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What the "Small Data" Revolution Means for Marketers

March 26, 2014 by Noah Jessop

Small data.

To hear the pundits tell it, Big Data is going to revolutionize everything we do as marketers. But Big Data can be expensive, cumbersome, and intimidating. It also isn’t always necessary. Small Data, on the other hand, is manageable. Small Data is simple. Small Data is, well, “small," and it can help marketers make huge strides towards sending more targeted, more personal communications to their prospects and customers.[read more]

How Big Data Could Facilitate Selective Perception Marketing

February 13, 2014 by Mithun Sridharan

Selective perception marketing.

Today, customers are bombarded with marketing messages across diverse channels and these messages do not resonate with them. By understanding the customers’ perceptions, a company could customize its value proposition so that they are well received by its target audience.[read more]

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Sales Pipeline Management Dos and Don'ts

February 4, 2014 by Thomas Oriol
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Sales pipeline management.

There are lots of sales methodologies in the market. As the makers of award-winning sales pipeline analysis and forecasting application SalesClic, we are familiar with most of them. Here are, distilled in a list of dos and don’ts, their main prescriptions.[read more]

Vertical Cloud Computing Providers Arrive for Financial Services Industry

January 30, 2014 by Alok Misra

Vertical cloud computing in 2014

The cloud’s main story so far has been one of horizontal providers, such as salesforce.com, Microsoft and Amazon, offering one-size-fits-all solutions. While these providers had some success in the financial services sector, their products weren’t specialized enough to address the need of asset managers or bankers.[read more]

Customer Experience Innovation: Aligning Business with Customer

December 20, 2013 by Julie Hunt

Aligning business with customer / shutterstock

Organizations must recognize that management doesn't mean attempting to control and dictate to the customer what the 'experience' will be. Agile and effective business processes are instrumental to providing a sophisticated means to respond well to customer needs, while navigating many complex variables, moving from customer to customer.[read more]

MasterCard Applies Big Data to Help Retailers Achieve Better Results

December 20, 2013 by Mark van Rijmenam

Apart from preventing fraudulent behavior and identifying and preventing fraudulent transactions before they occur, MasterCard applies big data in another innovative way. It knows what everyone buys, and they are using big data techniques to offer reports, insights, customer information and forecasts to their merchants.[read more]

Companies Struggle to Engage with Customers Digitally

December 16, 2013 by Richard Snow

Who handles customer interactions?

Companies have to support digital customers while continuing to support others who still make phone calls, send email and even write letters. According to my research into next-generation customer engagement, most companies are not yet prepared to meet the expectations of digital customers.[read more]

Managing Your Sales Funnel: How Does CRM Software Help?

December 13, 2013 by John Cheney

sales funnel and CRM

CRM software is well-known for helping manage the sales funnel. But how exactly does it help your sales team? With CRM software in place, one platform becomes the single point for recording all customer contact so that you can get a complete view of their purchase history, needs and upcoming opportunities.[read more]

How the Financial Services Industry Should Use Big Data to Regain Trust

December 12, 2013 by Mark van Rijmenam

regaining customer trust through big data / shutterstock

If there is any industry that can benefit from big data, it is the financial services industry. Of course the first use case that comes to mind is the ability to reduce risks, whether it be credit risk, default risk or liquidity risk. But there are many more possibilities.[read more]

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Know Your Numbers: The Dollar-Driven Guide to Holiday Emails

October 30, 2013 by Cassie Lancellotti-Young

holiday emails

Our team analyzed over 4.2 billion emails sent by our commerce clients in 2012 and 2013 to distill trends around which holidays drive the greatest return (read: dollars!) in terms of email marketing. Generally speaking, open rates are materially lower on holidays than non-holidays, but the value of any given open will often be stronger on holidays vs. non.[read more]

Sizing Up Data For CRM: Big Doesn't Mean Valuable Data

October 30, 2013 by Peter Perera

The defining parameters around Big Data differ for CRM. The usual vocabulary, namely volume, velocity and variety, doesn’t tell the whole, if not correct, story. There are four key data considerations that increasingly make data a big deal, if not just plain big, in customer transactions, interactions and analysis.[read more]

7 Steps to a Smooth CRM Implementation

October 11, 2013 by John Cheney

If you’ve got as far as thinking about CRM implementation, the chances are you’re already feeling overwhelmed by the number and range of CRM platforms out there. And it’s probably left you with some deep concerns about complexity, not to mention doubts about how quickly you might be able to realise a return on your investment.[read more]

Customizing a CRM

September 28, 2013 by Josh Brown
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A tailored dashboard allows for refinement of work flow. Thus a company should choose a CRM that is capable of customizing forms and views. Data needs are industry specific. How a flower shop manages their customer base differs greatly than a construction firm.[read more]

Beware Cloud Washing: 6 Ways to Spot Fake "Cloud" CRM

September 23, 2013 by John Cheney

The current popularity of cloud technology is understandable. But there is a trend for solutions to be branded as ‘cloud CRM’, when in fact they carry costs and complications that should not be part of a true cloud programme. Here are 6 flashpoints to watch.[read more]

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How to Make Your CRM Deliver on ROI

September 20, 2013 by John Cheney

According to Gartner, the global CRM market is growing three times faster than any other element of the enterprise software sector. Businesses are spending $18 billion a year on CRM implementations. But does CRM deliver on ROI? Here's how to make sure it does.[read more]