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.