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The drag and drop Contact Flow Editor allows you to create contact flows that define effective and efficient customer interactions without any coding. \r\n<span style=\"font-weight: bold;\">Scalable and elastic</span> \r\nThere is no infrastructure to deploy or manage, so you can scale your Amazon Connect contact center up or down, onboarding up to tens of thousands of agents in response to business cycles and paying only for the time callers are interacting with Amazon Connect plus any associated telephony charges. \r\n<span style=\"font-weight: bold;\">Pay as you go</span> \r\nAs an on-demand service, you pay for Amazon Connect usage by the minute with no long-term commitments or upfront charges. There is no minimum monthly fee. You are charged based on the number of minutes you use Amazon Connect to engage with your end customers, at the specified per minute rate. Pricing is not based on capacity, agent seats, or maintenance. \r\n<span style=\"font-weight: bold;\">Reliable</span> \r\nAmazon Connect runs on Amazon Web Services proven infrastructure operating 42 Availability Zones within 16 geographic regions around the world. This makes Amazon Connect more highly available, fault tolerant and scalable than would be possible if a contact center solution was run from a single data center. \r\n<span style=\"font-weight: bold;\">Open platform</span> \r\nAmazon Connect is an open platform so it is easy to integrate with other systems such as customer relationship management (CRM) solutions or the AWS platform. For example, you can use AWS Lambda to run code for a serverless application or backend service to build contact flow experiences that adapt to your customer needs in real time. And Amazon S3 can be used to store call recordings, where you can control access and lifecycle of the data.\r\n","shortDescription":"Amazon Connect - AWS Cloud. Simple to use, cloud-based contact center","type":null,"isRoiCalculatorAvaliable":false,"isConfiguratorAvaliable":true,"bonus":100,"usingCount":0,"sellingCount":0,"discontinued":0,"rebateForPoc":0,"rebate":0,"seo":{"title":"Amazon Connect","keywords":"Amazon, Connect, contact, customer, with, service, center, manage","description":"Amazon Connect is a self-service, cloud-based contact center service that makes it easy for any business to deliver better customer service at lower cost. Amazon Connect is based on the same contact center technology used by Amazon customer service associates ","og:title":"Amazon Connect","og:description":"Amazon Connect is a self-service, cloud-based contact center service that makes it easy for any business to deliver better customer service at lower cost. Amazon Connect is based on the same contact center technology used by Amazon customer service associates ","og:image":"https://old.roi4cio.com/fileadmin/user_upload/amazon_connect.png"},"eventUrl":"","translationId":1234,"dealDetails":null,"roi":null,"price":null,"bonusForReference":null,"templateData":[],"testingArea":"","categories":[{"id":71,"title":"CRM - Customer Relationship Management","alias":"crm-customer-relationship-management","description":"<span style=\"font-weight: bold;\">Customer service</span> is the provision of service to customers before, during and after a purchase. The perception of success of such interactions is dependent on employees &quot;who can adjust themselves to the personality of the guest&quot;. Customer service concerns the priority an organization assigns to customer service relative to components such as product innovation and pricing. In this sense, an organization that values good customer service may spend more money in training employees than the average organization or may proactively interview customers for feedback.\r\nA <span style=\"font-weight: bold;\">customer support</span> is a range of customer services to assist customers in making cost effective and correct use of a product. It includes assistance in planning, installation, training, trouble shooting, maintenance, upgrading, and disposal of a product. These services even may be done at customer's side where he/she uses the product or service. In this case it is called &quot;at home customer services&quot; or &quot;at home customer support.&quot;\r\nRegarding technology, products such as mobile phones, televisions, computers, software products or other electronic or mechanical goods, it is termed technical support. \r\nCustomer service may be provided by a person (e.g., sales and service representative), or by automated means, such as kiosks, Internet sites, and apps.\r\n<span style=\"font-weight: bold;\">CRM </span>(Customer Relationship Management) is an approach to manage a company's interaction with current and potential customers. It uses data analysis about customers' history with a company to improve business relationships with customers, specifically focusing on customer retention and ultimately driving sales growth.\r\nOne important aspect of the CRM approach is the systems of CRM that compile data from a range of different communication channels, including a company's website, telephone, email, live chat, marketing materials and more recently, social media. Through the CRM approach and the systems used to facilitate it, businesses learn more about their target audiences and how to best cater to their needs.\r\nCRM helps users focus on their organization’s relationships with individual people including customers, service users, colleagues, or suppliers.\r\nWhen people talk about customer relationship management system, they might mean any of three things: \r\n<ul><li><span style=\"font-weight: bold;\">CRM as Technology</span>: This is a technology product, often in the cloud, that teams use to record, report and analyse interactions between the company and users. This is also called a CRM system or solution.</li><li><span style=\"font-weight: bold;\">CRM as a Strategy</span>: This is a business’ philosophy about how relationships with customers and potential customers should be managed.&nbsp; </li><li><span style=\"font-weight: bold;\">CRM as a Process</span>: Think of this as a system a business adopts to nurture and manage those relationships.</li></ul>\r\n<br /><br /><br />","materialsDescription":"<h1 class=\"align-center\"><span style=\"font-weight: normal;\">Why is CRM important?</span></h1>\r\nCRM management system enables a business to deepen its relationships with customers, service users, colleagues, partners and suppliers.\r\nForging good relationships and keeping track of prospects and customers is crucial for customer acquisition and retention, which is at the heart of a CRM’s function. You can see everything in one place — a simple, customizable dashboard that can tell you a customer’s previous history with you, the status of their orders, any outstanding customer service issues, and more.\r\nGartner predicts that by 2021, CRM technology will be the single largest revenue area of spending in enterprise software. If your business is going to last, you know that you need a strategy for the future. For forward-thinking businesses, CRM is the framework for that strategy.\r\n<h1 class=\"align-center\"><span style=\"font-weight: normal;\">What are the benefits of CRM?</span></h1>\r\nBy collecting and organising data about customer interactions, making it accessible and actionable for all, and facilitating analysis of that data, CRM offers many benefits and advantages.<br />The benefits and advantages of CRM include:\r\n<ul><li>Enhanced contact management</li><li>Cross-team collaboration</li><li>Heightened productivity</li><li>Empowered sales management</li><li>Accurate sales forecasting</li><li>Reliable reporting</li><li>Improved sales metrics</li><li>Increased customer satisfaction and retention</li><li>Boosted marketing ROI</li><li>Enriched products and services</li></ul>\r\n<h1 class=\"align-center\"><span style=\"font-weight: normal;\">What are the key features of most popular CRM software programs?</span></h1>\r\nWhile many CRM solutions differ in their specific value propositions — depending on your business size, priority function, or industry type — they usually share some core features. These, in fact, are the foundation of any top CRM software, without which you might end up using an inferior app or an over-rated address book. So, let’s discuss the key features you need to look for when figuring out the best CRM software for your business.\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Contact management</span>. The best CRM solutions aren’t just an address book that only organizes contact details. It manages customer data in a centralized place and gives you a 360-degree view of your customers. You should be able to organize customers’ personal information, demographics, interactions, and transactions in ways that are meaningful to your goals or processes. Moreover, a good contact management feature lets you personalize your outreach campaign. By collecting personal, social, and purchase data, it will help you to segment target audience groups in different ways.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Reporting and dashboards</span>. These features of customer relationship management allow you to use analytics to interpret customer data. Reporting is very useful if you want to consolidate disparate data and churn out insights in different visualizations. This lets you make better decisions or proactively deal with market trends and customer behavioral patterns. The more visual widgets a CRM software has, the better you can present reports. Furthermore, a best customer relationship management software will generate real-time data, making reporting more accurate and timely. Reporting also keeps you tab on sales opportunities like upsell, resell, and cross-sell, especially when integrated with e-commerce platforms.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Lead management</span>. These features let you manage leads all the way to win-loss stage. They pave a clear path to conversion, so you can quickly assess how the business is performing. One of the main three legs that comprises the best client relationship management software (the other two being contact management and reporting), lead management unburdens the sales team from follow-ups, tracking, and repetitive tasks.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Deals and tasks</span>. Deals and tasks are closely associated with leads. Deals are leads at the negotiation stage, so it’s critical to keep a close eye on their associated tasks for a higher chance of conversion.<br />CRM software tools should also let you track both deals and tasks in their respective windows or across the sales stages. Whether you’re viewing a contact or analyzing the sales pipeline, you should be able to immediately check the deal’s tasks and details. Deals and tasks should also have user permissions to protect leaks of sensitive data. Similarly, alerts are critical to tasks so deadlines are met. Notifications are usually sent via email or prominently displayed on the user’s dashboard.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Campaign management</span>. Solid CRM software will integrate this feature to enable marketing processes from outreach concept to A/B testing to deployment and to post analysis. This will allow you to sort campaigns to target segments in your contacts and define deployment strategies. You will also be able to define metrics for various channels, then plow back the insights generated by post-campaign analytics into planning more campaigns.<br />Recurring outreach efforts can also be automated. For instance, you can set to instantly appropriate content to contacts based on their interest or send tiered autoresponders based on campaign feedback.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Email management</span>. By integrating with popular email clients like Gmail and Outlook, CRM solutions can capture email messages and sort important details that can be saved in contacts or synced with leads. They can also track activities like opened emails, forwarded emails, clicked links, and downloaded files. Emails can also be qualified for prospecting.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Social media management. </span>Popular CRM systems feature an integrated social media management where you can view different social media pages from the CRM’s interface. This is a convenient way to post, reply on, and manage all your pages. Likewise, this feature gives you a better perspective on how customers are interacting with your brand. A glean of their likes and dislikes, interests, shares, and public conversations helps you to assess customer biases and preferences. Customers are also increasingly using social media to contact companies; hence, a good CRM should alert you for brand mentions.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Mobile access</span>. With more users accessing apps via mobile devices, many vendors have been prioritizing mobile-first platforms. Emergence Capital Partners study found over 300 mobile-first apps so far and CRM is definitely one their targets. Many CRM solutions have both Android and iOS apps. Mobile access works in two ways to be highly appreciated: accessing data and inputting data while on location. Field sales with the latest sales information on hand may be able to interest prospects better. Conversely, sales reps can quickly update deals across the pipeline even as they come off a client meeting.</li></ul>\r\n\r\n","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/CRM_-_Customer_Relationship_Management.png"},{"id":152,"title":"Contact Center","alias":"contact-center","description":"A contact center is a central point from where you can contact.\r\nThe contact center typically includes one or more call centers but may include other types of customer contact, as well. A contact center is generally part of an enterprise's overall customer relationship management (CRM) strategy.<br />Contact centers and call centers are both centers for customer service, and the two terms are often used interchangeably, but a contact center supports more services than a typical call center.\r\nContact centers offer omnichannel customer support, including email, chat, voice over IP (VoIP) and website support. A call center typically uses phones as the main channel of communication and can handle a mass volume of calls.<br />Contact centers are used for inbound communication, outbound communication or a hybrid of both. Contact center agents also interact with customers via web chat, phone, email or other communication channels.\r\nThe contact center infrastructure that is necessary to support communications may be located on the same premises as the contact center, or it can be located externally.\r\nIn an on-premises scenario, the company that owns the contact center also owns and manages its own hardware and software. This requires staffing and IT investments that some companies choose to forgo by outsourcing those tasks to cloud providers or hosting companies.","materialsDescription":" <span style=\"font-weight: bold;\">What is a Call Center?</span>\r\nTraditionally, a call center is an office where a large number of call center agents provide customer service over the telephone. Inbound call centers receive calls for customer support and often serve as a knowledge base for tech support, billing questions, and other customer service issues. These call centers focus on quick call resolution times and agent productivity. In outbound call centers, agents make calls rather than receive them. These could be sales calls, marketing offers, surveys, fundraising requests, or debt collection, for example.\r\nThe term “call center” conjures an image for many people of waiting on perpetual hold or being routed through an endless IVR that never gives them what they need. Because so many consumers have had a dreadful customer service experience along these lines, call centers have developed a bad rap. But as legacy phone systems give way to newer digital technologies, call centers are evolving.\r\n<span style=\"font-weight: bold;\">What is a Contact Center?</span>\r\nThe term &quot;contact center&quot; (or “contact centre”) reflects the modern reality that there are many other ways to connect with a customer these days besides by telephone. The combined trends of increased customer expectations and newer technologies that allow for many channels of communication are creating a shift in the traditional call center model which has existed for decades. Consumers want more ways to reach businesses, and businesses are looking for new ways to improve customer experience.\r\nWhile call center agents generally focus on inbound and outbound calls, either on traditional phone lines or over VoIP, contact center agents handle a wide variety of communications. In a modern multichannel contact center, technical support might be delivered over in-app chat or video, while order status updates are delivered via SMS, event promotions are sent as push notifications, surveys are deployed over Facebook Messenger, and sales inquiries received by email are sent directly to an agent to connect by phone. Call centers handle voice communications, contact centers handle all communications.\r\nA company’s contact center is usually integrated with their customer relationship management (CRM) system, where all interactions between the organization and the public are tracked, coordinated, and managed. Depending on the infrastructure and ecosystem, it could be comprised of an alphabet soup of complex components. Many companies have purchased off-the-shelf systems or a highly customized network of technologies from multiple vendors. Some companies have adopted a cloud-based solution or two, but they remain siloed from the rest of their systems and can’t talk to each other.","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/Contact_Center1.png"}],"characteristics":[],"concurentProducts":[],"jobRoles":[],"organizationalFeatures":[],"complementaryCategories":[],"solutions":[],"materials":[],"useCases":[],"best_practices":[],"values":[],"implementations":[]},"cisco-packaged-contact-center-enterprise":{"id":934,"logoURL":"https://old.roi4cio.com/fileadmin/user_upload/cisco_logo.png","logo":true,"scheme":false,"title":"Cisco Packaged Contact Center Enterprise","vendorVerified":0,"rating":"3.00","implementationsCount":5,"suppliersCount":0,"supplierPartnersCount":125,"alias":"cisco-packaged-contact-center-enterprise","companyTitle":"Cisco","companyTypes":["supplier","vendor"],"companyId":170,"companyAlias":"cisco","description":"\r\nPackaged CCE is a predesigned deployment model of Cisco Unified Contact Center Enterprise. With Packaged CCE, businesses can enjoy the advantages of a smaller hardware footprint and reduced time to install and configure. Key differentiators of Packaged CCE are its simplified management interface and workflows, which provide a fast, efficient user experience for contact center agents, supervisors, and administrators. Packaged CCE is an open platform by design and provides a variety of open interfaces for custom integrations. <span style=\"font-weight: bold;\">Packaged CCE includes a comprehensive feature set out-of-the-box from the following industry-leading products:</span>\r\n<ul> <li>Cisco Unified Contact Center Enterprise (to enable omnichannel customer journeys)</li> <li>Cisco Unified Customer Voice Portal (for speech-enabled self-service)</li> <li>Cisco Unified Intelligence Center (for comprehensive reporting)</li> <li>Cisco Finesse web-based agent/supervisor desktop</li> </ul>\r\n<span style=\"font-weight: bold;\">Key media capabilities of Packaged CCE include:</span>\r\n<ul> <li>Support for inbound and outbound voice</li> <li>Built-in email and chat</li> <li>Social media customer care</li> <li>Support for inbound video</li> <li>Audio and video recording</li> <li>Powerful application programming interfaces for integrating task and outbound routing</li> </ul>\r\n<span style=\"font-weight: bold;\">Packaged CCE's usability advantages include:</span>\r\n<ul> <li>Blade server support</li> <li>Web-based administration</li> <li>Simplified log collection and trace level management</li> <li>Built-in real-time system health check</li> <li>Live data real-time reporting</li> </ul>\r\n<span style=\"font-weight: bold;\">Business benefits of Packaged CCE include:</span>\r\n<ul> <li>Enhanced customer experiences through all contact channels</li> <li>Optimized engagement with mobile and video callers</li> <li>Cost reduction by using your existing communications infrastructure</li> <li>Increased employee productivity and lower support costs</li> <li>Flexible addition of new capabilities through standard web APIs</li> </ul>","shortDescription":"Cisco Packaged CCE is an Easy-to-Deploy Omnichannel Contact Center, customer care solution helps businesses and organizations deliver a connected digital experience.","type":null,"isRoiCalculatorAvaliable":false,"isConfiguratorAvaliable":false,"bonus":100,"usingCount":5,"sellingCount":11,"discontinued":0,"rebateForPoc":0,"rebate":0,"seo":{"title":"Cisco Packaged Contact Center Enterprise","keywords":"Packaged, Cisco, Unified, Center, customer, video, Contact, include","description":"\r\nPackaged CCE is a predesigned deployment model of Cisco Unified Contact Center Enterprise. With Packaged CCE, businesses can enjoy the advantages of a smaller hardware footprint and reduced time to install and configure. Key differentiators of Packaged CCE a","og:title":"Cisco Packaged Contact Center Enterprise","og:description":"\r\nPackaged CCE is a predesigned deployment model of Cisco Unified Contact Center Enterprise. With Packaged CCE, businesses can enjoy the advantages of a smaller hardware footprint and reduced time to install and configure. Key differentiators of Packaged CCE a","og:image":"https://old.roi4cio.com/fileadmin/user_upload/cisco_logo.png"},"eventUrl":"","translationId":935,"dealDetails":null,"roi":null,"price":null,"bonusForReference":null,"templateData":[],"testingArea":"","categories":[{"id":152,"title":"Contact Center","alias":"contact-center","description":"A contact center is a central point from where you can contact.\r\nThe contact center typically includes one or more call centers but may include other types of customer contact, as well. A contact center is generally part of an enterprise's overall customer relationship management (CRM) strategy.<br />Contact centers and call centers are both centers for customer service, and the two terms are often used interchangeably, but a contact center supports more services than a typical call center.\r\nContact centers offer omnichannel customer support, including email, chat, voice over IP (VoIP) and website support. A call center typically uses phones as the main channel of communication and can handle a mass volume of calls.<br />Contact centers are used for inbound communication, outbound communication or a hybrid of both. Contact center agents also interact with customers via web chat, phone, email or other communication channels.\r\nThe contact center infrastructure that is necessary to support communications may be located on the same premises as the contact center, or it can be located externally.\r\nIn an on-premises scenario, the company that owns the contact center also owns and manages its own hardware and software. This requires staffing and IT investments that some companies choose to forgo by outsourcing those tasks to cloud providers or hosting companies.","materialsDescription":" <span style=\"font-weight: bold;\">What is a Call Center?</span>\r\nTraditionally, a call center is an office where a large number of call center agents provide customer service over the telephone. Inbound call centers receive calls for customer support and often serve as a knowledge base for tech support, billing questions, and other customer service issues. These call centers focus on quick call resolution times and agent productivity. In outbound call centers, agents make calls rather than receive them. These could be sales calls, marketing offers, surveys, fundraising requests, or debt collection, for example.\r\nThe term “call center” conjures an image for many people of waiting on perpetual hold or being routed through an endless IVR that never gives them what they need. Because so many consumers have had a dreadful customer service experience along these lines, call centers have developed a bad rap. But as legacy phone systems give way to newer digital technologies, call centers are evolving.\r\n<span style=\"font-weight: bold;\">What is a Contact Center?</span>\r\nThe term &quot;contact center&quot; (or “contact centre”) reflects the modern reality that there are many other ways to connect with a customer these days besides by telephone. The combined trends of increased customer expectations and newer technologies that allow for many channels of communication are creating a shift in the traditional call center model which has existed for decades. Consumers want more ways to reach businesses, and businesses are looking for new ways to improve customer experience.\r\nWhile call center agents generally focus on inbound and outbound calls, either on traditional phone lines or over VoIP, contact center agents handle a wide variety of communications. In a modern multichannel contact center, technical support might be delivered over in-app chat or video, while order status updates are delivered via SMS, event promotions are sent as push notifications, surveys are deployed over Facebook Messenger, and sales inquiries received by email are sent directly to an agent to connect by phone. Call centers handle voice communications, contact centers handle all communications.