• Mobile CRM Dilemma: Innovation vs. Delivery

    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?

    Photo: Shutterstock

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  • Game Changing Combination: Big Data, Sales and Predictive CRM

    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…

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  • Taking Business Networks Into The Next Web

    If you’re a sales person, chances are you’re already active member of a business network like BNI or Arndt’s.

    Cold calling is time consuming, inefficient and totally demotivating, so attending meetings where you meet new people and exchange contacts with members from different industries is certainly a much more efficient sales strategy.

    We’re now taking these networks to the next level, by giving members the possibility to access information in Clintelica’s Online BizNet Environment.

    Members of a group will now be able to

    - browse through a huge database of contacts

    - search for people by name, position or company

    - save searches as Watchlists in order to constantly monitor for new clients and be alerted as soon as new prospects that fit their search patterns enter the network.

    This is how it works:

    What do you think?

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  • Clintelica Network CRM Presentation

    Our presentation on SlideShare looks like this.

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  • (VIDEO) Why Cold Calling Doesn’t Work…

    … and what you can do about it.

    Watch the video and come back soon for more.

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  • Networking in the Big Data Social Business World

    Introducing the first in a series of Clintelica Business2Network Infographics.

    The pieces of the puzzle are starting to fall into place regarding the generation of leads through networking in the Social Big Data Business World.

    On one side, we have clients and prospects which can generate at least 5 times more suspects based on industry type, company size and other similarities…

    …and on the other side we have the company’s social capital, represented by the overall gathered connections of all the employees in the company. 

    See the results?

    Direct link to the Infographic on Visual.ly here.

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  • Useless Information vs Trust in Sales Meetings

    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.

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  • Clintelica, One of the 3 Best Innovations in the Cloud

    “Congratulations, your contribution is one of the three that we nominated to present and also take home one of the slots 1, 2 or 3 in the Swedish Innovation in the Cloud.”

    By our standards, that’s not exactly a bad way to start the day.

    In short, we are thrilled to find out that the basic idea behind all the work we do here at www.clintelica.eu is gaining traction: reinventing the way sales are made is not an easy task, but we have always felt that as long you aim for the impossible, great things stand to happen.

    Basically, Cloud Camp is an unconference (a term usually associated to a wide range of participant-driven gatherings that try to avoid one or more aspects of a conventional conference). Originally started in the US, the Cloud Camp concept is now spread widely around the globe and is becoming a global meeting point for all people interested in Cloud Computing.

    It seems that over 20 contributions went into the last phase and the idea behind the Clintelica application ended up as one of the top 3 that will be presented during the event. The focus of the jury was on innovation and on the best ways to use the cloud. You can read more about the nominees here.

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  • Small World

    Milgram’s “Small World” experiment in the 70′s was one of the most controversial of it’s time: Milgram showed that the human society is a network and that everybody is on average 6 people away from anybody else through his/her connections.

    Since Facebook was not invented at the time, to prove his theory Milgram used a chain correspondence system: individuals were asked to send a letter to other randomly selected individuals living in other cities. If the sender did not know the targeted person, they were asked to send the letter to somebody else they thought might know the target and so on. Milgram measured how many nods were necessary until the letter reached the destination and concluded that the people in the US are separated on average by 6 people, thus the wide spread expression “six degrees of separation” between people.

    In today’s explosion of social networks, the above experiment does not seem so implausible anymore and, depending on business/industry, the average number of connections between people is probably far lower than 6: social networks have made it visible for us all how interconnected we really are and how close we are to anybody through our connections. Just type in a person’s name on LinkedIn and you will get instant access to the information on how you can reach that person through 2nd and 3rd degree connections.

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