Demonstrating the value of a customisable CRM system over a modular one

I have been involved in selling software at different levels for the past 20 years and I always have to dig deep to come up with analogies to explain to business owners how the “magic box” that is the software is put together and to help them tease out the benefits that they might get from it.

The other day, I had to explain to a business owner that was considering Zoho the subtle difference between a modular CRM system and a customisable CRM. Let’s face it, these…


These are not the kind of squirrels that I’m interested in today, cute though they are.

I wanted to write about some pet hates that I have when it comes to looking at company data. For good or bad, I get to see a lot of it in my role as an IT consultant and the company I work for a develops CRM systems, both bespoke and off-the-shelf.

Rarely is client data optimised and as efficient as it could be. I don’t see that as a problem because otherwise they wouldn’t be calling on me, so I don’t get too worked up about it. Sometimes, however, I’m astonished at some of the procedures and protocols in…


I’m fortunate to have been involved in the Software as a Service (SaaS) field in a number of different ways. I’ve been a developer, an owner, a sales guy and a team manager. My team are currently involved in the development of our own SaaS product (a CRM system). Additionally, we’ve worked with our own clients on a consultancy basis to help them build up their own SaaS products for market.

During many of the projects that I’ve had sight of, there tends to be a pattern that, if left unchecked, could lead to the destruction of the entire product…


When one thinks of the users of the Customer Relationship Management (CRM) process and associated software tools, it is not freelancers that spring to mind. Perhaps an easier picture to conjure is of uber-corporate organisations all pouring over their sales to-do lists. Yet, if you stop and think about it there are many benefits that an individual freelancer can get by using a CRM. I’d like to share some of them with you.

I’ve spent the last 5 years working with Cambridge Software, and my job has been to help users identify within their business opportunities to grow or to…

David McLeary

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