\r\nA company’s contact center is usually integrated with their customer relationship management (CRM) system, where all interactions between the organization and the public are tracked, coordinated, and managed. Depending on the infrastructure and ecosystem, it could be comprised of an alphabet soup of complex components. Many companies have purchased off-the-shelf systems or a highly customized network of technologies from multiple vendors. Some companies have adopted a cloud-based solution or two, but they remain siloed from the rest of their systems and can’t talk to each other.","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/Contact_Center1.png"},{"id":186,"title":"VoIP - Voice over Internet Protocol","alias":"voip-voice-over-internet-protocol","description":"<span style=\"font-weight: bold;\">Voice over Internet Protocol </span>(Voice over IP, VoIP) is a methodology and group of technologies for the delivery of voice communications and multimedia sessions over Internet Protocol (IP) networks, such as the Internet. Other terms commonly associated with VoIP solutions are IP telephony, Internet telephony, broadband telephony, and broadband phone service.\r\nThe term Internet telephony specifically refers to the provisioning of communications services (voice, fax, SMS, voice-messaging) over the public Internet, rather than via the public switched telephone network (PSTN). The steps and principles involved in originating VoIP telephone calls are similar to traditional digital telephony and involve signaling, channel setup, digitization of the analog voice signals, and encoding.\r\nInstead of being transmitted over a circuit-switched network, however, the digital information is packetized, and transmission occurs as IP packets over a packet-switched network. Such transmission entails careful considerations about resource management different from time-division multiplexing (TDM) networks.\r\n\r\n\r\n\r\n","materialsDescription":"<h1 class=\"align-center\"> What are the benefits of VoIP?</h1>\r\n VoIP technology can facilitate tasks and deliver services that might be cumbersome or costly to implement when using traditional PSTN: \r\n<ul><li>More than one phone call can be transmitted on the same broadband phone line. This way, VoIP system can facilitate the addition of telephone lines to businesses without the need for additional physical lines.</li><li>Features that are usually charged extra by telecommunication companies, such as call forwarding, caller ID or automatic redialing, are simple with voice over internet technology.</li><li>Unified Communications are secured with VoIP technology, as it allows integration with other services available on the internet such as video conversation, messaging, etc. </li></ul>\r\n<h1 class=\"align-center\">VoIP programs </h1>\r\nThere are four main types of VoIP technology. Each option has varying levels of complexity which can impact ease of implementation and maintenance.\r\n <span style=\"font-weight: bold;\">Integrated Access</span>\r\nIntegrated access is the VoIP service that most mimics the traditional phone line. With integrated access VoIP, businesses integrate VoIP software and existing, legacy phone systems. This approach lets the business keep its old number and equipment while also gaining access to advanced telecommunications features. \r\n<span style=\"font-weight: bold;\">SIP Trunks</span>\r\n Session Initial Protocol (SIP) transmits voice and video information across a data network, letting VoIP users take advantage of shared lines and increase their communications flexibility. Because all data is sent over a network, businesses can use SIP trunks to replace traditional analog phone networks or use a VoIP gateway to integrate SIP trunking with legacy phone systems. \r\n<span style=\"font-weight: bold;\">Hosted IP PBX</span>\r\n What most people envision when they think of VoIP, this VoIP solution sees a vendor host and operate the private branch exchange, offering unified communications solutions. The business connects to a hosted cloud-based PBX network via its IP network. Phone system hardware is maintained off-site by the hosted IP PBX vendor, and all responsibility for the hardware, software, maintenance, security and upgrades all falls on the hosted PBX provider. \r\n <span style=\"font-weight: bold;\">Managed IP PBX </span>\r\nSimilar to Hosted IP PBX, this version of the unified communication solution is outsourced to a third party that takes care of all management requirements, but instead of phone hardware being off-site, the equipment is housed on-premise by the business. \r\nUnderstanding these different services of VoIP communication can help a business determine the system that best suits its needs. SIP Trunks, for instance, are more attractive to those who want to install their own technology and manage it themselves, while still connecting to VoIP features.\r\n On the other hand, managed IP PBX is a good option for those who don’t have the resources to buy and operate their own VoIP systems. The Hosted IP PBX solution frees the business to select the VoIP management software that works for them and liberates them from the cost and administrative headache of maintaining both voice and data lines and the related carrier partnerships. ","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/VoIP_-_Voice_over_Internet_Protocol.png"}],"characteristics":[],"concurentProducts":[],"jobRoles":[],"organizationalFeatures":[],"complementaryCategories":[],"solutions":[],"materials":[],"useCases":[],"best_practices":[],"values":[],"implementations":[]},"diamantr":{"id":1070,"logoURL":"https://old.roi4cio.com/fileadmin/content/diamant_logo.png","logo":true,"scheme":false,"title":"DiaManT®","vendorVerified":0,"rating":"1.00","implementationsCount":0,"suppliersCount":0,"supplierPartnersCount":0,"alias":"diamantr","companyTitle":"Omilia","companyTypes":["supplier","vendor"],"companyId":3998,"companyAlias":"omilia-conversational-intelligence","description":"<p>Платформа обеспечивает инфраструктуру и основные возможности, позволяющие использовать многоканальный разговорный процесс, выступая в качестве единой точки интеграции с корпоративными системами для ведения разговорных диалогов по всем каналам. DiaManT&reg; позволяет выполнять истинные сквозные разговоры на естественном языке. По сравнению с другими поставщиками, которые обеспечивают только управление вызовами с помощью жестко структурированного ПРЯМОГО ДИАЛОГА, клиенты DiaManT&reg; могут свободно разговаривать и нет заранее определенного потока или структуры, за которыми они должны следовать. С DiaManT&reg; существует одно приложение, которое определяет как цель вызывающего, так и доставку самообслуживания, поэтому общение с клиентом полностью неструктурировано, а это означает, что ваши клиенты никогда не будут слышать такие вещи, как &laquo;сказать, что главное меню вернуться&raquo;, - они просто говорят, и DiaManT&reg; слушает, понимает и заботится.</p>","shortDescription":"Платформа, которая обеспечивает инфраструктуру и основные возможности, позволяющие использовать многоканальный диалог","type":null,"isRoiCalculatorAvaliable":false,"isConfiguratorAvaliable":false,"bonus":100,"usingCount":2,"sellingCount":15,"discontinued":0,"rebateForPoc":0,"rebate":0,"seo":{"title":"DiaManT®","keywords":"DiaManT®, клиенты, обеспечивает, цель, определяет, которое, приложение, вызывающего","description":"<p>Платформа обеспечивает инфраструктуру и основные возможности, позволяющие использовать многоканальный разговорный процесс, выступая в качестве единой точки интеграции с корпоративными системами для ведения разговорных диалогов по всем каналам. DiaManT&reg; ","og:title":"DiaManT®","og:description":"<p>Платформа обеспечивает инфраструктуру и основные возможности, позволяющие использовать многоканальный разговорный процесс, выступая в качестве единой точки интеграции с корпоративными системами для ведения разговорных диалогов по всем каналам. DiaManT&reg; ","og:image":"https://old.roi4cio.com/fileadmin/content/diamant_logo.png"},"eventUrl":"","translationId":7042,"dealDetails":null,"roi":null,"price":null,"bonusForReference":null,"templateData":[],"testingArea":"","categories":[{"id":71,"title":"CRM - Customer Relationship Management","alias":"crm-customer-relationship-management","description":"<span style=\"font-weight: bold;\">Customer service</span> is the provision of service to customers before, during and after a purchase. The perception of success of such interactions is dependent on employees &quot;who can adjust themselves to the personality of the guest&quot;. Customer service concerns the priority an organization assigns to customer service relative to components such as product innovation and pricing. In this sense, an organization that values good customer service may spend more money in training employees than the average organization or may proactively interview customers for feedback.\r\nA <span style=\"font-weight: bold;\">customer support</span> is a range of customer services to assist customers in making cost effective and correct use of a product. It includes assistance in planning, installation, training, trouble shooting, maintenance, upgrading, and disposal of a product. These services even may be done at customer's side where he/she uses the product or service. In this case it is called &quot;at home customer services&quot; or &quot;at home customer support.&quot;\r\nRegarding technology, products such as mobile phones, televisions, computers, software products or other electronic or mechanical goods, it is termed technical support. \r\nCustomer service may be provided by a person (e.g., sales and service representative), or by automated means, such as kiosks, Internet sites, and apps.\r\n<span style=\"font-weight: bold;\">CRM </span>(Customer Relationship Management) is an approach to manage a company's interaction with current and potential customers. It uses data analysis about customers' history with a company to improve business relationships with customers, specifically focusing on customer retention and ultimately driving sales growth.\r\nOne important aspect of the CRM approach is the systems of CRM that compile data from a range of different communication channels, including a company's website, telephone, email, live chat, marketing materials and more recently, social media. Through the CRM approach and the systems used to facilitate it, businesses learn more about their target audiences and how to best cater to their needs.\r\nCRM helps users focus on their organization’s relationships with individual people including customers, service users, colleagues, or suppliers.\r\nWhen people talk about customer relationship management system, they might mean any of three things: \r\n<ul><li><span style=\"font-weight: bold;\">CRM as Technology</span>: This is a technology product, often in the cloud, that teams use to record, report and analyse interactions between the company and users. This is also called a CRM system or solution.</li><li><span style=\"font-weight: bold;\">CRM as a Strategy</span>: This is a business’ philosophy about how relationships with customers and potential customers should be managed.&nbsp; </li><li><span style=\"font-weight: bold;\">CRM as a Process</span>: Think of this as a system a business adopts to nurture and manage those relationships.</li></ul>\r\n<br /><br /><br />","materialsDescription":"<h1 class=\"align-center\"><span style=\"font-weight: normal;\">Why is CRM important?</span></h1>\r\nCRM management system enables a business to deepen its relationships with customers, service users, colleagues, partners and suppliers.\r\nForging good relationships and keeping track of prospects and customers is crucial for customer acquisition and retention, which is at the heart of a CRM’s function. You can see everything in one place — a simple, customizable dashboard that can tell you a customer’s previous history with you, the status of their orders, any outstanding customer service issues, and more.\r\nGartner predicts that by 2021, CRM technology will be the single largest revenue area of spending in enterprise software. If your business is going to last, you know that you need a strategy for the future. For forward-thinking businesses, CRM is the framework for that strategy.\r\n<h1 class=\"align-center\"><span style=\"font-weight: normal;\">What are the benefits of CRM?</span></h1>\r\nBy collecting and organising data about customer interactions, making it accessible and actionable for all, and facilitating analysis of that data, CRM offers many benefits and advantages.<br />The benefits and advantages of CRM include:\r\n<ul><li>Enhanced contact management</li><li>Cross-team collaboration</li><li>Heightened productivity</li><li>Empowered sales management</li><li>Accurate sales forecasting</li><li>Reliable reporting</li><li>Improved sales metrics</li><li>Increased customer satisfaction and retention</li><li>Boosted marketing ROI</li><li>Enriched products and services</li></ul>\r\n<h1 class=\"align-center\"><span style=\"font-weight: normal;\">What are the key features of most popular CRM software programs?</span></h1>\r\nWhile many CRM solutions differ in their specific value propositions — depending on your business size, priority function, or industry type — they usually share some core features. These, in fact, are the foundation of any top CRM software, without which you might end up using an inferior app or an over-rated address book. So, let’s discuss the key features you need to look for when figuring out the best CRM software for your business.\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Contact management</span>. The best CRM solutions aren’t just an address book that only organizes contact details. It manages customer data in a centralized place and gives you a 360-degree view of your customers. You should be able to organize customers’ personal information, demographics, interactions, and transactions in ways that are meaningful to your goals or processes. Moreover, a good contact management feature lets you personalize your outreach campaign. By collecting personal, social, and purchase data, it will help you to segment target audience groups in different ways.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Reporting and dashboards</span>. These features of customer relationship management allow you to use analytics to interpret customer data. Reporting is very useful if you want to consolidate disparate data and churn out insights in different visualizations. This lets you make better decisions or proactively deal with market trends and customer behavioral patterns. The more visual widgets a CRM software has, the better you can present reports. Furthermore, a best customer relationship management software will generate real-time data, making reporting more accurate and timely. Reporting also keeps you tab on sales opportunities like upsell, resell, and cross-sell, especially when integrated with e-commerce platforms.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Lead management</span>. These features let you manage leads all the way to win-loss stage. They pave a clear path to conversion, so you can quickly assess how the business is performing. One of the main three legs that comprises the best client relationship management software (the other two being contact management and reporting), lead management unburdens the sales team from follow-ups, tracking, and repetitive tasks.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Deals and tasks</span>. Deals and tasks are closely associated with leads. Deals are leads at the negotiation stage, so it’s critical to keep a close eye on their associated tasks for a higher chance of conversion.<br />CRM software tools should also let you track both deals and tasks in their respective windows or across the sales stages. Whether you’re viewing a contact or analyzing the sales pipeline, you should be able to immediately check the deal’s tasks and details. Deals and tasks should also have user permissions to protect leaks of sensitive data. Similarly, alerts are critical to tasks so deadlines are met. Notifications are usually sent via email or prominently displayed on the user’s dashboard.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Campaign management</span>. Solid CRM software will integrate this feature to enable marketing processes from outreach concept to A/B testing to deployment and to post analysis. This will allow you to sort campaigns to target segments in your contacts and define deployment strategies. You will also be able to define metrics for various channels, then plow back the insights generated by post-campaign analytics into planning more campaigns.<br />Recurring outreach efforts can also be automated. For instance, you can set to instantly appropriate content to contacts based on their interest or send tiered autoresponders based on campaign feedback.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Email management</span>. By integrating with popular email clients like Gmail and Outlook, CRM solutions can capture email messages and sort important details that can be saved in contacts or synced with leads. They can also track activities like opened emails, forwarded emails, clicked links, and downloaded files. Emails can also be qualified for prospecting.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Social media management. </span>Popular CRM systems feature an integrated social media management where you can view different social media pages from the CRM’s interface. This is a convenient way to post, reply on, and manage all your pages. Likewise, this feature gives you a better perspective on how customers are interacting with your brand. A glean of their likes and dislikes, interests, shares, and public conversations helps you to assess customer biases and preferences. Customers are also increasingly using social media to contact companies; hence, a good CRM should alert you for brand mentions.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Mobile access</span>. With more users accessing apps via mobile devices, many vendors have been prioritizing mobile-first platforms. Emergence Capital Partners study found over 300 mobile-first apps so far and CRM is definitely one their targets. Many CRM solutions have both Android and iOS apps. Mobile access works in two ways to be highly appreciated: accessing data and inputting data while on location. Field sales with the latest sales information on hand may be able to interest prospects better. Conversely, sales reps can quickly update deals across the pipeline even as they come off a client meeting.</li></ul>\r\n\r\n","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/CRM_-_Customer_Relationship_Management.png"},{"id":82,"title":"Unified Communications","alias":"unified-communications","description":"Unified communications (UC) is a framework for integrating various asynchronous and real-time communication tools. The goal of UC is to enhance business communication, collaboration and productivity. Unified communications do not represent a singular technology; rather, it describes a strategy for integrating interconnected systems of enterprise communication devices and applications that can be used in concert or successively.\r\nSome business communication tools - like Internet Protocol (IP) telephony and video conferencing - facilitate real-time communication, also called synchronous communication. Other enterprise communication tools, like email, facilitate asynchronous communication, which takes place at a person's convenience.\r\nIncreasingly, team collaboration tools have emerged to offer messaging-centric workflows and near-real-time communication. These tools also offer voice and video capabilities, API integrations and, ultimately, expound on instant messaging services by providing better UC features.\r\nThe goal of unified communications is to integrate the software that supports synchronous and asynchronous communication, so the end user has easy access to all tools from whatever device is in use.\r\nA unified communications environment is typically supported by one or more back-end systems, often referred to as UC platforms, that facilitate integration among services, as well as the front-end clients that provide access. For example, a web conferencing system would make use of an audio conferencing system - which, in turn, would be built on an underlying IP telephony platform - and a unified messaging client would allow click-to-talk (CTC), click-to-chat or click-to-video functionality.\r\nUC also supports users moving from one mode of communication to another within the same session. For example, a user may start communicating via email but then decide to escalate the interaction to real-time communication, transitioning the session to a voice call with one click and then to a video conference with another click without any disruption.\r\nUnified communications systems and their components can be deployed on premises, in a public or private cloud, or a combination of all three. Cloud-based unified communications is also called UC as a service (UCaaS). An open source project called WebRTC, for example, enables real-time communications to be embedded into web browsers.\r\nHistorically, single-vendor UC environments have demonstrated the tightest integration and compatibility. Interoperability among vendors remains an ongoing challenge in UC, but it has also been mitigated, in part, by partnerships, common protocols and open APIs.","materialsDescription":" <span style=\"font-weight: bold;\">What technology do unified communications have?</span>\r\n<span style=\"font-style: italic;\"><span style=\"font-weight: bold;\">Contrasting unified messaging</span></span>\r\nUnified communications are sometimes confused with unified messaging, but it is distinct. Unified communications refer to both real-time and non-real-time delivery of communications based on the preferred method and location of the recipient; unified messaging culls messages from several sources (such as e-mail, voice mail and faxes), but holds those messages only for retrieval at a later time. Unified communications allow for an individual to check and retrieve an e-mail or voice mail from any communication device at any time. It expands beyond voice mail services to data communications and video services.\r\n<span style=\"font-style: italic;\"><span style=\"font-weight: bold;\">Components</span></span>\r\nWith unified communications, multiple modes of business communications are integrated. Unified communications is not a single product but a collection of elements that include:\r\n<ul><li>Call control and multimodal communications</li><li>Presence</li><li>Instant messaging</li><li>Unified messaging</li><li>Speech access and personal assistant</li><li>Conferencing (audio, Web and video)</li><li>Collaboration tools</li><li>Mobility</li><li>Business process integration (BPI)</li><li>Software to enable business process integration</li></ul>\r\nPresence — knowing where intended recipients are, and if they are available, in real-time — is a key component of unified communications. Unified communications integrate all systems a user might already use, and helps those systems work together in real-time. For example, unified communications technology could allow a user to seamlessly collaborate with another person on a project, even if the two users are in separate locations. The user could quickly locate the necessary person by accessing an interactive directory, engage in a text messaging session, and then escalate the session to a voice call or even a video call.\r\nIn another example, an employee receives a call from a customer who wants answers. Unified communications enable that employee to call an expert colleague from a real-time list. This way, the employee can answer the customer faster by eliminating rounds of back-and-forth e-mails and phone-tag.\r\nThe examples in the previous paragraph primarily describe &quot;personal productivity&quot; enhancements that tend to benefit the individual user. While such benefits can be important, enterprises are finding that they can achieve even greater impact by using unified communications capabilities to transform business processes. This is achieved by integrating UC functionality directly into the business applications using development tools provided by many of the suppliers. Instead of the individual user invoking the UC functionality to, say, find an appropriate resource, the workflow or process application automatically identifies the resource at the point in the business activity where one is needed.\r\nWhen used in this manner, the concept of presence often changes. Most people associate presence with instant messaging (IM &quot;buddy lists&quot;) the status of individuals is identified. But, in many business process applications, what is important is finding someone with a certain skill. In these environments, presence identifies available skills or capabilities.\r\nThis &quot;business process&quot; approach to integrating UC functionality can result in bottom-line benefits that are an order of magnitude greater than those achievable by personal productivity methods alone.\r\n<span style=\"font-weight: bold;\">Related concepts</span>\r\nUnified communications &amp; collaboration (UCC) is the integration of various communications methods with collaboration tools such as virtual white boards, real-time audio and video conferencing, and enhanced call control capabilities. Before this fusion of communications and collaboration tools into a single platform, enterprise collaboration service vendors and enterprise communications service vendors offered distinctly different solutions. Now, collaboration service vendors also offer communications services, and communications service providers have developed collaboration tools.