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vSente Formulates A Strategic CRM Methodology

by eCRMGuide.com Staff

The company says FIRSTmaneuver is designed and written for CEOs, CIOs and CROs looking to implement a CRM initiative or improve an existing one.

SAN FRANCISCO--Expanding on a 10-page white paper they published in October 2000, vSente has begun shipping a 230-page strategic methodology for CRM titled FIRSTmaneuver.

Referring to a statistic stating that up to 80% of all Customer Relationship Management (CRM) initiatives fail due to unrealized expectations, the company says the original white paper pointed out that many of these failures can be traced to a fundamental disconnect between generating revenue and managing relationships. vSente claims FIRSTmaneuver challenges the basic premises of traditional CRM initiatives by articulating a revenue push methodology that exploits the real potential of CRM technologies and that it utilizes fundamental, command, control, communication and intelligence processes (C3i) to maneuver the global sales force in a manner that generates increased revenue and superior competitive positioning.

FIRSTmaneuver is designed and written for CEOs, CIOs and CROs looking to implement a CRM initiative or improve an existing one. vSente says the methodology answers the following questions:

    1. Customer or company -- from whose viewpoint should the initiative be executed?

    2. Revenue or relationship -- what objectives are necessary to assure a successful initiative?

    3. CIO or CEO -- who needs to lead a successful initiative?

    4. Technology or methodology -- what is the best approach for a successful solution?

    5. CRM or C3i -- what is the best utilization?

FIRSTmaneuver contains a review of 10 CRM vendors including Interact, Onyx, Oracle, Pivotal and Siebel, an analysis of the CRM industry, a description of C3i processes, a narrative of a C3i architecture, and includes 21 diagrams, 8 tables and a collection of campaigning resources, according to vSente. The company says the methodology is available at $895 per single copy and that excerpts from it along with the table of contents and ordering information can be found at www.vsente.com.

  This article was originally published on Tuesday Feb 27th 2001
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