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Why Iphen [...]
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IT consultancies acknowledge that 70% of all CRM Implementations fail. "Traditional" Sales Software (i.e.: CRM or Customer Relationship Management) rarely works for midsize organizations. The phenomenon finds its origin in the misalignment of interests that exists between the promoters of commercial sales software (vendors and consultants), the organizations that buy them, and the sales people that use them. For productivity to increase as a result of a software implementation, processes must be defined and people embrace them. This model does not fit the reality of sales departments where people are bound by quantitative objectives and where data and processes tend to be unstructured. The complexity and rigidity of traditional sales software is at odds with the nature of midsize organizations which thrive and survive in ever-changing markets because they are nimble, flexible and focused. With CRM, the traditional pillars of successful software implementations (People, Process and Technology) have mutually exclusive aims. What it takes to make technology work in the sales department of midsize organizations is an entirely new paradigm. This is what Iphen delivers with its technology and SPU™ model.
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