\r\nUnified communications &amp; collaboration as a service (UCCaaS) is cloud-based UCC platforms. Compared to premises-based UCC solutions, UCCaaS platforms offer enhanced flexibility and scalability due to the SaaS subscription model.\r\nUnified communications provisioning is the act of entering and configuring the settings for users of phone systems, instant messaging, telepresence, and other collaboration channels. Provisioners refer to this process as making moves, adds, changes, and deletes or MAC-Ds.","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/Unified_Communications.png"},{"id":152,"title":"Contact Center","alias":"contact-center","description":"A contact center is a central point from where you can contact.\r\nThe contact center typically includes one or more call centers but may include other types of customer contact, as well. A contact center is generally part of an enterprise's overall customer relationship management (CRM) strategy.<br />Contact centers and call centers are both centers for customer service, and the two terms are often used interchangeably, but a contact center supports more services than a typical call center.\r\nContact centers offer omnichannel customer support, including email, chat, voice over IP (VoIP) and website support. A call center typically uses phones as the main channel of communication and can handle a mass volume of calls.<br />Contact centers are used for inbound communication, outbound communication or a hybrid of both. Contact center agents also interact with customers via web chat, phone, email or other communication channels.\r\nThe contact center infrastructure that is necessary to support communications may be located on the same premises as the contact center, or it can be located externally.\r\nIn an on-premises scenario, the company that owns the contact center also owns and manages its own hardware and software. This requires staffing and IT investments that some companies choose to forgo by outsourcing those tasks to cloud providers or hosting companies.","materialsDescription":" <span style=\"font-weight: bold;\">What is a Call Center?</span>\r\nTraditionally, a call center is an office where a large number of call center agents provide customer service over the telephone. Inbound call centers receive calls for customer support and often serve as a knowledge base for tech support, billing questions, and other customer service issues. These call centers focus on quick call resolution times and agent productivity. In outbound call centers, agents make calls rather than receive them. These could be sales calls, marketing offers, surveys, fundraising requests, or debt collection, for example.\r\nThe term “call center” conjures an image for many people of waiting on perpetual hold or being routed through an endless IVR that never gives them what they need. Because so many consumers have had a dreadful customer service experience along these lines, call centers have developed a bad rap. But as legacy phone systems give way to newer digital technologies, call centers are evolving.\r\n<span style=\"font-weight: bold;\">What is a Contact Center?</span>\r\nThe term &quot;contact center&quot; (or “contact centre”) reflects the modern reality that there are many other ways to connect with a customer these days besides by telephone. The combined trends of increased customer expectations and newer technologies that allow for many channels of communication are creating a shift in the traditional call center model which has existed for decades. Consumers want more ways to reach businesses, and businesses are looking for new ways to improve customer experience.\r\nWhile call center agents generally focus on inbound and outbound calls, either on traditional phone lines or over VoIP, contact center agents handle a wide variety of communications. In a modern multichannel contact center, technical support might be delivered over in-app chat or video, while order status updates are delivered via SMS, event promotions are sent as push notifications, surveys are deployed over Facebook Messenger, and sales inquiries received by email are sent directly to an agent to connect by phone. Call centers handle voice communications, contact centers handle all communications.\r\nA company’s contact center is usually integrated with their customer relationship management (CRM) system, where all interactions between the organization and the public are tracked, coordinated, and managed. Depending on the infrastructure and ecosystem, it could be comprised of an alphabet soup of complex components. Many companies have purchased off-the-shelf systems or a highly customized network of technologies from multiple vendors. Some companies have adopted a cloud-based solution or two, but they remain siloed from the rest of their systems and can’t talk to each other.","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/Contact_Center1.png"},{"id":186,"title":"VoIP - Voice over Internet Protocol","alias":"voip-voice-over-internet-protocol","description":"<span style=\"font-weight: bold;\">Voice over Internet Protocol </span>(Voice over IP, VoIP) is a methodology and group of technologies for the delivery of voice communications and multimedia sessions over Internet Protocol (IP) networks, such as the Internet. Other terms commonly associated with VoIP solutions are IP telephony, Internet telephony, broadband telephony, and broadband phone service.\r\nThe term Internet telephony specifically refers to the provisioning of communications services (voice, fax, SMS, voice-messaging) over the public Internet, rather than via the public switched telephone network (PSTN). The steps and principles involved in originating VoIP telephone calls are similar to traditional digital telephony and involve signaling, channel setup, digitization of the analog voice signals, and encoding.\r\nInstead of being transmitted over a circuit-switched network, however, the digital information is packetized, and transmission occurs as IP packets over a packet-switched network. Such transmission entails careful considerations about resource management different from time-division multiplexing (TDM) networks.\r\n\r\n\r\n\r\n","materialsDescription":"<h1 class=\"align-center\"> What are the benefits of VoIP?</h1>\r\n VoIP technology can facilitate tasks and deliver services that might be cumbersome or costly to implement when using traditional PSTN: \r\n<ul><li>More than one phone call can be transmitted on the same broadband phone line. This way, VoIP system can facilitate the addition of telephone lines to businesses without the need for additional physical lines.</li><li>Features that are usually charged extra by telecommunication companies, such as call forwarding, caller ID or automatic redialing, are simple with voice over internet technology.</li><li>Unified Communications are secured with VoIP technology, as it allows integration with other services available on the internet such as video conversation, messaging, etc. </li></ul>\r\n<h1 class=\"align-center\">VoIP programs </h1>\r\nThere are four main types of VoIP technology. Each option has varying levels of complexity which can impact ease of implementation and maintenance.\r\n <span style=\"font-weight: bold;\">Integrated Access</span>\r\nIntegrated access is the VoIP service that most mimics the traditional phone line. With integrated access VoIP, businesses integrate VoIP software and existing, legacy phone systems. This approach lets the business keep its old number and equipment while also gaining access to advanced telecommunications features. \r\n<span style=\"font-weight: bold;\">SIP Trunks</span>\r\n Session Initial Protocol (SIP) transmits voice and video information across a data network, letting VoIP users take advantage of shared lines and increase their communications flexibility. Because all data is sent over a network, businesses can use SIP trunks to replace traditional analog phone networks or use a VoIP gateway to integrate SIP trunking with legacy phone systems. \r\n<span style=\"font-weight: bold;\">Hosted IP PBX</span>\r\n What most people envision when they think of VoIP, this VoIP solution sees a vendor host and operate the private branch exchange, offering unified communications solutions. The business connects to a hosted cloud-based PBX network via its IP network. Phone system hardware is maintained off-site by the hosted IP PBX vendor, and all responsibility for the hardware, software, maintenance, security and upgrades all falls on the hosted PBX provider. \r\n <span style=\"font-weight: bold;\">Managed IP PBX </span>\r\nSimilar to Hosted IP PBX, this version of the unified communication solution is outsourced to a third party that takes care of all management requirements, but instead of phone hardware being off-site, the equipment is housed on-premise by the business. \r\nUnderstanding these different services of VoIP communication can help a business determine the system that best suits its needs. SIP Trunks, for instance, are more attractive to those who want to install their own technology and manage it themselves, while still connecting to VoIP features.\r\n On the other hand, managed IP PBX is a good option for those who don’t have the resources to buy and operate their own VoIP systems. The Hosted IP PBX solution frees the business to select the VoIP management software that works for them and liberates them from the cost and administrative headache of maintaining both voice and data lines and the related carrier partnerships. ","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/VoIP_-_Voice_over_Internet_Protocol.png"},{"id":213,"title":"​Integration Middleware","alias":"integration-middleware","description":" Integration middleware is the alternate term used for middleware as the purpose of middleware is mainly integration. Integration middleware represents software systems that offer runtime services for communications, integration application execution, monitoring, and operations.\r\nThe key function of middleware is to help make application development simpler. This is done by offering common programming abstractions, covering up heterogeneity, delivering fundamental operating systems and hardware, and masking low-level programming details.\r\nMiddleware is a software that links two separate applications or is commonly used to illustrate different products that function as a glue between two separate applications. For instance, there are various middleware products that establish a connection between a Web server and a database system. This lets users request data from the database by means of forms shown on a Web browser. In return, the Web server returns dynamic Web pages according to the user's requests and profile.","materialsDescription":" <span style=\"font-weight: bold;\">On what classification is based integration middleware?</span>\r\nConventionally, integration middleware is classified based on domains, which are defined by the types of resources that are incorporated:\r\n<ul><li><span style=\"font-style: italic;\"><span style=\"font-weight: bold;\">Cloud Integration:</span></span> Integrates with and also between the cloud services, cloud-based applications (SaaS), private clouds, trade hubs, and other typical cloud resources through Web services and standard B2B communication strategies (FTP, AS2, etc.)</li><li><span style=\"font-style: italic;\"><span style=\"font-weight: bold;\">B2B Integration:</span></span> Integrates customer, provider and various alternative partner interfaces with various data resources and company-managed applications</li><li><span style=\"font-style: italic;\"><span style=\"font-weight: bold;\">Application Integration (A2A):</span></span> Integrates various company-managed applications together, including cloud-based and remote systems</li><li><span style=\"font-style: italic;\"><span style=\"font-weight: bold;\">Data Integration:</span></span> Integrates business data resources, such as databases and files, over the business and operational intelligence systems</li></ul>\r\n<span style=\"font-weight: bold;\">What categories include integration middleware?</span>\r\nMiddleware is often described as plumbing because it links both sides of an application and also transfers data between them. Some standard middleware categories include:\r\n<ul><li>Enterprise service buses (ESBs);</li><li>Transaction processing (TP) monitors;</li><li>The distributed computing environment (DCE);</li><li>Remote procedure call (RPC) systems;</li><li>Object request brokers (ORBs);</li><li>Message passing;</li><li>Database access systems.</li></ul>","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/Integration_Middleware1.png"},{"id":492,"title":"Enterprise Service Bus Middleware","alias":"enterprise-service-bus-middleware","description":" An enterprise service bus (ESB) implements a communication system between mutually interacting software applications in a service-oriented architecture (SOA). It represents a software architecture for distributed computing, and is a special variant of the more general client-server model, wherein any application may behave as server or client. ESB promotes agility and flexibility with regard to high-level protocol communication between applications. Its primary use is in enterprise application integration (EAI) of heterogeneous and complex service landscapes.\r\nThe concept of the enterprise service bus is analogous to the bus concept found in computer hardware architecture combined with the modular and concurrent design of high-performance computer operating systems. The motivation for the development of the architecture was to find a standard, structured, and general purpose concept for describing implementation of loosely coupled software components (called services) that are expected to be independently deployed, running, heterogeneous, and disparate within a network. ESB is also a common implementation pattern for service-oriented architecture, including the intrinsically adopted network design of the World Wide Web.\r\nNo global standards exist for enterprise service bus concepts or implementations. Most providers of message-oriented middleware have adopted the enterprise service bus concept as de facto standard for a service-oriented architecture. The implementations of ESB use event-driven and standards-based message-oriented middleware in combination with message queues as technology frameworks. However, some software manufacturers relabel existing middleware and communication solutions as ESB without adopting the crucial aspect of a bus concept.\r\nThe ESB is implemented in software that operates between the business applications, and enables communication among them. Ideally, the ESB should be able to replace all direct contact with the applications on the bus, so that all communication takes place via the ESB. To achieve this objective, the ESB must encapsulate the functionality offered by its component applications in a meaningful way. This typically occurs through the use of an enterprise message model. The message model defines a standard set of messages that the ESB transmits and receives. When the ESB receives a message, it routes the message to the appropriate application. Often, because that application evolved without the same message model, the ESB has to transform the message into a format that the application can interpret. A software adapter fulfills the task of effecting these transformations, analogously to a physical adapter.\r\nESBs rely on accurately constructing the enterprise message model and properly designing the functionality offered by applications. If the message model does not completely encapsulate the application functionality, then other applications that desire that functionality may have to bypass the bus, and invoke the mismatched applications directly. Doing so violates the principles of the ESB model, and negates many of the advantages of using this architecture.\r\nThe beauty of the ESB lies in its platform-agnostic nature and the ability to integrate with anything at any condition. It is important that Application Lifecycle Management vendors truly apply all the ESB capabilities in their integration products while adopting SOA. Therefore, the challenges and opportunities for EAI vendors are to provide an integration solution that is low-cost, easily configurable, intuitive, user-friendly, and open to any tools customers choose.","materialsDescription":" <span style=\"font-weight: bold;\">What is an Enterprise Service Bus (ESB)?</span>\r\nAn Enterprise Service Bus (ESB) is a type of software platform known as middleware, which works behind the scenes to aid application-to-application communication. Think of an ESB as a “bus” that picks up information from one system and delivers it to another.\r\nThe term ESB first appeared in 2002, but the technology continues to evolve, driven by the need for ever-emerging internet applications to communicate and interact with one another.\r\n<span style=\"font-weight: bold;\">Why would I want an ESB?</span>\r\nImagine that there are two systems in an organization that needs to exchange data. The technical teams that represent each system plan and implement a solution that allows these systems to communicate. A year or two later, the organization deploys several more systems that need to interact with each other as well as the existing two systems. How can all teams develop and reach an agreement on the best solution?\r\nIt becomes very complicated to manage and maintain one solution as an organization’s IT systems expand. With just 10 systems, there could be 100 different interfaces and scores of disparate technical requirements.\r\nAn ESB provides a secure, scalable and cost-effective infrastructure that enables real-time data exchange among many systems. Data from one system, known as a service provider, can be put on the enterprise service bus as a message, which is sent immediately to a service consumer of the data. If a new system wants to consume this same data, all it has to do is plug into the bus in the same manner.","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/icon_Enterprise_Service_Bus_Middleware.png"}],"characteristics":[],"concurentProducts":[],"jobRoles":[],"organizationalFeatures":[],"complementaryCategories":[],"solutions":[],"materials":[],"useCases":[],"best_practices":[],"values":[],"implementations":[]},"egain-calltrack":{"id":1303,"logoURL":"https://old.roi4cio.com/fileadmin/user_upload/eGain.png","logo":true,"scheme":false,"title":"eGain CallTrack","vendorVerified":0,"rating":"1.00","implementationsCount":0,"suppliersCount":0,"supplierPartnersCount":0,"alias":"egain-calltrack","companyTitle":"eGain","companyTypes":["supplier","vendor"],"companyId":4106,"companyAlias":"egain","description":"\r\neGain CallTrack will enable you to provide consistently effective interactions across social, web, contact center, and mobile channels. The result? Healthy, profitable, and long-lasting relationships with your customers!\r\n\r\n\r\n<span style=\"font-weight: bold;\">Streamline and automate service processes</span>\r\n\r\nService process automation is key to driving operating efficiency in your contact center. eGain CallTrack leverages the power of eGain Customer Engagement Hub™ platform (eGain CEH™) to help streamline and automate processes. Using the visual workflow designer, you can set up pre-routing, handling, and post-routing business rules to drive consistency and efficiency through your contact centers.\r\n\r\n\r\n<span style=\"font-weight: bold;\">Effectively categorize interactions</span>\r\n\r\nCategories and resolution codes are assigned automatically as well as manually. Effective classification helps deliver valuable customer feedback and service trends to your product and marketing team.\r\n\r\n\r\n<span style=\"font-weight: bold;\">Make agents more productive</span>\r\n\r\nAgent costs, typically, account for over 50% of contact center expenses. Increase agent productivity through a unified agent desktop that eliminates the need to switch applications and improves access to information.\r\n\r\n\r\nAgents have access to:\r\n\r\n<ul> <li>Complete customer information, including interactions through other channels</li> <li>The common knowledge base</li> <li>Subject matter experts through collaboration tools</li> <li>Multimedia interaction tools such as chat and web cobrowsing to help customers</li> <li>Auto-summarization and note-taking facilities</li> </ul>\r\n\r\n<span style=\"font-weight: bold;\">Resolve issues quickly</span>\r\n\r\neGain CallTrack offers the industry’s most comprehensive knowledge management tools for resolving cases:\r\n\r\n<ul> <li>Agents, across channels, have one-click access to eGain Knowledge Base.</li> <li>Agents can find information through FAQ lists, browsing, searching, and guided help (supported by eGain’s pioneering reasoning engine).</li> <li>Agents can also contribute to the knowledge base.</li> </ul>\r\n\r\n<span style=\"font-weight: bold;\">Monitor and track every call</span>\r\n\r\nPriorities and SLAs are assigned automatically, and alarms are triggered when SLAs are\r\n\r\nlikely to be missed. In addition, managers and supervisors can:\r\n\r\n<ul> <li>Use real-time monitors to oversee queues or agents.</li> <li>Check the audit trail of interactions to ensure correct handling.</li> <li>Run reports to analyze call volumes, SLAs, agent productivity, knowledge base usage, and query trends.</li> </ul>\r\n\r\n\r\n<span style=\"font-weight: bold;\">Integrate multichannel customer communications</span>\r\n\r\neGain CallTrack is one of the many modular applications in eGain, which helps businesses set up omnichannel customer engagement hubs. Use other eGain products to enable escalations to and from self-service, live chat, email, and social interactions.","shortDescription":"eGain CallTrack is a dynamic case management solution that helps companies provide quick, high-quality, and cost-efficient resolution of customer issues across emerging interaction channels.","type":null,"isRoiCalculatorAvaliable":false,"isConfiguratorAvaliable":false,"bonus":100,"usingCount":14,"sellingCount":17,"discontinued":0,"rebateForPoc":0,"rebate":0,"seo":{"title":"eGain CallTrack","keywords":"eGain, interactions, through, CallTrack, your, knowledge, contact, Agents","description":"\r\neGain CallTrack will enable you to provide consistently effective interactions across social, web, contact center, and mobile channels. The result? Healthy, profitable, and long-lasting relationships with your customers!\r\n\r\n\r\n<span style=\"font-weight: bold;\"","og:title":"eGain CallTrack","og:description":"\r\neGain CallTrack will enable you to provide consistently effective interactions across social, web, contact center, and mobile channels. The result? Healthy, profitable, and long-lasting relationships with your customers!\r\n\r\n\r\n<span style=\"font-weight: bold;\"","og:image":"https://old.roi4cio.com/fileadmin/user_upload/eGain.png"},"eventUrl":"","translationId":1304,"dealDetails":null,"roi":null,"price":null,"bonusForReference":null,"templateData":[],"testingArea":"","categories":[{"id":71,"title":"CRM - Customer Relationship Management","alias":"crm-customer-relationship-management","description":"<span style=\"font-weight: bold;\">Customer service</span> is the provision of service to customers before, during and after a purchase. The perception of success of such interactions is dependent on employees &quot;who can adjust themselves to the personality of the guest&quot;. Customer service concerns the priority an organization assigns to customer service relative to components such as product innovation and pricing. In this sense, an organization that values good customer service may spend more money in training employees than the average organization or may proactively interview customers for feedback.\r\nA <span style=\"font-weight: bold;\">customer support</span> is a range of customer services to assist customers in making cost effective and correct use of a product. It includes assistance in planning, installation, training, trouble shooting, maintenance, upgrading, and disposal of a product. These services even may be done at customer's side where he/she uses the product or service. In this case it is called &quot;at home customer services&quot; or &quot;at home customer support.&quot;\r\nRegarding technology, products such as mobile phones, televisions, computers, software products or other electronic or mechanical goods, it is termed technical support. \r\nCustomer service may be provided by a person (e.g., sales and service representative), or by automated means, such as kiosks, Internet sites, and apps.\r\n<span style=\"font-weight: bold;\">CRM </span>(Customer Relationship Management) is an approach to manage a company's interaction with current and potential customers. It uses data analysis about customers' history with a company to improve business relationships with customers, specifically focusing on customer retention and ultimately driving sales growth.\r\nOne important aspect of the CRM approach is the systems of CRM that compile data from a range of different communication channels, including a company's website, telephone, email, live chat, marketing materials and more recently, social media. Through the CRM approach and the systems used to facilitate it, businesses learn more about their target audiences and how to best cater to their needs.\r\nCRM helps users focus on their organization’s relationships with individual people including customers, service users, colleagues, or suppliers.