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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.
 
 
9/6/06 - Talking to a Reference
Often a vendor will provide the name of a person that can be contacted for a reference. It is a logical assumption that this person speaks for the company they represent. But that might not always be the case, or at least the whole story.
 
The point of contact may indeed be the primary point of contact for the vendor. In many cases, it may actually be the decision maker. A decision maker has a vested interest in the reference and may not be motivated to tell all. For instance, the decision maker's career might be tied to his vendor selection. So talking candidly about what doesn't work may not be in the decision maker's best interest.
 
Therefore, one piece of advice is to get input from multiple people from a particular implementation. I suggest you talk to people that have first hand experience including users and IT folks involved in the implementation.
 
Gary Lemke, Publisher
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