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Louis Columbus
The Only Resolution That Matters
01/05/07 4:00 AM PT | CRM Buyer | 1164 Words

Changing the perspective of what it means to be relevant to customers as their needs change is all that matters. Louis Columbus , a CRM Buyer columnist, is a former senior analyst with AMR Research . He has worked with enterprise clients on...

Louis Columbus
2007: The Year Customer Churn Reshapes Industries
12/29/06 4:00 AM PT | CRM Buyer | 1178 Words

Thank you for reading this column and may you and your family have a happy and healthy New Year. Louis Columbus , a CRM Buyer columnist, is a former senior analyst with AMR Research . He has worked with enterprise clients on...

Louis Columbus
2006 Prediction Scorecard From an Accidental Analyst
12/22/06 4:00 AM PT | CRM Buyer | 1141 Words

I'm just so thankful I've had a chance to hopefully entertain and educate in these columns. Louis Columbus , a CRM Buyer columnist, is a former senior analyst with AMR Research . He has worked with enterprise clients on defining solutions to their...

Louis Columbus
No Customer Left Behind
12/08/06 4:00 AM PT | CRM Buyer | 1035 Words

When no customer is left behind in channel strategies, the forecasts appear more real, but not until then. Louis Columbus , a CRM Buyer columnist, is a former senior analyst with AMR Research . He has worked with enterprise clients on defining...

Louis Columbus
Fixing Business Development With CRM
09/22/06 4:00 AM PT | CRM Buyer | 940 Words

Bottom line: It's time for many companies to step up and bring business development and sales to the forefront of their efforts, using CRM as the tool to combine efforts into an aggressive new series of strategies for mining and closing business. Louis ...

Louis Columbus
The Seven Deadly Sins of CRM
09/01/06 4:00 AM PT | CRM Buyer | 1039 Words

That is what lasting change is all about. Louis Columbus , a CRM Buyer columnist, is a former senior analyst with AMR Research . He has worked with enterprise clients on defining solutions to their channel management, order management and service lifecycle management...

Louis Columbus
CRM's Top Ten Unmet Needs
08/11/06 4:00 AM PT | CRM Buyer | 1192 Words

Bottom line: The CRM vendors who will survive are already thinking in terms of unmet needs, abandoning the feature-and-function wars, and working hard to stay relevant to their customers and prospects. Louis Columbus , a CRM Buyer columnist, is a former senior analyst...

Louis Columbus
Auto Manufacturers Set the Standard for Competing on Time
08/04/06 5:00 AM PT | CRM Buyer | 1079 Words

Yet, more importantly, when CRM systems are aligned to measure how responsive and mindful of your customers' time your sales reps, channel partners, dealers, distributors and service organization are, you suddenly align with what matters most to everyone these days: using time as efficiently as possible. Louis ...

Louis Columbus
It's Time to Re-Evaluate Your CRM Vendor's Viability
07/21/06 5:00 AM PT | CRM Buyer | 925 Words

Bottom line: Completing a viability assessment of your CRM vendors now can save you the time of having to potentially replace them in the future. Louis Columbus , a CRM Buyer columnist, is a former senior analyst with AMR Research . He...

Louis Columbus
Manufacturers Learn Valuable Lessons Selling Through Channels
07/07/06 5:00 AM PT | CRM Buyer | 1095 Words

Unifying collective needs to sell more goods profitably is what best practices in quoting and configuration are all about. Louis Columbus , a CRM Buyer columnist, is a member of the Cincom Manufacturing Business Solutions Team and a former senior analyst with AMR...

Louis Columbus
Managing Knowledge Globally: Lessons Learned on the Great Barrier Reef
06/30/06 6:00 AM PT | CRM Buyer | 884 Words

Get to know them and their challenges, and you'll be better and stronger in your job for it. Louis Columbus , a CRM Buyer columnist, is a member of the Cincom Manufacturing Business Solutions Team and a former senior analyst with AMR Research...

Louis Columbus
Where Companies Are Getting Search Engine Marketing Results
06/23/06 5:00 AM PT | CRM Buyer | 1083 Words

Bottom line: Generating leads and closing sales is the ultimate measure of the success of Search Engine Marketing, and those companies getting results are balancing investments in paid search and SEO to find prospects that were unreachable through traditional lead generation techniques. Louis ...

Louis Columbus
How Marketing Is Getting Its Groove Back
06/09/06 5:00 AM PT | CRM Buyer | 1060 Words

There is a huge difference, and in those strategies to generate trust is where marketing is getting its groove back. Louis Columbus , a CRM Buyer columnist, is a member of the Cincom Manufacturing Business Solutions Team and a former senior analyst with...

Louis Columbus
Service Oriented Architectures Get Sell-Side Religion
05/26/06 5:00 AM PT | CRM Buyer | 931 Words

The bottom line of all this is that SOA frameworks are showing the potential not only to reduce costs, but also to drive strategies for customer retention and growth. Louis Columbus , a CRM Buyer columnist, is a member of the Cincom Manufacturing...

Louis Columbus
Does CRM Make Virtual Teams Work?
05/19/06 5:00 AM PT | CRM Buyer | 877 Words

Where CRM has been most effective first and foremost is in spurring competition on performance. Louis Columbus , a CRM Buyer columnist, is a member of the Cincom Manufacturing Business Solutions Team and a former senior analyst with AMR Research . He has...

Louis Columbus
Birth of a Salesman
05/05/06 5:00 AM PT | CRM Buyer | 1124 Words

The best salespeople draw on an inward intensity and project an outward focus that those dodging accountability would do well to imitate. Louis Columbus , a CRM Buyer columnist, is a member of the Cincom Manufacturing Business Solutions Team and a former senior...

Louis Columbus
Recruiting Your Customers' CEOs to Conferences
04/28/06 5:00 AM PT | CRM Buyer | 1015 Words

This vendor's road map is more aligned with the market than it has been in years. Louis Columbus , a CRM Buyer columnist, is a member of the Cincom Manufacturing Business Solutions Team and a former senior analyst with AMR Research . He...

Louis Columbus
Beating Blog Envy
08/19/05 5:00 AM PT | CRM Buyer | 800 Words

My Blind Dog the Blogger
Jokingly I registered my dog Juneau as J. Columbus, CIO , on a bounce-back card to get a free subscription to an industry magazine that focuses on blogging and its role in the IT...

Louis Columbus
Don't Manage Your Channels by Crisis
11/03/08 4:00 AM PT | CRM Buyer | 657 Words

Louis Columbus is senior manager, enterprise systems at Cincom Systems and a former senior analyst with AMR Research . He has worked with enterprise clients on defining solutions to their channel management, order management and service lifecycle management strategies. He also teaches...

Louis Columbus
Social Networking: Still Challenged by Enterprise Complexity
10/20/08 4:00 AM PT | CRM Buyer | 1029 Words

Louis Columbus is senior manager, enterprise systems at Cincom Systems and a former senior analyst with AMR Research . He has worked with enterprise clients on defining solutions to their channel management, order management and service lifecycle management strategies. He also teaches...

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