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The focus on ROI is really what it's all about with business.
Every company has the same goal, from my perspective, whether
it's profit or not for profit and that is margin.
The more we can bring in, the more we can do creative
things with our business and drive some interesting things in the market.
So ROI is gonna be measured in a number of ways,
but at the end of the day, it's revenue minus ex, expenses.
And relative to CRM, what I've what our
team has pushed is it really starts with the fundamental.
Get the reps to use the solution.
Yes, there's benefit for executives to have perspective on accurate forecasts.
And middle management and the value there.
And the individual reps and the sales process to make it repeatable and successful.
But at the end of the day, it all starts with the rep themselves valuing the solution.
You know, software is a tool, period.
Just because you have good tools doesn't mean you can build great stuff.
So, it's really the focus on the individual, the business process that's going to be more
effective for how you go to market and acquire and retain customers.
So, when we think about ROI, there's just so many metrics associated with
it because it's a matter of, you know, how do you serve your customers?
There's a lot of ways to measure that,
it's proven over and over.
But it all starts with, to me, the key metric of get your reps to use it.
And I say, give the reps three things for every one thing you ask.
So it's not about let's use a CRM solution
and get these guys to begin to enter information.
It's really give them incredibly valuable information.
Knowing that they're occasional users, it's not like they're in AP, using
the same system and knowing every function key, so using the right
UI, the right application, but making it very, very valuable.
It's from there that you decide what's important
for your business in terms of product, field
engagement, and then operations as to where you
want to focus on driving revenue and reducing expenses.