\r\nWhen people talk about customer relationship management system, they might mean any of three things: \r\n<ul><li><span style=\"font-weight: bold;\">CRM as Technology</span>: This is a technology product, often in the cloud, that teams use to record, report and analyse interactions between the company and users. This is also called a CRM system or solution.</li><li><span style=\"font-weight: bold;\">CRM as a Strategy</span>: This is a business’ philosophy about how relationships with customers and potential customers should be managed.&nbsp; </li><li><span style=\"font-weight: bold;\">CRM as a Process</span>: Think of this as a system a business adopts to nurture and manage those relationships.</li></ul>\r\n<br /><br /><br />","materialsDescription":"<h1 class=\"align-center\"><span style=\"font-weight: normal;\">Why is CRM important?</span></h1>\r\nCRM management system enables a business to deepen its relationships with customers, service users, colleagues, partners and suppliers.\r\nForging good relationships and keeping track of prospects and customers is crucial for customer acquisition and retention, which is at the heart of a CRM’s function. You can see everything in one place — a simple, customizable dashboard that can tell you a customer’s previous history with you, the status of their orders, any outstanding customer service issues, and more.\r\nGartner predicts that by 2021, CRM technology will be the single largest revenue area of spending in enterprise software. If your business is going to last, you know that you need a strategy for the future. For forward-thinking businesses, CRM is the framework for that strategy.\r\n<h1 class=\"align-center\"><span style=\"font-weight: normal;\">What are the benefits of CRM?</span></h1>\r\nBy collecting and organising data about customer interactions, making it accessible and actionable for all, and facilitating analysis of that data, CRM offers many benefits and advantages.<br />The benefits and advantages of CRM include:\r\n<ul><li>Enhanced contact management</li><li>Cross-team collaboration</li><li>Heightened productivity</li><li>Empowered sales management</li><li>Accurate sales forecasting</li><li>Reliable reporting</li><li>Improved sales metrics</li><li>Increased customer satisfaction and retention</li><li>Boosted marketing ROI</li><li>Enriched products and services</li></ul>\r\n<h1 class=\"align-center\"><span style=\"font-weight: normal;\">What are the key features of most popular CRM software programs?</span></h1>\r\nWhile many CRM solutions differ in their specific value propositions — depending on your business size, priority function, or industry type — they usually share some core features. These, in fact, are the foundation of any top CRM software, without which you might end up using an inferior app or an over-rated address book. So, let’s discuss the key features you need to look for when figuring out the best CRM software for your business.\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Contact management</span>. The best CRM solutions aren’t just an address book that only organizes contact details. It manages customer data in a centralized place and gives you a 360-degree view of your customers. You should be able to organize customers’ personal information, demographics, interactions, and transactions in ways that are meaningful to your goals or processes. Moreover, a good contact management feature lets you personalize your outreach campaign. By collecting personal, social, and purchase data, it will help you to segment target audience groups in different ways.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Reporting and dashboards</span>. These features of customer relationship management allow you to use analytics to interpret customer data. Reporting is very useful if you want to consolidate disparate data and churn out insights in different visualizations. This lets you make better decisions or proactively deal with market trends and customer behavioral patterns. The more visual widgets a CRM software has, the better you can present reports. Furthermore, a best customer relationship management software will generate real-time data, making reporting more accurate and timely. Reporting also keeps you tab on sales opportunities like upsell, resell, and cross-sell, especially when integrated with e-commerce platforms.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Lead management</span>. These features let you manage leads all the way to win-loss stage. They pave a clear path to conversion, so you can quickly assess how the business is performing. One of the main three legs that comprises the best client relationship management software (the other two being contact management and reporting), lead management unburdens the sales team from follow-ups, tracking, and repetitive tasks.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Deals and tasks</span>. Deals and tasks are closely associated with leads. Deals are leads at the negotiation stage, so it’s critical to keep a close eye on their associated tasks for a higher chance of conversion.<br />CRM software tools should also let you track both deals and tasks in their respective windows or across the sales stages. Whether you’re viewing a contact or analyzing the sales pipeline, you should be able to immediately check the deal’s tasks and details. Deals and tasks should also have user permissions to protect leaks of sensitive data. Similarly, alerts are critical to tasks so deadlines are met. Notifications are usually sent via email or prominently displayed on the user’s dashboard.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Campaign management</span>. Solid CRM software will integrate this feature to enable marketing processes from outreach concept to A/B testing to deployment and to post analysis. This will allow you to sort campaigns to target segments in your contacts and define deployment strategies. You will also be able to define metrics for various channels, then plow back the insights generated by post-campaign analytics into planning more campaigns.<br />Recurring outreach efforts can also be automated. For instance, you can set to instantly appropriate content to contacts based on their interest or send tiered autoresponders based on campaign feedback.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Email management</span>. By integrating with popular email clients like Gmail and Outlook, CRM solutions can capture email messages and sort important details that can be saved in contacts or synced with leads. They can also track activities like opened emails, forwarded emails, clicked links, and downloaded files. Emails can also be qualified for prospecting.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Social media management. </span>Popular CRM systems feature an integrated social media management where you can view different social media pages from the CRM’s interface. This is a convenient way to post, reply on, and manage all your pages. Likewise, this feature gives you a better perspective on how customers are interacting with your brand. A glean of their likes and dislikes, interests, shares, and public conversations helps you to assess customer biases and preferences. Customers are also increasingly using social media to contact companies; hence, a good CRM should alert you for brand mentions.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Mobile access</span>. With more users accessing apps via mobile devices, many vendors have been prioritizing mobile-first platforms. Emergence Capital Partners study found over 300 mobile-first apps so far and CRM is definitely one their targets. Many CRM solutions have both Android and iOS apps. Mobile access works in two ways to be highly appreciated: accessing data and inputting data while on location. Field sales with the latest sales information on hand may be able to interest prospects better. Conversely, sales reps can quickly update deals across the pipeline even as they come off a client meeting.</li></ul>\r\n\r\n","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/CRM_-_Customer_Relationship_Management.png"},{"id":152,"title":"Contact Center","alias":"contact-center","description":"A contact center is a central point from where you can contact.\r\nThe contact center typically includes one or more call centers but may include other types of customer contact, as well. A contact center is generally part of an enterprise's overall customer relationship management (CRM) strategy.<br />Contact centers and call centers are both centers for customer service, and the two terms are often used interchangeably, but a contact center supports more services than a typical call center.\r\nContact centers offer omnichannel customer support, including email, chat, voice over IP (VoIP) and website support. A call center typically uses phones as the main channel of communication and can handle a mass volume of calls.<br />Contact centers are used for inbound communication, outbound communication or a hybrid of both. Contact center agents also interact with customers via web chat, phone, email or other communication channels.\r\nThe contact center infrastructure that is necessary to support communications may be located on the same premises as the contact center, or it can be located externally.\r\nIn an on-premises scenario, the company that owns the contact center also owns and manages its own hardware and software. This requires staffing and IT investments that some companies choose to forgo by outsourcing those tasks to cloud providers or hosting companies.","materialsDescription":" <span style=\"font-weight: bold;\">What is a Call Center?</span>\r\nTraditionally, a call center is an office where a large number of call center agents provide customer service over the telephone. Inbound call centers receive calls for customer support and often serve as a knowledge base for tech support, billing questions, and other customer service issues. These call centers focus on quick call resolution times and agent productivity. In outbound call centers, agents make calls rather than receive them. These could be sales calls, marketing offers, surveys, fundraising requests, or debt collection, for example.\r\nThe term “call center” conjures an image for many people of waiting on perpetual hold or being routed through an endless IVR that never gives them what they need. Because so many consumers have had a dreadful customer service experience along these lines, call centers have developed a bad rap. But as legacy phone systems give way to newer digital technologies, call centers are evolving.\r\n<span style=\"font-weight: bold;\">What is a Contact Center?</span>\r\nThe term &quot;contact center&quot; (or “contact centre”) reflects the modern reality that there are many other ways to connect with a customer these days besides by telephone. The combined trends of increased customer expectations and newer technologies that allow for many channels of communication are creating a shift in the traditional call center model which has existed for decades. Consumers want more ways to reach businesses, and businesses are looking for new ways to improve customer experience.\r\nWhile call center agents generally focus on inbound and outbound calls, either on traditional phone lines or over VoIP, contact center agents handle a wide variety of communications. In a modern multichannel contact center, technical support might be delivered over in-app chat or video, while order status updates are delivered via SMS, event promotions are sent as push notifications, surveys are deployed over Facebook Messenger, and sales inquiries received by email are sent directly to an agent to connect by phone. Call centers handle voice communications, contact centers handle all communications.\r\nA company’s contact center is usually integrated with their customer relationship management (CRM) system, where all interactions between the organization and the public are tracked, coordinated, and managed. Depending on the infrastructure and ecosystem, it could be comprised of an alphabet soup of complex components. Many companies have purchased off-the-shelf systems or a highly customized network of technologies from multiple vendors. Some companies have adopted a cloud-based solution or two, but they remain siloed from the rest of their systems and can’t talk to each other.","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/Contact_Center1.png"},{"id":337,"title":"Sales","alias":"sales","description":" Sales are activities related to selling or the number of goods or services sold in a given targeted time period.\r\nThe seller, or the provider of the goods or services, completes a sale in response to an acquisition, appropriation, requisition, or a direct interaction with the buyer at the point of sale. There is a passing of title (property or ownership) of the item, and the settlement of a price, in which agreement is reached on a price for which transfer of ownership of the item will occur. The seller, not the purchaser, typically executes the sale and it may be completed prior to the obligation of payment. In the case of indirect interaction, a person who sells goods or service on behalf of the owner is known as a salesman or saleswoman or salesperson, but this often refers to someone selling goods in a store/shop, in which case other terms are also common, including salesclerk, shop assistant, and retail clerk.\r\nIn common law countries, sales are governed generally by the common law and commercial codes. In the United States, the laws governing sales of goods are somewhat uniform to the extent that most jurisdictions have adopted Article 2 of the Uniform Commercial Code, albeit with some non-uniform variations.\r\nA person or organization expressing an interest in acquiring the offered item of value is referred to as a potential buyer, prospective customer, or prospect. Buying and selling are understood to be two sides of the same &quot;coin&quot; or transaction. Both seller and buyer engage in a process of negotiation to consummate the exchange of values. The exchange, or selling, process has implied rules and identifiable stages. It is implied that the selling process will proceed fairly and ethically so that the parties end up nearly equally rewarded. The stages of selling, and buying, involve getting acquainted, assessing each party's need for the other's item of value, and determining if the values to be exchanged are equivalent or nearly so, or, in buyer's terms, &quot;worth the price&quot;. Sometimes, sellers have to use their own experiences when selling products with appropriate discounts.\r\nAlthough the skills required are different, from a management viewpoint, sales is a part of marketing. Sales often form a separate grouping in a corporate structure, employing separate specialist operatives known as salespersons (singular: salesperson). Selling is considered by many to be a sort of persuading &quot;art&quot;. Contrary to popular belief, the methodological approach of selling refers to a systematic process of repetitive and measurable milestones, by which a salesman relates his or her offering of a product or service in return enabling the buyer to achieve their goal in an economic way.","materialsDescription":" <span style=\"font-weight: bold;\">What's the Difference Between Sales and Marketing?</span>\r\nSales and Marketing: two terms we often hear together when working with mid-size companies. In some ways, this is logical because the two need to work together. But in fact, Sales and Marketing are two very different functions and require very different skills.\r\nBusiness leaders know what Operations are; they make stuff. They know what Accounting is; they record and control the money. And they know what Sales do; they sell stuff. So if you are not making stuff, selling stuff, or recording the money—what is marketing and why do you need it?\r\nWhat's the difference between Sales and Marketing? To answer this question, let's define what Sales and Marketing are separately and how they support one another.\r\n<span style=\"font-style: italic;\"><span style=\"font-weight: bold;\">What is Marketing? Aligning with Customers, Now and for the Future</span></span>\r\nA key job of Marketing is to understand the marketplace from the perspective of the customer looking back towards the company and helping lead the company where it should be in the future. Marketing’s job is to direct the organization toward the segments, or groups of customers and channels where the company can profitably compete. It should help the organization see how it needs to modify its product offerings, pricing, and communication so that it meets the needs of the distribution channel or end customers.\r\nMarketing also needs to convert the market understanding into tools and tactics to attract the market, build (often digital) relationships, and develop leads. Without Sales, Marketing efforts run short. Marketing directs Sales as to where they should be hunting and what ammo to use. Note, however, that if Marketing becomes a sales support function focused only on the now, the future can become lost.\r\n<span style=\"font-style: italic;\"><span style=\"font-weight: bold;\">Without Marketing, Sales Suffers</span></span>\r\nNot even the best hunter can bring home dinner if they are shooting blanks at decoys. Markets are constantly changing. The job of marketing is to stay ahead of the changes and help the hunters see where they should be hunting and provide them with the right ammunition. If Marketing is only focused on delivering the ammunition for today, nobody will see where the industry is moving or where the company needs to hunt next. This limits growth not only for Sales and Marketing but also for your entire organization.\r\n<span style=\"font-style: italic;\"><span style=\"font-weight: bold;\">Can You be Both Sales and Marketing?</span></span>\r\nIn all my years, working for companies that ranged from Fortune 100 to mid-size companies I have never met anyone who was really good at both sales and marketing. I have held the title of VP of Sales and Marketing, managing a 500 person sales and merchandising force. I was really a marketing person with sales authority. The skills required to focus on the now and the push of sales are different. In many ways, they are contrary to the skills of looking to the future and the customer perspective of marketing.\r\nEvery Sales organization feels they have a good understanding of their customers. But every Sales conversation with a customer has a sales transaction lurking in the background. Therefore, customers can never be completely open about their needs and want when talking to a sales person.\r\nFor a company to really grow, someone must have the job of looking out the window towards where the company needs to go in the future. For many companies, this is the job of the CEO and Sales hires someone to do some sales support and gives them a marketing title. But as companies grow, the job of CEO starts to become a full-time job in itself and the strategic role of Marketing gets short-changed. A study of mid-size companies by the University of Texas showed that companies that separated the roles of Marketing and Sales were much more likely to grow faster than the industry average.\r\n<span style=\"font-style: italic;\"><span style=\"font-weight: bold;\">Sales and Marketing: Today and the Future</span></span>\r\nSales need to be focused on the now. You can’t run a company unless your sales team is focused on bringing in today’s business. But you can’t really ask your Sales leaders where the company should go next and to develop the 18-month plan to get there without losing focus on today’s revenue. Besides, if your sales executive was really good at developing future-focused business strategies and tying that strategy to the plans and tools of marketing to make it happen, they would be a marketing person and not a now-focused sales person.","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/icon_Sales.png"},{"id":341,"title":"Customer Service","alias":"customer-service","description":" Customer service is the process of ensuring customer satisfaction with a product or service. Often, customer service takes place while performing a transaction for the customer, such as making a sale or returning an item. Customer service can take the form of in-person interaction, a phone call, self-service systems, or by other means.\r\nCustomer service is an important part of maintaining ongoing client relationships, which is key to continuing revenue. For this reason, many companies have worked hard to increase their customer satisfaction levels.\r\nMost successful businesses recognize the importance of providing outstanding customer service. Courteous and empathetic interaction with a trained customer service representative can mean the difference between losing or retaining a customer.\r\nWhen problems arise, customers should receive timely attention to the issue. Prompt attention to emails and phone calls is critical to maintaining good relations. Requiring customers to stand in long lines or sit on hold can sour an interaction before it begins.\r\nIdeally, customer service should be a one-stop endeavor for the consumer. For example, if a customer calls a helpline regarding a problem with a product, the customer service representative should follow through with the customer until the issue is fully resolved.\r\nThis may entail scheduling appointments with in-person repair personnel if the problem cannot be resolved on the phone, or transferring a call to skilled technicians in another department. Proactively following up with the customer to ensure that he or she is fully satisfied is another smart move.","materialsDescription":" What are customer service standards?\r\nCustomer service standards are an internal corporate set of rules governing the company's customer service activities, an algorithm for communicating with customers, and general standards for responding to unusual situations. The standard of customer service is an integral part of the corporate standard of the company.\r\nFunctions of customer service standards:\r\n<ol><li>To order. The client does not encounter problems, does not see them, which means that he is confident that all the staff without exception are professionals who know their business.</li><li>To control. It is difficult to assess and monitor the work of each manager if there are no clear criteria for evaluation. At the same time, the implementation of the sales plan cannot be the only parameter of the assessment; you need to know whether the manager of customer service standards adopted in this company adheres.</li><li>To adapt. Among other things, the availability of customer service standards simplifies the procedure.</li></ol>\r\nCustomer service standards are effective if the customer does not see the difference between the work of two (or more) managers, and sees only “proprietary” service, always the same, regardless of any external factors or circumstances. The customer service standard, which has been tested in practice, backed up by experience (perhaps even someone else's), created on the basis of analytical studies and recognized methods, can be called &quot;gold&quot;. It allows you to increase profits, improve the image of the company, attract new customers.\r\nCustomer service standards are an important part of the company's brand. But, in addition, the standards are necessary and other units, in particular, the department to work with staff. Therefore, their development must take into account the needs of all interested services of the company.\r\n<span style=\"font-weight: bold; \">What is the purpose of introducing customer service standards in the company?</span>\r\nThe objectives of implementing the standards are as follows:\r\n<ul><li>For employees with experience: minimize the number of erroneous and unnecessary actions. The result of this will be saving time of each employee (no errors - no need to spend time correcting them). And, as a result, increased productivity.</li><li>For novice employees: customer service standards allow you to transfer the necessary knowledge in the most concise manner and in a short time.</li><li>For the company: the abolition of dependence on the old-timers. Not all employees who have worked in the company for many years (or even since the day of foundation) are able to resist the so-called star disease. Having knowledge and experience, a person loses the ability to objectively evaluate his work, he begins to think that he is the best manager in the company. It can end very badly - in the event of dismissal, such an employee will take the base, and turn clients against the company. Standards for customer service are needed to ensure that all employees can be assessed on a single scale, based on the actual benefits they bring to the company, as well as the attitude of the employee to the company.</li><li>For the company: the uniformity of control activities of managers. Standards are unequivocal, exclude double interpretations, and therefore cannot cause controversy about the rightness of an employee or employer.</li><li>For managers: the standards of uniform customer service are the same for all managers, and this makes it possible to make the pay of each manager absolutely transparent and intelligible. Realizing that there will be no double interpretations, the manager may not be afraid that he will be paid less than expected - all his mistakes and achievements are immediately visible and understandable.