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  "Our Take"

(Past Editions by: Date, Title, Topic)

 
About "Our Take" 
"Our Take" is a collection of daily vignettes covering a wide range of CRM topics. It's an attempt to add our own spin to the world of CRM. We will use the column to share our perspectives, opinions, epiphanies, web nuggets, or quite frankly anything that moves us. Get ready to expect the unexpected. And, don't be shy about sharing your thoughts.
 
 
8/1/06 - Free is Too Expensive
One would think that determining a market leader would be a simple task. It appears that crowning a market champion is anything but easy or straightforward. According to Gartner, SAP may be the market leader in CRM overall, but the latest Magic Quadrant for sales force automation (SFA) puts Siebel in front.
 
The report points out that SAP has sold more CRM software. But much of it has not been deployed. It seems SAP often bundles CRM capability into their mega-ERP deals but many SAP customers simply put that functionality on the shelf. As someone once told me, "that free CRM software is too expensive to run." We are seeing more companies use SAP on the back-end but deploy Salesforce.com or some other solution for front line CRM.
 
Two things are clear. First, if someone bundles CRM for free, it may mean they don't value it and maybe you shouldn't either. And, be careful how you interpret market leadership reports. There is a big difference between shelfware and valueware.
 
Gary Lemke, Publisher
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