CRM - January 2009 - (Page 7) VIEWPOINTS EDITORIAL DIRECTOR David Myron dmyron@destinationCRM.com MANAGING EDITOR Joshua Weinberger jweinberger@destinationCRM.com Laura Hegyi lhegyi@infotoday.com Marshall Lager mlager@destinationCRM.com Jessica Tsai jtsai@destinationCRM.com Christopher Musico cmusico@destinationCRM.com Lauren McKay lmckay@destinationCRM.com Gayle Kesten Exclusive features for January on www.destinationCRM.com Data’s Independence The changing face of contact data. BY JIM FOWLER, COFOUNDER AND CEO, JIGSAW SENIOR DESIGNER SENIOR EDITOR ASSISTANT EDITOR EDITORIAL ASSISTANT EDITORIAL ASSISTANT CONTRIBUTING WRITERS 5 Benefits of Quotes & Proposals A path to superior sales results. BY KENT MCNALL, CEO, QUOSAL Lior Arussy, Barton Goldenberg, Paul Greenberg, Anirudh Kulkarni CONTRIBUTING EDITOR EDITORIAL ADVISORY BOARD Improving First-Contact Resolution In a Multichannel Environment A process-based approach is key. BY PETER MORTON, LEAD TECHNICAL PRODUCT MANAGER, SWORD CIBOODLE Lior Arussy, PRESIDENT, STRATIVITY GROUP; Ginger Cooper, FOUNDER, CRM ASSOCIATION; Woody Driggs, GLOBAL MANAGING DIRECTOR, ACCENTURE CRM SERVICE LINE; Barton Goldenberg, PRESIDENT, ISM INC.; Sheryl Kingstone, CRM PROGRAM MANAGER, YANKEE GROUP; Adam Klaber, GLOBAL CRM LEADER, IBM BUSINESS CONSULTING SERVICES; Maggie Klenke, PARTNER, THE CALL CENTER SCHOOL; Denis Pombriant, MANAGING PRINCIPAL, BEAGLE RESEARCH GROUP; Marc Singer, DIRECTOR, McKINSEY & COMPANY, INC. ADVERTISING SALES/PRINT & ONLINE Bob Fernekees 1-212-251-0608 x106 bfernekees@destinationCRM.com Understanding Customers’ Digital Mood Effectively managing customer experience online. BY CHARLES NICHOLLS, CEO, SEEWHY SOFTWARE VICE PRESIDENT AND GROUP PUBLISHER WEST COAST AD DIRECTOR Dennis Sullivan 1-800-248-8466 x538 dennis@destinationCRM.com Adrienne Snyder 1-201-327-2773 adrienne@destinationCRM.com MARKETING EAST/MIDWEST AD DIRECTOR Ensuring the Integrity of Shared Information Dynamic documents extend the lifespan of your work. BY JAKE SOROFMAN, SENIOR VICE PRESIDENT, MARKETING AND BUSINESS DEVELOPMENT, NORTH AMERICA & EMEA, JUSTSYSTEMS DIRECTOR OF MARKETING DIRECTOR OF WEB EVENTS Tom Hogan Jr. thoganjr@infotoday.com DawnEl Harris dawnel@destinationCRM.com CORPORATE HEADQUARTERS CRM, A DIVISION OF INFORMATION TODAY INC. 143 OLD MARLTON PIKE, MEDFORD, NJ 08055 The Business Intelligence Advantage Enterprise search tools solve the usability puzzle. BY STEVE WALSH, VICE PRESIDENT, STRATEGY AND BUSINESS DEVELOPMENT, PROGRESS SOFTWARE’S EASYASK DIVISION PRESIDENT AND CEO EXECUTIVE MANAGEMENT Thomas H. Hogan thogan@infotoday.com CHAIRMAN Roger R. Bilboul John Yersak johny@infotoday.com Dick Kaser kaser@infotoday.com VICE PRESIDENT, ADMINISTRATION VICE PRESIDENT, CONTENT Mobile Security’s Balancing Act On-the-go work processes carry risks along with rewards. BY BENJAMIN WESSON, VICE PRESIDENT, PRODUCT MANAGEMENT, DEXTERRA INFORMATION TECHNOLOGY VICE PRESIDENT, INFORMATION TECHNOLOGY Bill Spence spence@infotoday.com PRODUCTION VICE PRESIDENT, GRAPHICS AND PRODUCTION AD TRAFFICKING COORDINATOR M. Heide Dengler hdengler@infotoday.com How to Close Deals More Quickly Information management and timely updates open new doors. BY TOM ALEY, VP & MANAGING DIRECTOR, DOW JONES BUSINESS & RELATIONSHIP INTELLIGENCE GROUP Michael Hardwick mhardwick@infotoday.com CUSTOMER SERVICE Editorial Office: 237 West 35th Street, Suite 14A, New York, NY 10001; 1-212-251-0608; www.destinationCRM.com Subscriptions/Cancellations: 1-847-291-5213; P.O. Box 3510, Northbrook, IL 60065 SUBSCRIBE ONLINE: www.destinationCRM.com List Rental: American List Council POSTAL LIST: Gerry Strauss, 1-609-580-2793; gerry.strauss@alc.com EMAIL LIST: Cathy Relyea, 1-914-524-5244; cathy.relyea@alc.com Reprints: For West Coast contact Dennis Sullivan at 1-800-248-8466 x538 or dennis@destinationCRM.com. For East/Midwest contact Adrienne Snyder at 1-201-327-2773 or adrienne@destinationCRM.com. You Think You’re Great, But… What do customers think of your customer service? BY SCOTT HORNSTEIN, CONSULTANT, HORNSTEIN ASSOCIATES CRM magazine’s monthly PR editorial email update: Contact David Myron at dmyron@destinationCRM.com. Privacy Policy Occasionally we make a portion of our mailing list available to organizations whose products or services we think might be of interest to our customers. If you do not wish to receive such mailings, please send a copy of your mailing label with a request to be removed from the third-party mailing list to CRM magazine Customer Service, P.O. Box 3510, Northbrook, IL 60065, or call 1-847-291-5213. Proactive eDiscovery Take charge of enterprise information to reduce risk, maintain compliance, and save a bundle. BY URSULA TALLEY, VICE PRESIDENT OF MARKETING, STOREDIQ http://www.destinationCRM.com http://www.destinationCRM.com http://www.destinationCRM.com http://www.destinationCRM.com
