The CRM/SRM Gap: Vendors Manage 100% of Their Relationships (and So Should You!)

Log in to the SIG Community
Linkedin Twitter Youtube Facebook

The CRM/SRM Gap: Vendors Manage 100% of Their Relationships (and So Should You!)

The SIG Resource Center is moving to The SIG Community. If you are a SIG Member, or enrolled in SIG University, and don’t have access yet, you can do so here. Already have access? Log in and visit the new SIG Resource Center.

The consensus on SRM is that it isn’t feasible to closely manage 100% of your supplier relationships, and therefore you should use a prioritization framework (like a Kraljic Matrix) to segment your suppliers and decide which are worth the “extra attention” of an SRM program.

However, if you told a sales leader that they couldn’t (or shouldn’t) manage 100% of their customers in their CRM program they’d laugh at you.

In this roundtable, we will explore the following questions:

  • Why is there a gap between the expectations of SRM vs. CRM?
  • How does sales technology help make CRM easy and seamless, and why doesn’t procurement technology support SRM in the same way?
  • The CRM/SRM gap means that most of your vendors know far more about you than you know about them – what are the consequences of that information disparity?
  • How can procurement close this gap? 

 

Contributors:
Categories: ,
SRC Type: ,

Please log in to download the document.

Please log in to view the video.