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  • Blog Post: Making sure everyone knows where the cheese is going to be ...

    The last couple of posts focussed on awareness of why people buy CRM solutions & the value they wish returned from an implementation. As this blog exists in the realm of the development partner community, I thought it useful to "follow the story" - ensuring that the implementation effort...
  • Blog Post: BP Webinar (13 Mar): Sage CRM for Marketing - Making your marketing budgets work harder

    We'd like to invite you to our upcoming webinar, Sage CRM for Marketing - Making your marketing budgets work harder. Summary An invaluable tool for marketers, Sage CRM helps you to plan, execute, and measure the success of marketing campaigns. It becomes much easier to get the right messages,...
  • Blog Post: Thinking in quantifiable terms

    When companies feel revenue pains, it's often the "selling end" of a business that gets the focus. Owners & functional managers look for innovations from the sales team to build revenue. The trouble is, enthusiasm for new innovations - especially over the last few years of tough...
  • Blog Post: Winning business: A guide to help you focus on the impact of the CRM proposition

    Winning business means understanding a prospect’s goals The Sage CRM proposition works in supporting a prospect's business operations and meeting their strategic goals --- in particular, how they make or save money or decrease risk in their business. Good sales technique constructs questions...
  • Blog Post: Sage CRM 7.2: Customizing campaigns and marketing features

    Sage CRM out of the box provides users with a very useful set of marketing or campaign management features. Users need to have 'Info Manager' rights in order to be able to use the campaign features. The campaigns area is accessed from the main menu. In the image above you can see...
  • Blog Post: Sage CRM 7.2: Graphical Workflow for Marketing

    In a previous article " Customizing campaigns and marketing features " I discussed how amongst the powerful features that Sage CRM provides are marketing automation functions which offer the ability to control campaigns, waves (phases) and wave items( activities). Running a campaign can...
  • Blog Post: Understanding customers – Where is value created?

    This question is fundamental when attempting to identify, unblock or accelerate a Sage CRM opportunity. In fact, it is so fundamental that often the customer may not even have sat down and thought about it in any detail. Why? Because most decision-makers are so caught up in the day-to-day operational...
  • Blog Post: Focus on ROI: Using Financial Tools to make a compelling business case (2/2)

    “IT decisions should be less about technology and more about the business capabilities the technology makes possible…for their potential to bring speed, efficiency and innovation. ROI offers a strong way to represent those ideas.” – CIO Magazine http://bit.ly/1mvoD5u In the...
  • Blog Post: Success with Benefits - taking the long view of CRM

    I have, over the years, spoken about the importance of building a strong business case for CRM in the *first* instance - engaging with all stakeholders in a company, uncovering their business needs, speaking about ROI and shaping the story around those dimensions. What is often lost after the initial...
  • Blog Post: "Out with the old, in with the new". Why reviewing your software make sense.

    Many of our customers have been using our products for years. Yet these customers' business may have evolved - perhaps through growth, maybe through a change in strategic direction, even changes in compliance or similar. Change also comes from younger generations, wanting to add software & automation...
  • Blog Post: Building a successful business by leading with Sage CRM

    My last posts have been speaking about, and with members of, our North American business, so I thought it time to move elsewhere. For this post, I am in my home territory of the United Kingdom and, for this edition, would like to share an interview I conducted with Sage UK & Ireland's (UKI) leading...
  • Blog Post: Delivering CRM success through managed projects

    Continuing on a theme of what makes a successful CRM implementation, I spoke recently with Sage UK & Ireland's (UKI) Principal CRM Consultant, Jonathan Jack , about how he works with customers. [David Beard, CRM Principal, Sage CRM] Talk to me about when you first meet a customer & how...
  • Blog Post: Email Marketing Strategy - KPIs

    Further to the previous blog entry in the series, this post speaks to the idea of assessing KPIs (Key Performance Indicators). Any KPI / metric you employ should be business focused , not operationally driven. However operational metrics will help refine the tactical delivery of the campaign in line...
  • Blog Post: Email Marketing - 4. Aligning with your Brand

    A few years back, a then colleague of ours gave an excellent overview of email marketing. Ranging from strategy to the mechanics of list & email design, the series elegantly captured the thinking behind successful email marketing programs. Rather than re-invent the wheel, I have shamelessly borrowed...
  • Blog Post: Email Marketing Segmentation - Introduction

    The previous post was the final piece that looked at strategicc readiness for email marketing. This week we move on to an area of huge importance to the success of an email marketing programme - segmentation. Segmentation is the method by which we craft information that is tailored and delivered to a...
  • Blog Post: Email Marketing Segmentation - Setting Objectives

    The previous post introduced the challenges of segmentation. Let's now talk about harnessing objectives. It's vital you set yourself some overall objectives for segmentation. Start by thinking about your business: What the key factors of success are outside of the email program & decide...
  • Blog Post: Email Marketing Segmentation - Finding the right data

    The previous post looked at setting objectives - let's now move on to data sets: There are many ways that a database can be segmented but the best place to start is pragmatically marketing your product or service. Segmentation is driven by data and, importantly, be sure you check 'what you...