What is a Twin Client and how does this become a Feature in Clintelica’s CRM?
Well, imagine your company has just landed Volvo as a client and that the service you’re selling to them is suitable for other car manufacturers. At this point, if your sales people haven’t already made a list of related prospects yet, Clintelica’s system will analyze Volvo from a Twin Client perspective and will act as a special kind of watchlist, delivering you a list of results consisting of similar companies to Volvo from the following perspectives: industry type, activity, geographical region. These results are, in fact, hot leads, because you can access them through the company’s network of contacts.
In short, our application now helps users identify in their company network contacts prospects with a high probability to become clients. It’s like having a sales assistant with a huge memory, a huge database, huge search parameters, instant response time and no coffee break lag.
Basically, you will now have the most complete list of prospects to follow up on and you will never miss an opportunity. More than this, the Twin Client Feature comes with a cleaning functionality for the companies related to contacts from the company network. This means the system cleans company names and details by verifying all information with the Official National Database.
For the time being, this is only available for companies from Sweden and Romania and it can be done in two steps:
a. an initial automatic cleaning of all companies, replacing the company names retrieved from Social Networks with the correct officially registered company names supplied by the Registry of Commerce.
b. a label system which allows users to make the appropriate changes in case the match between the Registry of Commerce information and the names already stored in the system is not secure enough.
It was inevitable, really.
Just like CRM shifted from desktop applications to cloud a few years back, following an online trend which opened doors for huge growth in the next years, CRM analysts are now following the online in delivering their content on videos rather than text, images, infographics or presentations.
We’ve just stumbled upon CRMSoftware.TV, a comprehensive platform which brings in one place all the CRM software-related videos. Basically, here you can find out what CRM is all about, what are the differences between a sales force automation system and a full Customer Relationship Management software and, best of all, you can get up-to-date with most relevant CRM solutions available and decide which one suits your needs best, based on user friendly reviews.
Be sure to browse through all sections of the website, if you’re into CRM then it will give you a strong feeling you’re finally on the right tube. We’ve been there and we’ve also left our mark. See it here.
The title kind of eliminates the need for a proper introduction. After launching our fresh Clintelica freemium application, which helps entrepreneurs and start-up companies enjoy all benefits of a fully functional Networking, CRM & Feedback application, we tried to list other ways to connect with prospects.
So, what are the best ways to connect with people outside your own network?
1. The Cold Calling Approach
Make up a list of prospects, make some research, find out who are the decision makers, make some more research and find out their contact details, decide wether you want to reach them through e-mail or phone, then start cold calling.
Efficiency: Very Low
2. The Business Meeting Type Approach
Make up a list of prospects, make some research on which business groups better in your city fit your business expectations, find out how much you have to pay to get in and then join the group and start networking in person. Some say it helps if you’ve ever participated in any kind of AA meeting beforehand, as the usual intro is: “Hi, my name is Dave and I sell biscuits. Today I’m interested in connecting with key buyers in supermarkets.”
Efficiency: Higher than cold calling, but time consuming
3. The Social Networking Approach
Make up your list of prospects, go online and use existing and successful social networks to start interacting.
Basically, all social networks these days revolve around the individual an his own network, and any kind of effort and time you put in socializing online can pay off, eventually. You just have to do it wisely and pursue your goal. For example, you could start by reading this kind of advice (good find by Robert Clay at Marketing Wisdom).
Alternatively, you could try our way:
4. The Clintelica Way
As opposed to the above, we:
- give sales people the chance to avoid cold calling and reach prospects through connections
- save time by giving sales people the opportunity to search though a huge database of people and create watchlists for people they want to reach
- shift the social perspective from the individual to the power of a company’s social capital
a) make a list of prospects
b) set up a free account on Clintelica
c) download your company’s overall e-mail and social networking contacts & upload your prospect list
d) let the Predictive CRM system work it’s magic, crosscheck your contact database & prospect list for connections, follow up on all resulting leads and close deals through networking!
Clintelica uses patented innovative ideas to help companies get new clients through intelligent networking and Predictive CRM, manage & improve existing clients through relevant CRM solutions and improve existing business relationships through instant client feedback.
