Saving memory when running #ActCRM on servers

I was recently asked about how to remove some of the Act! items that load for each user from a machine used for Terminal Services, where only a few of the users needed Act!.
The following ideas are also worth doing on any system/server where Act!’s Outlook/Google Integration isn’t required. This also applies to Web Servers with Act! Premium for Web as the integration is done from the client end.
There are two basic areas where you can remove these components.

Startup Folder Shortcut

The All Users Windows Startup Folder can be found at:

C:\ProgramData\Microsoft\Windows\Start Menu\Programs\StartUp

These programs start up for all users. To open this folder, bring up the Run box (Windows Key + R), type shell:common startup and hit Enter.

From there, you can remove:

• Act! Integration – this shortcut is only needed to set the Preferences for the ISPA (Integration Services Patch for Act!) that provides the synchronisation of Contacts/Activities with Outlook and/or Google.

If you want to make this available to specific users, you can place the shortcut in their individual Startup folders, located at:

C:\Users\[Username]\AppData\Roaming\Microsoft\Windows\Start Menu\Programs\Startup

These programs start up for the current logged in user only. To directly access this folder for the current user, open Run (Windows key + R), type shell:startup and hit Enter.

Windows Registry Run Keys

Bring up the Run box (Windows Key + R), then type regedit and hit enter

Warning: We strongly recommend that you back up the system registry before making any changes. Incorrect changes to the registry could result in permanent data loss or corrupted files. Please make sure you modify only the keys specified. For detailed information on backing up the Windows Registry, click the link below:

How to back up and restore the registry in Windows

Check each of the following locations:

HKLM\SOFTWARE\WOW6432Node\Microsoft\Windows\CurrentVersion\Run
HKLM\SOFTWARE\Microsoft\Windows\CurrentVersion\Run
HKCU\Software\Microsoft\Windows\CurrentVersion\Run

From there, you can remove any of the following keys if you like:

• Act! Preloader – This loads parts of Act! to make it faster when opening and using the program
• Act.Outlook.Service – Needed to load the Act! address book in Outlook and for recording history
• Act.Outlook64.Service – Needed to load the Act! address book in Outlook and for recording history
• ACTSchedulerUI – Used for changing the Scheduler settings. Likely only needed for the admin
• ISPA - Integration Services Patch for Act!. Provides the synchronisation of Contacts/Activities between Act! and Outlook, Exchange, Office365 or Google.

Memory Saving

In my testing, removing all of these saves about 50MB Private memory and 200MB Commit memory per user for those not needing Outlook/Google integration with Act!.
Let me know, in the comments, if your results differ.

How To Use Act! for Your Sales Training #ActCRM

Charisma, a strong network, blind luck, or skills: what explains great sales results? Like any complex activity, it’s easy to throw your hands up in frustration and say all of the above. That’s defeatist thinking. How can you make your sales training give you the best returns on your investment?

Use Act! as a support system to track, report and encourage your staff to implement what they learn.

1) Check Your Beliefs About Sales Training

“All business skills are learnable.” – Brian Tracy, sales expert

In her bestselling book Mindset, Stanford University psychologist Carol Dweck defines two mindsets that shape results. The fixed mindset believes that skills and capabilities do not significantly change: a weak sales professional isn’t likely to change. In contrast, the growth mindset emphasises change and development. This is a critical distinction if you are going to improve in sales training. With a fixed mindset, you’re more likely to give up before you develop proficiency in new skills. The growth mindset, you believe you can grow and research finds you are more likely to persist and succeed in learning.

Adopting a growth mindset will help you get the highest value out of sales training.

Attitude matters – skip it at your peril!

Action Step: Take the quiz on the Mindset Assessment to see which mindset you have. If you have the fixed mindset, ask yourself if that perspective is helping you to reach your goals.

2) Complete A Sales Training Program And Track Followup Afterwards

Truth be told, there are multiple sales training methods that work.

Buying a sales training program, attending a sales seminar or using online training all have the potential to work. For sales professionals in the B2B environment, two popular options include SPIN Selling by Neil Rackham and The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson. Once you choose a sales training program, how do you ensure you get results?

If you get the opportunity, see if you can get the opportunity to attend an inspirational presentation by one of Act!’s co-founders, Mike Muhney.

Often people are excited and galvanised by a sales training course but, unfortunately, these effects can wear off without regular maintenance and monitoring.

Set up a tracking process to reinforce the principles and processes of the training for a set period. For example, schedule a weekly 30-minute meeting for three months to review the key points you learned. You might focus on prospecting, managing stakeholders or the art of landing large sales with Act!. Many traditional professionals like accountants, lawyers and doctors are required to take training regularly to keep their skills sharp. Why not apply that idea to the sales world?

Action Step: Select and attend a sales training program if you have not taken one in the past 12 months. Next, set up series of weekly meetings to track whether you practice the principles.

3) Set Sales Lead Indicators In Act!

You want closed sales at the end of the month, quarter or year. How can you increase the odds of hitting that goal?

The answer lies in tracking lead indicators for sales - measures that tend to predict the future. For example, a few common leading measures in sales include: number of meetings held, number of proposals sent and number of prospecting actions per day.

To train your sales staff in how and why to use lead indicators to close more sales, ask them to identify the best lead indicator for your sales process. For example, your sales process may look like this:

1. Call 1: you introduce yourself to a prospect by phone.
2. Initial Meeting. If the call goes well, you arrange a meeting with the prospect by phone or in person.
3. Needs Assessment. Determining the client requirements and scope of the project.
4. Proposal Presentation. If the previous steps go well, you are invited back to present a proposal.
5. Negotiation. Sorting out the final details and payment.
6. Close. You ask for the order and get a YES!
7. Sales Fulfilment. Payment Received. Your CFO sees cash in the bank and you can supply goods/services.

Steps 1-4 are promising candidates for lead measures. I recommend focusing on steps 4 because it will ensure prior steps are carried out with quality. If you choose steps 1 or 2 as your lead indicator, quality may suffer.

To aid you in tracking this measure in Act!, choose a lead indicator involving calls, emails or in-person meetings. Those interactions are almost always a requirement to win business and Act! is well set up to track those activities. In the past, sales professionals used notebooks to track this kind of information. That works but it is a lot of effort to keep up.

Create Opportunities for your sales in Act! and link the activities to those Opportunities. Then use Act! Insight, Dashboards, or some reports to make the measuring and monitoring a simple task.

Action Step: Meet with your sales representatives to choose a lead measure that you can track in Act! and which predicts ultimate sales success.

