Harvard Business Review

JUNE 16, 2015

If we use an automobile analogy, sales efficiency (SE) initiatives — like CRM, training, and KPI dashboards — improve the engine’s horsepower. Companies will spend about $30 billion on CRM alone by the end of 2015, according to Gartner. A confusion between efficiency and optimization plagues many sales efforts.

Productivity 8

Productivity Products CRM Efficiency 8

Harvard Business Review

FEBRUARY 12, 2016

Thanks to the proliferation of smartphones, brand and online-shopping websites, social media, and vehicle connectivity, businesses have a unique opportunity to use technology to revolutionize the customer experience and to incorporate the voice of the customer into product development. The CoE elevated the issue to the engineering leads.

Media 8

Media Automotive Globalization Active Listening 8

Harvard Business Review

FEBRUARY 8, 2016

The PCs and databases introduced during the reengineering of the 90s have grown up: the rules-based codes written by engineers are giving way to learning algorithms driven by the machines themselves. Managers noted historical trends and revised processes, and engineers developed code that was then baked into computing systems.

Process 8

Process Company Market Segmentation Early Adopters 8

Harvard Business Review

JANUARY 19, 2018

One B2B company that utilizes EverString’s platform is Autodesk, a multinational software company that provides software for the architectural, engineering, construction, manufacturing, media, and entertainment industries. Currently our EverString analytics and data are not connected with Salesforce, our CRM system.

B2B 8

B2B B2C Software CRM 8

Harvard Business Review

NOVEMBER 23, 2015

And yet getting this “test and learn” engine to run properly requires a fundamental re-architecting of a company’s marketing analytics processes. A series of virtual “pipes” feed response data from customer interactions into the CDP to develop better statistical and event-based models (e.g.,

Marketing 8

Marketing Content Supply Chain CRM 8

Harvard Business Review

AUGUST 15, 2014

Another McKinsey survey , conducted in 2011, found then that the average company with more than 1,000 employees already had more data in its CRM system than in the entire Library of Congress. Wouldn’t you want to know more about this before approving your firm’s investments? Those firms undoubtedly have even bigger data now.

Media 10

Media ROI McKinsey Survey 10

Harvard Business Review

NOVEMBER 6, 2015

” In 2009, Christopher Soghoian , a fellow at Harvard’s Berkman Center for Internet and Society , and Sid Stamm , a privacy engineer at Mozilla , created a prototype Do Not Track add-on for Mozilla’s Firefox web browser. Or, in the parlance of CRM, retention rather than acquisition.

Advertising 8

Advertising CRM Long-term Short-term 8

Harvard Business Review

JUNE 22, 2012

Another is senior leaders typecasting their portfolio, referring to this unit as a "cash cow" and that one as a "growth engine" — unhelpful labels that result in missed opportunities (in the first case) or overly aggressive behaviors (in the second). It was a signal — audible to everyone — that the company was winning.

Retail 11

Retail Long-term Short-term Apparel 11

Harvard Business Review

JULY 12, 2012

Instead, I relied on my background as an MIT-trained engineer to create a system of hiring and development that relies on metrics and quantitative analysis. These patterns are programmed into our CRM, Salesforce.com. Five years later, my team is now 200 employees strong.

Team 14

Team Analysis CRM Quality 14

Ask Atma

JANUARY 2, 2011

They develop action plans. Move towards developing a long-term relationship with a single supplier. Customer relationship management (CRM) – a widely-implemented strategy for managing a company’s interactions with customers, clients and sales prospects. CRM has three principal objectives: Acquire new customers.

Management 40

Management CRM Objective Human Resources 40

Harvard Business Review

FEBRUARY 1, 2016

A SaaS platform service such as CRM or MAS (Marketing Automation Service), on the other hand, requires sophisticated integration to install annual or multi-year contracts. To add to that, reps often have to involve the vendor’s engineers in the selling process. Use tools to turn data into information. Think about forecasting.

CRM 8

CRM B2B Price Budgeting 8

Harvard Business Review

NOVEMBER 3, 2014

Search Engine Marketing : Search Engine Marketing includes both paid search ads, like Google AdWords, and search engine optimization (SEO) to try to get high organic search listings for your website content. Constant Contact. Marketing automation programs (see below) usually have robust email marketing capabilities built in.

Technology 9

Technology Marketing Company CRM 9

Harvard Business Review

NOVEMBER 3, 2014

Search Engine Marketing : Search Engine Marketing includes both paid search ads, like Google AdWords, and search engine optimization (SEO) to try to get high organic search listings for your website content. Constant Contact. Marketing automation programs (see below) usually have robust email marketing capabilities built in.

Technology 8

Technology Marketing Company CRM 8

Harvard Business Review

NOVEMBER 5, 2015

In practice, all this data usually sits in different places — a company’s legacy CRM systems, its loyalty program databases, new cloud-based applications, third-party servers, and so on. People from each group need to come together to share priorities and develop an overall plan. That makes it hard to access.

Marketing 8

Marketing CRM Retail System 8

Harvard Business Review

FEBRUARY 14, 2013

And many in enterprise IT, from software engineers to IT managers, are moaning the loss of control as elegant, easy-to-use consumer technologies like the iPad and Dropbox reshape expectations in the corporate landscape. Imagine 100s of multi-million dollar engines becoming your next circle of "friends" on Facebook.

Software 8

Software Engineering Information Marketing 8