In this section we analyze RayDoc’s business and CRM requirements and use this knowledge to create your own CRM requirements worksheet. This will clarify all the theoretical and detailed information discussed till now and give you practical understanding and confidence when you decide the add-on components and customizations you will require.
We begin with the analysis of the RayDoc business and its CRM requirements. To capture RayDoc’s CRM needs, we will use a CRM worksheet:
|
RayDoc |
Choices |
Notes |
|---|---|---|
|
Customer Model |
B2B | B2C |
RayDoc sells to both businesses and consumers, so it will want to track both accounts and contacts in its CRM. |
|
Revenue Model |
Products | Services |
RayDoc sells both products (such as carpets, doors, and windows) and services (such as installation services, and general contracting services). For its bigger jobs, invoices will be issued to the customer over a period of several months, so RayDoc would benefit from being... |