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Customers Are at the Core of Profitability

Overview Customer-centric companies offer better terms to customers in exchange for ongoing buying commitments and higher purchasing levels. Since customer relationships drive revenue strategy, should a company turn to its CRM system to execute its revenue strategy when it has outgrown spreadsheets and offline databases? CRM systems, designed to capture, store, and manage customer information, evolved from two sources: sales force automation and call center solutions. The systems that originated in sales force automation focused on the sales process - on knowing what it takes to advance an opportunity through the sales funnel. The systems that began as customer call-center solutions focused on products or services purchased - on tracking the people with whom the company interacts and the nature of these interactions.

Further White Paper Details
PublisherModel N File FormatHTML
Date PublishedSeptember 2003
FormatWhite Papers   
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