OpManager: A single console to manage your complete IT infrastructure. Click here for a 30-day free trial.
Welcome Guest | Sign In
TechNewsWorld.com
Marketing's Next Act
April 28, 2015
Marketing continues to heat up as the next big thing in CRM. It's so big that I can see it splintering in multiple ways to accommodate all the permutations that are suddenly possible, thanks to big data, analytics, and a determination to get beyond using marketing technology as a glorified accounting system designed to limit "losses" due to marketing. You can't win by limiting your losses.
Oracle Modern Customer Experience
April 8, 2015
Oracle did some smart things at last week's Oracle Modern CX Conference and user meeting in Las Vegas. The company has been making strides in organizing its messaging and products around customer experience in the wake of its RightNow Technologies acquisition a few years ago. It's been taking on the CX mantra whole hog. Today, Oracle CX is a full-featured tactic.
Oracle Aims to Wring More Sales From Marketing Cloud
April 6, 2015
Oracle last week trumpeted a set of new Marketing Cloud features designed to improve the customer experience. Oracle ID Graph, Rapid Retargeter and AppCloud Connect aim to boost sales by aggregating data from multiple sources and reacting to it in near-realtime. However, they fall short of the cutting edge in CRM -- predictive analysis.
Quosal Lets Salespeople Add Video Spiels to Quotes
March 20, 2015
Quosal has announced a new feature that lets salespeople record a personal explanatory video to go with their quotes and proposals. Videos can be posted directly to Quosal's proprietary Order Porter purchasing experience for clients. "If the video can take the load off of having to read all of a proposal -- or, more likely, explain some gray areas -- then great," said analyst Denis Pombriant.
Record Systems as Deal Savers
March 11, 2015
Transaction systems have all the fun but systems of record do all of the work; at least it seems that way. Maybe you've never thought of it this way but unless both kinds of systems are working well -- and working together -- your results will suffer. Record systems can tell you what happened, but by themselves they don't bring in business.
CPQ's Time to Shine
March 2, 2015
Last month, Salesforce Ventures, Salesforce's corporate investment group, swung into action. They led a Series B round of funding that garnered US$41 million for Apttus, a high-flying CPQ vendor. Salesforce Ventures also participated in SteelBrick raising a series B round of $18 million. That's two CPQ vendors that Salesforce has taken an interest in. The question is, why?
Changing Sales Behaviors Through Creative Compensation
February 20, 2015
The idea of using incentives to drive business behaviors is not a new one. It happens in all areas of business, but it's most obvious in sales, where compensation is tied to performance. This is the most basic type of incentive, and it's used to get people who sell for a living to sell. However, other incentives can drive behaviors more complex than simply selling.
The Rhyme and Reason of Sales and Marketing Tech Adoption
February 18, 2015
For all the breakthroughs in technology and process, and for the vast amounts of money invested in making sales and marketing more productive and better aligned, we still face a staggering adoption problem. Sales and marketing pros answered a lot of questions in a recent survey. One of them was this simple query: How much of your sales team has adopted and regularly uses your current solution?
The Top 20 CRM Blogs of 2014, Part 2
January 20, 2015
The second half of the Top 20 Bloggers list is the half that holds the most surprises and fresh faces. This year, it also has the most variety -- from non-English speakers to blogs targeted at small businesses -- as well as plenty of marketing-oriented content. There also are some re-entries to the list who have rediscovered their blogs and come roaring back.
What SMB CRM Shoppers Want
January 19, 2015
CRM is expected to grow at a steady pace, and CRM customers are sending some specific signals about the functionality they need. Thirty-seven percent of small-and-medium-sized businesses that participated in its annual survey want an integrated suite of multiple CRM applications, Software Advice reported last month. That's up from 7 percent in 2013.
Compensation Is the Window on Business
January 15, 2015
The continuing rollout of platform technology is bringing many applications together to support better business processes. Not long ago, it was nearly impossible for back-office people to know what the front office was doing. It was hard for marketing and sales to know how they were affecting each other. It's now easier for different areas of the business to understand operations as a whole.
The Top 20 CRM Blogs of 2014, Part 1
January 12, 2015
The field of CRM bloggers is like the start of a marathon: There may be thousands of entrants, but there are only a few elite runners. Spotting them in the rest of the pack is not always easy -- especially as their enthusiasm for blogging waxes and wanes, or as they move into other formats, like becoming regular columnists in publications. However, there are a few things that identify the elite.