Resource: For more insights on using lead indicators to accomplish your sales goals, read “The 4 Disciplines of Execution: Achieving Your Wildly Important Goals" by Chris McChesney, Jim Huling, and Sean Covey.

4) Sales Managers: Monitor for Success in Act!

Sales managers: this step is for you. Choose a schedule – weekly and monthly are good options – and monitor your staff’s performance at each stage of the sales process. Recognize who wins in terms of lead indicators and sales!

Action Step: Speak to your Act! consultant to help you in customising Act! and generating reports on the metrics you need to track this data.

Want to improve your sales efficiency with Act!? Contact me today for a free consultation.

Act! Certified Expert – Sanctioned by Swiftpage #ActCRM

Over the years, Mike Lazarus has been the recipient of many unique awards and certifications related to his work in Act!, including:

• Certified ACT! Sage
• ACT! Community Development Partner
• Certified ACT! Genius
• Experts Exchange Titan Award – three times

In another first, Mike has just been sanctioned by Swiftpage as an
“Act! Certified Expert”

As indicated in this previous blog post, Working with Act! Again, Mike has been working with Swiftpage for some months to identify and resolve outstanding issues and to improve the stability and functionality of the product. Now he is connected with the QA and Development teams in testing some of the enhanced and new features expected in 2018 before they go to beta and then release.

Some important ones regarding Office integration have been announced in this December 2017 Letter from Swiftpage’s President, Lorcan Malone to registered Act! users.

Please respond in the comments with any areas or bugs you think need additional testing.

What CRM Experts Don’t Tell You About Winning Large Sales

Large sales, enterprise accounts, the big fish.

It’s all about the large accounts that increase profits and prestige overnight. Ever since SPIN Selling was published, sales experts have recognised that work in small sales does not transfer to large-scale deals. I will assume your team has robust sales skills once they are in the room with the prospect. Optimizing performance before and after the meeting will be our focus.

1. Preparing For Major Sales Meetings With Act!

You’ve decided to pursue a large, well-known, corporation as a client for your business. You know that landing that account will bring instant credibility throughout your region. Through networking, you have managed to identify a few managers at the company. How will you convert this information in a productive meeting?

• Do your pre-call research. Get on the phone with your customers to find out what software they are using and problems they have experienced. If you are selling technology, market research tools like BuiltWith may be helpful.
• Opportunity Notes in Act!. As you prepare for the meeting, include links to resources and notes in an Act! Opportunity for future reference. Significant sales can take weeks or months to close, so it is helpful to have these notes available beforehand.
• Hold a pre-call meeting. This step is critical if your major sales involve team presentations and coordination. A few days before your first sales call, organise a short meeting to outline what you have learned and what you plan to cover.

Sales Resource: Read Fanatical Prospecting by Jeb Blount for additional insight on prospecting. Blount makes an excellent point with his 30-day rule. If you are disappointed with your sales results today, check your calendar from 30 days ago. For example, if you take it easy at the office in December, you will have to work extra hard in the new year to catch up!

2. Improving Major Sales Follow Up With Act!

After you hold the major sale meeting, you leave with a signed contract! Well, that might happen if you are lucky to meet an exceptionally hungry buyer. If you are seeking to close a large sale, the process takes time to close.

Disciplined follow up makes all the difference. There’s just one problem with that suggestion. Sales professionals know they need to follow up. Yet many of them get distracted with other work and sales opportunities and never get around to it. Use Act! to augment your follow up discipline.

• Set reminders. Remembering to call the next day is easy – doing so a month after a meeting is more difficult. Using Activities associated with the Opportunity in Act! helps you stay engaged with the sale.
• Connect with multiple stakeholders. Did you notice that some technical experts at the prospect’s company objected to your solution? If so, document those points in Act! and work on developing answers for them. Link all the client contacts to the Opportunity in Act!
• Use email marketing. After your initial introduction to a major sales contact, they may be interested but simply not ready to buy. Using drip-marketing or inviting them to sign up for your email newsletter are excellent ways to sustain the connection.

3. Growing and Keeping Customers Loyal With Act!

So far, I have focused on bringing new customers in the front door. That’s critical for growth especially if you just starting our breaking out of a slump. Landing new accounts is not enough. Keeping current customers happy and doing more business with them matters as well. Analyse your customers in Act to find cross-selling opportunities such as:

• Analyse your most profitable accounts. Some customers are more profitable than others. Use 80/20 analysis to identify the outliers in your profits. How can you reduce the burden generated by a high maintenance client?
• Document client review activities. Some sales professionals are good at “farming”: growing an existing account over time. To encourage this practice, ask staff to document their efforts to network and meet other people at the company. If this activity is neglected, you may lose the account if a single manager or executive leaves. Don’t wait for a problem to happen at a loyal customer before you pick up the phone.

What The Other CRM Experts Aren’t Telling You.

Why aren’t you landing more major accounts? You probably lack one of three disciplines: sales goals (you are not shooting high enough), sales strategy (you have no idea how to land the big fish) or process (you do not have the right techniques or tools). I can help you with the last of these … However, no technology can fix the other problems associated with landing big sales.

Contact me to discuss ways we can use Act! to improve your company’s sales processes and efficiency.

If you would like to help other Act! users, please post your best strategies for landing the big deals as a comment to this post.

How To Improve Customer Service With Act!

Keeping a customer engaged with your business is one of the best ways to keep your business in good health. Once your company grows beyond a few people, consistent customer service becomes more difficult. One person may consistently go the extra mile with customers while others neglect the basics. Find out how to use Act! to improve your customer service and keep customers coming back for more.

Customer Service In The News: Complaints, Competition and Attention

In a world where low prices grab our attention, does customer service matter? The answer is yes. A brief review of the press highlights the consequences of customer service.

• Avoid negative word of mouth. A quick look through your Facebook news feed, Yelp or Twitter will turn out at least a few complaints about companies. In our era, disappointed customers tend to vent their feelings quickly. A British study found: “One in four social media users in the UK has used platforms to complain within the last three months.” Preventing such complaints by improving your service standards is well worth the effort.
• Easier To Do Repeat Business. If a customer has a good experience, they are more likely to do business with you again. Take note of this example from the hotel industry: “When Leslie Ciminello arrives at the Hotel 1000 in Seattle, she knows milk and cereal will be waiting in her room’s refrigerator. Lactose-free milk and gluten-free cereal that is. It is one of the small but significant ways the hotel has kept her coming back.” (Hotels Go to Extra Lengths for the Repeat Customer). If you neglect customer service, you may be left behind by competitors eager to grow.
• Earn positive attention. Would you like your company profiled in The Sydney Morning Herald? That was a benefit American Express earned by providing top customer service. The best part? The customer service in question was delivered to someone who cancelled their service. Gaining good press even when a customer leaves you – that is a significant benefit.

