Strategy Driven

APRIL 29, 2023

For example, a company specializing in SaaS products might use a CRM tool to manage its sales leads. The creation and development of sales enablement material is largely informed by sales managers and leaders, so it’s important they have a role in developing this type of content so it efficiently meets their team’s needs.

Management 117

Management Real Estate Efficiency CRM 117

Harvard Business Review

DECEMBER 20, 2018

In 2017, CIO magazine reported that around one-third of all customer relationship management (CRM) projects fail. But in my work with clients, when I ask executives if the CRM system is helping their business to grow, the failure rate is closer to 90%. That was actually an average of a dozen analyst reports.

CRM 9

CRM Project Succession CIO 9

Strategy Driven

AUGUST 27, 2015

New technologies : The consistency and predictability of structured data is what gave rise to today’s centralized IT departments – running SQL/Relational Database Management Systems, and ERP and CRM software. Unstructured data is very different.

CIO 50

CIO Technology CRM Competitive Advantage 50

Harvard Business Review

OCTOBER 30, 2018

However, with more modern business intelligence platforms emerging, and easier access to sales performance data, the application of science to selling has become a key differentiator in managing the sales organization. This data must come from a widely-adopted CRM system and should be analyzed by a robust, modern analytics platform.

CRM 8

CRM Content Power Price 8

Harvard Business Review

APRIL 12, 2012

In fact there are already dozens of developers working on customer empowerment, through a new category of tools called VRM, for Vendor Relationship Management. Think of these as the customer-side counterpart of Customer Relationship Management (CRM), the multi-billion-dollar business that gives us call centers and junk mail.

CRM 13

CRM Advertising Call Center Business Intelligence 13

Harvard Business Review

AUGUST 22, 2012

But when we dug more deeply into their previous work history, we found titles like "Consumer Engagement Lead," "VP, CRM & Loyalty Program Development," and "VP, Direct Response Marketing" — all customer intelligence positions. But they do understand the importance of data in addressing business questions.

Company 14

Company Business Intelligence CRM Marketing 14

Harvard Business Review

JUNE 26, 2013

And given the complexities involved in building up competitive IT weaponry, businesses won by out-spending and out-resourcing their opponents. Only the largest of enterprises could afford the best technologies, and even for those with the largest bank accounts, IT strategies were limited to basics like CRM , ERP , or email.

Supply Chain 8

Supply Chain Competitive Advantage Information Technology How To 8