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Customer Relationship Management (CRM) - 2006

Get insight into industry developments, market trends, vendors, products, business processes, and more, with articles written by our analysts and other industry experts.

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The Challenges of SAP Relationship and User Recommendations
P.J. Jakovljevic 12/14/2006 12:00:00 AM
The potential of enterprise incentive management systems, as being closely related to human capital management, should not be ignored. This software category promises a fairly rapid and tangible return on investment in addition to its wide range of benefits.

Read The Challenges of SAP Relationship and User Recommendations

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Difficult Conversations: Discussing CRM with Your CEO Part Two: Elements of the Discussion
Glen S. Petersen 11/24/2006 12:00:00 AM
A customer relationship management (CRM) system's potential can be lost if the chief executive officer (CEO) doesn't play a continuous role in its implementation—especially when it comes to pain management, the operational relevance of CRM, and potential impediments.

Read Difficult Conversations: Discussing CRM with Your CEO Part Two: Elements of the Discussion

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Difficult Conversations: Positioning Your CEO in a CRM Implementation Part One: Sources of Misconception and Faulty Assumptions
Glen S. Petersen 11/23/2006 12:00:00 AM
For a successful customer relationship management (CRM) implementation, the chief executive officer (CEO) must have an ongoing role in the process. The project implementer must be aware of common CRM misconceptions, and communicate the nature of CRM to c-level management.

Read Difficult Conversations: Positioning Your CEO in a CRM Implementation Part One: Sources of Misconception and Faulty Assumptions

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Customer Relationship Management and the Next Generation Network
Brent Leary 10/24/2006 12:00:00 AM
Next generation networks may eventually allow us to interact with the world in a way compatible with how we live. This would have the greatest impact on our ability to add value to the people we do business with.

Read Customer Relationship Management and the Next Generation Network

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Seven Magic Questions: How to Improve Your Win Ratio by Selling Value Instead of Price
Tom Sant 9/25/2006 12:00:00 AM
There are many consultative sales methods. Each has unique strengths and techniques, but they all try to focus on what matters to the customer. To improve your win ratio, there are seven questions you must first be able to answer.

Read Seven Magic Questions: How to Improve Your Win Ratio by Selling Value Instead of Price

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Success Keys for Proposal Automation
Tom Sant 9/25/2006 12:00:00 AM
Proposal writing has become a common requirement throughout the entire business world. And for many sales people, they are a necessary evil. If you're thinking about automating your proposal process, there are ten critical success keys to a successful implementation.

Read Success Keys for Proposal Automation

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A New Customer Relationship Management Framework: Twenty-first Century Necessity, or Blowin' in the Wind?
Paul Greenberg 9/21/2006 12:00:00 AM
The business ecosystem has shifted focus from corporation to customer, and the location of value has changed with it. Where value had historically been located in products and services, it is now located in the value produced by the customer.

Read A New Customer Relationship Management Framework: Twenty-first Century Necessity, or Blowin' in the Wind?

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Microsoft Retail Systems
Caroline Lam 8/31/2006 12:00:00 AM
Microsoft Point of Sale and Microsoft Retail Management System provide a complete point of purchase solution suite for small and midsize specialty retail businesses. Released in 2005, Microsoft Point of Sale has enabled Microsoft to further penetrate the retail market.

Read Microsoft Retail Systems

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A Customer Relationship Management Solution Aims To Cover all the Bases
Osman Baig,Shahid Hannan 8/17/2006 12:00:00 AM
Surado Solutions aims to provide a complete customer relationship management suite. We'll analyze Surado CRM 5.0 from the perspectives of core functionality, its distinguishing factors, and the challenges users may face when considering the Surado solution.

Read A Customer Relationship Management Solution Aims To Cover all the Bases

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Enterprises May Be Overlooking Profits from After-sales Service
Ashfaque Ahmed 8/15/2006 12:00:00 AM
If service parts and service personnel management are well managed, manufacturers can significantly improve their profits from service operations. This will lead in turn to significant overall profit margins.

Read Enterprises May Be Overlooking Profits from After-sales Service

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