Today, we have released a Freemium version of our application, which gives entrepreneurs the opportunity to use all of our innovative features for free, for up to 3 users per company. More than this, we also offer a complete database of all companies in Sweden and Romania, as part of the CRM functionality.
Just register on www.crm.clintelica.se and tell us what you think!
We’ve always focused on lead generation, and attaching the most innovative and powerful networking module in the world (Patent Approved) to our CRM has opened new business not only for our clients, but also for us.
We’ve seen the efficiency of sales calls increasing exponentially, we’ve seen companies using the Feedback Module going for the Networking Module as well, and we’ve also seen our clients enjoying the powerful benefits of the Twin Client Analysis feature which generates new leads based on the existing clients.
Well, now we’ve gone a step further for our clients and integrated in the CRM access to the full list of companies from Sweden (1,4 million companies) and from Romania (610.000 companies).
Basically, this means that the Twin Client Analysis will be able to generate more relevant leads and more relevant connections to those prospect clients.
Stay tuned for more news about future developments.
An employee of GE once said to Jack Welch. “You have paid for my hands for 24 years, but you could have had my brain for free.” Manipulative and memorable line, you will agree, and one that proves even the most successful companies fails to engage all employees. It was a big issue then, it’s still a big issue now.
Far from being just a concept in management books, employee engagement is essential to a company’s productivity. There are extensive studies showing that organizations with high employee engagement significantly increase their odds of above-average performance across their businesses. Companies that understand and implement employee engagement as a core strategy are those companies whose employees will be more profitable, more customer-focused, more motivated to succeed and less likely to leave the organization.
Real life, though, is not that poetic. According to a recent survey on Employee Engagement in the US Workforce from Modern Survey‘, it seems that only 10% of US employees feel they are fully engaged in the company they work for. 24% are “moderately engaged”, 30% feel they are “disengaged” and a staggering 37% are “under engaged”.
Now, understanding that all effort to keep company staff satisfied increases productivity is the first logical step in engaging employees. The second one is to figure out how to do it and where to act. Measuring the engagement level in any organization is complicated business, but spending a couple of hours immersed in online studies can reveal several words that pop up as drivers in engagement, so it shouldn’t be that complicated to start working on the process. Why then, it happens that we have these catastrophic results? Why are, in fact, companies around the world struggling with this particular subject?
According to their IPO Registration Statement, Facebook had 488 Million Active Users who logged in with mobile products in March 2012.
Beyond the obvious WOW generated by the huge figures, the trend is obvious: earthlings have really fallen in love with their smartphones. Of course, the signs have been there all along, as The New Yorker pointed out with their disturbingly real November 2009 cover (see below), but the predictions now show that smartphones are going for global domination.
According studies from SSI (here), or the International Telecommunications Union (here), roughly 90% or the World’s population now owns a mobile phone subscription, and smartphone sales have shown huge worldwide growth in 2011, with estimations from China and India that people over there will go ape as soon as cheaper smartphones will enter the market.
More than this, global 3G subscription stats show an increase of 35% year on year, which should send the current 17% penetration of 3G through the roof in the months to come.
All in all, there’s a new distribution channel out there, mobile usage this year is still bigger than web consumption, and companies are still trying to figure out what to do about it. In a show of complete transparency, Facebook admited that one of the biggest risk factors it faces comes from mobile usage (some are even speculating that they didn’t fix their faulty iPhone app because they wanted people to log in from their computers):
Growth in use of Facebook through our mobile products, where our ability to monetize is unproven, as a substitute for use on personal computers may negatively affect our revenue and financial results.
The same goes, more or less, for companies operating in CRM. After the huge leap from desktop customer relationship implementation to cloud systems a few years back, the mobile age is starting to shift the focus of CRM companies as we speak. And even though some feel like mobile CRM apps are slow to take off, the increase of mobile usage in the area is sort of like the sound of inevitability. The interesting fact (and the biggest opportunity) is that if the trend holds, people will not shift from web to mobile, but they will use on the go CRM solutions on top of their web time. The only issue companies will have to address asap is wether to focus first of all on innovating for the new mobile CRM delivery platform or to simply go mobile as is.
