customer relationship management

(redirected from Relationship Capital Management)
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customer relationship management (CRM)

a strategic concept which focuses on business competencies, processes and technologies required to effectively service the needs and requirements of a firm's customers. As such CRM embraces key MARKETING activities and related INFORMATION MANAGEMENT in order to keep existing customers and attract new ones. The issue of customer retention has taken on a new imperative in the digital age, with the INTERNET and E-COMMERCE providing customers with greater opportunities to compare prices, switch suppliers etc. CRM recognises that businesses need to use these new technologies more proactively to their own advantage, either by developing IT capabilities in-house or relying on outside IT specialists, to provide call centres, sales force automation, marketing and data analysis and website management.
References in periodicals archive ?
We are excited to offer the first relationship capital management solution to the Lotus Domino community.
Leverage Software is a leading provider of relationship capital management (RCM) solutions that empower sales professionals and enterprises to discover, analyze and leverage relationships within their organizations to accelerate revenue opportunities.
Relationship Intelligence and Relationship Capital Management are registered trademarks of Leverage Software.
Leverage Relationship Intelligence successfully delivers a Relationship Capital Management platform that equips sales professionals with strategic and timely knowledge to accelerate sales cycles," said Joseph Kleinschmidt, chief technology officer and co-founder of Leverage Software.
Relationship Capital Management (RCM) is recognized by many of today's leading industry analysts and industry pundits as technology that will profoundly impact the sales processes across both emerging and Global 2000 companies.
The ability to gain access and insight into key deal influencers is a driving force in the rapid and widespread adoption of Relationship Capital Management by sales professionals," said Mike Walsh, CEO and co-founder of Leverage Software.
Indeed, relationship capital management goes far beyond simply revealing who knows whom, but affords users the ability to uncover individuals that might be influential in a sales cycle based on an entire range of relationship criterion.
Beyond direct sales assistance, organizations have also successfully used InterAction's relationship capital management capabilities to increase the effectiveness of more traditional marketing programs.
An executive white paper entitled Relationship Capital Management -- Going Beyond Social Networking To Sell In Relationship-Based Organizations, published by the research and analyst firm, The Aberdeen Group, details Interface Software's corporate social networking capabilities.
Visible Path Corporation, developer of relationship capital management software and services, announced today it has completed an initial close of $3.
com ) develops a Relationship Capital Management (RCM) platform that uses social network analysis to locate, leverage and create relationship capital across the enterprise.
While corporate social networking has been around for years, most of the newcomers into the marketplace do not fully understand the complexity of relationship capital management in a business setting," said Nathan Fineberg, Interface Software's president and CEO.

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