As lead management gets more and more complex, installing lead management software seems to be a wise decision. Adding lead management software to the marketing strategy helps a business in more ways than one. It makes sense to add such software as it helps process and store information in an organised manner.
A lead-management-software needs to be properly implemented to save time, effort, and money for the marketing team members. However, it is not easy to choose fitting software from the many that are available in the market. It needs to fulfil all the requirements of the company while easing out the process rather than complicating it.
Here are some essential features that every organisation needs to consider while selecting an effective and contemporary lead management system:-
Type of Software
This should be the first question that the marketing team should ask when selecting lead management software. There are 3 different types of software. First is ERP systems, second is CRM systems and the third one is marketing automation systems. ERP refers to Enterprise Resource Planning Systems. It integrates all the software and applications of the company into a single database. CRM refers to a customer relationship management system. It includes tools for sales force management and customer information management. Marketing Automation Tools help generate leads through digital marketing. Every system has an objective which needs to align with that of the business. Organisations can also look for installing more than one software if the need arises.
Amount of Investment
It is necessary for organisations to consider all kinds of costs while comparing the options. A system with additional features requires more investment. It is advisable to refrain from using free downloadable versions from the internet. These software or tools do not offer much in terms of features and convenience. They also spoil the experience, making companies averse to the entire concept of lead management. Companies also need to consider payment processes while choosing software. Choose from a monthly subscription, annual subscription, on-premise or Software as a service. Some software requires set-up fees, and recurring fees for updates and training, among others.
Degree of Customisation
Every company has a set of specific requirements that need to be met. Hence, while selecting lead management software, it is necessary to choose a software that meets those needs including customisation, automation, and use-friendliness. Software with customisable features and an easy-to-navigate user interface is most preferred. Companies even take the services of consultants who help maximise the capabilities of the system.
Relevance to the Industry
While most lead management software are broadly applicable, every system is designed with the objective to serve a specific industry. For instance, some CRM systems are designed for business-to-business processes, while others are best suited for business-to-customer organisations. Organisations need to mention the type of business they are in while hunting for a perfect lead management system.
Cloud-based v/s On-Premise
Organisations, nowadays, prefer cloud-based software for many reasons. However, due to certain drawbacks of cloud-based lead management software, some companies still prefer to opt for traditional on-premise software. Cloud-based software is hosted on the servers of the software vendors. They can be accessed online without any hassle. Whereas on-premise software needs to be installed locally on the servers and computers of the organisation. Companies that do not have specific needs can opt for cloud-based software whereas companies that need greater control and offline access should opt for on-premise lead management systems.
Cloud-based software is cheaper during the initial years. They do not require any additional hardware and pass on data security to vendors. However, cloud-based software does not offer much customisation. Cloud-based software is preferred as they take less time for implementation and updates are managed by the software vendor. On-premise software comes with a high installation cost as it requires specific hardware. However, there are not many ongoing costs later. On-premise software gives complete data security to the user. The main benefit is that it offers many customisation options along with additional control over the process of implementation.
Scope of Scalability
Organisations need to think about whether the chosen lead management software will grow together with them. There are many software available that can be tailored according to the size of the company. Some lead management systems are designed specifically for small and mid-sized companies, while there are some that are suitable just for start-ups. Some software are quite flexible and can be scaled according to the size and needs of organisations.
It is necessary that organisations are transparent and honest when choosing lead management software. One needs to consider the projected growth of the business in a specific timeframe. While conducting the research, companies need to look into the category of the business, the size of the team, the number of users, and many other factors while considering the type of software.
Ease of Integration
Companies need to consider whether the chosen lead management software will integrate well with the other tools and resources. Some software are designed so they seamlessly integrate with other software, tools, and resources. The lead management tools of the software are fully compatible with marketing tools, customer relationship management tools, and others that the companies use. Things that need to be considered while looking for compatibility are websites, accounting software, web portal, and e-commerce, e-marketing software, card scanners, among others.
The website of the company should be compatible with the lead management system, especially the forms on the website wherein new leads connect with the company. The latter should also be compatible with accounting software as it helps automate order processing and shares the financial data of customers. Potential customers make service requests and receive status updates through the web portal. Hence, it needs to be compatible as well. When these points are considered in advance, then companies are able to save time, money, and effort, without making the entire thing complicated.
How to move forward?
Every organisation needs to look for many things before taking the leap. Lead generation software helps smooth the process of acquiring, managing, and nurturing leads. Hence, a wrong investment might cost the company a fortune. However, companies can do a little research and prepare a list of features that will help them narrow down the choices. It is crucial to understand the system criteria while making the decision. This speeds up the process of installation of the system and using it for managing the leads efficiently.
