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.
May 1, 2017

Intangible Benefits & Costs for a CRM Initiative

Use data collected at granular levels from credible sources, when estimating intangible benefits from CRM initiatives. Alongside, the article provides some prompters for factoring in intangible costs.
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.
February 9, 2017

Strategic Themes for CRM Initiatives

Cross reference observations from your workshops and interviews analyzing current state and cross reference them against best practices to arrive at strategic themes
February 6, 2017

Balanced Scorecard as a Strategy Formulation Tool

Balanced Scorecard is a strategy tool for describing and managing strategy, in the knowledge economy. It transforms intangible assets into tangible customer and financial outcomes.
February 6, 2017

Align your CRM Strategy to the Organization’s Mission

Align your CRM initiative to the context of the organization's mission, purpose, what it does and how it strives to be unique in the eyes of its customers.
February 6, 2017

Organizational Internal Analysis for Strengths & Weaknesses

The internal analysis assesses your ability to perform well in response to business challenges. This points to your strengths and weaknesses as an organization. We were […]
February 5, 2017

Analyzing the Business Environment to Understand Strategic Context

Study the environment of the organization to understand and determine the customer strategy to pursue. Each organization operates within an operating environment and a more remote […]
February 5, 2017

Strategic Context for the CRM project

Your CRM project is conceptualized in the context of your organization’s customer strategy. It is important for the implementers to grasp and fully appreciate this context
October 18, 2016

Dreamforce 2016 Takeaways – Part 3 of 3 (Mid-Market Customers)

The theme for SMB at Dreamforce has traditionally been on how CRM and SF Sales/Service/Marketing technologies aid growth. Automating processes in order to scale them is […]
September 22, 2016

Strategic Planning Considerations

We have been working with a non profit organization on their strategic planning. Thought this subset from the list of considerations /guidelines we came up with, […]
August 6, 2016

The impact of CRM strategy workshops

For all clients, whether kicking off a CRM initiative for the first time, or for those recalibrating their current initiatives, we advise a 1-2 day planning […]
August 5, 2016

Salesforce User Training around a ‘Day in the Life of’ the user

We base the curriculum for our Salesforce User Training sessions for clients, on key scenarios that make up a ‘day in the life of’ a user. We […]