Biography
 Chris Selland Vice President, Sell Side Research Aberdeen Group |
Area of Focus Chris Selland focuses on how Sales, Marketing and Customer Service executives can help align with and drive the growth strategy of the corporation. In all aspects of his sell side research, Selland emphasizes that any function which touches the customer is crucial to a company's success. Current Research In the coming months, Selland will address five topics: 1) Proactive Service — The Next-Generation Contact Center, which will focus on how customer service can use new tools and techniques to gain financial value from the contact center; 2) Sales Effectiveness — Helping Sales Sell, which will explore how to equip the sales force with tools that actually help them sell; 3) Marketing Analytics, which will examine the state of marketing analytics and how companies are managing or mismanaging their customer information; 4) Selling through Channels, which will discuss the specific issues facing companies who sell through indirect channels to the market; and 5) Handing off the Customer — Outsourcing the Relationship, which will discuss why outsourcing functions that touch the customer clearly require well-thought-out strategies and solid business and financial underpinnings. Experience Prior to joining Aberdeen Group, Mr. Selland founded Reservoir Partners in 2001, where he had a successful track record in helping companies define, prioritize, and execute highly-successful customer-facing relationship management strategies. Previous to Reservoir, he was vice president of marketing at eSupportNow, a venture-funded eCRM service provider. He was also vice president of e-Business solutions at the Yankee Group, and has held senior marketing positions at Primix Solutions, ON Technology, Computer Associates and Ingersoll-Rand Education Mr. Selland holds a Bachelor of Science in Operations Research and Industrial Engineering from Cornell University and a MBA in International Business and Economics from New York University Stern School of Management. |