CRM Magazine: July 2003
Magazine Features
Driving Sales
Saab Cars USA rolled out its enterprisewide CRM solution and strategy, dubbed TouchPoint, beginning in January 2002. Saab is using TouchPoint to improve customer service efforts, as well as to support customers and dealers. The initiative focuses on the customer interaction center, marketing, lead management, and data quality.
Service on Steroids
While the performance optimization market is still relatively new, the melding of workflow automation, training, workforce management, and workforce optimization solutions is starting to provide a soup-to-nuts means of identifying and improving agent performance levels.
CRM World Domination
Whether existing Western CRM giants or new, localized CRM providers prevail, expansion into emerging markets is good news for the overall state of CRM. It's even better news for global businesses looking at CRM solutions to help improve customer relations and increase revenue.
Getting IT Together
Don't fall into the proprietary pitfalls when integrating. Just as packaged applications caused the scattered data silos and disparate operating systems, using proprietary software to integrate will open another Pandora's box.
 
Front Office
The Front Line Is Your Brand
 
Reality Check
Enterprise Schmenterprise
CRM still means different things to different people.
 
Insight
Migrate or Merge?
In the best-case scenario customers often stay on their current product, requiring support in return for maintenance fees.
The Great Debate
It's a product that's designed to help its customers shave seconds off calls, but the way DirectQuest works has led to both benefits and controversy.
News in Brief
Heard and Overheard
Vertical Focus: Financial Services
Eight Building Blocks for CRM Success
Gartner consultant Ed Thompson offered eight building blocks for successful CRM projects.
Required Reading
The Fight for Clean Data
CRM Defined: Collaborative CRM
 
REAL ROI
Donatos Delivers Satisfaction
Although the company uses a host of internal metrics and the occasional secret shopper, real-time customer feedback is its primary tool for tracking satisfaction.
HOT PROJECTS: Insurance
When customers don't know about services they may want to buy, it's like throwing away opportunity.
Using the Contact Center to Support Sales Growth
If enough employees are not happy with their plan, they can complain to their employer, which might prompt the employer to drop the financial services company for another one.
The Third Implementation's the Charm
To date, 40 of Outstart's 95 workers are using Salesnet; 25 of those 40 are sales reps (15 inside sales, the rest field sales), the remainder is business partners, Outstart executives, telemarketing folks, system engineers, and some workers in the finance department.
 
Secret of My Success
Seeing Green
A major way Taylor Made-Adidas Golf stays close to its customers is through email help.
 
Hot Prospects
IN BETA: Replaying the Experience
Using Efficiency to Create Loyalty
Sometimes the Sequel Is Better
New & Noteworthy
 
Straight Talk
One Subtle Shift Begets a Major Change in Results
PRM should be about helping make sales, not simply tracking them.
 

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