What Is Customer Relationship Management (CRM) Software?
Customer relationship management software, or CRM for short, is a critical tool that helps organisations to manage interactions with customers and clients in service-related industries. Typically, customer relationship management software includes features for managing customers and clients such as sales process automation, contact management, and sales pipeline reporting. Customer relationship management can be used for both business-to-consumer (B2C) and business-to-business (B2B) relationships.
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CRM Solutions Today
CRM solutions provide companies with the tools to win new business, increase client retention, and provide better customer service to existing clients. While most CRM solutions aim to achieve similar goals, there are differences in deployment models, usability, and tools for relationship management.
Deployment Models
There are two types of deployment models – on-premise and web-based crm (also commonly referred to as cloud-based) solutions. On-premise solutions require companies to purchase and host their solutions in-house. Oftentimes, companies must employ expensive IT teams in order to manage and troubleshoot on-premise software, and they’re forced to maintain software as it becomes outdated because the upgrade process is expensive and time-consuming. However, modern CRM technologies have adopted a web-based, or browser-based, deployment model. With these solutions, companies never have to download or install any software. Rather, the web-based CRM vendor hosts data remotely from a server. Web-based customer relationship management software can be accessed from any browser, providing companies the flexibility to choose the software that works best for their business and allowing CRM vendors to quickly and easily deploy system updates and new features.
Usability
Statistics show that nearly 70% of CRM implementations fail. This alarming rate can be largely attributed to customer relationship software’s lacking focus on usability. Many database-centric solutions require employees to input data manually or change workflows to conform to the one-size-fits-all settings of their CRM. A CRM provides no value to companies and their stakeholders if employees do not adopt it. Modern CRM vendors are prioritising usability by building mobile-first software systems with intuitive and configurable interfaces that automatically capture data to save employees countless error-prone hours of data entry.
Relationship Management
While the process of automating sales tasks has largely been addressed, many customer relationship management software vendors seem to have forgotten the relationship management part of the equation. Customer relationships are not a one and done sales-driven interaction. True relationship management considers the entire customer lifecycle, which can span multiple years, many different departments within an organisation, and numerous periodic interactions. When looking for customer relationship management software, it’s important to consider if the CRM truly satisfies relationship management requirements such as real-time insight on relationship strength, conversation activity over time, and even individual customer preferences (e.g. the best time to call).
The New, Modern CRM Software
Bullhorn ATS & CRM is a web-based and modern CRM built for professional services-based companies of all sizes. Bullhorn built its CRM to be a unique relationship management platform that’s intuitive, proactive, and mobile so that employees can work the way they want to – wherever, whenever. Built specifically to speed adoption, Bullhorn customer relationship management software eliminates manual data entry tasks by passively and automatically capturing all inbound and outbound email communication, transforming these siloed interactions into addressable insights.
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SVP Product, Executive Search
As Bullhorn’s SVP Product, Executive Search, Richard drives the company’s product strategy and initiatives for the executive search sector and the Invenias product. Richard joined Bullhorn as part of the Invenias acquisition in 2018, where he one of the founders and spent 14 years as the Chief Product & Technology Officer and a Board Director. Richard brings over 25 years of business, technology and product leadership, with broad industry experience that spans the full spectrum of the staffing industry, with specific focus on executive and retained search. Prior to Bullhorn, Richard was central to the successful growth and development of the Invenias business globally, from its inception to becoming the market leading provider of executive search software.
Vice President of Marketing
As the Vice President of Marketing at Bullhorn, Catherine is responsible for all marketing efforts across the organization. Catherine has been with Bullhorn based in the Boston office since 2010 and has recently relocated to London. Over her tenure, she’s overseen several marketing functions including demand generation, marketing operations, and events. She is passionate about marketing technology, building high-performing teams, and leveraging both to drive for results. Catherine has a Bachelor of Arts in Global Studies from Providence College.
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Team Lead – Enterprise Solution Consultant, APAC
As GM for Bullhorn’s APAC business, Aaron McIntosh oversees all business functions in the region. He also leads the solutions consulting team locally, ensuring our customers have an incredible experience when transitioning to Bullhorn. He has over 20 years working various roles within the technology industry and joined Bullhorn in 2013 in the London office before relocating back to Australia in 2015. During his tenure, he has helped numerous customers make the move to Bullhorn including Kelly Persol, Ambition, Hudson, and many others. He is passionate about technology and in particular how technology can be used to solve business issues and problems that are inhibiting growth within recruitment businesses.
He has a Bachelor of Engineering (Electrical and Computing) with Honours from Monash University in Melbourne.
Senior Vice President, Customer Success
As the Senior Vice President of Customer Success, Tamsyn leads Bullhorn’s Services and Customer Success teams. She is responsible for successful delivery of all products and services globally and is committed to creating and maintaining incredible long term customer experiences in the candidate to cash process. Tamsyn has been delivering implementations for over 25 years with companies such as SAP, Ariba, Zuora: specialising in HR, Payroll, Procurement and Quote To Cash capability. She trained as a software engineer after studying Maths, Statistics, and Computing in England.
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Executive Vice President of Corporate Development and International
Peter oversees Bullhorn’s international operations outside North America in his role as Executive Vice President of Corporate Development and International. Peter joined Bullhorn in 2009 and was responsible for its highly successful UK launch and continued expansion internationally. Peter has grown the international team to over 100 staff, established Bullhorn as the UK’s market leading recruitment software and has expanded Bullhorn’s reach into EMEA and APAC, achieving a user base of more than 30,000 international users. Prior to taking on the launch of Bullhorn International, Peter spent 20 years working in the recruitment industry and held a number of senior director roles before moving into the technology space.