Category

Functionality

Description

Don't Need

Nice to Have

Must Have

Sales Enablement

Sales Methodologies

Incorporate leading sales methodologies like Miller Heiman, SPI, TAS or your own in-house methodology.

Sales Enablement

Email campaigns & HTML Email tracking

Ability for sales members to send personalized emails to multiple people at once and track email opens

Sales Enablement

Instant Messaging

Send instant messages to colleagues and team member from within the CRM system.

Sales Enablement

Collaboration platform

A platform for sharing files, instant messaging, and project management.

Sales Enablement

Quoting & Configuration

A product catalog functionality that includes support for complex pricing levels, units of measure, discounts, and pricing options.

Sales Enablement

Social CRM

Includes the ability to interact with social-networking sources from within the CRM system. Social networking sites include blogs, user communities such as LinkedIn and Facebook and Twitter.

Sales Enablement

Org-Charts

Visual representation of account structures.

Sales Enablement

Work-flow Automation

Create step-by-step rules to guide reps through the sales process based on activities and actions by the customer or by internal personnel.

Sales Enablement

Sales Strategy Analysis

Develop strategic account plans including g needs analysis, organizational buy-in, and activity plans.

Sales Enablement

Zip-Code Proximity Search

Identify companies by proximity to other firms.

Sales Enablement

Team Selling

Additional functionality aimed at organizations with teams who need to collaborate and shared accounts

Information Mgt

Document Management

Sharing, storing, and managing electronic documents that need version control, and standardization (templates, marketing collateral any file type)

Information Mgt

Partner Relationship Management

For companies who sell through channel partners. Functionality can include on-boarding, training, partner promotions, communications, loyalty and incentives, market development funds and reporting

Information Mgt

Knowledge Management

A platform for sharing, searching, storing, accessing and updating key information needed to sell or service the customer.

Information Mgt

At-Risk Deal Alerts

Automated notification when deals fall outside of pre-determined parameters.

Email

Outlook Integration - Synchronization

Email will synch with CRM records automatically or with manual synchronization.

Email

Contact & Task Mapping

Contacts and activities can be tied to CRM records automatically or manually.

Email

CRM access from within Outlook

Users can access, create, and modify CRM records without leaving Outlook

Phone

Skype Integration

The ability to call out via Skype by clicking the phone number in the contact record

Phone

Call-Center Integration

It gives call-center agents and inside sales reps access to important customer buying history and history of interactions with other sales members.

Marketing

Campaign Management

Opt-in/Opt-out list management. Monitor and measure the number of sales leads, contacts, sales opportunities and accounts that each Campaign generates. Automate and manage off-line (direct mail, fax) as well as online Marketing and Sales Campaigns.

Marketing

Lead Management

Lead Capture from online registration or purchase forms and import directly into CRM. Automated marketing follow-up, anonymous visitor identification, plus lead scoring and routing to the appropriate sales personnel.

Marketing

Marketing Automation

A tool that helps organizations examine, prepare, implement and assess marketing campaigns. It helps identify target markets, and manages campaign work-flow and tasks as well as budget approval process and return on investment.

Marketing

Collateral Management

Create, and manage a searchable centralized library of sales and marketing materials, including brochures, white papers, and proposal templates.

Marketing

Auto-Response Emails

Personalized responses to customer inquiries go out immediately and automatically based. You tailor responses based on the nature of the inquiry or specific information supplied by the customer.

Mobile

Remote Access

Ability to connect from mobile devices when connected to the Internet

Mobile

Offline Access

Ability to access corm data when no Internet connection is available.

Management

Sales Performance Management

Includes the creation of commission, bonus and salary plans and the ability to monitor bonuses, spiffs, contests and other incentives. It may also provide sales reps with access so they can monitor the status of their compensation payouts and key objectives. Quota and Territory Management is also a part of SPM.

Management

Sales Compensation Management

This is a sub-segment of Sales Performance Management.

Management

Territory Management

Functionality exclusively related to the creation of sales quotas and territories.

Finance

Billing & Invoicing

The ability to enter billing information and auto-generate invoices based on different payment types and billing cycles.

Finance

Order & Inventory Management

The CRM System can track the status of orders through manufacturing, fulfillment and delivery. This ensures sales reps have the latest information on deliverability and availability