Chuck Schaeffer

The Business Case For An Integrated Revenue Cycle

Moving Beyond The Sales Pipeline The revenue cycle is the lead to customer conversion cycle. For most businesses it's disjointed, lacks discipline, and delivers imprecise visibility and unreliable predictability. Marketers normally manage Top of the Funnel (TOFU) leads which begin with newly sourced leads and…

CRM Winners and Losers

CRM Buyer Sentiment and The Messaging Delta Between Vendors & Customers I've always been interested in how the more successful CRM vendors craft and amplify their messaging, and how that messaging resonates with CRM buyers. I've been tabulating and trending data points to bring some...

The Business Case For Customer Experience (CX) Management

The Customer Experience Challenge, Solution, Framework, Risk and Payback The Business Problem There's a threefold challenge that stands to impact your ability to retain your customers. Customer expectations are rising, customers are more readily sharing their bad experiences publicly and customers are switching their suppliers...

A Recommended Path to Becoming a Social Enterprise

Why and How All Businesses Must Become Social Businesses to Survive The sky rocketing rise of social media has created a digital divide whereby most customers and employees are social, but most businesses are not. The days of sales prospects engaging vendors in order to...

The Business Case for Big Data

How To Take Advantage of the Big Business Opportunity of Big Data Table of Contents The Business Problem The Business Solution How to Implement Big Data Big Data Use Cases Big Data Risks & Challenges Big Data ROI & Payback Final Thoughts and Next Steps…

Customer Experience Research Results and Actionable Take-aways

A Review of the CX Business Case, Benefits, Risks, Lessons & How to Get Started Oracle today released an interesting Customer Experience (CX) research report performed by O'Keeffe & Company. The study interviewed 1,342 senior executives, with the single largest participant role being CEOs, across...

Getting The Most Out of Your CRM Software Demos

Ask a few executives after watching CRM software demonstrations which is their favorite solution? Many will advise "the last one", as almost all the applications impress when left to demonstrating what they do well, and the last one is top of mind. The challenge of...

The Biggest CRM Industry Events of 2012

2012 was a notable year for the Customer Relationship Management industry, and in many ways outpaced the innovation, change and progress as compared to prior years. Social CRM continues to evolve in ways few predict. Social CRM barely made up 1% of the total CRM...

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