White Papers

Tailor-Made CRM:
Best Practices in Customization Configuration, and Integration
Top organizations are examining ways to customize and configure CRM solutions to mirror their unique business processes. The advent of customizable applications and software developer kits allow users to better control information management and data collection, especially across relevant verticals, and improve internal visibility through customized reporting. Furthermore, customization initiatives promote data integration from third-party data sources and customer-facing groups, thereby contributing to a 360-degree view of customers. Aberdeen surveyed over 170 companies to discover how customized CRM solutions increase top-line revenue without consuming profits.

CRM in a Down Economy...Revisited:
Weathering the Economic Storm through Customer Relationship Strategies
Judging by recent quantitative and qualitative research and our own group of in-depth interviews with a range of senior executives, our first white paper may actually have understated the value of CRM in a down economy. In addition to the original benefits that we believe CRM provides, the experiences of executives from a wide range of companies and industries now prove that investments in customer relationships provide financial stability, marketing efficiency and insulation from price competition during tough times. While profits may be down for some, CRM has kept their firms competitive. In other cases, it has sparked revenue growth or spelled the difference between a slight loss and bankruptcy.

Why Johnny (and Janie) Can't Sell
In the last few years some organizations have found that their sales processes have gotten more challenging while the performance of some of their sales professionals who were past stars has deteriorated. Selling complex products and services, versus selling commodities, has always been more difficult and sales professionals must have different skill sets

CRM ROI Blueprint
An oldy but a goody. A CRM Blueprint: Maximizing ROI from your Customer-Based Strategy, left off. At that time, CRM was at a crossroads. Companies were tightening their technology budgets and the validity of Customer Relationship Management (CRM) was being questioned. At the same time, however, CRM was expanding its reach into the mid-market sector, and research firms foresaw a positive long-term horizon. The original version of A CRM Blueprint addressed these issues and outlined the “strategy plus technology” blueprint for driving positive return for the mid-market.

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May we periodically provide you with CRM information or
sales force productivity information in the future