople to build credibility and skills in your organization. Distributors that approach implementation this way will be working closely with their vendors, who will help them expand their use of the features to get more out of it. This is why it’s important to think long-term.

Listen to more on CRM in the clip below from this month’s Executive Briefing. Watch or download the full program (25 minutes) at www.mdm.com/executivebriefing.

About the Author
Recommended Reading
Leave a Reply

Leave a Comment

Sign Up for the MDM Update Newsletter

The MDM update newsletter is your best source for news and trends in the wholesale distribution industry.


articles left

Want more Premium content from MDM?

Subscribe today and get:

  • New issues twice each month
  • Unlimited access to mdm.com, including 10+ years of archived data
  • Current trends analysis, market data and economic updates
  • Discounts on select store products and events

Subscribe to continue reading

MDM Premium Subscribers get:

  • Unlimited access to MDM.com
  • 1 year digital subscription, with new issues twice a month
  • Trends analysis, market data and quarterly economic updates
  • Deals on select store products and events



You have one free article remaining

Subscribe to MDM Premium to get unlimited access. Your subscription includes:

  • Two new issues a month
  • Access to 10+ years of archived data on mdm.com
  • Quarterly economic updates, trends analysis and market data
  • Store and event discounts

To continue reading, you must be an MDM Premium subscriber.

Join other distribution executives who use MDM Premium to optimize their business. Our insights and analysis help you enter the right new markets, turbocharge your sales and marketing efforts, identify business partners that help you scale, and stay ahead of your competitors.

Register for full access