中國crm行業(yè)實踐反思(更新版)
【正文】 戶實現(xiàn)CRM企業(yè)。問題是在于CRM供應(yīng)商，在招投標過程中或者搶單過程中，更多的結(jié)果是惡意的價格競爭。中國CRM行業(yè)實踐反思跟兩年前的不同是，現(xiàn)在國內(nèi)的CRM行業(yè)越來越趨向于理性化，尤其是表現(xiàn)在企業(yè)用戶上。 惡意價格競爭怪圈在國內(nèi)的CRM市場上，經(jīng)常會出現(xiàn)多家供應(yīng)商一起投標的情況，畢竟企業(yè)用戶也越來越規(guī)范，更多的利用招標來有效的尋找和選擇最適合自己企業(yè)的CRM供應(yīng)商。 遠離了理念的唯技術(shù)先進論當CRM供應(yīng)商在沒有理論和方法論的積累的時候，它們就要開始拋棄軟性的東西，而開始強調(diào)產(chǎn)品。在沒有一個專業(yè)人才群體的支撐下，這個行業(yè)的發(fā)展必然是遲緩或者吃力的。 咨詢和培訓與CRM系統(tǒng)的平衡我們一直強調(diào)CRM系統(tǒng)僅僅作為實現(xiàn)的工具，最主要的是企業(yè)的CRM能力和客戶執(zhí)行力，而這一部分，更多的是需要借助于咨詢和培訓服務(wù)。s core business starts to desalinate, product pattern more and more obvious, this actually creates the customer more and more painfully, the project is more and more awkward, the service grows more and more does not have the stamina. Must change this kind of present situation, is must realize the product and service stripping, simultaneously also requests the CRM service business to be able to refine the consultation theory system and the methodology maturity.The CRM merchant customer subdivides makes CRM instead own not to carry on the customer to subdivide with the customer value localization, this is the very interesting phenomenon. Although the CRM supplier in instills into CRM to the enterprise users the idea, however they actually not necessarily in to this carry on the operation instruction. The customer subdivides, meant the CRM supply trade needs to pay attention to own goal customer classification, understood their characteristic and the demand, simultaneously based on the customer value localization, set a target in the customer classification value rank, thus can effective provide the different difference service, causes the pany operation flow to be more effective.Was far away the idea only technological advance to discuss when the CRM supplier was not having the theory and the methodology accumulation, they had to start to get rid of the soft thing, but started to emphasize the product. In the product, emphasis technology Sophistication which they can talk endlessly, forms in one kind of CRM profession only technological advance theory, looked like adopts the most advanced technical CRM system to be able to cause the enterprise user to realize the CRM enterprise. We may guess, this kind of CRM supplier
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