Secure IT Asset Disposition Is Crucial For Preventing Data Breaches, Preserving Reputation

One of the biggest reasons why CRM projects fail is that there is insufficient buy-in to the program, particularly at a management level. Usually management approval will be needed to make such an important purchase, but even if you are lucky enough to have access to the funds to be able to go ahead and buy the system without management sign off, management will still need to be sold on the system if you are to implement it successfully throughout the organization. Management support is critical to successful CRM implementation, and this support will filter through the organization from the top. Studies have also shown that when big projects such as new CRM implementations have a champion among senior management then they are more likely to be successful.

One of the major challenges with getting management on side is that a lot of managers are ambivalent towards CRM. In many cases, without serious persuasion, managers just do not think that CRM is where energy and finances should be invested. IBM carried out research into this area of management support. As shown in the figure below, no matter how important you might think a CRM system or a new CRM system is to your organization, the IBM study demonstrated that 36 percent of senior managers think CRM is useful, but not critical. Additionally, 14 percent see it just as an IT tool, and three percent believe it to not be applicable.

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