Building a Business Case to Move to Cloud CRM

Published October 29 2018 by Natasha Spurr
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End of austerity?

It has been ten years since the global financial crisis. During those ten years, organisations, governments and public services have all been dealing with austerity measures to try to return economies to a more stable state.

At the Conservative Party Conference in October, UK Prime Minister Theresa May declared that austerity was over. But many businesses and organisations are still erring on the side of caution. The European Union countries and the UK are still uncertain about the impact of Brexit, as no deal has yet been agreed. And, in October, the International Monetary Fund sharply downgraded its world growth forecasts.

Budgets controlled but demands increase

Therefore, when it comes to investment in IT, many organisations are still asking their IT teams to do more with less. But this does not have to mean business as usual and making what you have already do more for you. It is time for a strategic rethink about how IT works in the organisation. And even if your business is growing, it may be that a move to a cloud-based CRM system can help you to make your business run more efficiently and effectively as it scales up.

Accounting and business advisory firm BDO Drive discovered that by sticking with the same business model, it was becoming increasingly less efficient as its business grew. It required more and more managers and staff to deal with the increased number of clients. It decided that it needed to rethink its business model to find a way to grow the business more efficiently. It needed to be able to do much more and achieve its business goals without a huge increase in resources.

Mark Sykes, National Head of BDO Drive UK, says: “CRM helps us to do that.”

What BDO did, was to implement cloud-based CRM.

Cloud-based CRM brings about long and short-term benefits

Moving your CRM system to the cloud can not only bring about long-term benefits, it can also offer the advantage of much quicker ROI.

Global market intelligence advisor IDC analysed the impact of moving a CRM system to the cloud, looking at the business value.

There are immediate benefits for the business and the CRM users and these are all about time.

  • Cloud-based CRM is more than three times faster to market than traditional CRM.

If you are up and running more quickly, you will see the benefits more quickly. There will not be a long, drawn-out and costly implementation period.

  • It is twice as reliable, with application downtime 93 per cent lower than with traditional CRM.

Once you are up and running, you will be able to maximise your time using the system. It will be there when you need it.

  • And it is adopted by sales teams in less than half the time of traditional CRM.

A system is only effective if it is used by employees. If the system is easy to use and the sales team can see the benefits, then they will be happy and willing to make use of it.

And there are the longer-term advantages that will benefit the IT team:

  • With cloud-based CRM, 25 per cent of IT time can be allocated to IT strategy, compared to just 10 per cent with traditional CRM.
  • With traditional CRM, 86 per cent of IT’s time will be spent just keeping the lights on, with everyday maintenance and support tasks. With cloud-based CRM that falls to 66 per cent.
  • And there is more budget to spend on new IT initiatives with cloud-based CRM. Some 27 per cent, rather than 14 per cent for traditional CRM.

So, whatever is happening in the world around you, your business can gain the benefits of quicker ROI and improved operational efficiencies, even as it grows, simply by moving to a cloud-based CRM platform.

If you want to learn more about how Microsoft Dynamics 365 can transform the way that you sell, download our free guide here


Natasha is an experienced CRM professional with a unique ability to work across both marketing and sales functions. As CRM Marketing Manager at Edgewater Fullscope, Natasha has helped the organization to achieve multiple global partner awards and leadership status across the UK and beyond.

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