Chuck Schaeffer
Chuck Schaeffer
Chuck is the North America Go-to-Market Leader for IBM's CRM and ERP consulting practice. He is also enjoys contributing to his blog at www.CRMsearch.com.
Contract Lifecycle Management Software
From CPQ to CLM – The Next Step in the Manufacturing Sales Journey My prior blog posts discussed CPQ software benefits and CPQ software best...
Microsoft and Salesforce.com = BFF?
A Press Conference Partnership There’s lots of chatter about today’s partnership announcement by Microsoft and Salesforce.com. From my perspective the announcement itself is yawn-worthy, but...
CallidusCloud Marketing Automation
By Chuck SchaefferThe Potential for Much Needed Marketing Software Innovation The marketing automation software space is getting pretty crowded. And notwithstanding the fact that the...
How to Design CRM Software for Financial Services Companies
CRM for financial services is like CRM in no other industry. Financial services CRM is all about KYC (Know Your Customer), onboarding, householding, AML, FATCA...
Retail CRM (Finally) Comes of Age
Yogi Berra once advised "In theory, there’s no difference between theory and practice, but in practice there is." Retail CRM has become an underlying platform...
Best of Microsoft Convergence
Dynamics CRM Highlights and Take-Aways Microsoft Convergence returned to the Georgia World Congress Center and ended today with a flurry of announcements and product plans...
Converge Enterprise CRM – The Next Up and Comer?
By Chuck SchaefferA Vendor Solution Brief There’s no shortage of new-comers to the CRM software industry. At last count, I tallied up over 240 CRM...
Lead Distribution Best Practices to Decrease Lead Leakage and Increase Top Line Revenues
Lead Transfer Best Practices to Decrease Lead Leakage and Increase Top Line Revenues In my prior blog post I shared my lead scoring framework. Just...
A 10 Step Framework to Accurate Lead Scores
Lead scoring is the process of ranking a leads fit, interest and propensity to buy by assigning or removing point values to the lead...
How To Succeed with a Voice of the Customer Program
Using Voice of the Customer (VoC ) to improve the CX and your bottom line Voice of the Customer (VoC) programs have become a strategic...
Technology to Increase Customer Spend, Retention and Lifetime Value
What's it worth to your business to increase customer lifetime value (CLV) by 20%? At least 20% to the top line and probably double...
The strategic importance of measuring Customer Lifetime Value
I've often referred to Customer Lifetime Value (CLV or LTV) as the loneliest CRM key performance indicator, which is particularly troublesome as this metric...
Mobile CRM – Why it Fails, and How to Succeed
In terms of mobility, 2013 was the year vendors shipped more than 1 billion smartphones. Closely complementing this mobility trend, IDC forecast that tablet...
eXtremeCRM Conference Recap and Take-Aways
It's the final day of the eXtremeCRM conference and there's a lot to share. But first maybe a little positioning. The brainchild of long-time Microsoft...
CRMUG and CRMPC Conference Recap and Take-Aways
It's the final day of CRMUG in Tampa. I'm writing this blog post to share my experience at the event as I think many...
Microsoft Dynamics CRM 2013 — Hits and Misses of the New Release
Microsoft is rolling out Dynamics CRM 2013 Online along global regions and today it arrived to North America. The newest Microsoft CRM release, previously...
6 Methods to Grow Revenues Using Social Marketing
Chief Marketing Officers are looking for innovative techniques to fill the top of the funnel with targeted leads, and social marketing offers a unique...
7 Steps to Jump Start Your Social Selling Strategy
Social selling is about applying the information available in social channels to aid your sales strategies and pursuits. This information includes prospect or customer...
Best Practices in Sales Pipeline Management
How Small Changes in Pipeline Management Make Big Changes in Top Line Revenues Sales pipeline management and optimization are tasks that many sales managers have...
How to Grow Revenues with Marketing Automation Software
The Panacea, Pitfalls & Potential of Marketing Software It's been my experience that when aligning technology to support revenue enhancement projects, applying both creative thinking...