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       "Week in Review"    February 24 - February 29, 2008

  "OUR TAKE" (more)

  2/29/08 - There's Always a Chance
Last time, I discussed the risk of empowerment - asking customers what one thing they would change if they owned the company. The risk is that if you don't do the one thing they ask, customers may feel you aren't listening.
 
One reader offered the following: "We often use this 'one thing' type of question in our consulting engagements but I call it 'Playing Buck Rogers' where money is no object and anything is possible. But we always mention that we can't guarantee that their request can be met, but many are. That lets them know that it is just a request from one person and it may or may not be possible, but at least we want to hear it and there is a chance it will be acted upon."
 
A simple matter of setting expectations. It's just that simple.
 
Gary Lemke, Publisher
(Share your thoughts)
 
 CRMAdvocate Feature Webcast 
 
"Secrets of On-Demand Reporting"

Guest Expert Guest Expert Moderator
Travis Huch,
Vice President,
DreamFactory
Dean Robison
Sr. Vice President,
Salesforce
Gary Lemke
Publisher
CRMAdvocate

On-demand reporting and analytics is changing the way companies execute and manage their business due to flexibility in customization and configurability, cost and standardization of data. Making sure that your CRM investment is providing you with reporting visibility and real-time accuracy is essential to helping you grow your market and customer base. Join DreamFactory, a pioneer in providing the next generation business applications on SaaS platforms with customer, Salesforce.com on this informative webinar.
 
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  TOP NEWS OF THE WEEK (more)

LiveOps, a virtual call center company, announced the availability of the Spring 08 LiveOps On-Demand Call Center Platform. The Spring 08 LiveOps On-Demand Call Center Platform provides enhanced capabilities for call centers, including outbound dialing capability, improved call routing user interface for business users, CTI integration with external call delivery services, as well as integration with major call routing systems.

RightNow Technologies introduced RightNow February '08, the latest release of its on demand customer relationship management (CRM) solution. With this latest version, RightNow delivers a new contextual workspace for agent productivity, as well as new topic monitoring capabilities that enable companies to understand customer sentiment.

Standard & Poor's, a provider of financial market intelligence, and Siperian, Inc., developers of an industry leading master data management (MDM) platform, announced that Standard & Poor's will provide a counterparty data feed to Siperian MDM Hub. The new data feed will enable Siperian customers to view critical relationships between securities, issuers, parents and subsidiaries for better risk analysis and operational management.

Customer1 a provider of powerful multichannel CRM, Issue Management and Help Desk software, including Web-based Customer Self Service, announced the release of Customer1, Version 2.5. New features include support for multi-language including Asian dialects, expanded search capabilities, and enhancements to self service modules.

Talisma, a Customer Interaction Management (CIM) software solution provider, announced that is has achieved record annual revenue, recording 53% growth in the fourth quarter compared to the fourth quarter of 2006. Talisma also enters 2008 with the highest bookings backlog in company history.

LexisNexis introduced Prospect Portfolio, a new sales intelligence tool designed to help sales professionals grow their business by building new sales leads and cultivating existing business by using comprehensive information that is easy to use and designed for the way sales professionals work. Prospect Portfolio helps sales find opportunities, get alerts, and create lists to help capture leads, make sales, and build rapport with customers and prospects.

Customer Effective, Inc., a Microsoft Gold Certified Partner and value-added reseller of Microsoft Dynamics CRM, has formed a partnership with SalesCentric to offer its customers Relationship Charts, an add-on for Microsoft Dynamics CRM. Relationship Charts were developed by SalesCentric to complement Microsoft Dynamics CRM software with visual tools that improve sales performance, forecast accuracy and marketing effectiveness.

eGain Communications Corporation, provider of customer service and knowledge management software for in-house or on-demand SaaS deployment, announced that KMWorld named eGain to the 2008 list of "100 Companies that Matter in Knowledge Management". KMWorld's list is selected by knowledge management practitioners, theorists, analysts, vendors, and customers.

Lyris, Inc. announced a new pricing structure that bundles all of the core technologies an online marketer needs for one competitive price. The Lyris pricing model helps the digital marketing sector by making it easier for marketers to get leading point solutions, while gaining a no-risk, no-cost way to expand and combine other already-integrated solutions.

