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While the vast majority of CRM and SFA software solutions available today focus on improving sales efficiency by automating sales business processes, few tools truly deliver superior sales effectiveness. Selling organizations need to carefully examine and round off the core functions of the sales process, of which sales messaging is critical. In th...

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This market insight discusses the importance of the 'process' aspect of CRM in customer retention. This is illustrated with the help of a case study of a leading internet service provider, where we discuss some of the challenges faced by the company in customer retention, and the lessons learnt. Some of the process-centric best practices in custome...

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The distribution channel of the POS industry is one of the most complicated one with a lot of entities having different levels of purchase decisions involved. This research service address the complex relations among the various channel partners and defines the roles played by each channel member. The distribution structure varies for each tier o...

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