A change management strategy that concentrates on getting the feedback of the sales teams, who will be the primary uses of the CRM system, and also the engineering team who will want to evaluate it, are both critical. This focus on shared ownership will overcome the political factors and forces that will push for the SaaS-based CRM system to be not installed and used. The sales teams however will need the system to complete more accurate quotes, orders and update customer records. The future of enterprise software is on the SaaS-based platform, and Cincom will need to embrace this direction and learn to capitalize on it in order to growth profitably in the future. Cincom Systems Organizational Environment and Structure

Cincom Systems is organized into five separate divisions, each concentrating on enterprise software applications and platforms. All of these divisions are integrated on a common Microsoft platform or protocol stack, ensuring an high level of integration and commonality across all product lines. This has helped Cincom to compete effectively with Oracle, SAP and others from the standpoint of a unified platform strategy and showing a very high level of accountability to key prospects and buyers. Chief Information Officers (CIOs) specifically are interested in purchasing enterprise solutions only from companies who have a unified platform stack that can ensure a high level of reliability and redundancy over time. Cincom's decision to create the unified architecture has helped to attract and retain enterprise customers as a result.

It has also allowed each business unit to concentrate on its core business very closely and clearly, accurately defining expectations and results that can be achieved to key customers as well. The Cincom Manufacturing Business Systems (CMBS) division sells ERP systems to manufacturers, many fo them members...

The Acquire business unit sells a customizable quoting and product configuration system, and Cincom Synchrony sells a call center application suite. Cincom Smalltalk is a development organization that evangelizes the Smalltalk development language. The Cincom outsourcing services group sells services of the Indian subsidiary who builds both internal and customer-sponsored applications. The mission of Cincom is to deliver up to a 30 times increase in value to customers who choose to standardize their businesses on their solutions. The culture is highly focused on analytics, metrics and key performance indicators (KPIs), often measuring overall performance of applications within customer sites. The best-performing companies rely on analytics, KPIs and metrics to stay aligned to customers and ensure success fo initiatives (Conejero, Figueiredo, Garcia, Hernandez, Jurado, 2011).
Organizational Structure

The structure of this organization is highly decentralized with each business unit have a general manager and a series of directors responsible for marketing, sales, product management and product development. Internal systems are specifically designed to allow for rapid information and knowedlge sharing, further increasing innovation. The reliance on knowedlge sharing systems to further support and enhance the development of innovation in firms shows significant potential to revolutionize enterprise software (Linke, Zerfass, 2011). This is exactly what Cincom is attempting to do with its focus on intensive levels of knowedlge sharing and collaboration, including the highly decentralized organizational structure and relative freedom of development groups to pursue their own plans without having to be constrained by a single, overriding engineering and development team. This focus on decentralized innovation has made it possible for