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The CRM integrator is just as critical as the chosen solution. A great tool, poorly integrated, inevitably turns into a painful project. Here is how to evaluate, compare, and select an integrator who will truly safeguard your project.
Download the CRM evaluation grid CRM Requirements Specification
The integrator translates your business requirements into configuration, development, and integration. They manage change management, train users, and often remain a long-term partner for future updates. Their expertise directly determines the success of the project.
Request structured proposals based on the same specifications: scope, workload per phase, profiles assigned, timeline, and financial terms. Evaluate the overall consistency, not just the price. The workload discrepancy between integrators is often a clear indicator of their understanding of the requirements.
It is a good starting point, but not mandatory. Consult at least 2 or 3 certified integrators to compare methodology, expertise, and pricing.
Integration costs often range from 1 to 3 times the annual licence cost, depending on complexity. Be wary of significant price gaps between integrators: they usually reflect a different understanding of your requirements.
A fixed-price model secures the budget but requires solid scoping. Time and materials offer more flexibility but demand strict management. Many projects combine both (fixed price for scoping, time and materials for build and run).
Anticipate the AMS (Application Managed Services) contract right from the selection stage, including SLAs, covered scope, and an exit clause. The run phase determines the project's long-term viability.
Yes, but it is costly. It is better to secure the initial choice through reference checks, a stable team, and clear scoping. Including an exit clause in the contract is essential.