CRM applications

Insights

BLOG

The Forrester Wave™: CRM Suites, Q4 2018 — The Role Of CRM In Business Transformation

Kate Leggett October 24, 2018

In my last post, I highlighted the top five ways that CRM suites are evolving today. CRM suites today (1) support different business models and organizational sizes; (2) operationalize intelligence to impact outcomes; (3) offer vertical editions; (4) expose platform services; and (5) invest in ecosystems of value (AKA, application exchanges). Read more about this […]

Read More
BLOG

Reflections On The Forrester Wave™: CRM Suites, Q4 2018

Kate Leggett October 22, 2018

Even though core CRM products are mature, CRM vendors are still evolving their products. Technologies like AI introduce new efficiencies into CRM processes, and acquisitions such as configure-price-quote (CPQ) and eCommerce expand the footprint of CRM. We find that CRM suites are evolving across five dimensions. They now: Support select business models and organizational sizes. The […]

Read More
BLOG

Sales And Service Tech: Two Sides Of The Same Coin?

Kate Leggett September 17, 2018

Automation and AI are changing the nature of work. Every company job — including every front-office job — will be impacted. Always-available commerce and intelligent guided-selling solutions erode field sales teams. Automated self-service obsoletes generalists and Tier 1 customer service agents. This means that inside sales teams are now handling more highly considered purchases. Customer service agents […]

Read More
BLOG

SAP Breathes Renewed Life Into Its Cloud CRM

Kate Leggett June 6, 2018

Three announcements affecting CRM came out of SAP’s SAPPHIRE NOW annual conference, held in Orlando on June 5–7: A renewed focus on CRM in order for SAP to be considered a viable player in the $45 billion CRM market. SAP’s cloud CRM (formerly known as SAP Hybris Cloud for Customer) is renamed SAP C/4HANA. The […]

Read More
BLOG

C/4HANA: SAP's Industrialization Of Customer Engagement

John Bruno June 5, 2018

SAP announced a new name, market position, and strategy for its customer engagement portfolio. Instead of a potpourri of products, SAP will now offer the quirkily named C/4HANA, which is comprised of SAP Marketing Cloud, SAP Commerce Cloud, SAP Service Cloud, SAP Sales Cloud (including CallidusCloud), and SAP Customer Data Cloud (Gigya). C/4HANA attempts to remind […]

Read More
BLOG

C/4HANA: SAP's Industrialization Of Customer Engagement

John Bruno June 5, 2018

SAP announced a new name, market position, and strategy for its customer engagement portfolio. Instead of a potpourri of products, SAP will now offer the quirkily named C/4HANA, which is comprised of SAP Marketing Cloud, SAP Commerce Cloud, SAP Service Cloud, SAP Sales Cloud (including CallidusCloud), and SAP Customer Data Cloud (Gigya). C/4HANA attempts to remind […]

Read More
BLOG

ServiceNow Offers A Refreshing Take On Customer Centricity With Its Customer Service Application

Kate Leggett May 14, 2018

I attended ServiceNow’s Knowledge18 conference, held in Las Vegas on May 7–10. It’s a well-attended conference, by 18,000 people who use one or more of the company’s cloud service management, HR, security, and customer service products, which are all built on an enterprise-grade platform. At the conference, there was a lot of emotion spent talking […]

Read More
BLOG

Salesforce Nicely Rounds Out Its B2B CRM With CloudCraze

Kate Leggett March 14, 2018

On March 12, Salesforce announced its intent to acquire CloudCraze, a B2B eCommerce application. This savvy and long-anticipated move nicely rounds out its broad CRM portfolio and supports B2B customers through their engagement journey. This eCommerce application is a fundamentally different one than Salesforce’s  B2C eCommerce acquisition of Demandware. This is because B2C engagement is […]

Read More
BLOG

Microsoft Dynamics 365 Democratizes CRM With A Unique Vision And Offering

Kate Leggett February 26, 2018

You need a CRM vision to gather momentum around such a large – and potentially strategic initiative. The first CRM vendor that gave us the tools to do so was Oracle with their CX vision.  Oracle’s point of view was that CRM enabled companies to support their customers in their end to end journey – […]

Read More
BLOG

Modern CRM Drives Relationship And Revenue

Kate Leggett January 17, 2018

CRM is more than two decades old. Companies initially used it to provide “inside-out” efficiencies – operational efficiencies for sales, marketing, and customer service organizations. Companies would easily argue its’ business benefits by measuring operational metrics that were important to them – like reducing marketing costs, better forecasting or pipeline reporting, or decreasing service resolution […]

Read More
BLOG

AI Will Fundamentally Transform Customer Service

Kate Leggett July 27, 2017

AI improves the economics and capabilities of everything around us. Amazon and Netflix recommend products based on our history, Yahoo and Facebook tag photos, Waze and Google get us to our destination more effectively, Lyft and Uber precisely communicate arrival times of our drivers. Consumers are starting to expect intelligent experiences – personal, contextual to […]

Read More
BLOG

Salesforce Announces New Pricing And Packaging -- What It Means To You

Liz Herbert February 2, 2016

After more than a decade of keeping its published pricing largely unchanged, Salesforce today announced new pricing and packaging for its core products. What you need to know: Pricing will go up for core editions. New Sales and Service Cloud Lightning Editions will come in three flavors: Professional Edition (PE) — $75; Enterprise Edition (EE) […]

Read More
BLOG

How To Calculate The ROI Of CRM

William Band May 21, 2013

My clients ask for help quantifying the financial impacts of implementing a CRM technology solution. CRM initiatives must not only be technically sound but must answer the question “What will we get for our money?” In my new report, Quantify The Business Value of CRM, I provide an overview of Forrester’s Total Economic Impact (TEI) […]

Read More