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May 5, 2015
Bill Clinton won the presidency with the mantra, "It's the economy, stupid," and I think CRM could borrow heavily from that pithy bit of logic. If you can check your preconceptions at the door and actually perceive the information in front of you, there's no telling what you can figure out. Such is the case with "customer experience." Much like Charles Dudley Warner's famous remark, "Everyone complains about the weather but no one does anything about it," CX, as it is being rebranded, is something we either can't or won't do anything about. [More...]

April 30, 2015
I recently praised Salesforce for having the smarts to not get into enterprise resource planning several years ago. It was a good decision, I thought, because there was no upside for them to invade such a well-established market -- better for them to focus on a blue ocean strategy in which they went after new applications. I think the market's evolution has proven the wisdom of that approach. [More...]

April 29, 2015
Customers are changing the rules of business. They are well informed and well connected, and they have high expectations. Business success in the digital world depends on individuals who make recommendations based on their personal experience. These customers expect a seamless and consistent experience, regardless of which device they are using. They demand intelligent digital interactions. [More...]

April 28, 2015
Marketing continues to heat up as the next big thing in CRM. It's so big that I can see it splintering in multiple ways to accommodate all the permutations that are suddenly possible, thanks to big data, analytics, and a determination to get beyond using marketing technology as a glorified accounting system designed to limit "losses" due to marketing. You can't win by limiting your losses. [More...]

April 24, 2015
In our high-powered, win-at-all-costs business environment, the word "empathy" often evokes derision and scorn. Who has time to be a squishy, touchy-feely wimp overflowing with empathy? We're all busy closing deals and kicking butt! Kicking, closing, etc., is great and all -- but empathy has genuine business value. Don't forget that CRM has "relationship" right in the middle of it. [More...]

April 21, 2015
You can tell when the economy is doing well, because instead of worrying about how you're going to make the next mortgage payment, you worry about the next disruption in business. The big worry on the horizon now is the digital disruption, a nice piece of alliteration designed to make you question your worth. The DD is the confluence of a lot of wonderful new technology. [More...]

April 21, 2015
Consumers are on board with the concept of buying apparel online. Especially in this era of free returns and nifty sizing tools, buying clothing and shoes off the Web has become mainstream. However, some advertisers have been slow to respond. While most of us have at some point been served ads displaying items we browsed the day before, dynamic creative has the power and potential to do much more. [More...]

April 20, 2015
In an earlier chapter in my career, I had the seemingly lofty title of "software and intelligence editor" at a telecom trade magazine. Even back in 1996, telecom was experiencing a "big data" problem. It wasn't a problem of collection -- no, telephone companies collect more data than almost any other industry, recording call times and durations, as well as the numbers their customers dialed. [More...]

April 15, 2015
It came as a surprise when Keith Block, vice chairman of Salesforce, made an off-the-cuff remark about a Sage-Salesforce alliance at Salesforce World Tour last week. Sage and Salesforce in February had announced they would work together, with Sage moving some of its undisclosed ERP applications to the Salesforce Cloud. However, the word didn't seem to spread, and it remained off my radar. [More...]

April 13, 2015
customer-science-solve
We all know customers have changed. They can voice their dissatisfaction with you, complete most of the buyer's journey without you, and even seek out support and service without you. If you're a business, you have two questions to ask yourself: 1) Do you really want to become unnecessary to your customers? and 2) What are you going to do about it? [More...]

April 8, 2015
Oracle did some smart things at last week's Oracle Modern CX Conference and user meeting in Las Vegas. The company has been making strides in organizing its messaging and products around customer experience in the wake of its RightNow Technologies acquisition a few years ago. It's been taking on the CX mantra whole hog. Today, Oracle CX is a full-featured tactic. [More...]

April 6, 2015
Oracle last week trumpeted a set of new Marketing Cloud features designed to improve the customer experience. Oracle ID Graph, Rapid Retargeter and AppCloud Connect aim to boost sales by aggregating data from multiple sources and reacting to it in near-realtime. However, they fall short of the cutting edge in CRM -- predictive analysis. [More...]

April 1, 2015
EarthLink and IHL on Tuesday released a joint study that shines a light on the specific ways different types of localized WiFi networks are helping businesses, and how enterprises are adapting to the realities of a more mobile and data-centric world. Companies are changing their point-of-sale systems to try to stay competitive, the study indicates. [More...]

March 31, 2015
The surround strategy for legacy ERP is real. It's been going on for several years, and if I was a legacy ERP vendor I would be concerned. The strategy refers to the idea of leaving legacy ERP in place while implementing cloud ERP to handle specialized parts of a business, like a region with currency conversion issues, subscriptions, or something like that. [More...]

March 27, 2015
The retail industry has finally awakened to what customers always have known -- they don't distinguish too much between channels. Modern shoppers are happy to embrace the immediacy and experience of the physical store while also benefiting from the informed and personalized ease of shopping online. Retailers should translate the smartest online strategies into their in-store experience. [More...]

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Are tablets over?
No - Mine is a prized possession.
No - Heavy laptops are over.
No - I don't have one yet, but I want one.
Maybe - They're good for kids, though.
Yes - Large smartphones make them redundant.
Yes - I won't replace mine.
Yes - Don't have one, don't want one.
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