</li></ul>\r\n<span style=\"font-weight: bold; \">The application of service standards allows you:</span>\r\n<ul><li>to develop a company style in dealing with clients;</li><li>to increase the effectiveness of the work of managers with new customers;</li><li>to bring the quality of communication with customers to a higher level;</li><li>to create a positive opinion of the company about the company, so that it can be recommended to its acquaintances, thus increasing the number of potential and then real customers;</li><li>to minimize conflicts between the manager and the customer;</li><li>to develop a technology for training newcomers;</li><li>to transfer the assessment of the work of the manager from the subjective to the objective, transparent and understandable to everyone;</li><li>to establish a procedure for controlling the work of personnel;</li><li>to increase the motivation of managers to work.</li></ul>\r\n<span style=\"font-weight: bold;\">Benefits of applying service standards</span>\r\n<ul><li>The accumulation of experience: the entire base focuses on the company, and not on the hands of managers, &quot;old-timers.&quot; Thus, the departure of one or several “old” employees does not become a “natural disaster” for the company.</li><li>Motivation, analysis and control: customer service standards make it possible to develop a transparent scheme of managers' motivation based on a clear, almost mathematical analysis of their work. The sales process is optimized.</li><li>Setting goals. With the help of standards, the company has the ability to set clear, reasonable plans. This allows you to keep the atmosphere in the team friendly and stable, and the lack of &quot;muffled&quot; tasks - to increase the loyalty of managers to the company.</li><li>Standards of customer service is a fairly mobile system that allows you to immediately detect errors in working with clients and quickly eliminate them. In addition, at any stage of working with a client, the head of the sales department can intervene in the process, noticing an error in the work of the manager, and even be proactive in order to prevent an error to which the manager is heading.</li><li>Quick and easy start for beginners. Customer service standards are actually a knowledge base, collected, analyzed, and streamlined. Such information is easily transmitted and assimilated by beginners, which means that the beginner quickly gets to work and starts to make a profit. In addition, a newbie will not spoil relations with a client by awkward actions, since he already knows what to do in any conflict and problem situations.</li><li>Customer confidence. Customer service standards allow the latter to feel confident in the company - no matter where the customer is, he will always easily recognize “his” company by brand features and can be absolutely sure that in a small town they will be served as qualitatively as in a million-plus city, because that the company is well aware of their work. So, such a company can be trusted.</li></ul>","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/icon_Customer_Service.png"}],"characteristics":[],"concurentProducts":[],"jobRoles":[],"organizationalFeatures":[],"complementaryCategories":[],"solutions":[],"materials":[],"useCases":[],"best_practices":[],"values":[],"implementations":[]},"egain-mail":{"id":1314,"logoURL":"https://old.roi4cio.com/fileadmin/user_upload/eGain.png","logo":true,"scheme":false,"title":"eGain Mail","vendorVerified":0,"rating":"1.40","implementationsCount":1,"suppliersCount":0,"supplierPartnersCount":0,"alias":"egain-mail","companyTitle":"eGain","companyTypes":["supplier","vendor"],"companyId":4106,"companyAlias":"egain","description":"\r\nAn integral part of the eGain suite for customer service, eGain’s email management software offers:\r\n<ul> <li>Predefined workflows to manage incoming email and webform enquiries. Contains service level agreement (SLA) triggers to automate email routing and monitoring.</li> <li>Intelligent parsing of the content of all inbound email queries. Ability to send auto-responses and recommend responses to agents.</li> <li>Tracking of all customer queries.</li> <li>Complete customer information and interaction history, across channels, available to email customer service agents, enabling informed interactions.</li> <li>Access to the centralized knowledge base that enables contact center agents to accurately resolve complex inquiries and processes. The agents can also contribute to the knowledge base thereby capturing invaluable expertise on the fly.</li> <li>Varied collaboration options with experts within and outside the system.</li> <li>Comprehensive analytics and real-time alarms for operational performance management</li> </ul>\r\n<span style=\"font-weight: bold;\">Administrator</span>\r\n<ul> <li>100% web-based email management software enables remote and easy administration</li> <li>Fine grained control over user access, role, and permissions</li> <li>Immediate, scheduled, and out-of-the-box reports</li> <li>Multichannel and channel-specific analytics</li> <li>Widest range of deployment options — inhouse implementation, subscription-based hosted delivery, and managed services for remote administration of licensed software</li> </ul>\r\n<span style=\"font-weight: bold;\">Email Agent</span>\r\n<ul> <li>Complete customer information and interaction history, across channels, available to email customer service agents, enabling informed interactions</li> <li>Automated service processes for the email channel, such as auto-replies, auto-suggestions, and auto-acknowledgements improve productivity</li> <li>Web-based consoles for a range of users: Agents, supervisors and managers, business analysts, knowledge authors, programmers, and system administrators</li> </ul>","shortDescription":"eGain Mail, the leading email management solution, helps companies manage large volumes of customer emails and webforms responsively and effectively.","type":null,"isRoiCalculatorAvaliable":false,"isConfiguratorAvaliable":false,"bonus":100,"usingCount":4,"sellingCount":9,"discontinued":0,"rebateForPoc":0,"rebate":0,"seo":{"title":"eGain Mail","keywords":"email, customer, service, agents, software, management, knowledge, across","description":"\r\nAn integral part of the eGain suite for customer service, eGain’s email management software offers:\r\n<ul> <li>Predefined workflows to manage incoming email and webform enquiries. Contains service level agreement (SLA) triggers to automate email routing and m","og:title":"eGain Mail","og:description":"\r\nAn integral part of the eGain suite for customer service, eGain’s email management software offers:\r\n<ul> <li>Predefined workflows to manage incoming email and webform enquiries. Contains service level agreement (SLA) triggers to automate email routing and m","og:image":"https://old.roi4cio.com/fileadmin/user_upload/eGain.png"},"eventUrl":"","translationId":1315,"dealDetails":null,"roi":null,"price":null,"bonusForReference":null,"templateData":[],"testingArea":"","categories":[{"id":71,"title":"CRM - Customer Relationship Management","alias":"crm-customer-relationship-management","description":"<span style=\"font-weight: bold;\">Customer service</span> is the provision of service to customers before, during and after a purchase. The perception of success of such interactions is dependent on employees &quot;who can adjust themselves to the personality of the guest&quot;. Customer service concerns the priority an organization assigns to customer service relative to components such as product innovation and pricing. In this sense, an organization that values good customer service may spend more money in training employees than the average organization or may proactively interview customers for feedback.\r\nA <span style=\"font-weight: bold;\">customer support</span> is a range of customer services to assist customers in making cost effective and correct use of a product. It includes assistance in planning, installation, training, trouble shooting, maintenance, upgrading, and disposal of a product. These services even may be done at customer's side where he/she uses the product or service. In this case it is called &quot;at home customer services&quot; or &quot;at home customer support.&quot;\r\nRegarding technology, products such as mobile phones, televisions, computers, software products or other electronic or mechanical goods, it is termed technical support. \r\nCustomer service may be provided by a person (e.g., sales and service representative), or by automated means, such as kiosks, Internet sites, and apps.\r\n<span style=\"font-weight: bold;\">CRM </span>(Customer Relationship Management) is an approach to manage a company's interaction with current and potential customers. It uses data analysis about customers' history with a company to improve business relationships with customers, specifically focusing on customer retention and ultimately driving sales growth.\r\nOne important aspect of the CRM approach is the systems of CRM that compile data from a range of different communication channels, including a company's website, telephone, email, live chat, marketing materials and more recently, social media. Through the CRM approach and the systems used to facilitate it, businesses learn more about their target audiences and how to best cater to their needs.\r\nCRM helps users focus on their organization’s relationships with individual people including customers, service users, colleagues, or suppliers.\r\nWhen people talk about customer relationship management system, they might mean any of three things: \r\n<ul><li><span style=\"font-weight: bold;\">CRM as Technology</span>: This is a technology product, often in the cloud, that teams use to record, report and analyse interactions between the company and users. This is also called a CRM system or solution.</li><li><span style=\"font-weight: bold;\">CRM as a Strategy</span>: This is a business’ philosophy about how relationships with customers and potential customers should be managed.&nbsp; </li><li><span style=\"font-weight: bold;\">CRM as a Process</span>: Think of this as a system a business adopts to nurture and manage those relationships.</li></ul>\r\n<br /><br /><br />","materialsDescription":"<h1 class=\"align-center\"><span style=\"font-weight: normal;\">Why is CRM important?</span></h1>\r\nCRM management system enables a business to deepen its relationships with customers, service users, colleagues, partners and suppliers.\r\nForging good relationships and keeping track of prospects and customers is crucial for customer acquisition and retention, which is at the heart of a CRM’s function. You can see everything in one place — a simple, customizable dashboard that can tell you a customer’s previous history with you, the status of their orders, any outstanding customer service issues, and more.\r\nGartner predicts that by 2021, CRM technology will be the single largest revenue area of spending in enterprise software. If your business is going to last, you know that you need a strategy for the future. For forward-thinking businesses, CRM is the framework for that strategy.\r\n<h1 class=\"align-center\"><span style=\"font-weight: normal;\">What are the benefits of CRM?</span></h1>\r\nBy collecting and organising data about customer interactions, making it accessible and actionable for all, and facilitating analysis of that data, CRM offers many benefits and advantages.<br />The benefits and advantages of CRM include:\r\n<ul><li>Enhanced contact management</li><li>Cross-team collaboration</li><li>Heightened productivity</li><li>Empowered sales management</li><li>Accurate sales forecasting</li><li>Reliable reporting</li><li>Improved sales metrics</li><li>Increased customer satisfaction and retention</li><li>Boosted marketing ROI</li><li>Enriched products and services</li></ul>\r\n<h1 class=\"align-center\"><span style=\"font-weight: normal;\">What are the key features of most popular CRM software programs?</span></h1>\r\nWhile many CRM solutions differ in their specific value propositions — depending on your business size, priority function, or industry type — they usually share some core features. These, in fact, are the foundation of any top CRM software, without which you might end up using an inferior app or an over-rated address book. So, let’s discuss the key features you need to look for when figuring out the best CRM software for your business.\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Contact management</span>. The best CRM solutions aren’t just an address book that only organizes contact details. It manages customer data in a centralized place and gives you a 360-degree view of your customers. You should be able to organize customers’ personal information, demographics, interactions, and transactions in ways that are meaningful to your goals or processes. Moreover, a good contact management feature lets you personalize your outreach campaign. By collecting personal, social, and purchase data, it will help you to segment target audience groups in different ways.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Reporting and dashboards</span>. These features of customer relationship management allow you to use analytics to interpret customer data. Reporting is very useful if you want to consolidate disparate data and churn out insights in different visualizations. This lets you make better decisions or proactively deal with market trends and customer behavioral patterns. The more visual widgets a CRM software has, the better you can present reports. Furthermore, a best customer relationship management software will generate real-time data, making reporting more accurate and timely. Reporting also keeps you tab on sales opportunities like upsell, resell, and cross-sell, especially when integrated with e-commerce platforms.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Lead management</span>. These features let you manage leads all the way to win-loss stage. They pave a clear path to conversion, so you can quickly assess how the business is performing. One of the main three legs that comprises the best client relationship management software (the other two being contact management and reporting), lead management unburdens the sales team from follow-ups, tracking, and repetitive tasks.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Deals and tasks</span>. Deals and tasks are closely associated with leads. Deals are leads at the negotiation stage, so it’s critical to keep a close eye on their associated tasks for a higher chance of conversion.<br />CRM software tools should also let you track both deals and tasks in their respective windows or across the sales stages. Whether you’re viewing a contact or analyzing the sales pipeline, you should be able to immediately check the deal’s tasks and details. Deals and tasks should also have user permissions to protect leaks of sensitive data. Similarly, alerts are critical to tasks so deadlines are met. Notifications are usually sent via email or prominently displayed on the user’s dashboard.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Campaign management</span>. Solid CRM software will integrate this feature to enable marketing processes from outreach concept to A/B testing to deployment and to post analysis. This will allow you to sort campaigns to target segments in your contacts and define deployment strategies. You will also be able to define metrics for various channels, then plow back the insights generated by post-campaign analytics into planning more campaigns.<br />Recurring outreach efforts can also be automated. For instance, you can set to instantly appropriate content to contacts based on their interest or send tiered autoresponders based on campaign feedback.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Email management</span>. By integrating with popular email clients like Gmail and Outlook, CRM solutions can capture email messages and sort important details that can be saved in contacts or synced with leads. They can also track activities like opened emails, forwarded emails, clicked links, and downloaded files. Emails can also be qualified for prospecting.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Social media management. </span>Popular CRM systems feature an integrated social media management where you can view different social media pages from the CRM’s interface. This is a convenient way to post, reply on, and manage all your pages. Likewise, this feature gives you a better perspective on how customers are interacting with your brand. A glean of their likes and dislikes, interests, shares, and public conversations helps you to assess customer biases and preferences. Customers are also increasingly using social media to contact companies; hence, a good CRM should alert you for brand mentions.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Mobile access</span>. With more users accessing apps via mobile devices, many vendors have been prioritizing mobile-first platforms. Emergence Capital Partners study found over 300 mobile-first apps so far and CRM is definitely one their targets. Many CRM solutions have both Android and iOS apps. Mobile access works in two ways to be highly appreciated: accessing data and inputting data while on location. Field sales with the latest sales information on hand may be able to interest prospects better. Conversely, sales reps can quickly update deals across the pipeline even as they come off a client meeting.</li></ul>\r\n\r\n","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/CRM_-_Customer_Relationship_Management.png"},{"id":152,"title":"Contact Center","alias":"contact-center","description":"A contact center is a central point from where you can contact.\r\nThe contact center typically includes one or more call centers but may include other types of customer contact, as well. A contact center is generally part of an enterprise's overall customer relationship management (CRM) strategy.<br />Contact centers and call centers are both centers for customer service, and the two terms are often used interchangeably, but a contact center supports more services than a typical call center.\r\nContact centers offer omnichannel customer support, including email, chat, voice over IP (VoIP) and website support. A call center typically uses phones as the main channel of communication and can handle a mass volume of calls.<br />Contact centers are used for inbound communication, outbound communication or a hybrid of both. Contact center agents also interact with customers via web chat, phone, email or other communication channels.\r\nThe contact center infrastructure that is necessary to support communications may be located on the same premises as the contact center, or it can be located externally.\r\nIn an on-premises scenario, the company that owns the contact center also owns and manages its own hardware and software. This requires staffing and IT investments that some companies choose to forgo by outsourcing those tasks to cloud providers or hosting companies.","materialsDescription":" <span style=\"font-weight: bold;\">What is a Call Center?</span>\r\nTraditionally, a call center is an office where a large number of call center agents provide customer service over the telephone. Inbound call centers receive calls for customer support and often serve as a knowledge base for tech support, billing questions, and other customer service issues. These call centers focus on quick call resolution times and agent productivity. In outbound call centers, agents make calls rather than receive them. These could be sales calls, marketing offers, surveys, fundraising requests, or debt collection, for example.\r\nThe term “call center” conjures an image for many people of waiting on perpetual hold or being routed through an endless IVR that never gives them what they need. Because so many consumers have had a dreadful customer service experience along these lines, call centers have developed a bad rap. But as legacy phone systems give way to newer digital technologies, call centers are evolving.\r\n<span style=\"font-weight: bold;\">What is a Contact Center?</span>\r\nThe term &quot;contact center&quot; (or “contact centre”) reflects the modern reality that there are many other ways to connect with a customer these days besides by telephone. The combined trends of increased customer expectations and newer technologies that allow for many channels of communication are creating a shift in the traditional call center model which has existed for decades. Consumers want more ways to reach businesses, and businesses are looking for new ways to improve customer experience.\r\nWhile call center agents generally focus on inbound and outbound calls, either on traditional phone lines or over VoIP, contact center agents handle a wide variety of communications. In a modern multichannel contact center, technical support might be delivered over in-app chat or video, while order status updates are delivered via SMS, event promotions are sent as push notifications, surveys are deployed over Facebook Messenger, and sales inquiries received by email are sent directly to an agent to connect by phone. Call centers handle voice communications, contact centers handle all communications.\r\nA company’s contact center is usually integrated with their customer relationship management (CRM) system, where all interactions between the organization and the public are tracked, coordinated, and managed. Depending on the infrastructure and ecosystem, it could be comprised of an alphabet soup of complex components. Many companies have purchased off-the-shelf systems or a highly customized network of technologies from multiple vendors. Some companies have adopted a cloud-based solution or two, but they remain siloed from the rest of their systems and can’t talk to each other.","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/Contact_Center1.png"},{"id":339,"title":"Marketing","alias":"marketing","description":" Marketing is the study and management of exchange relationships. It is the business process of creating relationships with and satisfying customers. Because marketing is used to attract customers, it is one of the primary components of business management and commerce. Marketers can direct product to other businesses (B2B marketing) or directly to consumers (B2C marketing).\r\nRegardless of who is being marketed to, several factors, including the perspective the marketers will use. These market orientations determine how marketers will approach the planning stage of marketing. This leads into the marketing mix, which outlines the specifics of the product and how it will be sold. This can in turn, be affected by the environment surrounding the product, the results of marketing research and market research, and the characteristics of the product's target market.\r\nOnce these factors are determined, marketers must then decide what methods will be used to market the product. This decision is based on the factors analyzed in the planning stage as well as where the product is in the product life cycle.\r\nMarketing is defined by the American Marketing Association as &quot;the activity, set of institutions, and processes for creating, communicating, delivering, and exchanging offerings that have value for customers, clients, partners, and society at large&quot;. The term developed from the original meaning which referred literally to going to market with goods for sale. From a sales process engineering perspective, marketing is &quot;a set of processes that are interconnected and interdependent with other functions of a business aimed at achieving customer interest and satisfaction&quot;.\r\nPhilip Kotler defined marketing as &quot;Satisfying needs and wants through an exchange process&quot;, and a decade later defines it as “a social and managerial process by which individuals and groups obtain what they want and need through creating, offering and exchanging products of value with others.”\r\nThe Chartered Institute of Marketing defines marketing as &quot;the management process responsible for identifying, anticipating and satisfying customer requirements profitably&quot;. A similar concept is the value-based marketing which states the role of marketing to contribute to increasing shareholder value. In this context, marketing can be defined as &quot;the management process that seeks to maximise returns to shareholders by developing relationships with valued customers and creating a competitive advantage&quot;.\r\nIn the past, marketing practice tended to be seen as a creative industry, which included advertising, distribution and selling. However, because the academic study of marketing makes extensive use of social sciences, psychology, sociology, mathematics, economics, anthropology and neuroscience, the profession is now widely recognized as a science, allowing numerous universities to offer Master-of-Science (MSc) programs.\r\nThe process of marketing is that of bringing a product to market, which includes these steps: broad market research; market targeting and market segmentation; determining distribution, pricing and promotion strategies; developing a communications strategy; budgeting; and visioning long-term market development goals. Many parts of the marketing process (e.g. product design, art director, brand management, advertising, inbound marketing, copywriting etc.) involve use of the creative arts.","materialsDescription":"<span style=\"font-weight: bold; \">What the differences between B2B and B2C Marketing?</span>\r\nThe different goals of B2B and B2C marketing lead to differences in the B2B and B2C markets. The main differences in these markets are demand, purchasing volume, amount of customers, customer concentration, distribution, buying nature, buying influences, negotiations, reciprocity, leasing and promotional methods.\r\n<span style=\"font-style: italic; \">Demand:</span> B2B demand is derived because businesses buy products based on how much demand there is for the final consumer product. Businesses buy products based on customer's wants and needs. B2C demand is primarily because customers buy products based on their own wants and needs.