White Papers

Marketing Analytics Guide

The pressure on the marketing department to produce quality leads for the sales team is an eternal struggle for many companies. Produce too few leads and Sales will want to know what you are spending your valuable marketing budget on, produce too many and they will complain that they are unable to cope with the demand.

Marketing Analytics can help with this. By identifying what works and what doesn’t, marketing departments can aim to provide sales with a steady and consistent stream of prospects for their pipeline. However, the way that you analysis data must be as evolutionary as the way that you market. What works for Quarter 1, will not necessarily work for Quarter 3. Marketing Analytics cannot give all of the answers but it can help you on your way.

Customer Service and Support Guide

Good service is not optional - Companies now realise that delivering good customer service is not an option. It's essential to survival. So in the last decade there has been an explosive change in the way that companies deliver customer service. And the importance of the customer services department in the corporate hierarchy. There has been an equally explosive growth in the range of tools for delivering customer service. The web, call centres, SMS, knowledge management and a host of logistics tools, of scheduling tools and of planning tools have made the customer services department a potential hot bed of innovation in technology.

But really it's only just beginning.

The Forrester Wave^TM

Midmarket Sales Force Automation, Q4 2005

In this report, Forrester Research evaluated eight leading on-premise sales force automation (SFA) products on a comprehensive set of over 150 criteria.

Maximizer Enterprise was rated #1 in "current offerings" when they rated key areas including product breadth, deployment options, setup, sales management & analysis functions, usability, integration, services and cost.

In the detailed report, Forrester notes "Maximizer Enterprise is a full CRM suite that spans sales, service, marketing, partner portals, and customer self-service. The product appeals to small businesses looking for a lower cost, prepackaged solution that they can roll out quickly and easily."

If you're currently evaluating CRM solutions, this exclusive report is a must-read!

The Financial Realities of CRM:

A Guide to Best Practices, TCO and ROI

If you’re a small or medium-sized business thinking about investing in CRM solutions to give yourself a competitive edge, get this latest report from The Yankee Group. With this guide, gain insight into issues you need to consider before purchasing and implementing a CRM solution.

Here’s what you will learn:

• The new approach to evaluating CRM options based on your needs.
• A framework for measuring the Total Cost of Ownership (TCO) of a CRM solution.
• TCO results from Kingstone's survey including hosted and licensed options.
• How to link your CRM initiative with business performance to measure return on value.
• How to measure CRM return on investment (ROI) using Key Performance Indicators.
• Yankee Group's recommendations on CRM vendor selection and implementation.

Can CRM Software really work for midsize companies?

The leading corporations in the Western economies have highly efficient customer management infrastructures and cultures despite some misdirected investment in both ERP and CRM systems. The last fifteen years have seen a business background of unprecedented complexity and establishing the right customer strategy has been a massive challenge. Radical transformation and the consequent investment in appropriate IT, process and culture has not been replicated in the majority of midsize companies. The opportunity is now at hand for midsize organisations to learn from experience and to utilize both new technology and fresh ideas to allow them to compete against rivals who may already have a dangerous lead.

Hewson Group Profile For Maximizer Software

The midmarket for any software application is an extremely large entity and very hard to define. It probably extends at the low end from companies with about 30 employees, to companies with maybe 2000-3000 employees at the higher end of the market.

Providing the right depth of functionality together with the delivery of both sales and service at an affordable cost is a challenge. The challenge is made greater by the sheer size and diversity of the midmarket.

Win new customers

A four-phase approach to sales success

Competition is tough. Today's top organisations are more nimble and better equipped to win new customers. How is your company going to win more customers as each customer relationship becomes more valuable? With this CRM spotlight from Maximizer Software's Business Agility Series (Report I), understand how to adopt a Four-Phase process using sales best practices to boost your bottom line and remain competitive, including:

• Walking away from the losing propositions while focusing your sales time on qualified opportunities
• Creating a win-win situation for your sales staff and your customer
• Identifying buyer motivations and building credibility
• Critical skills required for sales people to compete in today's world

Business Intelligence

The key to optimizing sales, marketing, and bottom line results

Creating actionable business intelligence is a key success factor for any company wanting to boost their performance to new levels. Companies of all sizes face cut-throat competition and need every tool they can get their hands on to increase marketing efficiency, improve sales effectiveness, and strengthen customer relationships in a cost-effective way. With this CRM spotlight from Maximizer Software's Business Agility Series (Report II), learn how to create actionable business intelligence with a customer relationship management (CRM) solution and be empowered to:

• Make informed decisions about which marketing campaigns work best.
• Quantify performance of sales representatives and coach them by determining specific areas where improvements are needed.
• Increase customer retention.
• Determine the best ways to cross-sell and up-sell existing customers.
• Capture customer insights into how products and services can be enhanced and create a feedback loop for customers.