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%. PM Images/Getty Images. The numbers ranged from 18% to 69%.

CRM 9

CRM Project Succession CIO 9

Strategy Driven

AUGUST 27, 2015

It may seem an obscure data management distinction, but this shift toward collecting unstructured data – which is a large part of what Big Data is all about – is sending shock waves across traditional organizations. Big Data involves not just the structured data (customer name and details, products purchased, how much was spent and when, etc.)

CIO 50

CIO Technology CRM Competitive Advantage 50

Harvard Business Review

JULY 19, 2013

IT is not something that can be managed from a box on the organizational chart. Just look at what most do: They appoint a CIO and give him or her a budget and a mandate to get on with it! So what can a CIO be held responsible for? What is clear is that they are not the sole responsibility of the CIO. Technology?

CIO 8

CIO CAPEX Budgeting CRM 8

Harvard Business Review

AUGUST 5, 2013

Over the next two years, this change in how sales people interact with customers will redefine what the product content will be, how the sales staff will use a new CRM platform to record visits online, and how new insights will be derived from these interactions across sales, marketing, and brand management — ultimately driving decisions.

Organization 8

Organization CIO Compliance CRM 8

Harvard Business Review

JUNE 20, 2013

Phil is the former CIO of Utah and a veteran entrepreneur with a Ph.D. This makes the personal cloud a platform for VRM (Vendor Relationship Management). When the two connect, CRM for the first time becomes a way for a company to truly relate, directly, with customers. in computer science.

CRM 8

CRM CIO Marketing Call Center 8

Harvard Business Review

MARCH 1, 2016

Make sure that CRM data on prospects isn’t populated with companies that are outside of your target market. 500 technology distribution company I’m working with has expanded its offerings to include services like installation and hardware management.

Strategy 8

Strategy Execution How To CRM 8

Harvard Business Review

JULY 19, 2013

firm with more than 1,000 employees already has more data in its CRM system than in the entire U.S. The role of data is not to make a manager sound "analytical." It''s estimated that each U.S. Library of Congress. And that''s a managerial and organizational issue, not simply a data or sales issue.

Disintermediation 8

Disintermediation CRM CIO Retail 8