Table of Contents Feed for the Digital Edition of CRM - January 2009 CRM - January 2009 Contents Front Office Feedback Reality Check Customer Centricity The Tipping Point The Shots Heard ’Round the World 30,000-Foot Views Of the Cloud Stuffing the Ballot Box— With Complaints The Marketing Line for ’09 CRM on Twitter Technology Helps Insurance Weather the Storm Required Reading The Google-ization of CRM The Feedback Funnel Email: What’s Inside? Shake Your Moneymakers Lead Sweet Lead Incentives at the Speed of Lightpath Sales Contentment for Content Management A Worthwhile Excursion Into Call Recording Secret of My Success Re:Tooling Connect Pint of View CRM - January 2009 CRM - January 2009 - CRM - January 2009 (Page Cover1) CRM - January 2009 - CRM - January 2009 (Page Cover2) CRM - January 2009 - Contents (Page 3) CRM - January 2009 - Contents (Page 4) CRM - January 2009 - Contents (Page 5) CRM - January 2009 - Front Office (Page 6) CRM - January 2009 - Front Office (Page 7) CRM - January 2009 - Feedback (Page 8) CRM - January 2009 - Feedback (Page 9) CRM - January 2009 - Reality Check (Page 10) CRM - January 2009 - Reality Check (Page 11) CRM - January 2009 - Customer Centricity (Page 12) CRM - January 2009 - Customer Centricity (Page 13) CRM - January 2009 - The Tipping Point (Page 14) CRM - January 2009 - The Tipping Point (Page 15) CRM - January 2009 - The Shots Heard ’Round the World (Page 16) CRM - January 2009 - 30,000-Foot Views Of the Cloud (Page 17) CRM - January 2009 - Stuffing the Ballot Box— With Complaints (Page 18) CRM - January 2009 - CRM on Twitter (Page 19) CRM - January 2009 - Technology Helps Insurance Weather the Storm (Page 20) CRM - January 2009 - Required Reading (Page 21) CRM - January 2009 - The Google-ization of CRM (Page 22) CRM - January 2009 - The Google-ization of CRM (Page 23) CRM - January 2009 - The Google-ization of CRM (Page 24) CRM - January 2009 - The Google-ization of CRM (Page 25) CRM - January 2009 - The Google-ization of CRM (Page 26) CRM - January 2009 - The Google-ization of CRM (Page BPS1) CRM - January 2009 - The Google-ization of CRM (Page BPS2) CRM - January 2009 - The Google-ization of CRM (Page BPS3) CRM - January 2009 - The Google-ization of CRM (Page BPS4) CRM - January 2009 - The Google-ization of CRM (Page BPS5) CRM - January 2009 - The Google-ization of CRM (Page BPS6) CRM - January 2009 - The Google-ization of CRM (Page BPS7) CRM - January 2009 - The Google-ization of CRM (Page BPS8) CRM - January 2009 - The Google-ization of CRM (Page BPS9) CRM - January 2009 - The Google-ization of CRM (Page BPS10) CRM - January 2009 - The Google-ization of CRM (Page BPS11) CRM - January 2009 - The Google-ization of CRM (Page BPS12) CRM - January 2009 - The Feedback Funnel (Page 27) CRM - January 2009 - The Feedback Funnel (Page 28) CRM - January 2009 - The Feedback Funnel (Page 29) CRM - January 2009 - The Feedback Funnel (Page 30) CRM - January 2009 - The Feedback Funnel (Page 31) CRM - January 2009 - Email: What’s Inside? (Page 32) CRM - January 2009 - Email: What’s Inside? (Page 33) CRM - January 2009 - Email: What’s Inside? (Page 34) CRM - January 2009 - Email: What’s Inside? (Page 35) CRM - January 2009 - Email: What’s Inside? (Page 36) CRM - January 2009 - Email: What’s Inside? (Page 37) CRM - January 2009 - Email: What’s Inside? (Page 38) CRM - January 2009 - Shake Your Moneymakers (Page 39) CRM - January 2009 - Shake Your Moneymakers (Page 40) CRM - January 2009 - Shake Your Moneymakers (Page 41) CRM - January 2009 - Shake Your Moneymakers (Page 42) CRM - January 2009 - Incentives at the Speed of Lightpath (Page 43) CRM - January 2009 - Sales Contentment for Content Management (Page 44) CRM - January 2009 - A Worthwhile Excursion Into Call Recording (Page 45) CRM - January 2009 - Secret of My Success (Page 46) CRM - January 2009 - Re:Tooling (Page 47) CRM - January 2009 - Connect (Page 48) CRM - January 2009 - Connect (Page 49) CRM - January 2009 - Pint of View (Page 50) CRM - January 2009 - Pint of View (Page Cover3) CRM - January 2009 - Pint of View (Page Cover4)
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