CRM is now at the heart of every growing business. In 2020, we saw increased use of CRM software on mobile devices. This was aided by businesses increasingly adopting cloud-based CRM solutions, allowing their employees to access the software anywhere they go on the smart device of their choice.
Those who have embraced these technologies have seen a huge improvement in both the adoption of CRM software by their employees and the meeting of sales quotas - And according to Buyer Zone (now acquired by Business.com), 91% of companies with more than 11 employees now use CRM software.
But, which statistics should you pay close attention to? And moving forward in 2021, what will happen?
Don't worry, we've got you covered.
In this data-driven blog post, we take a look back at some of the most important CRM software statistics released last year, the reasons behind them, and the impact they will have on your business in 2021 and beyond. And given that 150000 people use SuperOffice CRM every single day, we have unique access to millions of data points on the top trends, which we'll be sharing in this report. (We always keep these numbers up to date with the latest research and development within the CRM industry.)
The rise of mobile CRM
Since the very early days of CRM, some businesses have struggled to get employees to adopt and use the software. However, with increasing use and dependence on mobile technology those companies using mobile CRM solutions are seeing far higher adoption rates.
Offering mobile CRM access does not just increase the use of the software. It increases the productivity of the workforce. Statistics from Forester have shown that 50% of teams improved their productivity by using a mobile CRM. And it doesn’t stop there. Users of mobile CRM are achieving better results!
A Nucleus Research report finds that for companies using a mobile CRM, 65% are achieving their sales quotas. While only 22% of reps using non-mobile CRM have reached the same targets.
It's this increasing need to access their software from multiple devices and locations that have led to the rise of using cloud-based CRM solutions. In 2008, only 12% of businesses used cloud-based CRM - This figure has now increased to 87%!
We have our own data to back these statistics up, too. For example, only 15% of new customers subscribed to SuperOffice's cloud CRM in 2010. Today, our cloud CRM is sold to 97% of our customers.
At SuperOffice, we've seen cloud CRM usage grow from 15% in 2010 to 97% in 2020
And this trend is unlikely to change as companies invest more in CRM to become GDPR compliant.
We can see that CRM software leads this technology investment, with 44% of businesses planning to increase IT budgets in 2021, up from 38% in 2020. This is not just to keep up with their competitors, but also as a result of improving sales.
It's not only customer service software that companies are investing more in. The largest share of the digital marketers’ wallets in 2021 goes to email marketing. It’s estimated that the U.S. will spend over 350 million dollars on email advertising in 2021, which makes a lot of sense given email’s consistently highly-rated ROI of a $51 return on every $1 spent.
All of these statistics and research point towards 2021 being the year of the customer. We live in a world where 60% of consumers begin their product research with one or more search engines before heading to a particular website - and they will use mobile devices, laptops, and desktops to search for products they are interested in. In order to engage potential customers across multiple devices in multiple channels, you need data and processes. And with CRM software, you are able to create a 360-degree overview of each person you connect with.
The CRM industry has seen staggering growth in recent years. And 2020 was no different. Last year we found out that overall CRM usage increased from 56% to 74%. Broken down this statistic showed that 91% of businesses with over 11 employees now use CRM, compared to 50% of those with 10 employees or less. This growth was in no part down to how effective its users found it to be. With 74% of them saying that CRM software has improved their access to customer data!
Businesses will continue to increase investments in CRM solutions. Fueled not only by improving results but also a need to keep up with their competitors and create a great customer experience. This is all expected to turn the CRM sector into an $80 billion industry by the end of 2025.
What should you do? Well, if your business has yet to adopt CRM - now is the time to invest. And if you can only access your CRM solution through a desktop or laptop, it's time to go mobile. When evaluating your CRM software options, it’s best to give your employees the possibility to work anywhere and on the device of their choosing. The more comfortable they are in accessing the platform, the more likely they are to use it. And the key to CRM success!