Nexa Lab Blog – Remember the days when customer information was stored in bulky filing cabinets or scattered across multiple spreadsheets? We’ve certainly come a long way since then. Learn more about what a Customer Relationship Management system is and all the thing you need to know to growth your business.

The concept of CRM has roots dating back to the 1970s, but it wasn’t until the 1990s that CRM systems as we know them today began to take shape.

Initially, CRM was simply a way to digitise customer records. However, as technology advanced, so did the capabilities of CRM systems. Today, they’re sophisticated tools that help businesses manage every aspect of customer interaction.

Why is CRM so crucial in modern business? Well, imagine trying to remember the preferences of hundreds or thousands of customers without any help. It’s like trying to juggle while riding a unicycle—nearly impossible and bound to end in disaster.

CRM systems act as our digital memory banks, storing and organising customer data in a way that’s easily accessible and actionable.

They help us personalise our interactions, streamline our processes, and make data-driven decisions.

So today, we are going to explore more about what CRM systems are, the features, the types of them, and some examples of CRM software systems.

Features of CRM Systems

So, what exactly can a CRM system do for you? Well, most of their features are focused on helping businesses improve customer relationships.

That’s why, while there are more specialized types of CRM software, core features like contact management and sales pipeline management will always be there.

So, what are the key features of CRM software systems?

Contact Management

This is the bread and butter of CRM systems. We can store all customer information in one centralised location, making it easy to access and update. From basic contact details to purchase history and communication logs, everything is neatly organised and at our fingertips.

Interaction Tracking

Every email, phone call, and meeting can be logged, giving us a complete history of our interactions with each customer. This helps us maintain continuity, avoid duplication of effort, and provide a seamless customer experience.

Sales Pipeline Management

We can track potential deals from initial contact to closing, helping us forecast sales and identify bottlenecks in our sales process. This visibility allows us to allocate resources more effectively and stay on top of our pipeline.

Marketing Automation

Many CRM systems allow us to automate marketing tasks like email campaigns and social media posts, saving time and ensuring consistent communication with our customers. We can set up triggered actions based on customer behaviour, further enhancing our marketing efforts.

Analytics and Reporting

We can generate reports on various aspects of our customer relationships, helping us identify trends and make informed decisions. From customer lifecycle analysis to campaign performance metrics, CRM systems provide valuable insights to drive our business forward.

Integration Capabilities

Most modern CRM systems can integrate with other business tools, creating a seamless workflow across different departments. This allows for better collaboration, information sharing, and a more holistic view of the customer.

All these features are designed to streamline processes and improve overall efficiency within the organisation.

Of all these features, integration is something that is not always apparent in CRM software; but you might need it in the future.

However, as long as your CRM software has an API, that won’t be a problem.

If the software only provides you with an API, you might need some programming and coding to do the integration with other software. 

This can be challenging for some businesses, because not every company has their own IT teams.

That’s why you might need to consult with an integration expert like Nexalabs.

With the help of an integration expert, you can make sure that your CRM software is seamlessly integrated with other necessary systems without the need to go technical yourself.

More on Nexalab’s blog: What Are the Capabilities of CRM Platform? Help Drive Your Business Forwards

Types of CRM Systems

Not all CRM systems are created equal. Like we’ve said before, there are some specialised CRM software solutions made for specific problems.

While it still has the core features as above, these specialised CRM types usually have special features for specific functions.

Some examples of CRM software types are:

• Operational CRM: This type focuses on automating and improving customer-facing business processes. It’s great for managing day-to-day operations and customer interactions, such as lead management, sales automation, and customer service.
• Analytical CRM: If we’re data nerds (and let’s face it, in today’s business world, we all should be), analytical CRM is our best friend. It helps us analyse customer data to gain insights and make better decisions. From customer segmentation to predictive analytics, this type of CRM empowers us to understand our customers on a deeper level.
• Collaborative CRM: This type facilitates communication and collaboration between different departments within our organisation, ensuring everyone is on the same page when it comes to customer interactions. By breaking down silos, collaborative CRM helps us provide a more cohesive and satisfying customer experience.
• Strategic CRM: This focuses on using customer information to improve and deepen customer relationships over time. It’s all about building long-term value, identifying opportunities for upselling and cross-selling, and fostering brand loyalty.

Sometimes, these types of CRM software are not something that is offered exclusively by the vendor.

Some CRM software can have analytical features while also providing operational features.

On the other side, there is also CRM software that has all the features of these types, so it can’t be categorised into one of those types of CRM software.

What is an example of a CRM system?

Let’s bring this down to earth with a real-world example.

Imagine we’re running a small boutique clothing store in Melbourne. We’ve been using a basic spreadsheet to keep track of our customers, but as our business grows, we’re finding it harder to manage.

According to Userpilot, here are some examples of CRM systems that you can use to nurture your customers.

• Keep detailed records of each customer, including their purchase history, size preferences, and favourite styles. This allows us to provide a personalized shopping experience and anticipate their needs.
• Set up automated email campaigns to notify customers of new arrivals that match their preferences. By staying top-of-mind and delivering relevant content, we can build stronger relationships and drive repeat business.
• Track the performance of our sales team, identifying top performers and areas for improvement. This data-driven approach helps us optimize our sales processes and ensure consistency across the team.
• Analyse sales data to identify trends and make informed decisions about inventory. We can better anticipate customer demand, reduce overstocking, and ensure we have the right products available at the right time.
• Integrate with our e-commerce platform to provide a seamless experience for customers shopping online and in-store. This omnichannel approach creates a frictionless journey for our customers, regardless of how they choose to interact with us.

Let’s say we have a regular customer, Sarah, who always buys floral dresses in size 12.

With our CRM system, we can easily pull up Sarah’s profile when she walks into the store. We can greet her by name, ask how she liked her last purchase, and show her the new floral dresses that just arrived—in her size, of course.

This level of personalised service would be nearly impossible without a CRM system, especially as our customer base grows.

More on Nexalab’s blog: What Does Customer Relationship Management Involve? 5 Steps to Win Your Customer

Conclusion

In today’s competitive business landscape, CRM systems are no longer a luxury – they’re a necessity. They empower us to build stronger relationships with our customers, streamline our operations, and make data-driven decisions that drive growth.

Remember, at its core, business is about relationships. And in the digital age, CRM systems are the tools that help us nurture those relationships more effectively than ever before. As we continue to adapt and evolve, CRM will remain a crucial component of our strategy for customer success.

Investing in CRM software is a smart move for any business looking to improve sales, marketing, and customer service. But to get the most out of your CRM, it needs to work with your other tools.

Nexalab’s App Integration Services can help you connect your CRM with other essential platforms, like PSA software, for example. This means you get a complete view of your customer data, automate repetitive tasks, and personalise your customer interactions. It’s a solution that helps you get the most out of your CRM investment. Contact Nexalab today to explore how App Fusion can drive your business forward.