It's general practice to have multiple sales forecasts, and that typically means low and upside potential as well as what's committed -- but the idea of teasing those threads apart only at forecasting time might be old school and no longer applicable. Long before you compile a forecast, you have a g...
Most companies of any size have a CRM application. Every company says it wants to build great relationships with its customers. Almost as many say they want to be "customer-centric." However, as any customer can tell you, the companies that attain these goals are few and far between. What is it that...
If there's one thing that vendors and channel partners agree on, it's selling. More or less. Everyone agrees that more selling is better, but the discussion can diverge greatly from there. Vendors and their partners are not immune to the virus that affects direct sales people. We often hear direct s...
Are we collecting enough data? It seems like a weird question given the glut of it at most companies, and perhaps it is. Perhaps a better question is, are we collecting the right data? We could get into a long philosophical discussion of just what the right data is, but that would only happen if we ...
It's no easy feat keeping a good CRM blog going, but I've been keeping track since 2007 of those that succeed. In Monday's column I presented the first 10 of this year's top 20 winners. Now, here are the other blogs you should be keeping tabs on. First up: Forrester, which has an array of bloggers -...
In the world of small business, mergers and acquisitions are a dime a dozen. For marketing organizations, however, they can cost a lot more in terms of the effort required to communicate them effectively. M&As mean integrating two separate brands into a unified message -- one that must then be c...
Building a customer relationship -- the kind that lasts a long time -- is a not an easy thing. There are lots of occasions where things can go awry, touch points where signals can get crossed and communications that can unwittingly turn a customer off. In a lot of cases, the proverbial "customer lif...
We all know about the idea of total cost of ownership and the concept of return on investment. Both have their place in business evaluations of CRM. There's another measurement, however, that should be considered -- one I like to call "time to value." The T2V test is simple: From the time you begin ...
CRM applications tend to embody a range of features, depending on the maker and the audience. Some applications are stripped-down products sporting a handful of features -- and only those features -- deemed necessary to the user. Other products have become de facto mini-ERP systems with their integr...
There are countless of CRM apps for small businesses, Bizness Apps CEO Andrew Gazdecki readily admits. But CRM apps aimed at companies that sell to small businesses? Not so much. Enter Bizness Apps, which has launched Bizness CRM, a Web-based app, as well as native iPhone app, that is aimed precisel...
The billing function conjures up many images, few of them positive. Essential to success of your business, yet often a burden for most organizations independent of size or market, billing is seen as a necessary evil to collect cash and enable organizations to stay alive. Over the past few years, how...
The List, a provider of lead generation software for media buyers and marketers, is adding CRM functionality to its line of services. This new feature set joins other new functions the company is building into its core product, such as integration with Moat.com, and a global media content database.
Personalization sits at the very heart of marketing performance improvement in B2B as well as in B2C companies. The latter camp has made enormous strides in recent years in being able to present customers and prospects with relevant content, offers, recommendations, and other types of messages via o...
Expect an unprecedented tsunami of excitement.
Look for a bigger surge of enthusiasm compared to recent Apple events.
Anticipate the typical level of interest sparked by a wave of Apple news.
With only a mild ripple of interest.
WWDC, yawn.
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Linux? What Linux? It Just Works
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The AI Revolution Is at a Tipping Point
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RSA Conference Rebounds as Business Risks Soar
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Are Mainframes an Indicator of Banking Reliability?
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Digital Health Care Flourishing Despite Legal, Logistical Hurdles
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Leverage the Power of Data To Monitor Home Energy Efficiency
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Unresolved Conflicts Slow eSIM Upgrade Path to Better IoT Security
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Cyber Chiefs Brace for Major Attacks in Next 12 Months
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Lazarus Hackers’ Linux Malware Linked to 3CX Supply-Chain Attack
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Mobile Shopping Apps Linked to Digital Wallets: A Loyalty-Driving Duo
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New Distro Makes Running Arch Linux Very ‘Cachy’
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Researchers Instantly Crack Simple Passwords With AI
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Is ChatGPT Smart Enough To Practice Mental Health Therapy?
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Google Invites Public To Test Drive Its AI Chatbot Bard
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Lenovo Builds a Workstation James Bond Would Love
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Google Taking Pre-Orders for Its First Foldable Phone
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Social Media Fueled the Run on Silicon Valley Bank: Study
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DARPA Moves Forward With Project To Revolutionize Satellite Communication
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