by Jim Berkowitz on May 3, 2011
Here’s are several excerpts from an article by Eric Barkin about predictive analytics, a subject near and dear to me, that’s definitely worth the read, CRM + Predictive Analytics: Why It All Adds Up:
Though predictive analytics (PA) tools have been around for decades—with a strong uptake historically in telecommunications and banking—demand has risen dramatically in the past couple of years. In fact, any CRM vendor focusing on a business-to-customer-facing client base must incorporate some PA into its offerings in order to build staying power.
Traditionally much of the ROI derived from PA involves “maximizing the lifetime value of a customer,” which in many cases refers to customer retention. That means intervening with a next-best offer when a customer appears likely to turn away from a provider or making the right offer once the customer has announced his intention to break ties. In some cases, it’s vital to determine when a customer seems likely to leave before he says anything…
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by Jim Berkowitz on April 25, 2011
My friend and CRM guru Paul Greenberg today launches CRM Idol 2011; an opportunity for 60 small, upstart, innovative CRM or Social CRM companies to gain valuable exposure within the CRM industry ecosystem of investors, influencers, technology/strategic partners and media connections in a big way. In addition, winners will receive free consulting and other valuable prizes that can help these organizations break out in what is a very big and competitive market.
I am honored to be one of the influencers for this ground-breaking program.
If you’re company sells a product related to CRM or Social CRM, then I urge you plan to participate and take advantage of this fabulous opportunity! Be sure to apply fast because slots are limited and it’s strictly first come, first serve.
For all the program details, go to Paul Greenberg’s blog right now and get your entry into CRM Idol 2001. Here’s the Link: Finally… CRM Idol 2001
by Jim Berkowitz on February 1, 2011
Here are several excerpts from an article by Mike Wittenstein, Mobile Monday: Apple Store App, about The Apple Store’s New Mobile App:
In the Store section, you can do much more than find the closest store. You can schedule an hour of tech support, one-on-one assistance or do training — at any store in the country.
Inviting customers to be part of the scheduling process makes life easier — and more profitable — for everyone. When you know who is coming and when, labor planning is much easier, customers are happier and employees are much less stressed. In the end, you get a better customer experience and a better bottom line. Isn’t that what retail customer experience is all about?
The reservations process is intuitive and fast. One tap on the blue button and you’re in. Set the date and time from the list of available slots (you can change stores if the schedule at one store doesn’t suit you) then confirm.
It’s not just the app that makes this work — it’s store systems and well-trained staff…
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by Jim Berkowitz on January 26, 2011
Whenever I’m coaching a business through the process of selecting a CRM solution, one of the things that I always have my clients consider is whether or not they should evaluate vertical CRM solutions; solutions that have been designed specifically for their industry or organization type.
Generally the decision is made based on an evaluation of how much configuration and customization will be needed by the organization (to meet their key requirements), if they go with a horizontal/non-industry specific solution, (like “standard” salesforce.com), versus the additional cost of buying and configuring a vertical/industry specific solution.
Sometimes the vertical solution has a lot of functions and features that are not important or needed by the organization and they feel that they would be paying for a lot that they don’t need. In those cases the cost to configure and customize a horizontal/non-industry-specific solution is often much less then going with the vertical CRM alternative.
Likewise, when a vertical solution offers just what they need, the decision to go with a solution that offers this extended functionality can be a no-brainer.
Here’s some food for thought about this subject that I found while perusing CRM news this morning; One Size Doesn’t Fit All: Vertical CRM Is The Answer.
Let me know what you think about all of this by commenting on this post!
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by Jim Berkowitz on January 24, 2011
Here’s a brief outline of a recent webinar, Mac McIntosh, Founding Partner of AcquireB2B, and Jep Castelein, Founder of LeadSloth, and new Principal Consultant at Marketo, discussed the Top 7 Ways To Utilize Marketing Automation To Generate More Sales Revenue. You can download the full webinar here:
- Nurture your leads to get 3 out of 4 sales opportunities that come from prospects with longer-term needs.
- Use outbound marketing to follow up, nurture and qualify your inbound leads.
- Use marketing automation driven campaigns to generate more referrals.
- Use marketing automation to upsell, cross-sell, and resell your existing customers.
- Increase sales productivity.
- Get more out of acquired lists.
- Reactivate old leads.
Check out the complete article from Katie Byrnes.
