Resources
Measuring the return on technology investment
Why it’s important to articulate business value across the customer life cycle
It is increasingly important for IT leaders to articulate business value across the customer life cycle and demonstrate the quantitative value of technology investments. This article explains how technology vendors can help customers blend quantitative and qualitative data to demonstrate the benefits of new technology investments, thereby positioning IT as a strategic partner instead of a cost centre.
Improving the Customer Dimension
Four steps to an effective customer dimension
An effective customer dimension can help you provide insights quickly and fit your long-term business intelligence needs. This article spells out the most important considerations in building or improving a robust customer dimension. We offer recommendations that are relevant for business intelligence challenges shared by start-ups and Fortune 500 corporations alike. We’ll discuss why you should plan for core business needs, prepare for flexibility, prioritise for swift adoption, and design with the future in mind.
Customer Insight
Strategic intelligence across the technology adoption life cycle
As individuals become more socially empowered and technologically savvy, businesses need to be as agile as their customers. This article explores how businesses can develop that agility through customer intelligence—a way of looking at business that is customer-centric and interdisciplinary. We’ll discuss how you can become a customer advocate, focus on customer value, build an intelligence engine, and know when to engage a strategic intelligence partner. By valuing visibility into the customer experience, you have the chance to build intelligent relationships with customers that drive revenue and increase profits.
Extraordinary Customer Reference Programmes
Three Essential Elements
Customer references are essential sales and marketing resources. They can help accelerate sales cycles and win bigger deals—but not every customer reference is as excellent as the next. Finding the right reference for each opportunity can make the difference between a fizzled-out deal and an excited new customer. This paper will introduce you to customer reference programmes and help you learn how to get started and get the support needed for a successful programme.
