thomas.wieberneit@aheadcrm.co.nz
How to enable Sales Operations

How to enable Sales Operations

This CRMKonvo was supposed to be with Thomas Verly, a highly experienced Sales- and IT leader. We wanted to learn from his experience how to enable sales operations. What is important, what to measure? Do you really need a CPQ system? Unluckily he could not participate due to the heavy snow storm in Texas that caused major disruption. The good news is that Thomas and his family are safe Now, the CRMKonvos team has more than 70 years of CRM experience. We are coming from very different angles. So, we decided to tackle the topic, making some good points. Enjoy this episode and look forward to another one with Thomas Verly. Coming...
CRM, CX and the future of privacy

CRM, CX and the future of privacy

The CRMKonvos gang hat an intensive conversation in the intersection of CRM, CX, customer experience and privacy, which by default makes for a highly interesting one, because of all the conflicting goals that are involved. Our guest was Michael Hoos. Michael is a highly experienced specialist in the area of security. With his experience in various industries, using numerous CRM solutions, building compliant customer experiences that respect customer privacy, he has navigated many pitfalls for and with his customers. Now he shapes new solutions with...
How to leverage The Power of Ecosystems

How to leverage The Power of Ecosystems

Ecosystems are a big topic. What makes an ecosystem successful? What hurts? Are there any key elements to ecosystems to make them succeed? Does it differ from communities? Can a vendor survive without one? Or even better: Can customers succeed without? There are lots of questions to be answered in the times of platform play. The CRMKonvos team had a vivid conversation with Alan Berkson, Global Director of Community Outreach and Analyst Relations at Freshworks, who, as part of is job works with, and builds ecosystems – pretty well, in fact. He has a lot of interesting things to say, also about the current rage, which is Clubhouse – will it succeed? Is there any good to it? Enjoy the...
Why you don’t want a 360-degree on the customer

Why you don’t want a 360-degree on the customer

Everyone (and their dog) tells you that you need a 360-degree view on your customer, right? According to Techtarget, the “360-degree customer view is the idea, sometimes considered unattainable, that companies can get a complete view of customers by aggregating data from the various touch points that a customer may use to contact a company to purchase products and receive service and support.” And you are fully sold to this famed concept and term. In this case, I am sorry for spoiling your day. You in all likelihood do not have it, you do not need it, and here’s the kicker: You do not want it. The 360-degree view on the customer is just another case of too many people using too many too big words. You are asking why? Let me explain. I fully get it. The customer is your North Star, the guiding light, the one reason for your company to exist. Your company is customer centric, you are looking outside-in. Your company’s purpose includes to help your customers fulfilling their needs and desires, thereby making a profit. And you are successful doing this. No doubt, you are on the right way. And indeed. What is needed to follow this way in reality involves collecting data about your customers. A lot of data. Master data, transactional data, behavioral data, consent data, structured and unstructured; you name it. Over time, this becomes a veritable treasure trove, if collected and used correctly. Even if not. When doing it right, you have already broken down many, ideally all, of the data and organizational silos that prevent you from communicating with...
How to make Salesforce AppExchange meet its potential

How to make Salesforce AppExchange meet its potential

For a few months now I have the pleasure of frequently interacting with Richard Rosen of Fastcall, a company that exclusively focuses on extending Salesforce with CTI software. Rich is a firm advocate of focusing on one ecosystem and to not serving multiple ones. As such he is a friend of Salesforce. Still, he makes some astute critical and important observations about the market place and the customer experience that it offers. He also has some suggestions. Here is what he has to say.  It’s been a few months since I walked into Nordstrom but I do remember the experience. The store is nicely curated with classic brands I recognize and a few emerging brands. Nordstrom keeps their stores fresh and well designed. While our experience has moved more and more online the idea of merchandising has not changed. Amazon on the other hand does a very bad job merchandising fashion. E.g. tThe search “shirts for men” results in “more than 30,000” results. When shopping I may be looking for one or two new shirts. Nordstrom does a great job suggesting a few ideas. I do not want to see or look at “more than 30,000” shirts. Amazon offers a few options to narrow down my search. There is a definite benefit in curation.  How does consumer software deal with curation? There are approximately 2.87 million apps in the Play Store (Android) and 1.96 million in the Apple App Store. The strategy in the consumer app marketplace is “more is more.” They give top lists in many categories. These consumer apps’ Top n lists are not well curated; the...
Customer Service – its Future and the role of Emotions

Customer Service – its Future and the role of Emotions

Customer Service is changing fast, but is it all for the better? Which changes did the pandemic drive? Does messaging have a value, and if so which? How about the role of agents? What changed for them? Will they see an improvement in their jobs? The CRMKonvos team had the pleasure of a good discussion with Ian Jacobs, principle analyst at Forrester Research who covers customer service and is one of the most knowledgeable persons around this huge topic. Shortly before our broadcast Ian and some more of us were involved into an interesting and fiercely led discussion on LinkedIn around the role of emotions in customer service. Opinions clashed, strong arguments were exchanged. Naturally, this discussion made it into our CRMKonvo – and Ian made a couple of good points about the role (or not – no need for a spoiler here) of emotions and data, and how data can be used. In addition, we of course looked into drivers of the customer service functions, how different industries are able to engage for good experiences and whether happy agents do actually create happy customers – interesting data on that one, I need to say, but then, thinking about it, it is also quite obvious in retrospective. At the end of the day, we also asked him about his major predictions. Big thanks to Ian for this highly engaging conversation and his...