Trends

SuiteWorld Reveals Cloud ERP's Moment in the Sun
May 22, 2013

NetSuite bloomed this week, in part because of a very well-produced user meeting, SuiteWorld, held in San Jose. However, it also bloomed because there can no longer be any doubt that the market for ERP technology is turning to the cloud. What was once unthinkable -- that ERP could or would ever be delivered as a cloud solution -- has been gaining acceptance

When Mobile CRM Goes Too Far, Part 1
May 20, 2013

The case for mobile CRM is an easy one to make. Smartphones are now ubiquitous, and the way most people work requires 24-7 accessibility. Also, not being tethered to a desktop to access customer records is a plus -- if not an outright necessity in some cases. For sales reps or anyone who interacts with customers in the field, mobile CRM is essential.

New Tools Play Up Twitter Games, Polls for CRM
May 02, 2013

Fan Appz provided more tools for digital marketers Wednesday when it added a suite of Twitter features to its real-time customer feedback platform. The new features help brands interact with followers by running polls, hashtag games and loyalty-based reward activities on the social network. Those interactions can help build a brand's database.

The Ethics of Selling the Old vs. the New
May 01, 2013

It hit me last week while attending Oracle's Analyst World briefing. We met in a conference center on the Oracle campus in Redwood Shores to learn about the company's latest developments in hardware and software, and to be briefed on its future road map. How extensive was it? Let's just say that my brain hurt when it was over, and I had to sign a five-year NDA agreement to get out of the building.

Hoopla: It's a Brand New Sales Game
April 25, 2013

Hoopla has debuted Game Center, a new sales performance module that uses contests to incentivise CRM software users. It typically works this way: A sales organization identifies a certain behavior or goal, such as prompting sales staff to make more cold calls or follow up with prospects. Results are published on live animated leaderboards.

How to Ride the New Analytics Wave
April 24, 2013

I can't tell you how many emerging analytics companies have contacted me since January. Every day it seems there is another company -- smelling blood in the proverbial water -- wanting to brief me. I know why. Now that Big Data questions have transitioned from "how do we store all this stuff?" and "what's valuable in this pile?" to "how can we slice and dice this raw material," everybody wants a piece of the action.

United Sinks to Bottom of Customer Satisfaction Barrel
April 09, 2013

Airline travel experiences were relatively satisfactory for passengers in 2012, based on a number of metrics -- except for the most telling one of all: customer complaints. Those rose sharply, according to the Airline Quality Rankings Report, which examined 14 of the largest U.S. airlines and their performance. Overall, Virgin America claimed the highest customer satisfaction rank, while United Airlines scored the lowest.

What's Driving Marketing's Renaissance?
April 08, 2013

Marketing is taking CRM by storm. While we've all been fixated on social media, many companies -- both vendors and end customers -- have been acting more broadly by acquiring and extending marketing solutions. At the recent Microsoft Convergence 2013 held in New Orleans in March, the company put a lot of emphasis on marketing.

Race Against the Machine
April 03, 2013

Erik Brynjolfsson and Andrew McAfee of the MIT Center for Digital Business and the Sloan School of Management have written an interesting book for our times -- our economic times -- with an appealing metaphor that any technologist will appreciate. Race Against The Machine: How the Digital Revolution is Accelerating Innovation, Driving Productivity, and Irreversibly Transforming Employment and the Economy, is short and to the point.

Travel Industry Grapples With Mobile App Challenges
March 26, 2013

Consumers give hotels, airlines and car rental companies high marks in customer satisfaction for the mobile experience they provide, according to the "ForeSee Mobile Satisfaction Index: Travel Edition." Online travel agencies, however -- not so much. Specifically, of the measured travel categories, hotel mobile sites and apps had an average score of 78.

2 Steps Back: The Social Revolution
March 20, 2013

We have this idea of modern computing that is closely tied to social media, and rightly so. Social media is a kind of glue that ties us together in new and bigger configurations than our own human capabilities. However, it is also the unspoken issue in the Yahoo brouhaha about working from home -- the idea whose name shall not be spoken. How else to explain the ultra retro edict -- anachronism, really -- that all Yahoos must report to the brick-and-mortar in person rather than "telecommute."

Enterprises to Show CRM the Money
March 08, 2013

CRM will be a top spending focus for enterprises this year and next, according to a Gartner report. What's more, CRM will be THE top spending focus -- edging past the behemoth category of enterprise resource planning -- based on a newly released survey of IT investment priorities for 2013 and 2014. Following CRM are ERP and office and personal productivity tools.

Building Social Into the Customer Service and Support Infrastructure
February 19, 2013

Surprisingly, many customer service organizations have yet to put their toes in the water when it comes to social media engagement. In fact, fewer than half of them actively respond to consumer complaints via Twitter and other social media channels. For companies that do actively engage in social media for customer support purposes, the average response time is an estimated 24 hours.

M-Commerce Is on a Tear, Survey Says
February 14, 2013

Mobile commerce sites showed growth during the 2012 holiday shopping season as they gave consumers more on-the-go options for buying and researching products, according to the latest ForeSee Mobile Satisfaction Index. ForeSee, a customer experience analytics firm, saw the Index jump two points over Christmas 2011 to a score of 78 on a 100-point scale for its Holiday Retail Edition.

Harris Poll Delivers Top Reputation Ranking to Amazon
February 14, 2013

Amazon, purveyor of everything you would need for a Valentine's Day dinner -- wine, food, romantic music, a DVD of Casablanca -- received a lot of love from respondents to the 2013 Harris Poll Reputation Quotient study released this week; it rated Amazon the top spot among 60 of the most visible U.S. companies.

The 2nd Screen's Super Bowl Coup
February 12, 2013

It has been a week since the Super Bowl, but its lessons for marketers are becoming increasingly clear. At the top of the list: The synergy between the mobile channel and the overall campaign is getting tighter. Another lesson gleaned from this year's big game, courtesy of the New Orleans' Superdome's short-lived blackout, is that old fashioned quick-witted thinking never goes out of style.

Context: Customer Data's Secret Sauce
January 31, 2013

I had a call today from someone at a company that made a technology that helped inside sales people target the exact right prospects from a list of leads. She said she was using this technology to make the call, and assured me that this technology could make a big difference to the inside sales organization in my company.

Wall St. Leaves Money on Table for Subscription Companies
January 30, 2013

Look, we know the old truism that if you don't have customers and profits you don't have a business, you have a hobby. But could we please get a little balance on the profit idea? Emerging companies typically don't declare profits because they use excess cash to fuel growth. Anything left over is plowed back into the business.

2013: The Year of Mobile CRM, Part 2
January 15, 2013

2013 is just two weeks old, but executives in the mobile CRM space have a clear idea of how they hope the rest of it will unfold. What they want, in a word, is more: more mobile CRM functionality; availability on more devices; more vendors supplying applications. More mobile CRM is indeed on the way as economic growth picks up, said Atri Chatterjee, CMO of Act-On.

2013: The Year of Mobile CRM, Part 1
January 08, 2013

Mobile CRM is decidedly one of the hot trends for 2013, but just what new permutations can we expect as the year unfolds? CRM Buyer informally surveyed a number of executives in this broad space and came up with a wide range of predictions -- from the specific to the overarching.