\r\n<span style=\"font-style: italic; \">Purchasing Volume:</span> Businesses buy products in large volumes to distribute to consumers. Consumers buy products in smaller volumes suitable for personal use.\r\n<span style=\"font-style: italic; \">Amount of Customers:</span> There are relatively fewer businesses to market to than direct consumers.\r\n<span style=\"font-style: italic; \">Customer Concentration:</span> Businesses that specialize in a particular market tend to be geographically concentrated while customers that buy products from these businesses are not concentrated.\r\n<span style=\"font-style: italic; \">Distribution:</span> B2B products pass directly from the producer of the product to the business while B2C products must additionally go through a wholesaler or retailer.\r\n<span style=\"font-style: italic; \">Buying Nature:</span> B2B purchasing is a formal process done by professional buyers and sellers while B2C purchasing is informal.\r\n<span style=\"font-style: italic; \">Buying Influences:</span> B2B purchasing is influenced by multiple people in various departments such as quality control, accounting, and logistics while B2C marketing is only influenced by the person making the purchase and possibly a few others.\r\n<span style=\"font-style: italic; \">Negotiations:</span> In B2B marketing, negotiating for lower prices or added benefits is commonly accepted while in B2C marketing (particularly in Western cultures) prices are fixed.\r\n<span style=\"font-style: italic; \">Reciprocity:</span> Businesses tend to buy from businesses they sell to. For example, a business that sells printer ink is more likely to buy office chairs from a supplier that buys the business's printer ink. In B2C marketing, this does not occur because consumers are not also selling products.\r\n<span style=\"font-style: italic; \">Leasing:</span> Businesses tend to lease expensive items while consumers tend to save up to buy expensive items.\r\n<span style=\"font-style: italic; \">Promotional Methods:</span> In B2B marketing, the most common promotional method is personal selling. B2C marketing mostly uses sales promotion, public relations, advertising, and social media.\r\n<span style=\"font-weight: bold; \">What are marketing orientations?</span>\r\nA marketing orientation has been defined as a &quot;philosophy of business management.&quot; or &quot;a corporate state of mind&quot; or as an &quot;organization[al] culture&quot;. Although scholars continue to debate the precise nature of specific orientations that inform marketing practice, the most commonly cited orientations are as follows:\r\n<span style=\"font-style: italic; \"><span style=\"font-weight: bold; \">Product</span></span>\r\nA firm employing a product orientation is mainly concerned with the quality of its product. A product orientation is based on the assumption that all things being equal, consumers will purchase products of superior quality. The approach is most effective when the firm has deep insights into customer needs and desires as derived from research and/or intuition and understands consumer's quality expectations and price consumers are willing to pay. Although the product orientation has largely been supplanted by the marketing orientation, firms practicing a product orientation can still be found in haute couture and arts marketing.\r\n<span style=\"font-style: italic; \"><span style=\"font-weight: bold; \">Sales</span></span>\r\nA sales orientation focuses on the selling/promotion of the firm's existing products, rather than developing new products to satisfy unmet needs or wants. This orientation seeks to attain the highest possible sales through promotion and direct sales techniques. The sales orientation &quot;is typically practiced with unsought goods.&quot; One study found that industrial companies are more likely to hold a sales orientation than consumer goods companies. The approach may also suit scenarios in which a firm holds dead stock, or otherwise sells a product that is in high demand, with little likelihood of changes in consumer tastes diminishing demand.\r\nA 2011 meta-analyses found that the factors with the greatest impact on sales performance are a salesperson's sales-related knowledge (knowledge of market segments, sales presentation skills, conflict resolution, and products), degree of adaptiveness (changing behavior based on the aforementioned knowledge), role clarity (salesperson's role is to expressly to sell), cognitive aptitude (intelligence) and work engagement (motivation and interest in a sales role).\r\n<span style=\"font-style: italic; \"><span style=\"font-weight: bold; \">Production</span></span>\r\nA firm focusing on a production orientation specializes in producing as much as possible of a given product or service in order to achieve economies of scale or economies of scope. A production orientation may be deployed when a high demand for a product or service exists, coupled with certainty that consumer tastes and preferences remain relatively constant (similar to the sales orientation). The so-called production era is thought to have dominated marketing practice from the 1860s to the 1930s, but other theorists argue that evidence of the production orientation can still be found in some companies or industries. Specifically, Kotler and Armstrong note that the production philosophy is &quot;one of the oldest philosophies that guides sellers... [and] is still useful in some situations.&quot;\r\n<span style=\"font-style: italic; \"><span style=\"font-weight: bold; \">Marketing</span></span>\r\nThe marketing orientation is the most common orientation used in contemporary marketing. It is a customer-centric approach that involves a firm basing its marketing program around products that suit new consumer tastes. Firms adopting a marketing orientation typically engage in extensive market research to gauge consumer desires, use R&amp;D (Research &amp; Development) to develop a product attuned to the revealed information, and then utilize promotion techniques to ensure consumers are aware of the product's existence and the benefits it can deliver. Scales designed to measure a firm's overall market orientation have been developed and found to be robust in a variety of contexts.\r\nThe marketing orientation has three prime facets, which are:\r\n<span style=\"font-style: italic; \">Customer orientation:</span> A firm in the market economy can survive by producing goods that people are willing and able to buy. Consequently, ascertaining consumer demand is vital for a firm's future viability and even existence as a going concern.\r\n<span style=\"font-style: italic; \">Organizational orientation:</span> The marketing department is of prime importance within the functional level of an organization. Information from the marketing department is used to guide the actions of a company's other departments.\r\nAs an example, a marketing department could ascertain (via marketing research) that consumers desired a new type of product or a new usage for an existing product. With this in mind, the marketing department would inform the R&amp;D department to create a prototype of a product/service based on consumers' new desires.\r\nThe production department would then start to manufacture the product, while the marketing department would focus on the promotion, distribution, pricing, etc. of the product. Additionally, a firm's finance department would be consulted, with respect to securing appropriate funding for the development, production, and promotion of the product. Finance may oppose the required capital expenditure since it could undermine a healthy cash flow for the organization.\r\n<span style=\"font-style: italic;\">Mutually beneficial exchange:</span> In a transaction in the market economy, a firm gains revenue, which thus leads to more profits, market shares, and/or sales. A consumer, on the other hand, gains the satisfaction of a need/want, utility, reliability and value for money from the purchase of a product or service.\r\n<span style=\"font-style: italic;\"><span style=\"font-weight: bold;\">Societal marketing</span></span>\r\nA number of scholars and practitioners have argued that marketers have a greater social responsibility than simply satisfying customers and providing them with superior value. Marketing organizations that have embraced the societal marketing concept typically identify key stakeholder groups such as employees, customers, and local communities. Companies that adopt a societal marketing perspective typically practice triple bottom line reporting whereby they publish social impact and environmental impact reports alongside financial performance reports. Sustainable marketing or green marketing is an extension of societal marketing.","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/icon_Marketing.png"},{"id":341,"title":"Customer Service","alias":"customer-service","description":" Customer service is the process of ensuring customer satisfaction with a product or service. Often, customer service takes place while performing a transaction for the customer, such as making a sale or returning an item. Customer service can take the form of in-person interaction, a phone call, self-service systems, or by other means.\r\nCustomer service is an important part of maintaining ongoing client relationships, which is key to continuing revenue. For this reason, many companies have worked hard to increase their customer satisfaction levels.\r\nMost successful businesses recognize the importance of providing outstanding customer service. Courteous and empathetic interaction with a trained customer service representative can mean the difference between losing or retaining a customer.\r\nWhen problems arise, customers should receive timely attention to the issue. Prompt attention to emails and phone calls is critical to maintaining good relations. Requiring customers to stand in long lines or sit on hold can sour an interaction before it begins.\r\nIdeally, customer service should be a one-stop endeavor for the consumer. For example, if a customer calls a helpline regarding a problem with a product, the customer service representative should follow through with the customer until the issue is fully resolved.\r\nThis may entail scheduling appointments with in-person repair personnel if the problem cannot be resolved on the phone, or transferring a call to skilled technicians in another department. Proactively following up with the customer to ensure that he or she is fully satisfied is another smart move.","materialsDescription":" What are customer service standards?\r\nCustomer service standards are an internal corporate set of rules governing the company's customer service activities, an algorithm for communicating with customers, and general standards for responding to unusual situations. The standard of customer service is an integral part of the corporate standard of the company.\r\nFunctions of customer service standards:\r\n<ol><li>To order. The client does not encounter problems, does not see them, which means that he is confident that all the staff without exception are professionals who know their business.</li><li>To control. It is difficult to assess and monitor the work of each manager if there are no clear criteria for evaluation. At the same time, the implementation of the sales plan cannot be the only parameter of the assessment; you need to know whether the manager of customer service standards adopted in this company adheres.</li><li>To adapt. Among other things, the availability of customer service standards simplifies the procedure.</li></ol>\r\nCustomer service standards are effective if the customer does not see the difference between the work of two (or more) managers, and sees only “proprietary” service, always the same, regardless of any external factors or circumstances. The customer service standard, which has been tested in practice, backed up by experience (perhaps even someone else's), created on the basis of analytical studies and recognized methods, can be called &quot;gold&quot;. It allows you to increase profits, improve the image of the company, attract new customers.\r\nCustomer service standards are an important part of the company's brand. But, in addition, the standards are necessary and other units, in particular, the department to work with staff. Therefore, their development must take into account the needs of all interested services of the company.\r\n<span style=\"font-weight: bold; \">What is the purpose of introducing customer service standards in the company?</span>\r\nThe objectives of implementing the standards are as follows:\r\n<ul><li>For employees with experience: minimize the number of erroneous and unnecessary actions. The result of this will be saving time of each employee (no errors - no need to spend time correcting them). And, as a result, increased productivity.</li><li>For novice employees: customer service standards allow you to transfer the necessary knowledge in the most concise manner and in a short time.</li><li>For the company: the abolition of dependence on the old-timers. Not all employees who have worked in the company for many years (or even since the day of foundation) are able to resist the so-called star disease. Having knowledge and experience, a person loses the ability to objectively evaluate his work, he begins to think that he is the best manager in the company. It can end very badly - in the event of dismissal, such an employee will take the base, and turn clients against the company. Standards for customer service are needed to ensure that all employees can be assessed on a single scale, based on the actual benefits they bring to the company, as well as the attitude of the employee to the company.</li><li>For the company: the uniformity of control activities of managers. Standards are unequivocal, exclude double interpretations, and therefore cannot cause controversy about the rightness of an employee or employer.</li><li>For managers: the standards of uniform customer service are the same for all managers, and this makes it possible to make the pay of each manager absolutely transparent and intelligible. Realizing that there will be no double interpretations, the manager may not be afraid that he will be paid less than expected - all his mistakes and achievements are immediately visible and understandable.</li></ul>\r\n<span style=\"font-weight: bold; \">The application of service standards allows you:</span>\r\n<ul><li>to develop a company style in dealing with clients;</li><li>to increase the effectiveness of the work of managers with new customers;</li><li>to bring the quality of communication with customers to a higher level;</li><li>to create a positive opinion of the company about the company, so that it can be recommended to its acquaintances, thus increasing the number of potential and then real customers;</li><li>to minimize conflicts between the manager and the customer;</li><li>to develop a technology for training newcomers;</li><li>to transfer the assessment of the work of the manager from the subjective to the objective, transparent and understandable to everyone;</li><li>to establish a procedure for controlling the work of personnel;</li><li>to increase the motivation of managers to work.</li></ul>\r\n<span style=\"font-weight: bold;\">Benefits of applying service standards</span>\r\n<ul><li>The accumulation of experience: the entire base focuses on the company, and not on the hands of managers, &quot;old-timers.&quot; Thus, the departure of one or several “old” employees does not become a “natural disaster” for the company.</li><li>Motivation, analysis and control: customer service standards make it possible to develop a transparent scheme of managers' motivation based on a clear, almost mathematical analysis of their work. The sales process is optimized.</li><li>Setting goals. With the help of standards, the company has the ability to set clear, reasonable plans. This allows you to keep the atmosphere in the team friendly and stable, and the lack of &quot;muffled&quot; tasks - to increase the loyalty of managers to the company.</li><li>Standards of customer service is a fairly mobile system that allows you to immediately detect errors in working with clients and quickly eliminate them. In addition, at any stage of working with a client, the head of the sales department can intervene in the process, noticing an error in the work of the manager, and even be proactive in order to prevent an error to which the manager is heading.</li><li>Quick and easy start for beginners. Customer service standards are actually a knowledge base, collected, analyzed, and streamlined. Such information is easily transmitted and assimilated by beginners, which means that the beginner quickly gets to work and starts to make a profit. In addition, a newbie will not spoil relations with a client by awkward actions, since he already knows what to do in any conflict and problem situations.</li><li>Customer confidence. Customer service standards allow the latter to feel confident in the company - no matter where the customer is, he will always easily recognize “his” company by brand features and can be absolutely sure that in a small town they will be served as qualitatively as in a million-plus city, because that the company is well aware of their work. So, such a company can be trusted.</li></ul>","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/icon_Customer_Service.png"}],"characteristics":[],"concurentProducts":[],"jobRoles":[],"organizationalFeatures":[],"complementaryCategories":[],"solutions":[],"materials":[],"useCases":[],"best_practices":[],"values":[],"implementations":[]},"eptica-customer-engagement-suite":{"id":1324,"logoURL":"https://old.roi4cio.com/fileadmin/user_upload/Eptica.png","logo":true,"scheme":false,"title":"Eptica Customer Engagement Suite","vendorVerified":0,"rating":"1.40","implementationsCount":1,"suppliersCount":0,"supplierPartnersCount":0,"alias":"eptica-customer-engagement-suite","companyTitle":"Eptica","companyTypes":["supplier","vendor"],"companyId":4125,"companyAlias":"eptica","description":"\r\n<span style=\"font-weight: bold;\">Knowledge Base</span> Putting knowledge at the heart of your customer service Eptica offers an engaging, accessible, dynamic, rich and well structured knowledge base to improve the efficiency, quality and consistency of information across sales and customer service channels. The Eptica Knowledge Base learns from the way it is used which content is best for answering a specific question. Every interaction with the knowledge base continues to refine and enhance the relevance of content. The system combines knowledge with the multichannel customer contact history, which together enable agents to optimize the effectiveness of their customer interactions. Using search and query histories from customers and agents, content is automatically and dynamically prioritized and made available where it is needed. Agents can also highlight content gaps as they work, simply by selecting a tick box which puts questions that need answers into the content management workflow.&nbsp; Information to answer questions need only be created once to be available to all customer service channels. Different departments can be responsible for information and incorporated into the content workflow. Every interaction with the knowledge base continuously enhances and refines the relevance of content, helping to keep the knowledge base up-to-date. Eptica enables organizations to build upon a centralized knowledge base that can be rolled out across multiple contact channels with ease. For example, it can be searchable by customers online and it can also be integrated with workflow to ensure contact center responses are consistent and efficient via email, calls and chat. A centralized knowledge base delivers relevant, accurate and consistent knowledge across channels for agents, back office staff and for customers, creating competitive advantage and delivering the best possible customer experience. <span style=\"font-weight: bold;\">Eptica Linguistic Services</span> Winner of International Expo CRE Innovation Award for ‘CRE Innovative Digital Linguistics EngineUnderstand what customers really mean Delivering consistent, rapid and personalized responses to consumers, based on understanding the tone and style of the language they use is critical to Customer Service excellence. Linguistics helps by automatically analyzing incoming interactions, prioritizing them based on tone, forwarding to the most relevant agent or department and suggesting relevant answers. This not only increases efficiency but provides unparalleled insight into customer behavior that can link into Big Data and Voice of the Customer initiatives. At Eptica, linguistics is at the heart of our entire product set. Eptica Linguistic Services™ is the engine that powers all of our linguistic capabilities, driving service excellence by embedding it across every channel: Our advanced Natural Language Processing automatically analyses incoming interactions to detect key message elements, language and sentiment, enabling queries to be quickly routed to the right agent, along with recommended responses. Sentiment analysis of the language used in incoming communications gives immediate insight into how happy an individual customer is - and allows you to prioritize resources accordingly. By understanding the context of questions asked, our Linguistic Search feature delivers faster, more accurate answers to customers, whatever type of language they use, as well as providing powerful insight into customer behavior, which feeds into Voice of the Customer programs. Eptica Linguistic Service is supported by Eptica's in-house team of linguists, ensuring it continues to develop and evolve as language changes now and in the future. <span style=\"font-weight: bold; font-style: italic;\">Benefits:</span>\r\n<ul> <li>Achieve Higher First Contact Resolution (FCR) rates</li> <li>Deliver high quality answers, faster to increase efficiency</li> <li>Listen to the Voice of your Customers to best meet their needs</li> </ul>\r\nOrganizations need an innovative approach to deal with their increasing customer service challenges without having to sacrifice cost, quality or speed of response. Applying techniques based on linguistics will enable you to tackle your challenges by closer, more automated understanding of what your customers are saying. <span style=\"font-weight: bold;\">Interaction Workflow</span> Eptica’s workflow is designed to support the processing and management of all inbound and outbound customer requests and interactions that take place across multiple channels. For example, when a customer sends an email or submits a web form Eptica captures the inbound message and create a workflow item to manage that interaction. Eptica automatically profiles each inbound message in order for it to be visible to the appropriate team and given an appropriate level of priority. Eptica also uses the results of the computational linguistic analysis to be able to push to agents highly relevant knowledge articles which will assist the agent in correctly handling and responding to the inbound request.\r\n","shortDescription":"The Eptica Customer Engagement Suite platform is designed around a central Knowledge Base and Eptica Linguistic Services, an advanced linguistics technology system.","type":null,"isRoiCalculatorAvaliable":false,"isConfiguratorAvaliable":false,"bonus":100,"usingCount":15,"sellingCount":3,"discontinued":0,"rebateForPoc":0,"rebate":0,"seo":{"title":"Eptica Customer Engagement Suite","keywords":"customer, Eptica, knowledge, into, with, content, that, customers","description":"\r\n<span style=\"font-weight: bold;\">Knowledge Base</span> Putting knowledge at the heart of your customer service Eptica offers an engaging, accessible, dynamic, rich and well structured knowledge base to improve the efficiency, quality and consistency of infor","og:title":"Eptica Customer Engagement Suite","og:description":"\r\n<span style=\"font-weight: bold;\">Knowledge Base</span> Putting knowledge at the heart of your customer service Eptica offers an engaging, accessible, dynamic, rich and well structured knowledge base to improve the efficiency, quality and consistency of infor","og:image":"https://old.roi4cio.com/fileadmin/user_upload/Eptica.png"},"eventUrl":"","translationId":1325,"dealDetails":null,"roi":null,"price":null,"bonusForReference":null,"templateData":[],"testingArea":"","categories":[{"id":71,"title":"CRM - Customer Relationship Management","alias":"crm-customer-relationship-management","description":"<span style=\"font-weight: bold;\">Customer service</span> is the provision of service to customers before, during and after a purchase. The perception of success of such interactions is dependent on employees &quot;who can adjust themselves to the personality of the guest&quot;. Customer service concerns the priority an organization assigns to customer service relative to components such as product innovation and pricing. In this sense, an organization that values good customer service may spend more money in training employees than the average organization or may proactively interview customers for feedback.\r\nA <span style=\"font-weight: bold;\">customer support</span> is a range of customer services to assist customers in making cost effective and correct use of a product. It includes assistance in planning, installation, training, trouble shooting, maintenance, upgrading, and disposal of a product. These services even may be done at customer's side where he/she uses the product or service. In this case it is called &quot;at home customer services&quot; or &quot;at home customer support.