It is clear that excellent customer service makes a difference. How exactly can you improve customer service? Just asking your staff to impress is one approach. What should you tell them to do? You can use Act! to devise the details of your customer service program and continue improving.

Improving Customer Service With Act!

Use the following techniques to improve customer service with Act!. Tailor these methods to the value of your customer. In the Hotel 1000 example above, they are looking for business travellers who spend significant time in hotels. Such customers deserve extra attention.

1) Identify your top customers for extra care

Your employees have limited time so you cannot afford to treat all customers in the same way. Establish a few criteria (e.g. easy to work with and highly profitable) and then make a list. These are the customers who will garner extra time and attention.

Act! Application: Add an ID/Status, Favourite check or other field for your top customer records indicating “Gold Customer” (or whichever term you prefer), so you can find those customers easily with a search.

2) Set up recurring processes to review customer feedback

McKinsey & Co is one of the world’s most successful consulting firms. Client feedback is a core component of the firm’s success. According to Herbert Henzler’s book “Pushing the boundaries: Recollections of a McKinsey consultant”, the firm’s engagement performance review is varied out every three months and includes:

What was the quality of the analyses? Did you make good use of McKinsey resources? What was the client feedback? What was the team members feedback? Which improvements were necessary and how could these be implemented?

By using this process, individual consultants and their management never go long without taking customer feedback into account. For managers, records in Act! will give you additional input to consider in assessing your staff. If your team know you will review Act! as part of your management process, they will be more likely to use it.

Act! Application: Write short Notes or History after each customer service interaction in Act!. That way, you will have the opportunity to provide feedback to your staff.

3) Design long-term customer service improvements

Some customer service issues are trying to improve in an ad hoc fashion. For instance, you may have to use a new vendor to enhance the quality of your packaging. With limited resources, how do you decide where to focus your quality improvement efforts? Take a closer look at Act! for customer service failings and opportunities.

Act! Application: Create a method to list any unresolved customer complaints or those that required management involvement to obtain a solution. Use this information to look for systemic improvement opportunities.

4) Understand why customers leave

All good things come to an end, and that includes customer relationships. When customers leave, ask your staff to find out why they left. Once you collect data for a few months, schedule a meeting to review the findings. Look for ways that improved customer service could make a difference. As a starting point, consider the most common customer service complaints according to Business Queensland:

• Faulty product. It is not enough to understand that the product broke – seek for more information so that you can make improvements.
• Incorrect descriptions of the product. If customers cannot trust you on the basics such as size and weight, how long will they keep doing business with you?
• Poor client service. This can be reduced by implementing a rotation program.
• Slow delivery. Fast delivery service from companies like Amazon have increased customer expectations.
• Inadequate response to information requests. This factor covers inquiries about account status, delivery status and beyond.
• Rude staff. Even if your product is perfect, rude or rough treatment may be all your customers remember.

Your next step:

Meet with your sales team this month to review customer service levels. Use the four points outlined in this article to prepare examples for the discussion. If you find insufficient information in your customer files or disorganised information, implementing Act! may be the solution. Contact an Act! Certified Consultant to help you implement it.

CRM Benefits for Your Sales Professionals

For company owners and managers, an effective CRM program works wonders in helping you to measure and improve your business.

What about your sales staff? What benefit does it have for them? That is the question we will explore here. After all, if management fails to “sell” CRM to the staff, you will not get much benefit from using the CRM. To make that “internal sale,” here are the key CRM benefits for sales professionals.

1. More repeat orders and business from past customers

Asking a previous customer to buy again is much easier than attracting a new one. We all know that. However, most of us lack a systematic process to maintain relationships with past customers which means repeat sales are less likely. Adopting a CRM program makes it easier to manage customer relationships by providing you with notes, order activity and reminders to get in touch with past customers.

Tip: Use Act!’s Smart Task feature to remind you to get in touch with customers. Let’s take real estate as a quick example, Set a “time delay” on the Smart Task for 3-6 months after the sale. At that point, you will be reminded to get in contact with your customer. If they are satisfied, this is an excellent time to ask for a referral or surprise them with a gift.

2. Improve sales results on complex deals

Selling to a bank or another large company is often a long and drawn out process. I have seen cases where the buying process can take months or even more than a year. With millions of dollars in revenue at stake, staying involved is well worth the effort. Just think about how complicated the process can become! Each month, you may meet new people at your target company whom all have different interests and concerns. If you fail to keep those concerns straight, you are likely to ruffle feathers and lose the order.

Keep all your data, notes and observations in the CRM makes everything much easier in a complex sale. This same process also applies to high-value professional sales such as investment management, law and accounting. Attempting to keep all of that information clear in your head is asking for failure.

3. Spend more time with customers

Every month, your managers will probably ask you for reports and other data about your sales activities. Compiling these reports is a headache that nobody wants. You may not be able to eliminate reporting entirely, but you can cut it down substantially by using Act! once you have your desired reports in place.

Tip: If you save an hour per week from administration, that time savings will not automatically translate into higher income. To achieve that benefit, use that new time on high-value activities like prospecting for your dream clients.

4. Get better leads from the marketing department

Remember the classic sales movie “Glengarry Glen Ross?”

In the scene with Alec Baldwin’s characters, underperforming salesmen complain that “the leads are weak.” Baldwin’s character tears them apart for complaining about the leads. It may be one of the most iconic depictions of sales in pop culture. Too bad it is misleading!

In reality, the value of your leads may be weak! By keeping notes on your leads in Act!, you will be able to notice patterns. You may find that inbound leads who download a white paper are much more interested in hearing from you than any other type of lead. Once you understand that point, meet with your marketing colleagues to share your experiences, so they know what to continue.

Why do better leads matter? A higher quality lead is more likely to buy and become a long-term customer. Even better, you will reduce the pain and frustration of rejection dramatically. All of these benefits are possible by thoroughly using a CRM.

5. A full CRM keeps the sales manager away

Let’s face it: nobody likes to be nagged at the office or at home. If you are disciplined in keeping your deals up to date in the CRM, you will never hear another complaint from your manager again. That means less awkward conversations at the office for you. Isn’t that peace of mind alone worth 15 minutes a day to keep your CRM notes up to date?

Tip: If your company uses a “balanced scorecard” approach to performance reviews, check to see if consistent CRM use fits with that process.

