| Experts Corner |  Communicating intelligently with existing customers is critical, and marketing spend is heavily weighted towards this pool. But businesses cannot afford to neglect prospecting activity. So, what techniques can businesses adopt to ensure that the search for new customers is both targeted and cost-efficient ?
David Jefferies, Marketing Director, Pitney Bowes
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| Highlights |
 Getting Off on the Right Foot: Avoiding Common Master Data Management False Starts
Companies wishing to start a master data management (MDM) project may be unsure where and how to begin. After all, MDM is a journey and success or failure at the first step either defines or dooms the further evolution of the project.
by Ravi Shankar, Director of Product Marketing
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| Abstract: Marketers face an overwhelming choice of media when planning a marketing campaign, ranging from the more traditional channels such as direct mail, to the latest fad, currently multi-media messaging (MMS). |
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| Abstract: Every company needs to establish an optimum balance between looking after (and developing business with) existing customers, and acquiring new customers. Commercial under-performance in established companies usually has one of three root causes: market change; over-indebtedness; or the fact that customer development and new customer acquisition are out of balance. |
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| Abstract: Contact center leaders are deluged with different Customer Relationship Management (CRM) solutions that promise to reduce costs, heighten customer satisfaction and loyalty, improve productivity and do more with less. But no matter which CRM solution or program you choose to implement, you must remember the most critical factor to your contact center and for your company’s existence -- the customer. |
| Topics:
Call Centers | |
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| Abstract: This report will examine how value derived from loyalty programmes escalates, gathering more and more pace, the more effort that is devoted to making the scheme a success. The greater the conviction that underpins the programme, the greater the payback. We have termed this trend the Loyalty Momentum Effect. |
| CRM Function:
Customer Loyalty | |
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| Abstract: A year long study of attitudes toward customer loyalty and customer experience management among customer service executives and marketing executives indicates that the weakest area of customer relationships is not relationship building, but rather the core value proposition/customer experience. The majority of employees lack the conviction of their product’s or service’s value and do not agree that their company deserves the customer’s loyalty. In addition, major discrepancies between companies’ declarations and execution were found. |
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Customer Service | | | CRM Function:
Customer Loyalty | |
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