Posted in October 2009

The Evolution of Social Media’s ROI

Conversations with customers of late have unearthed some interesting takes on measuring the value that social media and related marketing initiatives bring to a company, and how they’re changing the way in which marketers will be measuring their impact. There’s still something of a chasm between knowing that social media is important and actually justifying … Continue reading

Getting to the Decision Makers with Social Media

In the world of B2B selling…such as selling CRM software to the head of IT at a business…I’ve watched as salespeople will jump through hoops to try to gain access to the decision marker. Whether it’s the VP of technology, a business’ COO or a director, the ability to gain access to the person with … Continue reading

Lead Nurturing the Social CRM Way

Recently I’ve been working with colleagues on some surveys that we’re planning to dispatch to customers in an effort to more finely tune our definition of a “lead,” and at the same time measure the level of CRM expertise a potential client has when they begin the sales process with us. In the process, it’s … Continue reading

SugarCRM and Open-Xchange – Managing Your Social CRM

SugarCRM is partnering with open source groupware provider Open Xchange, a move that offers yet even more choice for enterprises of all sizes looking for affordable, flexible software solutions. But the move is a little more than a “Microsoft alternative” situation. While Open-Xchange does of course handle a lot of the tasks as Microsoft’s tool, … Continue reading

The Changing Nature of Open Source’s Value

I recently came across this post by Gartner analyst Brian Prentice, in which talks about his perception that the “narrative” behind open source is fading away. But let’s be clear here. While the romantic open source narrative is failing, Open Source continues to get stronger. And it’s doing so because it is becoming an integral … Continue reading