&quot;\r\nRegarding technology, products such as mobile phones, televisions, computers, software products or other electronic or mechanical goods, it is termed technical support. \r\nCustomer service may be provided by a person (e.g., sales and service representative), or by automated means, such as kiosks, Internet sites, and apps.\r\n<span style=\"font-weight: bold;\">CRM </span>(Customer Relationship Management) is an approach to manage a company's interaction with current and potential customers. It uses data analysis about customers' history with a company to improve business relationships with customers, specifically focusing on customer retention and ultimately driving sales growth.\r\nOne important aspect of the CRM approach is the systems of CRM that compile data from a range of different communication channels, including a company's website, telephone, email, live chat, marketing materials and more recently, social media. Through the CRM approach and the systems used to facilitate it, businesses learn more about their target audiences and how to best cater to their needs.\r\nCRM helps users focus on their organization’s relationships with individual people including customers, service users, colleagues, or suppliers.\r\nWhen people talk about customer relationship management system, they might mean any of three things: \r\n<ul><li><span style=\"font-weight: bold;\">CRM as Technology</span>: This is a technology product, often in the cloud, that teams use to record, report and analyse interactions between the company and users. This is also called a CRM system or solution.</li><li><span style=\"font-weight: bold;\">CRM as a Strategy</span>: This is a business’ philosophy about how relationships with customers and potential customers should be managed.&nbsp; </li><li><span style=\"font-weight: bold;\">CRM as a Process</span>: Think of this as a system a business adopts to nurture and manage those relationships.</li></ul>\r\n<br /><br /><br />","materialsDescription":"<h1 class=\"align-center\"><span style=\"font-weight: normal;\">Why is CRM important?</span></h1>\r\nCRM management system enables a business to deepen its relationships with customers, service users, colleagues, partners and suppliers.\r\nForging good relationships and keeping track of prospects and customers is crucial for customer acquisition and retention, which is at the heart of a CRM’s function. You can see everything in one place — a simple, customizable dashboard that can tell you a customer’s previous history with you, the status of their orders, any outstanding customer service issues, and more.\r\nGartner predicts that by 2021, CRM technology will be the single largest revenue area of spending in enterprise software. If your business is going to last, you know that you need a strategy for the future. For forward-thinking businesses, CRM is the framework for that strategy.\r\n<h1 class=\"align-center\"><span style=\"font-weight: normal;\">What are the benefits of CRM?</span></h1>\r\nBy collecting and organising data about customer interactions, making it accessible and actionable for all, and facilitating analysis of that data, CRM offers many benefits and advantages.<br />The benefits and advantages of CRM include:\r\n<ul><li>Enhanced contact management</li><li>Cross-team collaboration</li><li>Heightened productivity</li><li>Empowered sales management</li><li>Accurate sales forecasting</li><li>Reliable reporting</li><li>Improved sales metrics</li><li>Increased customer satisfaction and retention</li><li>Boosted marketing ROI</li><li>Enriched products and services</li></ul>\r\n<h1 class=\"align-center\"><span style=\"font-weight: normal;\">What are the key features of most popular CRM software programs?</span></h1>\r\nWhile many CRM solutions differ in their specific value propositions — depending on your business size, priority function, or industry type — they usually share some core features. These, in fact, are the foundation of any top CRM software, without which you might end up using an inferior app or an over-rated address book. So, let’s discuss the key features you need to look for when figuring out the best CRM software for your business.\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Contact management</span>. The best CRM solutions aren’t just an address book that only organizes contact details. It manages customer data in a centralized place and gives you a 360-degree view of your customers. You should be able to organize customers’ personal information, demographics, interactions, and transactions in ways that are meaningful to your goals or processes. Moreover, a good contact management feature lets you personalize your outreach campaign. By collecting personal, social, and purchase data, it will help you to segment target audience groups in different ways.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Reporting and dashboards</span>. These features of customer relationship management allow you to use analytics to interpret customer data. Reporting is very useful if you want to consolidate disparate data and churn out insights in different visualizations. This lets you make better decisions or proactively deal with market trends and customer behavioral patterns. The more visual widgets a CRM software has, the better you can present reports. Furthermore, a best customer relationship management software will generate real-time data, making reporting more accurate and timely. Reporting also keeps you tab on sales opportunities like upsell, resell, and cross-sell, especially when integrated with e-commerce platforms.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Lead management</span>. These features let you manage leads all the way to win-loss stage. They pave a clear path to conversion, so you can quickly assess how the business is performing. One of the main three legs that comprises the best client relationship management software (the other two being contact management and reporting), lead management unburdens the sales team from follow-ups, tracking, and repetitive tasks.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Deals and tasks</span>. Deals and tasks are closely associated with leads. Deals are leads at the negotiation stage, so it’s critical to keep a close eye on their associated tasks for a higher chance of conversion.<br />CRM software tools should also let you track both deals and tasks in their respective windows or across the sales stages. Whether you’re viewing a contact or analyzing the sales pipeline, you should be able to immediately check the deal’s tasks and details. Deals and tasks should also have user permissions to protect leaks of sensitive data. Similarly, alerts are critical to tasks so deadlines are met. Notifications are usually sent via email or prominently displayed on the user’s dashboard.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Campaign management</span>. Solid CRM software will integrate this feature to enable marketing processes from outreach concept to A/B testing to deployment and to post analysis. This will allow you to sort campaigns to target segments in your contacts and define deployment strategies. You will also be able to define metrics for various channels, then plow back the insights generated by post-campaign analytics into planning more campaigns.<br />Recurring outreach efforts can also be automated. For instance, you can set to instantly appropriate content to contacts based on their interest or send tiered autoresponders based on campaign feedback.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Email management</span>. By integrating with popular email clients like Gmail and Outlook, CRM solutions can capture email messages and sort important details that can be saved in contacts or synced with leads. They can also track activities like opened emails, forwarded emails, clicked links, and downloaded files. Emails can also be qualified for prospecting.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Social media management. </span>Popular CRM systems feature an integrated social media management where you can view different social media pages from the CRM’s interface. This is a convenient way to post, reply on, and manage all your pages. Likewise, this feature gives you a better perspective on how customers are interacting with your brand. A glean of their likes and dislikes, interests, shares, and public conversations helps you to assess customer biases and preferences. Customers are also increasingly using social media to contact companies; hence, a good CRM should alert you for brand mentions.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Mobile access</span>. With more users accessing apps via mobile devices, many vendors have been prioritizing mobile-first platforms. Emergence Capital Partners study found over 300 mobile-first apps so far and CRM is definitely one their targets. Many CRM solutions have both Android and iOS apps. Mobile access works in two ways to be highly appreciated: accessing data and inputting data while on location. Field sales with the latest sales information on hand may be able to interest prospects better. Conversely, sales reps can quickly update deals across the pipeline even as they come off a client meeting.</li></ul>\r\n\r\n","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/CRM_-_Customer_Relationship_Management.png"},{"id":152,"title":"Contact Center","alias":"contact-center","description":"A contact center is a central point from where you can contact.\r\nThe contact center typically includes one or more call centers but may include other types of customer contact, as well. A contact center is generally part of an enterprise's overall customer relationship management (CRM) strategy.<br />Contact centers and call centers are both centers for customer service, and the two terms are often used interchangeably, but a contact center supports more services than a typical call center.\r\nContact centers offer omnichannel customer support, including email, chat, voice over IP (VoIP) and website support. A call center typically uses phones as the main channel of communication and can handle a mass volume of calls.<br />Contact centers are used for inbound communication, outbound communication or a hybrid of both. Contact center agents also interact with customers via web chat, phone, email or other communication channels.\r\nThe contact center infrastructure that is necessary to support communications may be located on the same premises as the contact center, or it can be located externally.\r\nIn an on-premises scenario, the company that owns the contact center also owns and manages its own hardware and software. This requires staffing and IT investments that some companies choose to forgo by outsourcing those tasks to cloud providers or hosting companies.","materialsDescription":" <span style=\"font-weight: bold;\">What is a Call Center?</span>\r\nTraditionally, a call center is an office where a large number of call center agents provide customer service over the telephone. Inbound call centers receive calls for customer support and often serve as a knowledge base for tech support, billing questions, and other customer service issues. These call centers focus on quick call resolution times and agent productivity. In outbound call centers, agents make calls rather than receive them. These could be sales calls, marketing offers, surveys, fundraising requests, or debt collection, for example.\r\nThe term “call center” conjures an image for many people of waiting on perpetual hold or being routed through an endless IVR that never gives them what they need. Because so many consumers have had a dreadful customer service experience along these lines, call centers have developed a bad rap. But as legacy phone systems give way to newer digital technologies, call centers are evolving.\r\n<span style=\"font-weight: bold;\">What is a Contact Center?</span>\r\nThe term &quot;contact center&quot; (or “contact centre”) reflects the modern reality that there are many other ways to connect with a customer these days besides by telephone. The combined trends of increased customer expectations and newer technologies that allow for many channels of communication are creating a shift in the traditional call center model which has existed for decades. Consumers want more ways to reach businesses, and businesses are looking for new ways to improve customer experience.\r\nWhile call center agents generally focus on inbound and outbound calls, either on traditional phone lines or over VoIP, contact center agents handle a wide variety of communications. In a modern multichannel contact center, technical support might be delivered over in-app chat or video, while order status updates are delivered via SMS, event promotions are sent as push notifications, surveys are deployed over Facebook Messenger, and sales inquiries received by email are sent directly to an agent to connect by phone. Call centers handle voice communications, contact centers handle all communications.\r\nA company’s contact center is usually integrated with their customer relationship management (CRM) system, where all interactions between the organization and the public are tracked, coordinated, and managed. Depending on the infrastructure and ecosystem, it could be comprised of an alphabet soup of complex components. Many companies have purchased off-the-shelf systems or a highly customized network of technologies from multiple vendors. Some companies have adopted a cloud-based solution or two, but they remain siloed from the rest of their systems and can’t talk to each other.","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/Contact_Center1.png"},{"id":337,"title":"Sales","alias":"sales","description":" Sales are activities related to selling or the number of goods or services sold in a given targeted time period.\r\nThe seller, or the provider of the goods or services, completes a sale in response to an acquisition, appropriation, requisition, or a direct interaction with the buyer at the point of sale. There is a passing of title (property or ownership) of the item, and the settlement of a price, in which agreement is reached on a price for which transfer of ownership of the item will occur. The seller, not the purchaser, typically executes the sale and it may be completed prior to the obligation of payment. In the case of indirect interaction, a person who sells goods or service on behalf of the owner is known as a salesman or saleswoman or salesperson, but this often refers to someone selling goods in a store/shop, in which case other terms are also common, including salesclerk, shop assistant, and retail clerk.\r\nIn common law countries, sales are governed generally by the common law and commercial codes. In the United States, the laws governing sales of goods are somewhat uniform to the extent that most jurisdictions have adopted Article 2 of the Uniform Commercial Code, albeit with some non-uniform variations.\r\nA person or organization expressing an interest in acquiring the offered item of value is referred to as a potential buyer, prospective customer, or prospect. Buying and selling are understood to be two sides of the same &quot;coin&quot; or transaction. Both seller and buyer engage in a process of negotiation to consummate the exchange of values. The exchange, or selling, process has implied rules and identifiable stages. It is implied that the selling process will proceed fairly and ethically so that the parties end up nearly equally rewarded. The stages of selling, and buying, involve getting acquainted, assessing each party's need for the other's item of value, and determining if the values to be exchanged are equivalent or nearly so, or, in buyer's terms, &quot;worth the price&quot;. Sometimes, sellers have to use their own experiences when selling products with appropriate discounts.\r\nAlthough the skills required are different, from a management viewpoint, sales is a part of marketing. Sales often form a separate grouping in a corporate structure, employing separate specialist operatives known as salespersons (singular: salesperson). Selling is considered by many to be a sort of persuading &quot;art&quot;. Contrary to popular belief, the methodological approach of selling refers to a systematic process of repetitive and measurable milestones, by which a salesman relates his or her offering of a product or service in return enabling the buyer to achieve their goal in an economic way.","materialsDescription":" <span style=\"font-weight: bold;\">What's the Difference Between Sales and Marketing?</span>\r\nSales and Marketing: two terms we often hear together when working with mid-size companies. In some ways, this is logical because the two need to work together. But in fact, Sales and Marketing are two very different functions and require very different skills.\r\nBusiness leaders know what Operations are; they make stuff. They know what Accounting is; they record and control the money. And they know what Sales do; they sell stuff. So if you are not making stuff, selling stuff, or recording the money—what is marketing and why do you need it?\r\nWhat's the difference between Sales and Marketing? To answer this question, let's define what Sales and Marketing are separately and how they support one another.\r\n<span style=\"font-style: italic;\"><span style=\"font-weight: bold;\">What is Marketing? Aligning with Customers, Now and for the Future</span></span>\r\nA key job of Marketing is to understand the marketplace from the perspective of the customer looking back towards the company and helping lead the company where it should be in the future. Marketing’s job is to direct the organization toward the segments, or groups of customers and channels where the company can profitably compete. It should help the organization see how it needs to modify its product offerings, pricing, and communication so that it meets the needs of the distribution channel or end customers.\r\nMarketing also needs to convert the market understanding into tools and tactics to attract the market, build (often digital) relationships, and develop leads. Without Sales, Marketing efforts run short. Marketing directs Sales as to where they should be hunting and what ammo to use. Note, however, that if Marketing becomes a sales support function focused only on the now, the future can become lost.\r\n<span style=\"font-style: italic;\"><span style=\"font-weight: bold;\">Without Marketing, Sales Suffers</span></span>\r\nNot even the best hunter can bring home dinner if they are shooting blanks at decoys. Markets are constantly changing. The job of marketing is to stay ahead of the changes and help the hunters see where they should be hunting and provide them with the right ammunition. If Marketing is only focused on delivering the ammunition for today, nobody will see where the industry is moving or where the company needs to hunt next. This limits growth not only for Sales and Marketing but also for your entire organization.\r\n<span style=\"font-style: italic;\"><span style=\"font-weight: bold;\">Can You be Both Sales and Marketing?</span></span>\r\nIn all my years, working for companies that ranged from Fortune 100 to mid-size companies I have never met anyone who was really good at both sales and marketing. I have held the title of VP of Sales and Marketing, managing a 500 person sales and merchandising force. I was really a marketing person with sales authority. The skills required to focus on the now and the push of sales are different. In many ways, they are contrary to the skills of looking to the future and the customer perspective of marketing.\r\nEvery Sales organization feels they have a good understanding of their customers. But every Sales conversation with a customer has a sales transaction lurking in the background. Therefore, customers can never be completely open about their needs and want when talking to a sales person.\r\nFor a company to really grow, someone must have the job of looking out the window towards where the company needs to go in the future. For many companies, this is the job of the CEO and Sales hires someone to do some sales support and gives them a marketing title. But as companies grow, the job of CEO starts to become a full-time job in itself and the strategic role of Marketing gets short-changed. A study of mid-size companies by the University of Texas showed that companies that separated the roles of Marketing and Sales were much more likely to grow faster than the industry average.\r\n<span style=\"font-style: italic;\"><span style=\"font-weight: bold;\">Sales and Marketing: Today and the Future</span></span>\r\nSales need to be focused on the now. You can’t run a company unless your sales team is focused on bringing in today’s business. But you can’t really ask your Sales leaders where the company should go next and to develop the 18-month plan to get there without losing focus on today’s revenue. Besides, if your sales executive was really good at developing future-focused business strategies and tying that strategy to the plans and tools of marketing to make it happen, they would be a marketing person and not a now-focused sales person.","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/icon_Sales.png"},{"id":339,"title":"Marketing","alias":"marketing","description":" Marketing is the study and management of exchange relationships. It is the business process of creating relationships with and satisfying customers. Because marketing is used to attract customers, it is one of the primary components of business management and commerce. Marketers can direct product to other businesses (B2B marketing) or directly to consumers (B2C marketing).\r\nRegardless of who is being marketed to, several factors, including the perspective the marketers will use. These market orientations determine how marketers will approach the planning stage of marketing. This leads into the marketing mix, which outlines the specifics of the product and how it will be sold. This can in turn, be affected by the environment surrounding the product, the results of marketing research and market research, and the characteristics of the product's target market.\r\nOnce these factors are determined, marketers must then decide what methods will be used to market the product. This decision is based on the factors analyzed in the planning stage as well as where the product is in the product life cycle.\r\nMarketing is defined by the American Marketing Association as &quot;the activity, set of institutions, and processes for creating, communicating, delivering, and exchanging offerings that have value for customers, clients, partners, and society at large&quot;. The term developed from the original meaning which referred literally to going to market with goods for sale. From a sales process engineering perspective, marketing is &quot;a set of processes that are interconnected and interdependent with other functions of a business aimed at achieving customer interest and satisfaction&quot;.\r\nPhilip Kotler defined marketing as &quot;Satisfying needs and wants through an exchange process&quot;, and a decade later defines it as “a social and managerial process by which individuals and groups obtain what they want and need through creating, offering and exchanging products of value with others.”\r\nThe Chartered Institute of Marketing defines marketing as &quot;the management process responsible for identifying, anticipating and satisfying customer requirements profitably&quot;. A similar concept is the value-based marketing which states the role of marketing to contribute to increasing shareholder value. In this context, marketing can be defined as &quot;the management process that seeks to maximise returns to shareholders by developing relationships with valued customers and creating a competitive advantage&quot;.\r\nIn the past, marketing practice tended to be seen as a creative industry, which included advertising, distribution and selling. However, because the academic study of marketing makes extensive use of social sciences, psychology, sociology, mathematics, economics, anthropology and neuroscience, the profession is now widely recognized as a science, allowing numerous universities to offer Master-of-Science (MSc) programs.\r\nThe process of marketing is that of bringing a product to market, which includes these steps: broad market research; market targeting and market segmentation; determining distribution, pricing and promotion strategies; developing a communications strategy; budgeting; and visioning long-term market development goals. Many parts of the marketing process (e.g. product design, art director, brand management, advertising, inbound marketing, copywriting etc.) involve use of the creative arts.","materialsDescription":"<span style=\"font-weight: bold; \">What the differences between B2B and B2C Marketing?</span>\r\nThe different goals of B2B and B2C marketing lead to differences in the B2B and B2C markets. The main differences in these markets are demand, purchasing volume, amount of customers, customer concentration, distribution, buying nature, buying influences, negotiations, reciprocity, leasing and promotional methods.\r\n<span style=\"font-style: italic; \">Demand:</span> B2B demand is derived because businesses buy products based on how much demand there is for the final consumer product. Businesses buy products based on customer's wants and needs. B2C demand is primarily because customers buy products based on their own wants and needs.\r\n<span style=\"font-style: italic; \">Purchasing Volume:</span> Businesses buy products in large volumes to distribute to consumers. Consumers buy products in smaller volumes suitable for personal use.