Talking Customer Relationship Management Software with a CFO

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To ensure that finance meets its objectives, your CFO needs information about issues like total cost of ownership (TCO) and return on investment (ROI). Here's how you can talk to your CFO and get the information you need to make fiscally sound decisions.

Your CFO's Customer Relationship Management priority: fiscal fitness
Your CFO, who is responsible for the fiscal well being of your organization, evaluates investments with the following concerns in mind:

  • Increase shareholder value and expand the company's revenue opportunities
  • Help manage the company's operational strengths and weaknesses
  • Ensure CRM introduces efficiencies into the organization through the automation of many common sales and service activities
  • Identify and expand new and existing opportunities
  • Make sure that investments in technology are necessary and that the technology gets used
  • Ensure that the goals for a new system deployment are clear, and improvements are measurable
  • Establish a reasonable timeframe for increases in productivity and returns on investment
  • Measure the success of a CRM implementation

Questions for the CFO
Your CFO can deliver the specifics of protecting corporate assets:

  • How will a CRM investment increase productivity and scalability to help the company grow?
  • How will the investment support the overall business strategy?
  • Which compliance issues will impact our data assets?
  • What second-tier costs can we expect from deploying a comprehensive software solution?
  • What are the short- and long-term economic returns of CRM?


Your CFO has the fiscal know-how that can help you accurately evaluate how a CRM solution fits your needs and benefits your organization. The talking points in this post can help you get the evaluation data you need to make a sound technology investment. Get your team together and begin building more profitable customer relationships. The right CRM solution can sharpen your competitive edge and transform the way your business succeeds.

By NextCorp, Ltd., Dallas Microsoft Dynamics CRM Partner

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