6. You can make a better case for a pay increase

How can using your company CRM consistently help you to win a raise? Your manager may want to reward good performance. However, she needs to show a business case for that decision. Revenue numbers alone may be enough in some cases. Your request will be even more compelling if you can demonstrate that you are also keeping reliable records on your customers. Keeping those records demonstrates that you are committed to the CRM program. Showing you have a repeatable process to bring in new business – as documented by your actions in Act! – helps your manager understand that you can continue to develop stellar results.

Keep Growing: Our Two Recommended Sales Books

By the way, you do not have to stop with a CRM when it comes to helping your sales staff to improve. The following two books are industry classics for a reason – you can read them multiple times and profit each time. Each book is available in print, digital or audio format so even your field reps can access the books.

SPIN Selling by Neil Rackham.

Relying on a large scale research study into effective sales practices in B2B sales, this book explains a simple process you can use to make sales over and over again. By navigating the sales conversation through the “SPIN” process, your staff will be able to make more sales. What if your team does not have enough prospects? That is where our next title comes into the picture.

The Ultimate Selling Machine by Chet Holmes.

While much of the book is aimed at company owners and managers, your sales staff can also profit from reading this book. Holmes advocates focus in the prospecting process such as creating a list of your “Dream 20” clients and then pursuing them systematically. Holmes also shows how education based marketing plays a key role in attracting prospects to your organisation.

To Cloud your #CRM or Not to Cloud. For that is the question

How to make users feel that using cloud can like trekking through a Brazilian jungle.

I’m guessing that many you might be aware of the issue with Amazon’s S3 cloud storage service which led to massive outages across the internet.

So far, Amazon has not given an indication as to the cause.

 

The only news on their site at this time is that the problems have been resolved: https://status.aws.amazon.com/

But why did it take down so much of the internet?

Yes, many applications were down for some hours. Buffer, Slack, Trello, and a great many more were unusable (or barely usable) during the time that Amazon had their outage.

According to the Synergy Research Group’s 2017 report, Amazon Web Services owns more than a whopping 40 percent share of the global public cloud services market.Other providers, such as Google, Microsoft and IBM are small players by comparison.

So maybe you can understand that when Amazon coughs, we all get colds.

What does this have to do with CRM?

Remember: There is no cloud, it’s just someone else’s computer

More and more, the major (and not so major) CRM providers have been pushing users to move their data to the vendors’ cloud systems. Even Swiftpage has been doing this with Act!.

Of course, there is a big advantage to the vendor to push for these subscriptions – They don’t have to add any real value to the product in order to keep getting your money. A case in point for this is the lack of any new serious functionality in Act! v19. Something I blogged about, here: What’s coming in Act! v19 – Good, bad or very ugly?

Although, more recently, the vendors have even put their on-premises products on the subscription model (Microsoft’s Office 365 and Swiftpage’s Act! are examples of this strategy to get users paying every year. They’ve both overly inflated the pricing of the “outright purchase” or “perpetual” licenses. They’ve also come down hard on the users who would consider buying outright, by making some features only available on subscription and (as Swiftpage says they’ll be doing for Act!) refusing to provide bug-fix updates within the version you purchased.

What are the advantages and disadvantages to you?

 

Advantages of cloud implementations:

• No need for server hardware CAPEX
• The IT costs can be reduced
• Maintenance, upgrades and support are handled by the vendor
  • This can be an issue when they update their version and break things that you use
• Can be easier to access from anywhere – This requires extra work for on-premises
• You, or your IT, are responsible for security if you make it available externally.
• There used to be a reduced upfront cost for the cloud, when compared to on-premises. But, with more vendors moving their on-premises versions to subscription, this is nolonger an advantage

 

Advantages of on-premises implementations:

• Retain 100% ownership of your data
  • How well do you trust the vendor to stay in business?
  • What happens to your data if they close?
• Retain 100% of the integrity of your data
  • About 6 months ago, Salesforce lost 4-5 hours of client data in May 2016
    The outage was caused by a problem with the database. So the folks at Salesforce restored the database back to the time before the problem occurred, four hours earlier, which deleted the previous data, Salesforce explained in a report on its Salesforce Trust page.
• Retain 100% of the security of your data
  • In 2007, a salesforce.com employee fell victim to a targeted phishing scam and was tricked into providing admin credentials to the perpetrators.
  • Last year, LinkedIn, had 117Million accounts hacked with details up for sale
  • Also last year, Yahoo disclosed a hack of more than 1Billion accounts
  • Does your cloud vendor use two-step authentication?
    If not, run (don’t walk) away to use something else.
    Hacks will get more common. If your vendor hasn’t made this a priority, they simply do not care about your data and you shouldn’t be giving it to them
• Less susceptible to external connectivity
  • Not all areas have great internet access
  • Because Handheld Contact for Act! stores the data on the device, I regard it as the best solution for Act! users with iPhones, iPads, Androids or Blackberrys
• Less susceptible to an issue like the recent Amazon one
• Sometimes greater functionality is available in the desktop version
• Often a wider range of integration possibilities
• Ability to customise your CRM solution with add-ons or custom written code that might not be possible in a cloud version

 

How about a hybrid solution?

One of the areas that Act! does best at, is the hybrid solution of using both delivery systems.

This can be a useful compromise:

• You still need your own IT – In-house or out-sourced
• You might still be susceptible to the security issues above … at both sides.
• You can pull your data out in any way you choose
• You are not constrained by internet access and can use the data via an app on your phone or laptop even when out of range.
• Access to both sets of integration and customisation options.
• You’d barely notice an outage from Amazon or the software vendor

 

After all this, what’s best for you?

And that’s really the question to ask. Each person will have a quite different view on this.

• You need to properly document your needs. This article might help: What’s the best CRM?
• You should try to find a VAR or Consultant who’s unbiased in this area so they can look at YOUR needs, rather than selling you something when there were better options. For some assistance in this area, read: How to pick the right CRM consultant for you

Please add a comment to this post with any thoughts you might have on the subject.

 

Technorati Tags: Act,Act!,Act CRM,CRM,cloud,security,smartphone,mobile crm,Swiftpage,LinkedIn,Hacked

Finding the hidden functions of ACT! with your Consultant

Part 4 of The Seven Day Blogging Challenge - Share a photo I took this week and tell you about it.

I have thought about today’s Challenge post for a while and, with this blog being about ACT!, there was not much I could think of to take a picture that would be relevant.

