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                  CRMAdvocate Today - November 3, 2005


  "OUR TAKE" (more)

  11/3/05 - How Good is Good Enough?
Today, I want to share another point/counterpoint with you on the subject of benchmarking. Dr. Jon Anton of BenchmarkPortal has been kind enough to offer additional perspective on what I have been writing.
 
I made the point that customer expectations rather than competitive norms should be the benchmark. While Dr. Anton agrees, he feels that is not the whole story. Click here to see what he has to say.
 
Of course, please let me know what you think!
 
Gary Lemke, Publisher
(Share your thoughts)
 

  TODAY'S NEWS (more)

Business Objects announced that it has closed the acquisition of privately-held Infommersion, a vendor of interactive visual analytics. The acquisition provides Business Objects with innovative visual analytics and a unique way for users to gain the most value from their corporate information.

In a new CRM report, research firm Gartner has noted that revenue generated from CRM software licenses should continue to grow, driven by quickly moving industry segments, such as marketing automation. License revenue grew by 2.9 percent by the end of 2005, compared to 2004 figures, noted Gartner analyst Sharon Mertz in her report. She predicted that revenue will climb to 3 percent through 2009.

Talisma congratulates Pitney Bowes for being selected by Gartner as the recipient of the inaugural Gartner CRM Innovator award. The award acknowledges Pitney Bowes' innovative use of Talisma Chat to boost agent productivity, ensure a positive customer experience, and increase revenues.

The Call Center School (TCCS) announces the publication of its latest book, The Power of One. The book, written by TCCS founding partner Penny Reynolds, is a book aimed at the frontline staff in a call center.

ClickSoftware Technologies announced a new license and service agreement with Pacific Gas and Electric Company (PG&E). PG&E has purchased ClickSoftware's ServiceOptimization Suite, including tools for demand forecasting, capacity planning, scheduling and analytics.

M-Tech announced record sales in the third Quarter of 2005 for ID-Synch, M-Tech's user provisioning solution. Some of the new ID-Synch customers include: Affiliated Computer Services, Alyeska Pipeline Service Company, Amerisource, Central Parking Corporation, Independence Blue Cross, Kuoni Travel, McAfee, Migdal Insurance, Ontario Lottery & Gaming, Princeton University, Swift and Company, Sybase and many others.

Chordiant Software announced that RSA Solutions has selected Chordiant's integrated Enterprise Marketing, and Decision Management business solutions as core components of a new technology platform supporting its expanding relationship sales and marketing business model focused on the organic growth needs of the financial services industry.

Onyx announced general availability of Onyx Process Manager 5.1, with enhancements that make it even easier for customers to rapidly create, validate, and deploy their unique customer processes. Onyx Process Manager is a platform that allows customers to automate, manage, and adapt customer-centric business processes to optimize business performance and agility.

Siebel Systems announced that CallTower selected Siebel CRM OnDemand over Salesforce.com for its strategic CRM implementation. CallTower delivers hosted VoIP communications solutions built with high-end features and applications not found in other VoIP products.

ViryaNet announced that Northgate Information Solutions will upgrade its service delivery operations onto the ViryaNet Service Hub platform. Northgate had been using iMedeon's iM:Work solution. ViryaNet acquired iMedeon, Inc. in February 2002.

 FEATURE WEBCAST (more)

"CRM's Secret Sauce - Everything You Need to Know About CRM"

Gary Lemke, Founder and Publisher, CRMAdvocate

Ah CRM . . . So much investment, so little return. Even today, a great divide exists between the promise and the benefit of CRM. Why? The answer is a paradox of simplicity and complexity - that is, the straightforward desire for customer satisfaction, loyalty and retention against an unyielding realization that not all customers act the same. Nor are all customers valued equally. This webcast is the first in a series on a single strategic focus and metric that can catapult your organization to the next level of revenue growth and profitability. Listen now to learn more.

  

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Case Studies (more)

(Feature) Stellar Call Centres Improves Operational Effeciency - With Verint' ULTRA suite of Contact Center Actionable Intelligence Solutions, Stellar Call Centers increased the effectiveness of its quality management program, improved operational efficiency and enhanced the value of its offerings. This has translated into better service for customers and a sharper competitive advantage.(Verint Systems)
Barrie Hydro Adds Energy to its Help Desk with LiveTime - The implementation of LiveTime Help Desk has allowed Barrie Hydro to benefit from built-in reporting.(LiveTime)
Bank of America with IEX - Customer satisfaction scores have exceeded the bank associates goals as a result of using adherence scores as an incentive for identifying behavior that exceed team goals.(IEX Corporation, a Tekelec Company)
Witness Helps 4 Wheel Parts - By deploying eQuality ContactStore for IP within its Cisco converged voice and data environment, 4 Wheel Parts has been able to achieve the following results * Increased agent monitoring efficiency by 30 percent * Increased sales and order volume by eight percent * Enhanced training and development program.(Witness Systems)
MessageOne Improves Salesforce.com with InsideScoop - Sales users are no longer spending time to copy and paste date into Salesforce.com. Instead, they get all the research they need for companies and contacts right at their fingertips.(InsideScoop, Salesforce.com)
Prophet 2004, a Sales Opportunity Management Solution - After looking at sales management software including Prophet 2004, ACT! and custom development, Brandrud selected Prophet to help their sales organization establish a sales process for the first time in company history.(Avidian Technologies)
LifeWay Improves Contact Center - Learn how the ULTRA suite of Contact Center Actionable Intelligence Solutions helped LifeWay improve agent performance, enhance customer experience, and increase revenue through cross-sell, up-sell and new products and services based on identified customer needs.(Verint Systems)
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