Over €2.8 billion pounds worth of advertising space on bills and statements lies unused in the major European economies of Germany, France, the UK, Italy and Spain, a new report published by Pitney Bowes reveals. The advertising value of this wasted opportunity is equivalent to 24% of combined annual direct mail spend across the five countries studied.

 
 
Research Notes (more)

(Feature) Customer Experience Management Technologies - Customers are increasing intolerant of bad service. Time and cost contraints are pushing companies harder to improve that experience. However, the potential to improve either situation is improving as vendors come to market with products that can help analyze different forms of data. As better analytic information becomes available, companies can begin to assess the effectiveness of their interaction-handling processand figure out how to improve them.(Ventana Research )
Improve Customer Interaction Using Speech Self-Service - Companies' Integrated Voice Recognition (IVR) applications are being stretched thin. Forty-three percent (43%) of companies surveyed in the Contact Center Analytics benchmark report are either seeing poorer performance in call abandonment rates or don't measure this Key Performance Indicator (KPI) at all. By adding speech self-service to the current IVR stack, companies provide a more robust and complete customer experience.(Aberdeen)
CRM Implementation Checklist - Please Take this Survey - Please take part in this survey which will form part of an MBA thesis at Imperial College London.(Imperial College)
Customer Satisfaction Growth Slows, Many Companies Struggle to Keep Up - ACSI Report Shows Utilities and Cell Phone Industries Rising; Restaurants, Cable and Airlines Tumbling(ACSI)
JupiterResearch Finds Limited Consumer Interest in Mobile Banking - JupiterResearch, a leading authority on the impact of the Internet and emerging consumer technologies on business, has found that despite renewed efforts on the part of financial institutions, overall interest in mobile banking services is limited.(Jupiter Research)

  WEBCASTS (more)

 · Listen Now!  Secrets of On-Demand Reporting - (RealMarket Live!)
 · February 28 Best Practices in Game-Changing Strategies with Speech Self-Service - (Voxify)
 · March 18 The Economics of Customer Relationships - (Calabrio)
 · April 01 Leaders Speak Out: Continental Airlines' Game-Changing Strategies with Speech Self-Service - (Voxify)
 · April 24 Building Recognition in the Enterprise - (Calabrio)
 · June 03 Key Measurements for Corporate Growth - (Calabrio)
 · February 27 Take Control of the Customer Experience - Leveraging the power of Multi-Channel Customer Interaction Data - (Convergys)
 

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White Papers (more)

(Feature) Making the Business Case for Intelligent Contact Center Reporting - Contact centers are under increasing pressure to lower technology costs and increase the return on every investment. Read about a next-generation reporting and analytics platform that gives you the information you need - from the big picture down to the precise details - to maximize revenue and reduce costs.(AVAYA)
Choosing the Best CRM for Your Organization - CRM buyers have a wealth of deployment options available to them, providing unprecedented flexibility, cost-efficiency and business value. But with choice comes complexity. Learn more about the four most popular deployment scenarios as well as a guide to choosing the best CRM solution to meet your organization's needs based on functionality, application integration features, customization capabilities and your budget.(Oracle)

 
 
Articles (more)

(Feature) Circuit City, Lowes Ease Multichannel Woes - Retailers lack consistency when it comes to multichannel customer experiences. That's according to a Forrester Research report that gave the industry a C- for mediocre performance. While that "may have been OK in the past, consumers will push retailers to improve their multichannel capabilities," the report states. (1to1)
HP's Demo Days Turn Employees Into "Brand Ambassadors" - The CRM end-game is improved economics between buyers and sellers. Discrete activities, such as great customer service, segment marketing and product cocreation are simply means to that holistic end. So, for CRM economics to work, you must optimize for the integrated CRM system-the customer lifecycle-rather than for a single discipline, such as marketing. (Customerthink)

 
 
Case Studies (more)

(Feature) Prophet 2004, a Sales Opportunity Management Solution - After looking at sales management software including Prophet 2004, ACT! and custom development, Brandrud selected Prophet to help their sales organization establish a sales process for the first time in company history.(Avidian Technologies)

 
 
Events (more)

