Managing differences

I'm responsible for deploying CRM for a large global manufacturing organization with multiple business units, each currently having distinct sales processes. Any advice?

Focus here, as there may be more in common than what may appear different on the surface.

For example, if you break out the quote to order process, you may find that how you configure or the requirements around configuration may be the same and a similar configurator can be leveraged. Another area would be how catalogs need to be offered based on eligibility from both a direct sales, partner self service, or call center may be similar in how a customer needs to be identified and then presented with eligibility approaches.

How customer information is captured in sales processes may be different, but the core customer data model can be shared.

Of course, there will be significant differences in direct sales models, indirect sales management, and selling methodologies. But keep the larger picture of what is common in mind and then design the unique processes around these common frameworks.

Those clients that approach the process with very different approaches, often find upgrades difficult and that the technology becomes the barrier in bringing the company together.

Hope that helps!