In need of a CRM software for an IT or technology business? We’ve been there. When we first built Workbooks, we built it to help solve the challenges growing IT and technology businesses face – because they were the challenges we faced ourselves.
In this post, we discuss 5 benefits of Workbooks CRM for IT and technology businesses. Let’s begin with every growing tech business’s top priority: generating greater revenues.
Many CRM records today are born only once salespeople begin talking to interested prospects. It’s as if today’s prospects are either sales qualified or non-existent.
In reality, things aren’t so binary. Buying journeys begin long before prospects start talking to salespeople – a phenomenon exacerbated in the digital age. People with problems begin searching for solutions. They read guides, explore blog posts, download whitepapers and watch videos.
In the IT and tech sectors (when products are often both unique and complex), the independent research phase of the buying process is typically lengthy. Illuminating it with a CRM helps growing organisations woo more customers.
And illuminating the early stages of the buying process is exactly what Workbooks CRM does. Smart in-built tech reveals what prospects are researching, highlighting individual prospect frustrations, wants, needs and desires. Armed with the insights, tech and IT firms can respond accordingly – for example, through outbound marketing communications, sales calls or even strategy tweaks. Recording and analysing what prospects are up to early on increases efficiencies and boosts conversion rates – nudging the all-important bottom line in the right direction.
How often have you experienced this?
You’re in your monthly all-hands meeting and salespeople are discussing their sales pipelines.
“Prospect x is a sure thing,” someone reports. “I imagine we’ll have the contract signed in the next two to three days.”
A month later, somehow, the deal remains open.
It’s a common enough occurrence: we live in a world where manual order processing introduces snags and lags, and yet 78% of organisations simultaneously believe their sales tech stack does not address their selling challenges.
Rather than relying on spreadsheets, bespoke proposals, individual contracts and human intervention, top performers use sales order automation software to make order processing slick. Proposals, quotes, channel discounts, pricing, contracts; everything is automated – functionality IT and tech companies get with Workbooks CRM.
Naturally, automated order management reduces admin costs. Equally importantly, though, it reduces the length of the buying process – leading to more money sooner.
Going a step further, efficient order processing limits the opportunity for buyers’ remorse to creep in, or for competitors to sneak in with discounted counteroffers.
In the tech and IT sectors, where packages vary considerably and contracts can take months to get over the line, sleek order management once again increases revenues.
As Workbooks records how prospects and customers respond to marketing communications, service changes, product updates and feature requests, it builds a rich vault of useful insight over time. Through analysis, it’s easy to work out market needs, which can then be used to carve out new competitive advantages.
In the IT and tech sectors, the pace of change is rapid. First mover advantage is of disproportionate importance and innovations can be the difference between winning and losing large, ongoing contracts. By following Workbooks CRM’s insights and responding accordingly, growing IT and tech companies become more innovative and develop meaningful points of differentiation.
With Workbooks CRM, your customers get a better experience, building your brand name and customer loyalty simultaneously.
Using Workbooks, your customer success team can manage cases, track activity history, measure Service Level Agreements and more. A Red, Amber, Green system shows customer experience at a glance and allows your team to keep everyone happy.
Even better – Workbooks CRM facilitates a self-service customer support portal for your customers: you can build a customer-facing portal that allows people to resolve their own queries and that’s linked to your internal CRM. Workbooks therefore unites disparate systems, records customer questions that might otherwise go unnoticed and, crucially, saves customer experience teams a great deal of time.
In the IT and tech sectors, when complex products make good customer support crucial, Workbooks allows you to offer your customers all the help they need.
Being frank, bigger systems designed for multinationals cost a great deal more, tying up more of your limited financial resources.
While undesirable across the board, tying up financial resources can be particularly detrimental in the IT and tech sectors, where the most agile and innovative companies rise to the top.
To ensure growing IT and tech firms can continue following upwards trajectories, Workbooks’ cloud-based CRM requires no heavy initial outlay. Prices begin at £21 per month and you can try Workbooks out for free.
Even better, G2 recently assessed Workbooks to outperform Salesforce in 21 of 37 categories – so you’re getting more for less with Workbooks CRM.