Customer
Despite continued promises made by CRM applications, the gap between
marketing and sales still persists... and will get worse with the surge in
digital media.
Gartner, November 2006
“Marketing automation is soon to become a marketing must,
according to a new study released by Gartner. "Predicts 2007: A Return to
Growth Fuels Marketing Technology Spending" found marketing automation to be
currently seeing a 16 percent annual growth rate, which is expected to remain
in place through 2011.
By 2010 companies that choose to invest in marketing automation will enjoy
better revenue growth while cutting costs, as well as have a clear competitive
advantage. Through 2010 companies that use lead management-automation tools to
connect sales and marketing will see an increase in conversion rates by 50
percent.”
Association of National Advertisers and Forrester, June 2005
“Three out of 4 senior marketers report a lack of confidence in understanding
the sales impact of a marketing campaign.”
Sirius Decisions, June 2005
“On average more than 90% of leads are not followed up on by field
sales. Lead generation and management are the two most challenging areas for
marketing and sales organizations to deal with effectively.”
McKinsey Report, Spring 2005
“Marketers who can't provide a solid business rationale for their ideas are
likely to have difficulty securing the resources needed to implement those
ideas.”
CMO Council, November 2004
“The integration of sales and marketing is identified as the #1 problem by 73%
of Chief Marketing Officers.”
Gartner, October 2002
“More than 70% of leads are never acted on because they do not reach the
right person or organization at the right time.”
With a seat-based business model, it's logical for CRM applications to
attempt to capture wallet-share by offering more modules with limited
functionality to different divisions within the enterprise. As hosted CRM
applications continue to be “a mile wide and an inch deep” in functionality,
companies demanding functionality that directly supports revenue acceleration
and marketing ROI will leverage complimentary best-of-breed solutions.
Nucleus Research, June 2005
“38 percent of Salesforce.com customers are open to switching vendors. This
partly indicates the low switching costs of on-demand but highlights the fact
that for many customers Salesforce.com is a commodity product, not a strategic
one that impacts the way they do business.”
A new model for software-as-a-service is emerging based on measurable
performance metrics. SaaS is now being evaluated against ROI-driven benchmarks
directly in support of key business objectives. Intensive customization
of CRM software doesn't make sense when the process it needs to support is
complex. Currently the accuracy of reports generated by CRM software is
dependent on an incomplete and unproductive data management process.
Need to hear it from our customers? Call us today at (415) 392-0333
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