| Stock Ticker |
| Intervoice | 8.14 |  | 1.47 |
| Salesforce | 67 | | 3.61 |
| eLoyalty | 5.23 | | 0.26 |
| Pegasystems | 14.32 | | 0.7 |
| ATG | 3.25 | | 0.15 |
| SAP | 54.19 | | 2.48 |
| Sykes | 19.45 | | 0.84 |
| Unica | 8 | | 0.34 |
| RightNow | 13.68 | | 0.57 |
| Nortel | 6.71 | | 0.28 |
| NCR | 26.06 | | 0.83 |
| Vignette | 12.79 | | 0.33 |
| ICT | 9.37 | | 0.23 |
| Tekelc | 14.82 | | 0.35 |
| Amdocs | 29.35 | | 0.63 |
| NICE | 27.63 | | 0.57 |
| HP | 42.34 | | 0.69 |
| NetSuite | 18.86 | | 0.3 |
| Chordiant | 5.05 | | 0.08 |
| Epicor | 7.01 | | 0.11 |
| ClickSoftware | 2.55 | | 0.03 |
| Oracle | 20.44 | | 0.19 |
| LivePerson | 2.52 | | 0.01 |
| CDC | 2.66 | | 0.01 |
| Teletech | 17.9 | | 0.04 |
| SPSS | 35.25 | | 0.08 |
| Rainmaker | 2.9 | | 0 |
| Interactive | 7.52 |  | -0.01 |
| SupportSoft | 3.29 | | -0.01 |
| Convergys | 13.92 | | -0.08 |
| Selectica | 1.2 | | -0.01 |
| Astea | 3.6 | | -0.04 |
| APAC | 1.21 | | -0.03 |
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As of 4:00 p.m. on 7/16/08 |
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 "Our Take"
| | About
"Our Take"
"Our Take" is a collection of daily
vignettes covering a wide range of CRM topics. It's an attempt to add our own spin to the world of CRM. We will use the column to share our perspectives, opinions,
epiphanies, web nuggets, or quite frankly anything that moves us. Get ready to expect the unexpected. And, don't be shy about sharing your thoughts.
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5/31/06 - Don't Go Away Mad . . . Just Go Away - Part II
Let's continue today with where we left off yesterday. How do companies end up with unprofitable customers? One reader summarized the situation with the following analogy:
"To use a fishing analogy, the marketing departments are deploying campaigns that cast a wide net and pull in every thing that hits the net and sticks. The bigger the count of organisms, the bigger their "success". It's left to the operations and customer support teams to winnow through the customers that should have been "thrown back" to get to the ones that truly represent a "catch". In the meantime, we've spent a great deal of money, time and effort dealing on activities that only obliquely serve the business."
I agree with the reader's suggestion so I will share it with you: "I think most, if not all, businesses would be better off figuring out the "bait" their preferred customers will "bite on" and fish just for those customers and ignore the mass audience for the profitable customer segments. The total cost is typically less once you factor the cost of dealing with the unwanted customer. You also get out of the business (however profitable) of generating a great deal of resentment and animosity towards future potential customers engendered by the profit by penalty model."
Gary Lemke, Publisher
(Share your thoughts)
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