Companies evaluating CRM systems can benefit from the lessons learned by previous CRM buyers. A little knowledge about some common mistakes with CRM applications can save companies the expense and the embarrassment of repeating those mistakes.

This white paper describes six classic problem areas with CRM systems, including a lack of strategic goals, data problems, attempting too much too soon, incomplete adoption by users, inappropriate technology, and excessive customization. The paper includes examples of companies that have grappled with one or more of these issues, and tips on how to avoid each of these problem areas.