| 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: This Vividence Research Report reveals that, by and large, companies are failing to meet website visitors’ expectations around customer support. In this study, Vividence evaluated the customer support offerings of 42 leading sites in the banking, credit card, retail and travel industries. |
| Topics:
Customer Service | Web Services | | | CRM Function:
Customer Loyalty | |
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| Abstract: Attitudes are changing. Not so long ago, companies expended by far the greatest effort on winning new customers. These days it is widely accepted that, while prospecting is an essential activity required to keep the pump primed, customer development is increasingly being viewed as an equally productive and cost-efficient use of direct marketing budgets. |
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| Abstract: Business leaders and marketing professionals increasingly speak of ‘customer-centric’ strategies. Yet for all that the term is readily bandied about in the boardroom and in marketing strategy documents, few, when pressed, are able to systematically define what ‘customer-centric’ means for them in commercial terms. |
| CRM Function:
CRM ROI | |
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| Author: By Andrew Greenyer, Director of Customer Relationship Solutions |
| Company: Group 1 Software |
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Doc Type: Research Report
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| Pages: 7 | Format: PDF |
Size: 88 kb |
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| Abstract: New research from Group 1 Software has revealed the effectiveness with which different UK business sectors are conducting their short-term direct marketing campaigns. The fiercely contested worlds of Telecoms and Insurance appear best set up for productive tactical campaigns, whereas Banking and Retail seem least concerned with immediate return on campaign investment. IT and Utilities occupy the middle ground. |
| Topics:
Relationship Marketing | |
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| Abstract: In the two years that have elapsed since Hewson Group last produced a market size and trends report a great deal has changed in the market. In many respects the years 2002 and 2003 have been disastrous for many IT companies, as investment by end users has been seriously curtailed. |
| CRM Methology:
CRM Overviews | |
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