(Feature) March 9 - 12, 2008: HDI 2008 - The HDI Annual Conference & Expo is a launch pad for new products, services and innovative technologies within the IT service and support industry. Nearly 3,000 technical support professionals will attend technology-focused and business-process sessions, as well as product showcase sessions from the leading service and support vendors.
March 26-28, 2008: Celebrating Customer Service Excellence - Celebrating Customer Service Excellence, March 26-28, 2008 at the Disney Yacht and Beach Club Resort in Orlando, FL. This is our premier customer service conference and will focus on the seamless collaboration between the back end of operations, adjacent departments and the front end customer experience.
March 30 - April 3, 2008: The 12th Annual Shared Services Week - IQPC's 12th Annual Shared Services Week is an annual gathering of Shared Services professionals. This can't-miss multi-tracked event is designed to provide executives from start-ups, intermediate and mature shared services with everything they need to know to bring shared services to the next level.
April 1-2, 2008: 2008 CRMA National Conference: "Deepening The Customer Experience" - Stronger Metrics. World-Class Programs. Leading Insight. The Customer Relationship Management Association (CRMA) presents its annual, award-winning conference for CRM practitioners, Return To Customer. Last year we showed you how to improve your customer experience in multiple ways, including strategy, process, people and technology and this year we go deeper. Two days of packed content on how companies are achieving incredible results with broader and deeper customer experience management.
April 13-16, 2008: 4th Annual Customer Contact 2008, East -
April 21-23, 2008: Services Industry Summit - eService Strategies and Challenges - Join us in Charleston, South Carolina April 21-23, 2008, for the Services Industry Summit. Industry luminaries from leading organizations will share insights into the hottest topic around - eService Strategies and Challenges! The summit, which includes a pre-conference executive roundtable and workshop sessions, will feature presentations from industry leaders such as IBM Information Management Software, Nokia Enterprise Solutions, Vignette Corporation, Novell, Inc., McAfee, Inc., Consortium for Service Innovation, and more. Presentation topics include Measurement Matters - The Benefits and Organizational Measures of KCS, Novell's Transformation to Web Based Support, Nokia Case Study - Knowledge Management Strategies and Challenges, Web Globalization Strategies, Measuring Success of Global Support, among others. Pre-conference workshops will include Financial Management for Support and Knowledge-Centered Support.
April 28-30, 2008: Government Customer Support Conference - Leaders of help desks, call centers, web service portals, and other touch points for Government's internal and external customers come together yearly at the Annual Government Customer Support Conference and Expo (GCSC) to learn, share, and synergize as a community of practice.
May 1, 2008: Customer Satisfaction and Loyalty with Every Channel -
May 1, 2008: Delivering Customer Satisfaction in Member Management -
May 4-6, 2008: SSPA Best Practices 2008 Conference - The Service & Support Professionals Association (SSPA) Best Practices 2008 Conference is the premier event for technical service and support. It delivers practical solutions, tested methods and new ideas on the Essential Elements of Support in more than 70 sessions. Tracks include Web 2.0, Knowledge Management, Talent Management, Benchmarking and Metrics, Support Operations, Consumer Support, Management Excellence, Best Practices for Small and Medium Businesses and Innovative Support Technology. Keynote speakers include Denise Rundle, General Manager, Global Consumer Support, Microsoft; Andreas Graesser, Vice President, Active Global Support, SAP America; Mary Cay Kosten, Senior Vice President, Global Customer Services, Sun Microsystems; John Ragsdale, VP Research, SSPA; and Eric Chester, Generation Why. Learn more and register online at www.thesspa.com/santaclara.]
May 13-15, 2008: SCORE 2008 - Besides exploring best practices in customer and loyalty, SCORE examines how advances in call center, database, Internet and other technologies can help manage customer operations more effectively. These are the critical touch points that greatly influence customer satisfaction and loyalty. The SCORE Conference is the only event that addresses both loyalty management strategy and customer operations.
May 19-22, 2008: ACCM 2008 - A comprehensive conference for catalog, internet and multichannel professionals. See leading icons like Bill Bass, CEO of Fair Indigo, and Keith Wardell, Author of Marketing Out Of Control and select from 100 growth-building sessions led by 200 faculty members.
 

  

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