What Drives Profitability

by Glen Petersen ... In both of these examples, the customer starts out below the zero ... Including number of trials, samples, RFPs, quotes, evaluations, etc., and initial purchases. ... http:/.../Research/ResearchHighlights/CRM/2006/03/research_notes/MI_CR_XGP_03_21_06_1.asp - 16k - 2006-03-21 Summary: Growing customer sophistication and lifetime value means managing customer behavior is key to long-term profitability. Customer profitability and customer behavior metrics enable an organization to create alignment within the go to market process, while other metrics aid in decision-making.

CRM: What Is It and Why Do It? Part One: Historical Background

by Glen Petersen ... These applications typically reduce the time to assemble proposals, RFPs, RFIs, etc., but ... As the examples demonstrate, the tools of CRM can be associated with ... http:/.../Research/ResearchHighlights/Crm/2004/11/research_notes/MI_CR_XGP_11_08_04_1.asp - 18k - 2004-11-08 Summary: Many consultants, vendors, and analysts today define CRM in terms of being a customer-centric business strategy that is enabled by a set of applications that support customer-facing functions and management decision making. That may capture the essence of what CRM is, but it does not begin to capture why

The Hidden Gems of the Enterprise Application Space Part Two ...

by P.J. Jakovljevic ... in sophistication from automated generation of requests for proposals (RFPs) to more ... expectations from the suppliers would be perfect examples of disastrously ... http:/.../Research/ResearchHighlights/Scm/2003/10/research_notes/TU_SC_PJ_10_30_03_1.asp - 20k - 2003-10-30 Summary: No vendor provides all (if even a majority) of the required solutions for a full SRM initiative at this stage, so almost all solutions will involve best-of-breed components.