October 23, 2017

Is your Sales Strategy aligned to your Organizational Strategy?

What does it mean to align your Sales Strategy with the Organizational Strategy? How does one make this discussion real ? And what relevance does it have to Salesforce CRM implementations and vice versa - what relevance can your CRM have to this alignment?
October 11, 2017

6 Dimensions of Sales & Sales Strategy – Varasi Framework

We discuss the need for a framework and how we apply it in our client work with sales organizations of growing businesses. We go over the 6 dimensions of the Varasi framework and the key questions to ask and nuances to consider under each dimension.
August 28, 2017

Strategy Series for the Growth Business – VRIO Framework for Assessing Strengths

In our Strategy Series for the Growth Businesses, we go over four questions you could use for assessing your organization's strengths. The analysis helps you assess which of an organization's strengths could provide a sustained competitive advantage and could be the basis of the organization's strategy.
August 19, 2017

Playing to Win Framework for Communicating Strategy

Strategy is about answering five questions - Who we are, Where we play and How we win, What capabilities do we need to be in place, What management systems are required. We walk you through Varasi's strategy using this framework.
June 20, 2017

Context Diagrams for Project Scoping

We go over using Context Diagrams for defining the scope of a project. We cover the basic constructs of a Context Diagram - actors, use cases. Context Diagrams are a good first step for scoping a system and sets up the stage for estimating the project effort.
June 20, 2017

Context Diagram for Salesforce Implementation for a Non Profit Organization

In this video, we will go over the Context Diagram that we have been using to explain to non profits, the functionality that can be built out using Salesforce; more specifically using the Non Profit Success Pack (NPSP) from Salesforce.
June 14, 2017

Business Model Canvas – 3 of 3

In this video we discuss how the Business Model Canvas helps us in designing and building Salesforce CRM systems
June 12, 2017

Business Model Canvas – 2 of 3

In our client engagement building a Salesforce solution for the Program Management function at Mighty Writers, we have drawn upon the Business Model Canvas to get our arms around the operations and customer relationships of the non profit organization.
June 11, 2017

Business Model Canvas – 1 of 3

In this video, we walk you through the Business Model Canvas, a powerful framework we have been using for business analysis in our client engagements.
April 24, 2017

Beyond Users and Choosers – Sources for Salesforce CRM Requirements

The users and choosers of the system are the first source of requirements for Salesforce CRM implementations. The article discusses 5 additional categories of sources.
April 10, 2017

Look out for Tacit Assumptions when gathering CRM Requirements – ‘I thought it was obvious’ !

If you hear users say ‘I thought it was obvious’ , that is tacit assumptions and knowledge in play ! Using examples from Sales, Services systems and even Tennis, we explain tacit knowledge.
April 3, 2017

Personas for better user needs -“Would this make sense to Gus ?”

Personas help differentiate similar roles and identify nuances you need to build in to the CRM system to address varied user needs. We discuss examples of persons for sales and service systems.
March 27, 2017

10 Tips for Running Requirements Workshops for your CRM Projects

Tips for requirements workshops for your Salesforce CRM system. The tips span planning, facilitating and following up after your workshops
March 13, 2017

Planning Stakeholder Communication

Analyze the significant stakeholders for your CRM project and manage the activity levels with them. Maintain a plan showing the communication format and frequency with each one of them
February 27, 2017

Evaluating Portfolio of CRM Initiatives

A powerful visual tool to organize and evaluate a large number of initiatives is a simple 2 x 2 grid. It guides you in prioritizing your initiatives.