Beyond the CRM: Why you need an enterprise-wide contact network


The Brief
You already know that relationships are critical to the growth of your business. But how do you visualize, track and, most importantly, securely manage the relationships that develop across your entire organization, all while integrating with your existing CRM? Read on to find out.

Take a moment to think about how your enterprise moves deals forward—how key accounts are managed and tracked, how decision makers are identified and corresponded with in new opportunities, how new contacts are integrated with existing relationships. Are you imagining an orderly process with easy to find contact records, communication patterns and recent exchanges? Probably not.

Moreover, is there any way for your sales team or CRM administrators to track which clients and partners are contacted the most, which are most responsive and who’s in danger of exiting out of the wrong side of the funnel?

We didn’t think so.

The Problem
Customer relationship management (CRM) technology is more popular than ever before. In 2014, it was a $23.2-billion industry, and Gartner has predicted it will be somewhere around $36.5 billion by 2017. At RelSci, we’ve spent years developing our industrial-grade research platform to complement CRMs, giving you better insight into your relationship capital and how to best leverage your network for business development.

But in working with our clients, we’ve noticed a disturbing trend. Despite spending numerous resources—financial, human and more—on relationship management and mapping technology, very few organizations are taking the time to clean their data in the first place. The result? Client data was never making it in to CRMs or relationship-mapping platforms in the first place, or was being duplicated due to old, clunky and surprisingly manual processes. Contact lists were outdated or incomplete, resulting in inaccuracies in network maps.

In other words, there was a lot of garbage going in, which meant a lot of garbage coming out. Organizations had no easy, secure view into who was contacting whom, how often–and without that data, there was no way to know at a company-wide level which clients were in need of high-touch communication, which were being neglected and, most importantly, which might be most valuable in terms of repeat or referral business.

The solution would have to be a secure, firewall-protected interface that not only auto-aggregated and cleaned communications data—removing the manual process—but could also export it to platforms like RelSci or an organization’s CRM.

The RelSci Solution: Contact Aggregator
Introducing Contact Aggregator. This tool, which sits behind your firewall, creates a central contact database that allows you to aggregate your firm’s relationships across multiple email providers, consolidate them in one place and gain insights based on the frequency of communications with these contacts.

There are three ways to take advantage of Contact Aggregator:

  1. The Viewer: Aggregate your entire contact database of your organization so you can surface relationships you may not have in your own contacts in one easy-to-use interface.
  2. RelSci Add-on: Seamlessly expand your reach with a continuous sync of your organization’s contacts straight into your RelSci account.
  3. CRM Data Automation: Scan, aggregate and de-dupe contacts to streamline and automate your CRM contact data and bolster it with relationships.

The bottom line: Contact Aggregator creates a streamlined, time-saving resource for managing and strategically utilizing your organizational contacts—the very idea behind the creation of CRMs in the first place.

Interested in learning more about what Contact Aggregator can do for your business development goals? Click on the link below.

RelSci helps create competitive advantage for leading corporate, financial and nonprofit organizations through a crucial yet vastly underutilized asset: relationship capital with influential decision makers. ?

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