Know-How Exchange : Other

Historically, data sheets have been the definitive description of a product -- including any technical requirements, standards, etc. Features, benefits, key differentiators, requirements, specifications if appropriate, key standards, etc.

And a solution brief (in my interpretation) highlights how a product/service addresses a specific business need, or perhaps works with a specific partner product.

Everything gets a little fuzzier with SaaS solutions, I understand - but for a SaaS CRM solution, I think a data sheet would describe the overall solution capabilities (no matter how it's delivered) plus what people might know to fit it into their environments.Then you might spin out several solution briefs targeting specific industries, for example.

That said - plenty of sales people use the terms interchangeably!

Anne

Dear Sarah

There are three common information sheets or downloads associate associated with ERP and CRM solutions.

A datasheet is a technical document which outlines the computer, network and web protocol requirements needed to run SaaS CRM and usually lists the key features. Enlightened vendors also link the features to specific benefits, though this can be difficult for large CRM systems as the benefits vary depending on the application.

A solution brief is usually application or even client specific and in best practise, it is unique to the needs of the customer receiving it. It talks mainly of the processes needed by the client. Again, it is difficult to produce a generic solutions brief for new enquiries as not only would it be about 1000 pages long, about 90% of the explanations would be utterly irrelevant to the prospect or reader in question.

In addition to your two documents, there are also white papers. These cover application to which your SaaS CRM can be put and there are usually many of them to appeal to diverse customer requirements. Whilst a white paper will name your company and your software, it is not advertising. Its main purpose is to give prospects something specific to read about their application or it is something which can be circulated as PR to the relevant market sector magazines. (The client’s industry journals, not just Computer Week

These definitions are not rigidly defined, but these descriptions are used by about 200 CRM and ERP consultants I know.

Hope that this helps!

Best wishes


Steve Alker
Xspirt