Data Center

Wed, November 04, 2009 - Companies need to explore a multitude of related cloud expenses to ensure that costs don't ultimately outweigh the technology's benefits. Chris Curran shares some key questions regarding architecture, process and flexibility.

Mon, November 02, 2009 - Many companies buy CRM consulting services the way they buy hardware: Fixed price. What if this just isn't the right model, no matter how good a price you get?

Mon, October 26, 2009 - Here's some practical advice on how to make sure your sales reps and CRM system are playing nicely and wisely regarding a lead's age.

Mon, October 19, 2009 - As a first step in sorting through the cloud hype, an IT group needs to gain a clear view of its systems portfolio in the context of business needs and pain points. Chris Curran shares some practical advice as you identify your first candidates for cloud services.

Mon, October 19, 2009 - Infrastructure-as-a-service (IaaS) cloud platforms can give IT groups flexibility and instant capacity, at compelling prices. But the promise won't become reality unless you pick the right kind of applications and use cases, says Forrester's James Staten.

Thu, October 08, 2009 - Whether you use CRM systems to drive your forecasts or not, you'll hear the sales folks talking about an opportunity funnel. All too often, though, little makes it through the funnel into real sales. What's the deal and how can your CRM system be the core of the solution?

Mon, October 05, 2009 - CRM systems typically have records for sequential activities - campaigns, tasks, meetings, and notes. Use the wrong one for your particular information, and you'll end up with almost no reporting or analytical perspective on the customer interaction.

Mon, September 28, 2009 - You'd think that "marketing automation," like "sales automation," would be part of a CRM system. In theory, sure. But in practice, you need to know how these systems fit together and how they don't.

Mon, September 21, 2009 - Unlike most enterprise applications, CRM systems have users who want to be administrators. Danger lies ahead! Here's advice on how and why to just say no to admin rights.

Tue, September 15, 2009 - Forrester's Paul Roehrig has some advice for IT leaders investigating cloud service providers. Here's his take on how to get started on separating the marketing noise from the must-haves.