Better and Better
January 7, 2015
James Surowiecki, author of The Wisdom of Crowds and business and finance columnist for The New Yorker, published an article in the magazine's Nov. 10, 2014, issue entitled, "Better All The Time." The piece connects the importance of culture-wide continuous incremental improvement using data and analytics -- what the Japanese call kaizen -- to business and employees.
Sales Kaizen
December 17, 2014
CRM makes several promises to its users: selling more or selling faster; resolving service issues faster or at least quickly; and generating more leads. If you do root cause analysis, however, you can quickly conclude that at least in some cases, you are looking through the wrong end of the telescope. For instance, the best way to resolve service issues is to avoid them in the first place.
Year-End Thoughts
December 11, 2014
We are now through almost 15 years of the century, and for all of that time I have been analyzing the CRM industry as it has evolved. This year, rather than simply reviewing some of the progress we made in the industry during the last 12 months, I'll take a broader view of the decade and a half, which might be more interesting. It certainly gives us a great perspective on how far we've come.
Sales and Marketing Aren't Aligned - but Their Problems Are
December 8, 2014
The numbers prove it: Sales and marketing just aren't playing well together in most organizations. A not-so-small industry has sprung up to attack the issue of sales/marketing alignment, but the problem is so deeply entrenched that it may never be fully eradicated. That's a little weird when you think about it. The two sides are confronting problems that parallel each other.
The Terrifying Numbers Behind a Whopping Marketing Failure
November 17, 2014
There are lots of scary things out there -- killer viruses, Earth-smashing meteors, the possibility of yet another Real Housewives show. But those are easy to dismiss and push to the farthest corner of the back of your mind. What's really distressing? Numbers. Numbers are really scary -- specifically, the numbers around things marketers know they should be doing but aren't.
Journey Map
November 12, 2014
The journey map and the tools used to make one might be the sleeper part of CRM in the year or two in front of us. The reason is simple: Journey maps enable you to figure out your processes, and they are useful in much more than just marketing. The key element of the emerging customer science idea is that the random and highly reactive approach to front-office business rapidly is being eliminated.
5 Promises CRM Can't Keep
November 10, 2014
Don't get me wrong -- I think very highly of CRM. I've been making a living writing about it for almost a decade, and I would highly recommend it to anyone. Still, covering CRM is a little bit like writing an honest biography of a complex person. Yes, there were moments when your subject achieved great things and was covered in glory, but there were also times when he didn't behave so well.
Cortana Goes to Work for Microsoft Dynamics CRM Users
November 5, 2014
Microsoft on Tuesday announced a slew of new features and functionality for Microsoft Dynamics CRM. One of the most striking is the addition of Cortana, Microsoft's intelligent personal assistant. The company also added the ability to create predefined and configurable processes using branching logic, near real-time calculations and roll-ups for business information, and client API enhancements.
A Customer Experience Secret Weapon
October 31, 2014
There aren't many areas in business where processes used to save money and maximize deal sizes also result in a better customer experience. The exact opposite is usually the case -- the drive to save money by making an internal process more productive or to increase the amount being sold to the customer usually impacts the customer experience for the worse. A notable exception is CPQ software.
Analyzing Big Data
October 29, 2014
Xactly continues its pioneering ways by analyzing anonymous data collected by its customers in compensation management. If you aren't familiar with the company's groundbreaking market analysis, you might be in for a treat. Its approach is relatively simple but extremely powerful. With the permission of the data owners, Xactly strips out identifying information and conducts sophisticated analyses.
Tact Premium Goes With the Flow
October 27, 2014
Tactile has debuted Tact Premium, a paid version of its Tact for Salesforce CRM mobile app, that offers ramped-up functionality. Tactile showed it off earlier this month during Salesforce.com's annual Dreamforce show. "The biggest challenge with CRM systems is that they do not follow how a typical sales person goes through his or her day. We have solved that problem," claimed CEO Chuck Ganapathi.
CRM Selection: Getting Requirements to Reflect Reality
October 24, 2014
Perhaps the most important thing you can do before buying business software is to understand what you really want. Software is different from buying a car -- a physical thing you can inspect and whose operation you understand. It's different from buying a commodity, whose characteristics are already clear and there's little variation from purchase to purchase.

See More Articles in Sales Section >>
Facebook Twitter LinkedIn Google+ RSS
Is Microsoft starting to get cool again?
Yes - thanks to Satya Nadella's vision.
Yes - but only in certain areas, like AI and VR.
Maybe - it doesn't seem as stodgy as before.
No - it never was.