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                  CRMAdvocate Today - March 4, 2008


  "OUR TAKE" (more)

  3/4/08 - Great Idea, Wrong Question?
I still have so much input on the "one thing" question topic we've been covering in this column. For those of you playing "catch up," the questions is this: "If you were president of this company, what one thing would you change?"
 
One reader had the following perspective to consider: "Great question, but it is the wrong question. We, as business leaders, don't want to know 'what would you change,' but rather, we want to determine, what would change your behavior. Unfortunately we need to derive that answer because most individuals aren't able to answer it accurately. If you ask me what is the most important thing to me about flying, I would say landing safely. However, I don't make a buying decision based on airline safety records. Airlines should be figuring out what will change my behavior and make me a more satisfied and loyal customer."
 
Excellent point. There is often a large chasm between what people say and what they really mean. It is an easy trap to take act on the exact words. In doing so, one might scratch their head in bewilderment wondering why that "one thing" didn't change customer behavior. Do you agree?
 
Gary Lemke, Publisher
(Share your thoughts)
 
 

  TODAY'S NEWS (more)

Infinity CCS has launched a 'contact centre in a box': 15-seat contact center software for £10k, which includes inbound and outbound call/contact management, desktop scripting, automated dialling and blended CTI, agent reporting and timesheeting, call recording and quality monitoring.

Following its December launch of the next-generation Impact 360(r) Workforce Optimization (WFO) software, Verint(r) Systems Inc. announced that the company experienced a 45 percent growth rate in WFO customer sites sold during the 2007 fiscal year.

Building on its success in the healthcare market, Pegasystems announced new versions of its Customer Process Manager(tm) Solutions for Healthcare (CPM-HC). These are built on Pegasystems' SmartBPM(r) platform and provide a set of customer processing capabilities that automate all service requests that are handled through a healthcare organizations' contact center.

Olan Mills Inc has selected the Noble(r) Solution from Noble Systems Corporation for blended inbound and outbound contact management in its appointment setting center. Olan Mills is one of the nation's leading portrait photography companies, with hundreds of studios located throughout the U.S. and a state-of-the-art production facility at its corporate headquarters in Chattanooga, Tennessee.

To strengthen content security and improve the way enterprise content is created, managed and stored, Oracle announced several updates to the Oracle(r) Enterprise Content Management Suite, a component of Oracle Fusion Middleware. The enhancements improve organizations' ability to secure content by automating encryption of documents stored in Oracle Universal Content Management through a new integration with Oracle Information Rights Management.

CMS Watch, an independent analyst firm that evaluates content technologies, released research at the 2008 AIIM Expo finding that Software-as-a-Service (SaaS) web content management vendors are on the rise in North America.

Political organizations nationwide use Predictive Analytics software from SPSS Inc. to analyze, model, and score demographic and behavioral data, along with attitudes and opinions, to find voters most likely to support a candidate or to reach the undecided "swing vote."

Speech recognition specialist, Telephonetics VIP, has added SIP support in the latest release of their speech driven call routing solution, ContactPortal. The enhancement has been added to address the growing IP market in which Yankee Group predicts a compound annual growth rate (CAGR) of 31.4 percent.

A smarter parts logistics solution has enabled BSW Heating to cut travelling times and repeat visits. The London-based gas heating engineering firm has been able to dramatically reduce the time spent fetching replacement parts thanks to Infomill's PartsArena.

Intervoice, Inc. announced the appointment of Jim Milton to the position of President and Chief Operating Officer reporting to Chief Executive Officer, Bob Ritchey. Mr. Milton has served as Executive Vice President and Chief Operating Officer since joining the company on January 30, 2006.

 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.
 
Listen Now        

  

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(Feature) Customer metrics: What should you measure? - The influx of customer data at many firms has grown from a trickle to a flood, and now it's a case of information overload. So what customer metrics should you focus on?(MyCustomer)
Why Do Companies Fear Customer-Alignment Screening? - Have you ever had a cancer screening? If so, you know how scary it can be. You really don't want to find out you have cancer-but if you have it and don't do anything about it, your life is at risk. As with people and cancer, business executives fear customer-alignment screening of their companies. (customerthink)
The Ten Easiest Ways To Lose Your Customers - Having worked so hard to win our customer's business in the first place, why do we become complacent and allow our enthusiasm to diminish -- while the customer's enthusiasm increases?(CRM Daily)
How to motivate call center agents to up-sell? - How can you motivate technical call center agents to up-sell products when they were originally recruited for a technical support position?(TechTarget)
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