Biographical Information
Kevin Scott

Articles By Kevin Scott
Marketing, sales, and service departments' respective goals for customer relationships are often in direct opposition to each other; EPM strategy relies upon the premise that each part of the company will deliver on, and even exceed, its performance objectives.
Posted 10 Mar 2003
Demand and revenue management means more than building sales and profits.
Posted 10 Feb 2003
Every company can benefit from revenue management strategies.
Posted 06 Jan 2003 [January 2003 Issue]
Reward or recognize? In the past these two types of incentives have been seen as competing against one another particularly during the implementation or refinement of customer loyalty programs. However, companies are now looking at combining the two.
Posted 02 Dec 2002 [December 2002 Issue]
Most companies build products they think the customer wants, then sit around nervously hoping customers will come. To survive today, however, companies must make sure they are producing products people want, and in a shorter time frame.
Posted 04 Nov 2002 [November 2002 Issue]
The new face of CRM will be molded by business users and achieved through a separation of data and logic. AMR Senior Analyst of Customer Management Service Kevin Scott says many CRM projects have not worked due to a lack of project direction and governance and in the future people need to approach the market with a new philosophy, attitude toward technology and an integrated measurement system plan.
Posted 07 Oct 2002 [October 2002 Issue]
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