50-30-20 Theory

In my answer to Stefano Demilani related to my post Why Microsoft will be the leader in the BussApps space? I said that I do not consider our Dynamics CRM a step below to Dynamics Ax or NAV in terms of functionalities. And the reason of this consideration could be explained with my 50-30-20 theory.

Our CRM Product obviously will evolve in terms of functionalities in the next releases but I already consider it a great CRM Product. I talk about Product because Dynamics CRM is not the only Microsoft product that can cover all customer needs and when I propose a CRM Solution I will put other Microsoft Products togheter to create the right solution for the customer (just think about Dynamics Analytics Foundation with SQL Server Analysis Services, Proclarity, MOSS integration to realize a CRM Composite Application, Office Integration).

There is no CRM solution in the market that can fit exactly all the customer needs. Usually the customers buy a CRM Solution that, on the paper :), can cover all business requirements out-of-the-box. Is not possible!

During the project, the customer will realize that

• does not use the 100% of the functionalities out of the box (probably the 50%  will be not used)
• the 30% of the functionalities will be customized
• the 20% of the out of the box functionlities will be strongly customized or completely re-writed

My experience is that in the CRM space the business requirements are different for every customer!

So usually my suggestion for my customers/prospects is

Do not think about technology, talk with me about your business needs and I will design the right solution for you!

Our CRM can be consider a great CRM Application Framework where I can build and realize the CRM Business Model for my customers. If some functionalities are not covered by standard Dynamics CRM Functionalities I am sure that I will find another Microsoft product natively integrated with our CRM. Another Microsoft Products that based on the same Microsoft Technolgy Stack of our CRM will fit all customer needs!

I consider Microsoft Dynamics CRM a complete CRM suite that leverages the power and productivity of the Microsoft platform (see picture below).

With Titan we will create additional great fucntionalities that will expand the potentialities of our great product!

Roberto

This post contains only my ideas and please do not consider it as a Microsoft Offical Statement. To get the official information about Dynamics please visit Microsoft Dynamics Official Web Site