So I’ve taken a screen shot of a menu that describes how proper use of ACT! will benefit you:

If you can’t find these functions in your copy of ACT!, I suggest you speak to your ACT! Certified Consultant. These are the people who do more that the break-fix support you might get from a vendor support contact.

A good ACC will take the time to understand your business and the workflow of your operations. They will then assist you in designing ACT! in the best possible way to achieve your goals using functions within the product or some of the many powerful add-ons that extend it’s use.

The ACC can then assist with planning and implementing your installation roll-out including importing your data, connecting to other systems and training your users and administrators to properly get the maximum benefit from the product.

An investment in a good Certified Consultant will generate a Return many times in better managing your contacts

When looking at the ACT! Certified Consultant list, you may find many in your area. So here is an article on how you should go about picking the right one for you: How to pick the right CRM consultant

Should you have any questions on this, please let me know by posting the comments here.

Technorati Tags: ACT,ACT!,Sage,SageACT!,CRM,ACC

How should ACT! resellers/VARs deal with Microsoft install issues?

I'm sure this must be a question concerning every ACT! consultant/reseller ... but, which a number of them have asked my opinion on this, I've not seen any public discussion on it. I'd also be interested in the views of end-users as to what they believe would be fair.

The last time I was shown the figures, around 80% of install support incidents by Sage North America were not due to ACT! code, but were related to Microsoft issues - in the operating system, .Net Framework, SQL Server or Office. Note: If someone at Sage has a more current figure, please let me know

I’m not sure how long ago this happened, but I recently noticed that Sage Australia (and I assume similar in other regions) excludes many areas that fail from their install warranty. While the box says that install issues are covered under a 30-day warranty, it then refers you to the website for Getting Started Support – Free for 30 Days where you can see the majority of install issues that sometimes plague users are specifically exempted.

On one level, this is understandable, because it is sort of unfair that Sage should be responsible for supporting and repairing issues with products and components produced by Microsoft. On the other hand, it could be argued that Sage chose to use those technologies as a basis of the product and that they should provide that support.

The big problem that this raises is how should a Consultant/VAR handle this support? If you are installing a product that costs $300-500 and an OS, SQL or .Net issue requires 4-8 hours of work to resolve, how can you justify charging the user for this time?

• If the installer doesn’t charge, then they lose money to sell the product
• To charge may make a user feel less than happy at having to pay 4x the cost of the product
• Telling a non-technical user to deal with Microsoft, may also not be the best for customer satisfaction

Is a notice to users, in advance, that such a charge may be necessary the right choice? Would this tend to scare off some potential users?

Obviously this would be different for larger user sites where they would be more aware of the complexities of commercial software as well as being able to spread the cost over a larger number of seats.

As I’ve said, I’d really like the thoughts of users, resellers and even Sage staff on this topic. Please post any thoughts you might have to the comments as I think the sharing of ideas is likely to help everyone come to an amicable solution to this problem.

Technorati Tags: ACT!,Sage,Sage ACT!,CRM,Support,SQL,.Net

ACT! – Configuring Your Way to Success

Sage’s Brian Mowka recently published this useful post on editing the ACT! Configuration XML file that can improve the startup speed for some users: ACT! – Configuring Your Way to Success

I hope he will publish some more posts on tweaking the XML files in ACT! to improve it's use for various users.

Technorati Tags: ACT,ACT! by Sage,XML

What I learned from my last blog post… and what would you like me to blog about?

Let me start by saying that, while I do like speaking, I don’t consider myself to be a good writer. This is the reason that my posts are largely bullet points or PowerPoint posts and tend to be mostly of a technical nature. Fortunately, blogs in the technical arena gain readerships according to the market they target.

As my blogs are targeted in a small niche of ACT! users who want to improve their technical understanding of the product, I don’t chase the volume hits of more professional bloggers. To put this in perspective, I have been typically achieving about 2000 hits per month on this blog (about the same as I get on the main GL Computing web site.

I try to post at least a couple of times a month and my posts do have a fair degree of text contact, which the search engines love to index.

I do promote my posts via Social Media:

• Twitterfeed automatically sends a Tweet on Twitter very soon after an update
• New posts are automatically added to the News section in the LinkedIN ACT! Fanatics Group 
• Networkblogs automatically posts them to the GL Computing Facebook page and to the streams of those who follow either the blog page or are fans of the GL page.
• I also find other similar blog posts and, where applicable, add a comment referencing my post
• Additionally, I use links to the posts when answering forum questions where I have covered the topic in a post.

Currently, about 50% of hits to the blog are from referring sites (mainly forums I post to and the social media links) and only 35% from search engines.

However, last week, I posted about Why I prefer Blackberry over iPhone for Businesses. This was picked up by a couple of journalists and professional bloggers like Neerav Bhatt on his blog: Introduction to RIM Blackberry Mobile Phones: Pros and Cons

Not only did this article receive a lot of nice comments, but it was highly re-tweeted and has so far received about 1000 hits in less than 2 weeks (500 in the first day).

This raises some questions that I’d like to pose to you:

1. What would you like to see me blog about?

   While I intend to keep targeting the ACT! user base, should I keep the focus on product technical posts? Or would you like to see more posts on other topics that might be of interest, such as: mobile computing, social media, general CRM, general sales/marketing or general IT?
   

2. Would it detract from the site if I added some Google Ads or sponsorships?

   As I provide the content of this blog for free, do you think it would be a problem to go down this path? Previously, I had not considered the hit rate to be high enough to make this worth-while and also reasoned that the technical people who read the site wouldn’t be interested in this.

To add one more thing – While I don’t sell to end-users, if anyone wishes to utilise my services for any work related to ACT! or IT, you just need to have your reseller contact me to book some time. I can be available remotely for work at any time of the day as we support (via our resellers) in all time-zones.

Please let me know via a comment to this article, a comment in the ACT! Fanatics Group or privately via our Web Site Contact Page if you have any thoughts on what you’d like to see articles on or if there’s anything I can assist you with.

Technorati Tags: ACT!,ACT! by Sage,Blogs,CRM,SCRM,Social Media,support

Tips for converting ACT! 6.0 (or earlier) data to Act! v19

The most common problem with converting the older versions of ACT! to ACT! by Sage is if there is some damage in the database. Unfortunately, the older versions could become corrupt but not be noticed if you didn’t access that part of the data. As everything needs to be read for a conversion or sync, these functions can show up issues that might have been there for some time.

First, no-matter which version you have, make sure you have a backup of the data before you start.

You should also make sure you have the User Name and Password for someone with Administrator access to the database.

