{"id":19852,"date":"2016-09-01T11:32:17","date_gmt":"2016-09-01T15:32:17","guid":{"rendered":"https:\/\/www.bullhorn.com\/uk\/?p=19852"},"modified":"2019-03-01T21:27:37","modified_gmt":"2019-03-01T21:27:37","slug":"are-you-ready-for-the-third-wave-of-crm","status":"publish","type":"post","link":"https:\/\/www.bullhorn.com\/uk\/blog\/are-you-ready-for-the-third-wave-of-crm\/","title":{"rendered":"Are You Ready for the Third-Wave of CRM?"},"content":{"rendered":"<p><span style=\"font-weight: 400;\">CRMs\u2026 they\u2019re all similar, aren\u2019t they? <\/span><\/p>\n<p><span style=\"font-weight: 400;\">If you\u2019re talking about second-wave options, then yes, relatively. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">In addition to the \u2018first-wave\u2019 contact databases, second-wave CRMs can offer a huge variety of reporting and analytics \u2013 features which can provide insights to help you get more from your customers and prospects. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">However, whilst dashboards, user interface, and functionality vary, most second-wave systems are plagued with poor user adoption. This, in turn, can lead to the CRM\u2019s failure. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">Statistics vary by source, but here\u2019s a flavour of the scale of this problem:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Gartner Group: 50%<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Butler Group: 70%<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Selling Power, CSO Forum: 69.3%<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Economist Intelligence Unit: 56%<\/span><\/li>\n<\/ul>\n<p><b>What\u2019s in it for me? <\/b><\/p>\n<p><span style=\"font-weight: 400;\">When you dig a little deeper, it\u2019s clear to see why failure is a common problem. &nbsp;<\/span><\/p>\n<p><span style=\"font-weight: 400;\">For all the innovations and distinctions, second-wave CRMs depend on the user inputting data \u2013 a time-consuming, repetitive task most people hate! <\/span><\/p>\n<p><span style=\"font-weight: 400;\">In addition, there\u2019s some information that consultants may not want to share (who wants to highlight they\u2019ve made an error they know they can fix). What\u2019s more, when a consultant is very close to a client, they\u2019ll store information in their head. It just won\u2019t seem necessary to record it elsewhere. &nbsp;<\/span><\/p>\n<p><span style=\"font-weight: 400;\">As a result:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">CRM data entry can be limited to what users <\/span><i><span style=\"font-weight: 400;\">perceive<\/span><\/i><span style=\"font-weight: 400;\"> to be important \u2013 this means your CRM can never provide the full picture <\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Some data won\u2019t get entered \u2013 simply because users forget or believe it\u2019s not relevant or important<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">Partial data entry is a frustrating management problem \u2013 the degree of which can be hidden. It can leave you questioning the value of your CRM. After all, can its analytics be trusted if the data isn\u2019t wholly accurate?<\/span><\/p>\n<p><span style=\"font-weight: 400;\">As you can see, there\u2019s a strong argument, which says second-wave CRMs can be set up for failure from day 1. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">So what\u2019s the answer? <\/span><\/p>\n<p><b>Effortless, easy, inevitable<img loading=\"lazy\" decoding=\"async\" width=\"500\" height=\"409\" class=\"size-full wp-image-19855 alignright\" src=\"https:\/\/www.bullhorn.com\/uk\/wp-content\/uploads\/sites\/2\/2016\/09\/pulse-activity-1-e1472743332612.png\" alt=\"pulse activity\" \/><br \/>\n<\/b><\/p>\n<p><span style=\"font-weight: 400;\">If you want to get the most from your contact database, you do need a management system. Unless your business is very small, if you can\u2019t analyse your data, you\u2019ll miss a host of opportunities.<br \/>\n<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The key is to overcome the user adoption issue by removing the need for manual data entry. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">And that\u2019s what third-wave CRMs can do. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">Let me explain\u2026<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Third-wave CRMs \u2013 including Bullhorn and its \u2018<\/span><a href=\"https:\/\/www.bullhorn.com\/uk\/products\/pulse\/?LS=Website&amp;LSD=Blog_UK_16_09_01\" target=\"_blank\"><span style=\"font-weight: 400;\">Pulse<\/span><\/a><span style=\"font-weight: 400;\">\u2019 technology \u2013 avoid the problem of partial data sets by <\/span><i><span style=\"font-weight: 400;\">capturing data automatically<\/span><\/i><span style=\"font-weight: 400;\">.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Linked to your email servers, Pulse pulls out all emails to and from your clients \u2013 regardless of who sent them \u2013 and collects them into a central database, which all users can access. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">In addition, you can access smart analytics \u2013 to drill down into a relationship. For example: <\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Flag emails by keywords to identify issues, feedback, and important information<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Automatically populate your contacts list \u2013 so your database grows effortlessly<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Remove the need to enter data manually so you overcome the issue of user adoption<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">And much more<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">Imagine the impact this could have on the way you work:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">You\u2019ll be dealing with accurate data \u2013 allowing you to make decisions with more certainty<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Break down silos \u2013 allowing consultants to know what\u2019s happening across the business without having to ask<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Provide consultants with the information (and tools) they need to do their job effectively<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Have data available to manage issues proactively and therefore build trust with your clients. <\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">Are you ready for third-wave <\/span><a href=\"https:\/\/www.bullhorn.com\/uk\/crm-system\/?LS=Website&amp;LSD=Blog_UK_16_09_01\" target=\"_blank\"><span style=\"font-weight: 400;\">CRM<\/span><\/a><span style=\"font-weight: 400;\">s? <\/span><\/p>\n<p><span style=\"font-weight: 400;\">If you\u2019d like to explore the value of automatic data entry, <\/span><a href=\"https:\/\/www.bullhorn.com\/uk\/demo-pulse\/?LS=Website&amp;LSD=Blog_UK_16_09_01\" target=\"_blank\"><span style=\"font-weight: 400;\">schedule your live demo of Pulse today<\/span><\/a><span style=\"font-weight: 400;\">. &nbsp;<\/span><\/p>\n<p>&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>CRMs\u2026 they\u2019re all similar, aren\u2019t they? If you\u2019re talking about second-wave options, then yes, relatively. In addition to the \u2018first-wave\u2019 contact databases, second-wave CRMs can offer a huge variety of reporting and analytics \u2013 features which can provide insights to help you get more from your customers and prospects. However, whilst dashboards, user interface, and [&hellip;]<\/p>\n","protected":false},"author":72,"featured_media":19853,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"om_disable_all_campaigns":false,"footnotes":""},"categories":[584,585],"tags":[445,105,344,120,444],"class_list":["post-19852","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-industry-trends-and-insights","category-tips-tricks-and-how-tos","tag-automatic-data-capture","tag-bullhorn-crm","tag-client-relationship-management","tag-crm","tag-third-wave-crm"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.2 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Are You Ready for the Third-Wave of CRM? - Bullhorn UK<\/title>\n<meta name=\"description\" content=\"Second-wave CRMs can offer a huge variety of reporting and analytics, but the majority end in poor user adoption and CRM failure.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.bullhorn.com\/uk\/blog\/are-you-ready-for-the-third-wave-of-crm\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Are You Ready for the Third-Wave of CRM? 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Richard has built an in-depth knowledge of the CRM industry based on over 20 years of experience. Richard has worked with a diverse range of companies including WPP Group, KPMG, McKinsey &amp; Co., Royal Bank of Scotland, NIG, and Mercedes-Benz.","sameAs":["https:\/\/www.linkedin.com\/in\/crmuk","https:\/\/x.com\/Richard_Y"],"url":"https:\/\/www.bullhorn.com\/uk\/blog\/author\/ryoung\/"}]}},"grav_blocks":null,"card_markup":"<a class=\"card-resource\" href=\"https:\/\/www.bullhorn.com\/uk\/blog\/are-you-ready-for-the-third-wave-of-crm\/\">\n\t\t\t<div aria-hidden=\"true\" class=\"card-resource__image-container\">\n\t\t\t<img class=\"card-resource__image\" alt=\"fustrated\" title=\"fustrated\" src=\"https:\/\/www.bullhorn.com\/uk\/wp-content\/uploads\/sites\/2\/2016\/09\/fustrated-e1472743447173.jpg\" \/>\t\t<\/div>\n\t\t\t<div class=\"card-resource__content\">\n\t\t\t\t\t<span class=\"card-resource__category\">Industry Trends &amp; Insights<\/span>\n\t\t\t\t\t<h5 class=\"card-resource__title\">Are You Ready for the Third-Wave of CRM?<\/h5>\n\t\t\t<\/div>\n<\/a>\n","_links":{"self":[{"href":"https:\/\/www.bullhorn.com\/uk\/wp-json\/wp\/v2\/posts\/19852","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.bullhorn.com\/uk\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.bullhorn.com\/uk\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.bullhorn.com\/uk\/wp-json\/wp\/v2\/users\/72"}],"replies":[{"embeddable":true,"href":"https:\/\/www.bullhorn.com\/uk\/wp-json\/wp\/v2\/comments?post=19852"}],"version-history":[{"count":0,"href":"https:\/\/www.bullhorn.com\/uk\/wp-json\/wp\/v2\/posts\/19852\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.bullhorn.com\/uk\/wp-json\/wp\/v2\/media\/19853"}],"wp:attachment":[{"href":"https:\/\/www.bullhorn.com\/uk\/wp-json\/wp\/v2\/media?parent=19852"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.bullhorn.com\/uk\/wp-json\/wp\/v2\/categories?post=19852"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.bullhorn.com\/uk\/wp-json\/wp\/v2\/tags?post=19852"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}