Customer Relationship Management (CRM)
Strategic CRM concentrates upon the development of a customer-centric business culture.
The focus of a business on being customer-centric (in design and implementation of their CRM strategy) will translate into an improved CLV.
The primary goal of CRM systems is integration and automation of sales, marketing, and customer support. Therefore, these systems typically have a dashboard that gives an overall view of the three functions on a single customer view, a single page for each customer that a company may have. The dashboard may provide client information, past sales, previous marketing efforts, and more, summarizing all of the relationships between the customer and the firm. Operational CRM is made up of 3 main components: sales force automation, marketing automation, and service automation.
Sales force automation works with all stages in the sales cycle, from initially entering contact information to converting a prospective client into an actual client. It implements sales promotion analysis, automates the tracking of a client's account history for repeated sales or future sales and coordinates sales, marketing, call centers, and retail outlets. It prevents duplicate efforts between a salesperson and a customer and also automatically tracks all contacts and follow-ups between both parties.
Marketing automation focuses on easing the overall marketing process to make it more effective and efficient. CRM tools with marketing automation capabilities can automate repeated tasks, for example, sending out automated marketing emails at certain times to customers, or posting marketing information on social media. The goal with marketing automation is to turn a sales lead into a full customer. CRM systems today also work on customer engagement through social media.
Service automation is the part of the CRM system that focuses on direct customer service technology. Through service automation, customers are supported through multiple channels such as phone, email, knowledge bases, ticketing portals, FAQs, and more.
The role of analytical CRM systems is to analyze customer data collected through multiple sources and present it so that business managers can make more informed decisions. Analytical CRM systems use techniques such as data mining, correlation, and pattern recognition to analyze the customer data. These analytics help improve customer service by finding small problems which can be solved, perhaps by marketing to different parts of a consumer audience differently. For example, through the analysis of a customer base's buying behavior, a company might see that this customer base has not been buying a lot of products recently. After scanning through this data, the company might think to market to this subset of consumers differently, to best communicate how this company's products might benefit this group specifically.
The third primary aim of CRM systems is to incorporate external stakeholders such as suppliers, vendors, and distributors, and share customer information across groups/departments and organizations. For example, feedback can be collected from technical support calls, which could help provide direction for marketing products and services to that particular customer in the future.
Customer data platform
Main article: Customer data platform
A customer data platform (CDP) is a computer system used by marketing departments that assembles data about individual people from various sources into one database, with which other software systems can interact. As of February 2017 there were about twenty companies selling such systems and revenue for them was around US$300 million.
Bournemouth (/ˈbɔːrnməθ/ (audio speaker iconlisten)) is a coastal resort town on the south coast of England. At the 2011 census, the town had a population of 183,491. With Poole to the west and Christchurch in the east, Bournemouth is part of the South East Dorset conurbation, which has a population of 465,000.
Before it was founded in 1810 by Lewis Tregonwell, the area was a deserted heathland occasionally visited by fishermen and smugglers. Initially marketed as a health resort, the town received a boost when it appeared in Augustus Granville's 1841 book, The Spas of England. Bournemouth's growth accelerated with the arrival of the railway, and it became a town in 1870. Part of the historic county of Hampshire, Bournemouth joined Dorset for administrative purposes following the reorganisation of local government in 1974. Through local government changes in 1997, the town began to be administered by a unitary authority independent of Dorset County Council, although it remains part of that ceremonial county. Since April 2019 the unitary authority has been merged with that of Poole, as well as the non-metropolitan district of Christchurch to create the Bournemouth, Christchurch and Poole unitary authority.
The town centre has notable Victorian architecture and the 202-foot (62 m) spire of St Peter's Church, one of three Grade I listed churches in the borough, is a local landmark. Bournemouth's location has made it a popular destination for tourists, attracting over five million visitors annually with its beaches and popular nightlife. The town is also a regional centre of business, home of the Bournemouth International Centre or BIC, and a financial sector that is worth more than £1 billion in gross value added.