Like most businesses, Kansas Farm Bureau Insurance Inc. knows enough about the importance of its customers to start thinking about customer-relationship management technology. That's what's delaying things. It's tough to put out that big an investment on something that some executives within the corporation don't think we need. In fact, simply by evaluating CRM platform providers, Kansas Farm Bureau is ahead of many others. In a recent survey conducted by InformationWeek Research, half of almost 500 companies contacted haven't even begun CRM planning.
Cost is certainly an issue for some companies.
Other factors may include the difficulty of data integration, concerns over the quality of customer data, and internal resistance to new applications.