Because the repair tools were improved could fix more types of damage as the versions progressed, I recommend always upgrading earlier databases to ACT! 6.0 and cleaning them there before converting to ACT! by Sage.

If you don’t have ACT! 6.0, you can download the ACT! 6.0 30-day Trial – this will give you the time to convert, clean and repair your database to ready it for converting to the later versions.

Convert Earlier Versions to ACT! 6.0

Always perform a database compress and reindex in the version you have before going to ACT! 6.0. The steps for that conversion depends on how old your version is:

• From ACT! for DOS, see:
  Converting an ACT! for DOS Database to ACT! 3.0 or Later Format
• From ACT! for Windows/MAC 1.x/2.x, see:
  How to Convert an Old ACT! for Windows 1.0/1.1b Database to ACT! 6.0/5.0/2000 Format
• From ACT! 3.0 – 5.0 (2000), see:
  How Do I Convert a Database Created in a Previous Version of ACT! to a Later Version?

Repair and Clean the ACT! 6.0 Database

Next you should do a repair with ACTDIAG as per:
How To Use The ACT! Data Diagnostic Tool (ACTDIAG) to Scan and Repair a Database

If you already have a later version installed, you’ll need to start ACTDIAG as per:
How to Use the ACT! 6.0 Diagnostic Tool When a Later Edition of ACT! is also Installed

Please note: If you got any red check marks, keep running it till they show all green
But if you’re still getting red checks after 3-4 runs, you’ll need to use additional tools to repair it
or have it professionally repaired

If getting an ACT! Consultant to help you with the conversion (recommended)
I also recommend that they run ABC_Scan on the database

If you are having problems are want to be really sure about your data, I recommend:
Red Flags from Cornerstone Solutions

If it still won’t clean or the conversion below still fails, please contact GL Computing

Centralising Attached Files

If you have attached files, especially if they are stored in different locations or on local workstations on a LAN, you should move these to one folder. You will then need to adjust the links in the database to show the new location. There are a number of tools to do this, I personally use Oak!Check! – Validate Attachments. You can also use it to do any other data cleaning you might need.

Converting to Act! 7.0 – 19.1

You are now ready to install the new Act! as per: Sharing ACT! – Network or Sync (Part 1)

Which ever version of Act! you are converting to, make sure you have the latest build and Hotfix.
See the Act! Download Centre – you might need BOTH a Service Pack and a Hotfix, depending on your install.

Then you should just be able to open the database from ACT! 2010 and it will convert. See:
How to convert an ACT! 3.x, 4.x, 5.x (2000) or 6.x (2004) database to versions 2005 (v7) through v19.1

If you have any questions, please post a comment here or in the LinkedIn Act! Fanatics Group

What’s the best CRM?

I often get asked or see on-line posts asking this question and people seem surprised when I, as an ACT! Evangelist, tell then that it can’t be answered without more detailed information. This is especially important in the SME market where there is a greater range of options available than in the Enterprise space.

Any recommendations without this info would be like asking for the best car or religion, and any suggestions would be akin to the adage "If the only tool you have is a hammer, all problems look like nails"

You need to identify your needs:

• How many users are you expecting to have? Now and over the next 12-18 months.
• How many records (contacts and/or companies)? Also now and over next 12-18 months
• Where is your data sourced from (initial setup and on-going leads)?
  For example: your web site, external companies, social media, Excel, paper entry
• What do you want to do with the data? Reports, email merges, news letters, etc
  You need to involve internal users at different levels (sales, marketing, management)
• Do you want to integrate with legacy systems – accounting, ERP or other software?
• Do you want to integrate with new technologies – social media, Twitter, LinkedIN, etc?
• Do you want remote access – remote offices, laptop users, smart phones?
  If so, do you have reliable internet connectivity?
• What sort of security is important to you? Eg should all users be able to see/edit all records?
• What sort of infrastructure do you have – operating systems, hardware, network.
  Would you be prepared to invest in improving this?
• Do you have your own IT? If so, will they need training to administer the new system?
• What sort of support do you think you’ll need?
• What sort of budget do you have?

One common issue is looking at management needs (administration and reporting) over usability... if the users find it to complex to use or un-helpful to them, they won't enter good data. Then any reports will be meaningless.

Remember that your customer database can be one of your most valuable assets and equipping your business with the right tools to mine that asset can produce valuable returns – especially when financial times are perceived to be tough.

Often the best way to to it right is to speak to a consultant in the field to provide some advice. Here is an article that I did on picking a CRM consultant: How to pick the right CRM Consultant

When speaking to vendors, and even many consultants, remember their competitive info isn't always accurate. You need to do your own research if you are comparing products.

You really want to know “What’s the best CRM solution for YOU?” Anyone who makes a recommendation without knowing or asking these questions can’t possibly be answering that.

Technorati Tags: ACT!,ACT! by Sage,CRM,SCRM,SME

How to Get Faster Technical Support for ACT! by Sage

As most of my regular readers and followers know, I do a lot of on-line technical support as well as providing support services to our resellers and ACT! Certified Consultants and one of the things I notice is that I regularly need to ask users the same questions to diagnose the problem and provide a solution.

This means that the support person’s time is spent asking these and so the incident takes longer to resolve and get the user up and running. So, I thought I would provide a basic list of items to include to help any support technician resolve an incident faster.

When asking for support via email or an on-line site, it’s much easier if you write your query and necessary information in short points rather than large paragraphs. They are easier to read and respond to. Also, if asking about multiple, unrelated issues, it’s often better to do each one separately.

I will probably update this list as other common items come to mind.

Not all of these will be relevant to all support calls, but the more you provide the more likely you’ll get a faster solution.
If running on a LAN, supply any relevant items for both workstation AND server.
While these are targeted for support of ACT! by Sage, many are applicable for other software products also.

Should Have:

These items are usually necessary for any incident:

• Include the full version and build of the software. This is usually found under Help | About
  It is worth-while checking to see if there is an updated version available and, if so, applying it.
  Remember that every ACT! system sharing a database MUST be of the same build and Hotfix.
  If running a Premium version with a sync server, this includes the sync server.
  If related to ACT! connecting to a Microsoft Office product, also include the version for Office.
• Include the operating system – also note the service pack and if it’s 32-bit or 64-bit
  In Microsoft Windows, you can find this by right-clicking on My Computer and selecting Properties
• If you have an error message, include the full error.
  Hint: If sending the error via email or posting to a web site, don’t do this via a screen shot.
  For most Windows software, this is most easily done by clicking on the error box and pressing Ctrl-C.
  Then going to the email or web post and pressing Ctrl-V.
  This means you get the full error without having to re-type it and the technician can copy directly from it into any search engine they might need to access for information.
• If you still think a screen shot will help to convey the problem, don’t paste it into Word.
  Open MS-Paint (usually in Programs | Accessories), paste it there and then Save As a JPG file.
  This makes the file smaller in size and easier for the technician to read.
• If you can replicate the problem, include the EXACT steps you take.
  Identify what you expected to happen and what actually happens.
• Did you first notice problem after an update to ACT!, Windows or anything else on your system?
• Do you regard yourself as technical or not?
  This will help a good technician provide support at the right level for you.

