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If you’re exploring this topic, the likelihood is you’ve used a CRM system before. Maybe you now have a requirement in a new business. When you work for someone else you often inherit a system. But what matters is you already understand the benefits and can see the value of embedding CRM in your processes.
As a small business owner, you could be in the position of needing a CRM system. But where do you start, and what are the costs for implementation and ongoing management? Here, we break these down for you and explain how it all works.
In the interests of keeping this simple, let’s look at Salesforce pricing, Hubspot pricing and Active Campaign pricing. Three of the most popular CRM systems on the market and each taking a different approach.
The first thing to know is there are two main cost elements to consider. The licence fee and the implementation fees. Let’s explore these in more detail.
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The licence fees explained
This is the fee you pay to the vendor such as Salesforce, Hubspot or Active Campaign. It will give you the ability to access their system and use the functionality.
Licence fees are calculated in one of two ways by each vendor. You can either pay per user of the system or according to the number of records you want to put into the system. These fees are paid on a monthly, quarterly or annual basis.
Costs associated with implementation
These are more commonly known as implementation or onboarding fees. Once you’ve decided on a CRM system the next stage is to manage the delivery into your business.
The CRM vendor or provider will be more than happy to help you do this – up to a point. They will give you a guided implementation designed to enable you to go on and use the system yourself. However, there are several factors you should bear in mind.
- Vendors will be keen to tie you into a longer-term contract but it’s very much ‘do it yourself’.
- They will usually offer a guided implementation, which means they guide you but you do all the work.
- A word to the wise, don’t let the vendor over-complicate everything. These systems have been designed for businesses to operate themselves which means they should be user-friendly.
There is an alternative to using the vendor to onboard your business. You can use a certified or qualified independent partner.
A software services company such as GeminiBlue can manage the implementation with you. The advantage here is you will pay a single fee agreed upfront which means you don’t have to pay any onboarding fees to the vendor.
This is arguably a more flexible ‘do it for me’ approach where you can work directly with an individual. Coaching and guidance can be given along the way. Everything is focused on enabling your business to use the system.
Understanding CRM pricing web pages
Let’s go back to the three main vendors mentioned earlier. The pricing reflects their position in the market.
Salesforce pricing – a premium product often referred to as the ‘king of enterprise’. Three main products Sales, Service and Marketing. Pricing will start low but can become complicated with the option of bolt-on services. Pricing is based on a cost per user.
Hubspot pricing – a differentiator in the market and the leader for inbound marketing. Again three main products Starter, Professional and Enterprise. The most transparent in terms of pricing and designed to grow with your business. Pricing is based on cost per data usage.
Active Campaign pricing – a relatively low-cost solution. Four product entry points Lite, Plus, Professional and Enterprise. Prices are quoted in dollars but can be easily converted to sterling. Prices are based on features and data usage.
There are also comparison sites you can visit which will help you compare CRM packages. A good example is G2.com. Here you can read about user experiences, the actual package they use and what they paid for their CRM system.
Remember that the headline prices will always be as low as possible. The important thing is to understand what sits beneath this. You need to know what you get for your money and will it do the job you need it to do.
It can be a minefield and you don’t always know what the right questions are to ask. This is why we offer a FREE 30-minute consultation. Understanding your requirements at the start is very important and we can help you do this.
Selecting a CRM is always much easier when you get Advice from an independent CRM consultant. Contact GeminiBlue to book a free consultation
There are a vast amount of choices when it comes to selecting a CRM vendor. See tips how to get started in the blog post How to Choose a CRM With Too Many to Research
