THE ASP REINCARNATION

Software as a service is growing in popularity among large corporations and small businesses alike for CRM and other applications.

Recommended Web Site - Selling to Big Companies

I recently came across this web site in my travels. I must say that it's chock- full of valuable information and strategies about how to Sell to Big Companies. If you're in sales, this is a must- see resource site.

Here's a brief bio about its founder:
Jill Konrath is founder of the Selling to Big Companies web site and President of LEAPFROG-Strategies. She's a recognized expert in complex sales strategies and creating business value for B2B sales organizations.
For over 20 years she has helped salespeople, entrepreneurs and consultants leverage high-gain strategies for increased business results.

P.S - Be sure to listen to Jill's insightful radio interviews for helpful tips to getting your foor in the door of large corporations.
Jill has also created an interesting web blog with selling tips & strategies to help you win big contracts.

CRM Technology enables one-to-one customer relationships
by Geoff Light - DM Review Magazine

The toughest challenge in managing customer relationships is not a lack of data, but a lack of immediately available, organized data to power a personalized, one-to-one customer experience. Read on....

Recommended reading: CRM at the Speed of Light
by Paul Greenberg

Updated to reflect the major changes in Customer Relationship Management (CRM) in the last few years, this third edition of CRM at the Speed of Light: Capturing and Keeping Customers in Real Time is a must-read for executives looking to leverage the latest technologies on the market to reach and retain customers. Learn CRM concepts, discover what tools are available and which ones are suitable for your business, and get practical, expert advice on avoiding common pitfalls

Recommended reading: The One to One Future
by Don Peppers and Martha Rogers

In 1993, Don Peppers and Martha Rogers Ph.D. introduced the concept of one-to-one marketing in their book The One to One Future: Building Relationships One Customer at a Time. This book started the one-to-one revolution and has been published in 13 languages with more than 300,000 copies in print. The companion video hosted by Don Peppers and Martha Rogers, Ph.D. takes you on a tour of the one-to-one paradigm presented in The One to One Future.

"Service Firms Need Customer Tune-Up " ***

A new study from RainToday.com indicates that many professional services companies may be fooling themselves into believing they are creating long-term, loyal relationships when in fact their success is quite tenuous, reflecting a gap in communication and one-to-one skills.

***N.B. - Click on the title to read it, but please keep in mind that you may need to register at 1to1.com to view the entire article.

When Small Business Packages Have Enterprise Appeal
by Charles Chewning Jr.

As an APS-based business management system, NetSuite can effectively serve the needs of small medium businesses. Its integrated application uses three distinct building blocks: customer relationship management, back-office ERP and accounting, and a robust set of e-commerce applications.

Why Are CRM and Analytics Intrinsically Connected?
by P.J. Jakovljevic

The new metrics of customer profitability, lifetime value, and wallet share are needed to supplement the traditional metrics of market share and penetration. Typical functional components of marketing automation include customer data cleansing and analysis tools, and campaign management systems.

The Market Impact of Two Powerhouses
by P.J. Jakovljevic

This is an analysis of the equivalent moves of two superpowers to secure the lower-end of the market, also known as the small-to-medium enterprise (SME) market segment. One is Microsoft Business Solutions (MBS), the other is UK-based the Sage Group.