Consider Adding:

Which items from the following list are necessary will depend on the type of problem you have:

• Include hardware specs like RAM, Processor and, if known, Hard Drive speed (in RPM)
• Include database specs like number of contacts and file size
• If the problem is related to emailing from ACT!, include the email client you are using:
  Outlook, Outlook Express, Lotus Notes, Eudora, Internet Mail (POP3/SMTP) – include the version
• If running any add-ons or plugins for ACT!, name them if they might be related (or if not sure)
• If for an issue with a PDA or Smart Phone, include the operating system and version
• What brand of anti-virus or firewall are you running?
• If your problem causes a crash or other error, see if there is anything logged in the Windows Event Viewer or ACT!’s logs. For instructions to do this, see: Tools for Viewing Error Logs
• If the problems seems database specific, have you tried to repair it? For instructions, see either of: ACT! by Sage Database Rebuild and Repair Procedures or ACT! 5.0 or 6.0 Database Repair Options

What Have You Tried:

You should also include anything you might have tried to resolve the problem. Some items you might try doing, depending on the type of problem could include:

• Have you checked the ACT! Knowledge Base?
  This should be your first port of call as finding an answer there will take less time and get you up and running faster, especially for common questions and errors.
• Does the problem happen with another database? Try opening the demo database and testing.
  Hint: The login user for the ACT! demo database is “Chris Huffman” with no password
• If running on a multi-user database or network:
  Does the problem happen when logged into ACT! as a different user or from a different workstation?
• If related to a template, report or layout, does it happen with other files?
• If a connection issue, have you tried disabling the firewall and anti-virus for a test?

Other Tips:

Remember that the best and fastest support option for ACT! by Sage is by working with an ACT! Certified Consultant. They are not only well trained, but can personalise their support to better suit your specific needs and can look at your environment and business needs to suggest improvements in ACT!’s operation, design and usefulness to your business

If you don’t need an answer urgently and are more technically capable, these are some useful on-line forums that you can get peer-based support: ACT! Community Site, Experts-Exchange and itToolbox

For better web searching of ACT! related information, links to support and other useful sites as well as updates on ACT!, please download the ACT! Fanatics Toolbar

To keep informed with the latest information, join both of these:
If you are on LinkedIN, I also recommend joining the ACT! Fanatics Group
If on Facebook, Like the GL Computing Page

Please feel free to add a comment with any suggestions you might have to improve this list.

Technorati Tags: ACT,ACT!,ACT! by Sage,ACC,Consultant,Sage,Support,Technical Support

ACT! Technical Training Overview

Here is a Power Point I use for training ACT! resellers and consultants. Please let us know if you would like to book all or part of this training on-line. The full course can take up to a week, but can be customised to provide the training you need.

Act! Technical Training

View more presentations from Mike Lazarus.

Technorati Tags: ACT!,Training,CRM

Sharing ACT! – Network or Sync (Part 2)

Synchronisation is done when users need remote access to the database. This means they will operate on a local copy and have the ability to send/receive any changes made with their copy to a master copy. They may have access to all the data, or maybe just a subset of the data that they need.

Typically, the the times when you need to implement sync will be for uses like these:

• Users who operate from remote offices or from home
• Laptop users who need to work on the road
• Hosting the main database with an external provider (possibly use Premium for Web) and syncing to a copy for better control of imports/exports and mail merges.
• PDA or smart phone users with devices such as Blackberry, Pocket PC or iPhone

It is important to note that these instructions will try to explain the different options to make it easier for you to make your selection. But while it is certainly possible for a user with enough time to set this up, you’ll nearly always get a better implementation set up in less time if you involve an ACT! Certified Consultant. See How to pick the right CRM consultant?

PDA or Smart Phone users should use Handheld Contact as it is the most reliable solution. For some of it’s advantages, see: Why Handheld Contact for ACT! and PDAs

For the other uses, ACT! has a built in sync. For this to be successful, you must make sure that every user is on the same exact build of ACT! (check the full build in Help | About) and, if using a sync server, that this is also of the same build. When a new update, patch or hot fix is released, you need to be sure to apply to all systems and sync server

To set up sync, first you need to have set up the shared database on the LAN as per the previous Sharing ACT! – Network or Sync (Part 1)

Then you determine what data is to be in each Subscriber (remote) database. You do this by creating sync sets as per ACT! KB 14072. You could use the same sync set for each remote user, or have different ones so each remote site only has the data it needs.

Note all users’ My Records will always be sent to all the remote databases – and all their extended data (notes, histories, embedded or attached emails, sales ops, etc). If you need the extended data in My Records to be hidden from other users, please contact GL Computing for a security plug-in we developed to secure this data

Next, you create the Remote databases (you need a separate database for each remote). This is done as per ACT! KB 14116

Then you need to determine the way the remotes will connect to the master. There are three options:

Application Sync

• This is the only option available if you do not have a Premium version of ACT!
• Synchronisation this way requires that ACT! on the system hosting the Publisher database is open and logged into the database in order to sync.
• Set up is fairly easy as per: ACT! KB 15192
• For remote database that don’t come in and connect on a LAN, have a look at the VPN link below
• To sync without having the Publisher open and logged in, you will need to use ACT! Premium and one of the options below

Network Sync

• Uses a Network Sync server that runs as a service
• Sync service means that you don’t need ACT! open and running on the Publisher database in order for Subscriber databases to sync with it.
• Basic set up is the same as for Application Sync, but you use the Network Sync service, which you setup as per ACT! KB 22977
• Normally, this is used for users who come into the office to sync, or who connect to the office LAN via VPN
• It can also be configured to connect over the internet as per ACT! KB 17536 – if security is a major issue, this Sync server can be in a DMZ if your firewall has that ability.

