|
Bringing in a CRM system does not mean
the organisation has cracked customer management, says Danny
Thomas.
CRM without the customer
- Part 2 | Part 1
The usual approach for this involves segmentation – sorting
customers into types identified by their buying habits. This
initial understanding of a company’s customer base is crucial
to establishing a baseline for successful CRM.
If an organisation doesn’t understand which customer types
generate their profits and the underlying buying reasons,
then it is unlikely to be able to change to exploit that situation.
Read the rest of this article...
If you are not registered with the site, please register now to read the rest of this page.
If you are registered, please sign in to read the rest of this page.
Consultants' Advisory 2005
Copyright © 2005 |
 |
| 
