CRM – The Strategic Imperatives G. SHAINESH Professor of Marketing Indian Institute of Management Bangalore shaineshg@iimb.ernet.in Session Coverage • Explosion of CRM in Marketing and IT • Enablers for the Growth of CRM • Criticality of Customer Relationships • Why Businesses Should Adopt CRM? • Implementing CRM G. Shainesh. IIM Bangalore 2 Explosion of CRM in Marketing & IT • Academics as well as practitioners • Conferences • Journals – Special Issues • Associations & Forums
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Business Management graduate has created the UR UMUC Healthy fitness as a center for exercise and martial art classes. Since its first opening in 1980, UR UMUC Health Center has not been keeping the facility up to date to meet the new demands of customers and the business has proven to be declining in the past few years. Along with the future arrival of Gold Gym, the obsolete facility is in a great need for a dynamic change. Particularly with the emerging of technology, the center management will
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expertise and know-how is deeply appreciated keeping all processes in track. 4. Frontline Managers should definitely seek for regular feedback, listen to the employees, keep track of progress and aim for growth and development. 5. Property Management Systems (POS) are always a valid tool to keep track of progress, evolution, effective and ineffective strategies or products. POS allow us to receive detailed reports and keep a close eye on something hard to detect without the help of technology
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According to Businessdictionary.com customer relationship management can be defined from the following two diverse points of view: • A management philosophy according to which a company’s goals can be best achieved through identification and satisfaction of the customers' stated and unstated needs and wants. • A computerized system for identifying, targeting, acquiring, and retaining the best mix of customers. Customer relationship management helps in profiling prospects, understanding their
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Executive Summary The purpose of this report was to examine the results of the effective implementation of customer relationship management (CRM) systems. What is the most effective way to realize all of the benefits from CRM system implementation? Research for this report included a review of current literature on effective implementation of CRM systems and the market data on popular CRM systems on the market available on Gartner, the leading information technology research website. Major findings
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Running Head: CUSTOMER CENTRALITY Customer Centrality [Name of the Writer] [Name of the Institution] Table of Content Part A 1 Introduction 1 Discussion 1 Interaction Response Capacity 3 Customer Empowerment 3 Customer Value Management 4 Customer Centricity 5 Evolution of Customer Centricity 7 Path to Customer Centricity 9 Customer Initiated Contacts and Competitive Intensity 14 Conclusion 15
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CHALANGES Topic: E-CRM By, Gowthami Budarapu ABSTRACT: Customer Relationship Management (CRM) is a way to identify, acquire, and retain customers - a business' greatest asset. By providing the means to manage and coordinate customer interactions, CRM helps companies maximize the value of every customer interaction and in turn improve corporate performance. E-CRM, or electronic Customer Relationship Management, is an integrated online sales, marketing and service strategy that is
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Ahuja&Medury Customer relationship management Also described as „information-enabled relationship marketing“ is an enterprise-wide initiative that belongs to all areas on an organization. Comprises processes used by organizations to manage consumer relationships whoch also include collceting, storing and analyzing data. CRM attempts to provide a strategic bridge between information technology (IT) and marketing strategies, thereby aiming at building long-term relationships and profitability
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firm to reach annual growth goals of 6% to 8% in revenues and 12% to 16% in profitability over the next five years. The centerpiece of this growth strategy is the National Accounts program, which WESCO has developed to serve its major industrial customers in response to recent changes they have made to their business processes. However, as of June 1997, the NA program has not delivered the expected increases in sales and profitability. Jim Piraino has to give Haley his recommendations for
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Institute of Management Bangalore Customer Relationship Management Faculty: Prof. G. Shainesh Term VI PGP (2008-09) 3 Credit Course Background – The primary purpose of any business is to win and keep customers. Its competitors also seek to do the same. Most successful firms have developed capabilities for attracting customers through their marketing programs. But they have shown mixed results when it comes to retaining these customers. Customer Relationship Management helps businesses
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