Internet Sync

• Uses a sync services that provides access via an IIS web server
• This option has similar advantages to using the Network Sync service, but can be a bit more complex to set up. To do this, the instructions are as per ACT! KB 22978

VPN

• Sometimes, with Application or Network sync, you may want to set up a VPN for added security or to make it easier to get past a firewall. If you don’t have a VPN system, you can use Hamachi® VPN as per ACT! KB 23333

There is much more to sync when it comes to troubleshooting, understanding the sync panel and the sync logs. But the information in this post should hopefully give you the basics. Please add a comment if you think there’s anything extra that you’d like added.

Technorati Tags: ACT,ACT!,ACT! by Sage,Sync,synchronization

Sharing ACT! – Network or Sync (Part 1)

A lot of users new to ACT!, especially those who don’t get the benefit of a consultant, seem confused between when to share on a network and when to sync… or, in fact, how to do either. So I thought I would attempt to explain the various options and include instructions on how to implement them.
The first misconception some people have is that these functions can only be done with the “Premium” or “Workgroups” editions (depending on the version or country). This is wrong. The Premium version does have some additional options, but even the standard ACT! by Sage product can do both.
As always, I recommend that users speak to a Certified Consultant before commencing your implementation, especially with database design and setting up synchronisation and learning how to get the most out of ACT!

Setting up the database server:

The usual place people need to start is with setting up ACT! on a “server” – that is, the machine that will host the ACT! database. In a small environment (< 5 users), this may be a user’s machine.

Note: ACT! is a client/server product. That means the full application MUST be installed on system hosting the database locally.

Usually, one of the questions a user will as is “What sort of server does ACT! need?” Well, that depends on a number of factors that you should provide to your consultant to determine this:

• How many ACT! users will there be?
  • How many on the LAN
  • How many via Web (if any)
  • How many remote (if any)
• Will you have a server?
  • If yes, will the server be dedicated to ACT! or shared with other services?
  • If shared with other services, what services and how busy are they?

Once you have selected the machine to host the database, you need to install ACT!. I recommend doing it this way:

• Perform a Selective restart with MSCONFIG as per ACT! KB 14499
• Install ACT! from the CD
  • ACT! by Sage 2009 as per ACT! KB 22947
  • ACT! by Sage Premium (EX Edition) as per ACT! KB 22948
  • ACT! by Sage Premium (ST Edition) as per ACT! KB 22949
  • ACT! by Sage Premium for Web (EX Edition) as per ACT! KB 23084
  • ACT! by Sage Premium for Web (ST Edition) as per ACT! KB 23088
• Update ACT! the latest patch for your version. You can download any patches from here
• Restore from Selective Start-up Mode with MSCONFIG
• Reboot
• Open ACT! - Create, upgrade or Restore_As your database
• Share the database as per ACT! KB 13878

The most common error you might get is: "The database <Database name> could not be accessed. In order to access this database, check your network connection and verify that your database server is available. It may be necessary to disable any firewall software.” – To fix it, please follow the suggestions in that link.
If you need to set up sync to share your data with remote users (external offices, laptops, smart phones), please see Part 2

How to pick the right CRM consultant for you

First, I think it’s necessary to point out that we don’t sell (product or services) direct to end-users. Our main role is supporting ACT! Consultants, Resellers and add-on vendors around the world. But I have worked with CRM products for 24 years and with ACT! for 21 and was an ACT! consultant for about 10 of those years.

I always recommend getting a consultant involved in the implementation of a CRM (even an entry-level product such as ACT!) as a good idea for anyone who wants to ensure a successful implementation and maximise their Return on Investment.

It’s not just a question of figuring out how to use it… most people can figure out the basics of ACT! very quickly. It’s a question of customising the power of the product to make the best use of functions that you might not look for (and therefore not find) or utilising the right add-ons to add functions that are not in the core product.

Investing in a suitably skilled consultant will save you money, especially once you factor in the costs of your own staff that many people forget. To assume you can always do it cheaper yourself is to devalue your own work.

Some like to have the CRM vendor do the work... but this is like having a car engineer teach you how to drive. They don't always have an unbiased view and when the only tool they have is a hammer, every problem resembles a nail.

It’s also useful to note that not all consultants have the same skills and expertise and you need to pick one that can do what you need – just like picking a hair-dresser or a builder. Some have more technical skills, some have better business workflow comprehension. Some have a more available support staff to deliver on an SLA and some are better trainers. Not all skills are might be required for your project.

So, other than cost (which I'd argue should not be a primary deciding factor when choosing the person implementing your access to data as valuable as your client base), what questions do you think a user needs to ask a prospective consultant to select the right one for their project?

As you can see, I believe it is critical in determining the right partner (and the relationship should be one of a partnership) to ask the right questions. This also identifies the first selection criteria – Does the consultant “listen” to the questions and respond appropriately? If it’s a technical question that they don’t have the answer for, they should be able to find the answer and respond back to you in a timely manner.

Do you have a “chemistry” with your potential new partner? Do they understand what you're saying. Do you feel comfortable communicating with the consultant.

Does the consultant show an “Insight” into your business need? Can the consultant ask pertinent questions that make you think about how you are doing things or are they just accepting that the way you usually do things is also what is best for you. You must accept that their experience might have taught them processes that are an improvement.

Have they got a proven track record in projects requiring similar “skills” and are they willing and able to provide references you can contact?

Do you perceive them as “honest”? Is the consultant willing to tell you something can't be done or will be prohibitively expensive and able to offer alternatives or do they just say yes to anything and everything.

Do they understand your professional “jargon” (or at least are self-assured to ask for an explanation when they don’t) and can they explain technical aspects in a way you can understand them.

How “responsive” are they? While speed to return sales calls isn’t always the same one the project is running or worse, once it’s complete and you have a need for support, if they are too slow with this, they are unlikely to be better later. Do they have an SLA with penalties if they don’t perform?

Are they willing to discuss agreed “goals” for a successful project? The goals should be measurable and usually relate to a Return On Investment or satisfaction of a specific set of needs.

Does the “estimate” seem real? Does their quote of hours and/or money seem realistic or are they promising you the world for a dime delivered tomorrow.

As you can see, I regard price as the least important concern and it should only be considered when all other aspects have been satisfied.

Most CRM vendors will have a selection of Certified or Authorised Consultants on their web site – and this is a good place to start. For ACT!, Sage has this at www.act.com/acc. For Asia Pacific ACT! users, we have our own list at the GL Computing recommended consultants page

If anyone has any thoughts or additions, please add a comment to this post or via the GL Computing Contact form

With thanks for their thoughts to:
Jason Tiler Broad, Michael Bryant, Hazem Bawab, Ben Hamilton, Tony Holowitz

Technorati Tags: ACT,ACT!,CRM,Consultant