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July 25, 2014
Your company has a CRM system that employees love and use regularly, and marketing automation tools to help streamline and automate all of your online marketing activities. That's a great start, but did you know that most marketing qualified leads -- more than 94 percent by some estimates -- don't convert to paid customers? That doesn't mean your sales and marketing information systems aren't doing their job, but it could mean they're not optimized for lead scoring. [More...]

July 23, 2014
So far, Satya Nadella's moves as Microsoft CEO echo the teachings of Jim Collins' 2001 best seller, Good to Great. It's about how and why some companies wallow in mediocrity and others operate at several levels of magnitude higher than their peers -- think Apple for one and Salesforce for another. Nadella has done a good job of articulating a vision for Microsoft, a Collins fundamental. [More...]

July 21, 2014
Attentive.ly recently released its application on the Eloqua platform, digging a deeper foothold for itself in the CRM enterprise space. Attentive.ly provides social marketing automation functionality in the form of a plug-and-play toolset that works with a CRM overlay. Using its tools, companies can organize customers in specific groups, listen to their online conversations, and send personalized marketing messages. [More...]

July 17, 2014
SAP and its long-standing partner Esri have developed a native product integration that debuted this week at the at the Esri User Conference currently under way in San Diego. The companies have been collaborating on projects since 1999, due to the significant overlap in their respective customer bases. Some 60 percent of SAP's asset management customers use Esri's mapping technology. [More...]

July 16, 2014
It's general practice to have multiple sales forecasts, and that typically means low and upside potential as well as what's committed -- but the idea of teasing those threads apart only at forecasting time might no longer applicable. Long before you compile a forecast, you have a good idea of which deals might be prone to a typical divergence -- so it makes sense to group like with like. [More...]

July 15, 2014
Comcast on Tuesday was scrambling to repair the damage after a phone representative's rude treatment of a couple trying to disconnect their service went viral, thanks to a recording posted on the Web. The couple -- former Engadget editor Ryan Block, now at AOL, and his wife, TV host and writer Veronica Belmont -- called Comcast over the weekend and asked to cancel their service over the phone. [More...]

July 14, 2014
Salesforce.com will shell out $350 million in common stock for RelateIQ in a deal expected to close by October. It will provide another $40 million dollars in stock for its cash balance. RelateIQ will become a wholly owned subsidiary of Salesforce, according to an SEC filing. "This gives Salesforce more of a footprint in process orientation," said Denis Pombriant, principal of Beagle Research. [More...]

July 11, 2014
Amazon's reputation for stellar customer service could become tarnished if its current flap with the FTC gets out of hand. The FTC is suing Amazon for permitting children to make millions of dollars in unauthorized purchases through its Appstore. Similar accusations have been circulating for years. Other companies, including Apple, have been targeted, said Strategic Vision CEO David Johnson. [More...]

July 10, 2014
As much as we may wax on about engaging, enchanting and delighting our customers, most of them are not expecting such an experience. In most cases, their purchase is prelude to something else pleasurable, if the purchase is B2C -- or profitable, if it's B2B. If there's some service they're purchasing in addition to a product, then experience becomes very important. [More...]

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