A requirements list for a house includes a mix of factors, from the number of bedrooms (functionality) to the type of floor plan (architecture), to the long-term prospects for the neighborhood (strategic value and fit), to whether you can move right in (ease of implementation), and of course the price. Some of the requirements are for the short term (the distance from your office) and some are for the long term (the age of the roof). It's the same for a CRM requirements list. Some items are tactical and some are strategic; some are technically driven and some are business-focused . Tool vendors typically focus only on functionality and technical architecture, but you need to think more broadly. Organize the requirements in five buckets, each weighing about equally in the final decision.
The rest of the chapter discusses each of the categories in depth, and includes a summary checklist at the end to help you create your own customized list. |