Just like in publishing, the medium is important (print / online / smartphones or tablet apps), but content is king. In the CRM market (with Social CRM estimated by Gartner at $1 billion in 2012) content kind of equals innovation, and we’ve seen some new features from players in the market. Almost all of them revolve around Social CRM, Social CRM Engagement or simple collection of data from social networks in order to create better client social profiles.
But in order to really take a giant leap into the Mobile Age, CRM will need to make small decisive steps in leveraging huge Big Data advantages (available NOW!) for predictive sales. What if the CRM system could suggest business based on existing clients, could monitor for connections with so far unreachable potential clients or what if it could alert instantly for unsatisfied clients?
What if all this was available both on the web AND on mobile platforms?
According to latest Cisco reports, global internet traffic will quadruple from 2010 to 2015, reaching 966 Exabytes (EB) per year.
Just to keep things in perspective:
1 EB = 1 000 000 terabytes = 1 000 000 000 gigabytes.
Looking a bit backwards, according to an estimation from Eric Schmidt, former Google CEO, the total of human knowledge created from the dawn of man and digitized till 2003 totaled 5 Exabytes.
These two values are so far apart in scale, dimension and time, that the logical conclusion should be that our ability to create data completely overpasses our ability to digest it. At least, that was the general consensus on the matter. Until now.
Journalist James Bamford has confirmed in a recent Wired cover story older rumors that USA’s NSA is finalizing as we speak a massive surveillance center in Utah which will be able to store and process Yottabytes of data (the biggest data measurement unit yet). (1 million Exabytes = 1 Yottabyte).
In short, this is the big data that transpired about the Utah Data Center:
It will cost roughly $2 billion dollars and it will be finished sometime late 2013.
It will store, monitor and analyze virtually all communication channels (internet, mobile phones, etc).
It will be used to try and crack the AES encryption, the cryptographic standard considered unbreakable so far “in any amount of time relevant to mortals”.
This means you needn’t worry, the Jack Bauers of the online are hard at work in dealing with Big Data issues…
A recent study from Stanford Graduate School of Business warns here that having too much (or useless) information about future negotiation partners is actually worse than having no information at all. As it turns out, the false illusion of knowing how to approach your (sales) meeting made participants 46% less likely to identify important issues in the negotiation. That’s not to say checking out people’s profiles on LinkedIn or Facebook before knowing them in real life is totally bad, but it can very well take your mind off the important issues in the game.
So don’t go running for client intelligence in all the wrong places.
Instead, get yourself introduced to your partners by a trusted third party. Because statistically, clients are willing to pay up to 25% more in an environment that they trust.
According to Gartner, the CRM global arena is a 10 billion euro industry, with an annual growth rate of more than 25%. In total, it is estimated that more than 1 million companies use a CRM system, which also means there is vast potential for the years to come.
That’s a big market.
But how will CRM look like in five years from now? Well, that’s a question for analysts to ask (check out here an interesting piece from Software Advice), and for key players or influencers to answer.
The trends highlighted by Lauren Carlson with expert advice in the article from Software Advice relate to the following…
…or how companies can benefit from customers sharing their positive brand experiences on social networks.
Market Research has now reached a point where it’s too much about anonymous respondents, even though in this day in age, people tend to build their Social Media reputation based on the product reviews they write and talk about.
This is why I believe 2012 will have to bring a huge change, because companies will start to realize the dormant power of social media influence on brands. Satisfaction Sharing. SatShare, if I may.
Let’s say you analyze a Market Research report where 50% of your 1.000 respondents have given positive reviews. In a conventional situation, these 500 people would end up in a spreadsheet and clearly, important decisions would be taken based on this. But if you took an innovative approach to this figure and gave these 500 people the opportunity to share their satisfaction on social networks, then you’d stand a good chance of reaching about 50.000 people instantly, considering at least 100 of them would share the info to 500 friends (on average)…