\r\n<span style=\"font-style: italic; \">Amount of Customers:</span> There are relatively fewer businesses to market to than direct consumers.\r\n<span style=\"font-style: italic; \">Customer Concentration:</span> Businesses that specialize in a particular market tend to be geographically concentrated while customers that buy products from these businesses are not concentrated.\r\n<span style=\"font-style: italic; \">Distribution:</span> B2B products pass directly from the producer of the product to the business while B2C products must additionally go through a wholesaler or retailer.\r\n<span style=\"font-style: italic; \">Buying Nature:</span> B2B purchasing is a formal process done by professional buyers and sellers while B2C purchasing is informal.\r\n<span style=\"font-style: italic; \">Buying Influences:</span> B2B purchasing is influenced by multiple people in various departments such as quality control, accounting, and logistics while B2C marketing is only influenced by the person making the purchase and possibly a few others.\r\n<span style=\"font-style: italic; \">Negotiations:</span> In B2B marketing, negotiating for lower prices or added benefits is commonly accepted while in B2C marketing (particularly in Western cultures) prices are fixed.\r\n<span style=\"font-style: italic; \">Reciprocity:</span> Businesses tend to buy from businesses they sell to. For example, a business that sells printer ink is more likely to buy office chairs from a supplier that buys the business's printer ink. In B2C marketing, this does not occur because consumers are not also selling products.\r\n<span style=\"font-style: italic; \">Leasing:</span> Businesses tend to lease expensive items while consumers tend to save up to buy expensive items.\r\n<span style=\"font-style: italic; \">Promotional Methods:</span> In B2B marketing, the most common promotional method is personal selling. B2C marketing mostly uses sales promotion, public relations, advertising, and social media.\r\n<span style=\"font-weight: bold; \">What are marketing orientations?</span>\r\nA marketing orientation has been defined as a &quot;philosophy of business management.&quot; or &quot;a corporate state of mind&quot; or as an &quot;organization[al] culture&quot;. Although scholars continue to debate the precise nature of specific orientations that inform marketing practice, the most commonly cited orientations are as follows:\r\n<span style=\"font-style: italic; \"><span style=\"font-weight: bold; \">Product</span></span>\r\nA firm employing a product orientation is mainly concerned with the quality of its product. A product orientation is based on the assumption that all things being equal, consumers will purchase products of superior quality. The approach is most effective when the firm has deep insights into customer needs and desires as derived from research and/or intuition and understands consumer's quality expectations and price consumers are willing to pay. Although the product orientation has largely been supplanted by the marketing orientation, firms practicing a product orientation can still be found in haute couture and arts marketing.\r\n<span style=\"font-style: italic; \"><span style=\"font-weight: bold; \">Sales</span></span>\r\nA sales orientation focuses on the selling/promotion of the firm's existing products, rather than developing new products to satisfy unmet needs or wants. This orientation seeks to attain the highest possible sales through promotion and direct sales techniques. The sales orientation &quot;is typically practiced with unsought goods.&quot; One study found that industrial companies are more likely to hold a sales orientation than consumer goods companies. The approach may also suit scenarios in which a firm holds dead stock, or otherwise sells a product that is in high demand, with little likelihood of changes in consumer tastes diminishing demand.\r\nA 2011 meta-analyses found that the factors with the greatest impact on sales performance are a salesperson's sales-related knowledge (knowledge of market segments, sales presentation skills, conflict resolution, and products), degree of adaptiveness (changing behavior based on the aforementioned knowledge), role clarity (salesperson's role is to expressly to sell), cognitive aptitude (intelligence) and work engagement (motivation and interest in a sales role).\r\n<span style=\"font-style: italic; \"><span style=\"font-weight: bold; \">Production</span></span>\r\nA firm focusing on a production orientation specializes in producing as much as possible of a given product or service in order to achieve economies of scale or economies of scope. A production orientation may be deployed when a high demand for a product or service exists, coupled with certainty that consumer tastes and preferences remain relatively constant (similar to the sales orientation). The so-called production era is thought to have dominated marketing practice from the 1860s to the 1930s, but other theorists argue that evidence of the production orientation can still be found in some companies or industries. Specifically, Kotler and Armstrong note that the production philosophy is &quot;one of the oldest philosophies that guides sellers... [and] is still useful in some situations.&quot;\r\n<span style=\"font-style: italic; \"><span style=\"font-weight: bold; \">Marketing</span></span>\r\nThe marketing orientation is the most common orientation used in contemporary marketing. It is a customer-centric approach that involves a firm basing its marketing program around products that suit new consumer tastes. Firms adopting a marketing orientation typically engage in extensive market research to gauge consumer desires, use R&amp;D (Research &amp; Development) to develop a product attuned to the revealed information, and then utilize promotion techniques to ensure consumers are aware of the product's existence and the benefits it can deliver. Scales designed to measure a firm's overall market orientation have been developed and found to be robust in a variety of contexts.\r\nThe marketing orientation has three prime facets, which are:\r\n<span style=\"font-style: italic; \">Customer orientation:</span> A firm in the market economy can survive by producing goods that people are willing and able to buy. Consequently, ascertaining consumer demand is vital for a firm's future viability and even existence as a going concern.\r\n<span style=\"font-style: italic; \">Organizational orientation:</span> The marketing department is of prime importance within the functional level of an organization. Information from the marketing department is used to guide the actions of a company's other departments.\r\nAs an example, a marketing department could ascertain (via marketing research) that consumers desired a new type of product or a new usage for an existing product. With this in mind, the marketing department would inform the R&amp;D department to create a prototype of a product/service based on consumers' new desires.\r\nThe production department would then start to manufacture the product, while the marketing department would focus on the promotion, distribution, pricing, etc. of the product. Additionally, a firm's finance department would be consulted, with respect to securing appropriate funding for the development, production, and promotion of the product. Finance may oppose the required capital expenditure since it could undermine a healthy cash flow for the organization.\r\n<span style=\"font-style: italic;\">Mutually beneficial exchange:</span> In a transaction in the market economy, a firm gains revenue, which thus leads to more profits, market shares, and/or sales. A consumer, on the other hand, gains the satisfaction of a need/want, utility, reliability and value for money from the purchase of a product or service.\r\n<span style=\"font-style: italic;\"><span style=\"font-weight: bold;\">Societal marketing</span></span>\r\nA number of scholars and practitioners have argued that marketers have a greater social responsibility than simply satisfying customers and providing them with superior value. Marketing organizations that have embraced the societal marketing concept typically identify key stakeholder groups such as employees, customers, and local communities. Companies that adopt a societal marketing perspective typically practice triple bottom line reporting whereby they publish social impact and environmental impact reports alongside financial performance reports. Sustainable marketing or green marketing is an extension of societal marketing.","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/icon_Marketing.png"},{"id":341,"title":"Customer Service","alias":"customer-service","description":" Customer service is the process of ensuring customer satisfaction with a product or service. Often, customer service takes place while performing a transaction for the customer, such as making a sale or returning an item. Customer service can take the form of in-person interaction, a phone call, self-service systems, or by other means.\r\nCustomer service is an important part of maintaining ongoing client relationships, which is key to continuing revenue. For this reason, many companies have worked hard to increase their customer satisfaction levels.\r\nMost successful businesses recognize the importance of providing outstanding customer service. Courteous and empathetic interaction with a trained customer service representative can mean the difference between losing or retaining a customer.\r\nWhen problems arise, customers should receive timely attention to the issue. Prompt attention to emails and phone calls is critical to maintaining good relations. Requiring customers to stand in long lines or sit on hold can sour an interaction before it begins.\r\nIdeally, customer service should be a one-stop endeavor for the consumer. For example, if a customer calls a helpline regarding a problem with a product, the customer service representative should follow through with the customer until the issue is fully resolved.\r\nThis may entail scheduling appointments with in-person repair personnel if the problem cannot be resolved on the phone, or transferring a call to skilled technicians in another department. Proactively following up with the customer to ensure that he or she is fully satisfied is another smart move.","materialsDescription":" What are customer service standards?\r\nCustomer service standards are an internal corporate set of rules governing the company's customer service activities, an algorithm for communicating with customers, and general standards for responding to unusual situations. The standard of customer service is an integral part of the corporate standard of the company.\r\nFunctions of customer service standards:\r\n<ol><li>To order. The client does not encounter problems, does not see them, which means that he is confident that all the staff without exception are professionals who know their business.</li><li>To control. It is difficult to assess and monitor the work of each manager if there are no clear criteria for evaluation. At the same time, the implementation of the sales plan cannot be the only parameter of the assessment; you need to know whether the manager of customer service standards adopted in this company adheres.</li><li>To adapt. Among other things, the availability of customer service standards simplifies the procedure.</li></ol>\r\nCustomer service standards are effective if the customer does not see the difference between the work of two (or more) managers, and sees only “proprietary” service, always the same, regardless of any external factors or circumstances. The customer service standard, which has been tested in practice, backed up by experience (perhaps even someone else's), created on the basis of analytical studies and recognized methods, can be called &quot;gold&quot;. It allows you to increase profits, improve the image of the company, attract new customers.\r\nCustomer service standards are an important part of the company's brand. But, in addition, the standards are necessary and other units, in particular, the department to work with staff. Therefore, their development must take into account the needs of all interested services of the company.\r\n<span style=\"font-weight: bold; \">What is the purpose of introducing customer service standards in the company?</span>\r\nThe objectives of implementing the standards are as follows:\r\n<ul><li>For employees with experience: minimize the number of erroneous and unnecessary actions. The result of this will be saving time of each employee (no errors - no need to spend time correcting them). And, as a result, increased productivity.</li><li>For novice employees: customer service standards allow you to transfer the necessary knowledge in the most concise manner and in a short time.</li><li>For the company: the abolition of dependence on the old-timers. Not all employees who have worked in the company for many years (or even since the day of foundation) are able to resist the so-called star disease. Having knowledge and experience, a person loses the ability to objectively evaluate his work, he begins to think that he is the best manager in the company. It can end very badly - in the event of dismissal, such an employee will take the base, and turn clients against the company. Standards for customer service are needed to ensure that all employees can be assessed on a single scale, based on the actual benefits they bring to the company, as well as the attitude of the employee to the company.</li><li>For the company: the uniformity of control activities of managers. Standards are unequivocal, exclude double interpretations, and therefore cannot cause controversy about the rightness of an employee or employer.</li><li>For managers: the standards of uniform customer service are the same for all managers, and this makes it possible to make the pay of each manager absolutely transparent and intelligible. Realizing that there will be no double interpretations, the manager may not be afraid that he will be paid less than expected - all his mistakes and achievements are immediately visible and understandable.</li></ul>\r\n<span style=\"font-weight: bold; \">The application of service standards allows you:</span>\r\n<ul><li>to develop a company style in dealing with clients;</li><li>to increase the effectiveness of the work of managers with new customers;</li><li>to bring the quality of communication with customers to a higher level;</li><li>to create a positive opinion of the company about the company, so that it can be recommended to its acquaintances, thus increasing the number of potential and then real customers;</li><li>to minimize conflicts between the manager and the customer;</li><li>to develop a technology for training newcomers;</li><li>to transfer the assessment of the work of the manager from the subjective to the objective, transparent and understandable to everyone;</li><li>to establish a procedure for controlling the work of personnel;</li><li>to increase the motivation of managers to work.</li></ul>\r\n<span style=\"font-weight: bold;\">Benefits of applying service standards</span>\r\n<ul><li>The accumulation of experience: the entire base focuses on the company, and not on the hands of managers, &quot;old-timers.&quot; Thus, the departure of one or several “old” employees does not become a “natural disaster” for the company.</li><li>Motivation, analysis and control: customer service standards make it possible to develop a transparent scheme of managers' motivation based on a clear, almost mathematical analysis of their work. The sales process is optimized.</li><li>Setting goals. With the help of standards, the company has the ability to set clear, reasonable plans. This allows you to keep the atmosphere in the team friendly and stable, and the lack of &quot;muffled&quot; tasks - to increase the loyalty of managers to the company.</li><li>Standards of customer service is a fairly mobile system that allows you to immediately detect errors in working with clients and quickly eliminate them. In addition, at any stage of working with a client, the head of the sales department can intervene in the process, noticing an error in the work of the manager, and even be proactive in order to prevent an error to which the manager is heading.</li><li>Quick and easy start for beginners. Customer service standards are actually a knowledge base, collected, analyzed, and streamlined. Such information is easily transmitted and assimilated by beginners, which means that the beginner quickly gets to work and starts to make a profit. In addition, a newbie will not spoil relations with a client by awkward actions, since he already knows what to do in any conflict and problem situations.</li><li>Customer confidence. Customer service standards allow the latter to feel confident in the company - no matter where the customer is, he will always easily recognize “his” company by brand features and can be absolutely sure that in a small town they will be served as qualitatively as in a million-plus city, because that the company is well aware of their work. So, such a company can be trusted.</li></ul>","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/icon_Customer_Service.png"}],"characteristics":[],"concurentProducts":[],"jobRoles":[],"organizationalFeatures":[],"complementaryCategories":[],"solutions":[],"materials":[],"useCases":[],"best_practices":[],"values":[],"implementations":[]},"microsoft-dynamics-crm":{"id":629,"logoURL":"https://old.roi4cio.com/fileadmin/user_upload/Microsoft_Dynamics_CRM.png","logo":true,"scheme":false,"title":"Microsoft DYNAMICS CRM","vendorVerified":0,"rating":"2.80","implementationsCount":5,"suppliersCount":0,"supplierPartnersCount":272,"alias":"microsoft-dynamics-crm","companyTitle":"Microsoft","companyTypes":["vendor"],"companyId":163,"companyAlias":"microsoft","description":"Microsoft Dynamics CRM is a customer relationship management software package developed by Microsoft focused on enhancing the customer relationship for any organization. Out of the box, the product focuses mainly on Sales, Marketing, and Customer Service sectors, though Microsoft has been marketing Dynamics CRM as an XRM platform and has been encouraging partners to use its proprietary (.NET based) framework to customize it. In recent years, it has also grown as an Analytics platform driven by CRM.\r\nThe CRM Solution can be used to drive the sales productivity and marketing effectiveness for an organization, handle the complete customer support chain, and provide social insights, business intelligence, and a lot of other out-of-the-box functionalities and features. As a product, Microsoft Dynamics CRM also offers full mobile support for using CRM apps on mobiles and tablets.\r\nAs of writing this tutorial, the latest version of CRM is CRM 2016. However, in this tutorial we will be using CRM 2015 Online version as it is the latest stable version as well as frequently used in many organizations. Nevertheless, even if you are using any other versions of CRM, all the concepts in the tutorial will still hold true.\r\nMicrosoft Dynamics CRM is offered in two categories −\r\n<span style=\"font-weight: bold; \">CRM Online</span>\r\nCRM Online is a cloud-based offering of Microsoft Dynamics CRM where all the backend processes (such as application servers, setups, deployments, databases, licensing, etc.) are managed on Microsoft servers. CRM Online is a subscription-based offering which is preferred for organizations who may not want to manage all the technicalities involved in a CRM implementation. You can get started with setting up your system in a few days (not weeks, months or years) and access it on web via your browser.\r\n<span style=\"font-weight: bold; \">CRM On-Premise</span>\r\nCRM on-premise is a more customized and robust offering of Microsoft Dynamics CRM, where the CRM application and databases will be deployed on your servers. This offering allows you to control all your databases, customizations, deployments, backups, licensing and other network and hardware setups. Generally, organizations who want to go for a customized CRM solution prefer on-premise deployment as it offers better integration and customization capabilities.\r\nFrom the functional standpoint, both the offerings offer similar functionalities; however, they differ significantly in terms of implementation. The differences are summarized in the following table.\r\n\r\nSource:&nbsp;https://www.tutorialspoint.com/microsoft_crm/microsoft_crm_overview.htm","shortDescription":"Customer Relationship Management (CRM) is a system for managing a company’s interactions with current and future customers. It often involves using technology to organize, automate, and synchronize sales, marketing, customer service, and technical support. CRM can help reduce costs and increase profitability by organizing and automating business processes that nurture customer satisfaction and loyalty.","type":null,"isRoiCalculatorAvaliable":false,"isConfiguratorAvaliable":false,"bonus":100,"usingCount":14,"sellingCount":7,"discontinued":0,"rebateForPoc":0,"rebate":0,"seo":{"title":"Microsoft DYNAMICS CRM","keywords":"Microsoft, Dynamics, Online, your, offering, databases, version, will","description":"Microsoft Dynamics CRM is a customer relationship management software package developed by Microsoft focused on enhancing the customer relationship for any organization. Out of the box, the product focuses mainly on Sales, Marketing, and Customer Service secto","og:title":"Microsoft DYNAMICS CRM","og:description":"Microsoft Dynamics CRM is a customer relationship management software package developed by Microsoft focused on enhancing the customer relationship for any organization. Out of the box, the product focuses mainly on Sales, Marketing, and Customer Service secto","og:image":"https://old.roi4cio.com/fileadmin/user_upload/Microsoft_Dynamics_CRM.png"},"eventUrl":"","translationId":1016,"dealDetails":null,"roi":null,"price":null,"bonusForReference":null,"templateData":[],"testingArea":"","categories":[{"id":71,"title":"CRM - Customer Relationship Management","alias":"crm-customer-relationship-management","description":"<span style=\"font-weight: bold;\">Customer service</span> is the provision of service to customers before, during and after a purchase. The perception of success of such interactions is dependent on employees &quot;who can adjust themselves to the personality of the guest&quot;. Customer service concerns the priority an organization assigns to customer service relative to components such as product innovation and pricing. In this sense, an organization that values good customer service may spend more money in training employees than the average organization or may proactively interview customers for feedback.\r\nA <span style=\"font-weight: bold;\">customer support</span> is a range of customer services to assist customers in making cost effective and correct use of a product. It includes assistance in planning, installation, training, trouble shooting, maintenance, upgrading, and disposal of a product. These services even may be done at customer's side where he/she uses the product or service. In this case it is called &quot;at home customer services&quot; or &quot;at home customer support.&quot;\r\nRegarding technology, products such as mobile phones, televisions, computers, software products or other electronic or mechanical goods, it is termed technical support. \r\nCustomer service may be provided by a person (e.g., sales and service representative), or by automated means, such as kiosks, Internet sites, and apps.\r\n<span style=\"font-weight: bold;\">CRM </span>(Customer Relationship Management) is an approach to manage a company's interaction with current and potential customers. It uses data analysis about customers' history with a company to improve business relationships with customers, specifically focusing on customer retention and ultimately driving sales growth.\r\nOne important aspect of the CRM approach is the systems of CRM that compile data from a range of different communication channels, including a company's website, telephone, email, live chat, marketing materials and more recently, social media. Through the CRM approach and the systems used to facilitate it, businesses learn more about their target audiences and how to best cater to their needs.\r\nCRM helps users focus on their organization’s relationships with individual people including customers, service users, colleagues, or suppliers.\r\nWhen people talk about customer relationship management system, they might mean any of three things: \r\n<ul><li><span style=\"font-weight: bold;\">CRM as Technology</span>: This is a technology product, often in the cloud, that teams use to record, report and analyse interactions between the company and users. This is also called a CRM system or solution.</li><li><span style=\"font-weight: bold;\">CRM as a Strategy</span>: This is a business’ philosophy about how relationships with customers and potential customers should be managed.&nbsp; </li><li><span style=\"font-weight: bold;\">CRM as a Process</span>: Think of this as a system a business adopts to nurture and manage those relationships.</li></ul>\r\n<br /><br /><br />","materialsDescription":"<h1 class=\"align-center\"><span style=\"font-weight: normal;\">Why is CRM important?</span></h1>\r\nCRM management system enables a business to deepen its relationships with customers, service users, colleagues, partners and suppliers.\r\nForging good relationships and keeping track of prospects and customers is crucial for customer acquisition and retention, which is at the heart of a CRM’s function. You can see everything in one place — a simple, customizable dashboard that can tell you a customer’s previous history with you, the status of their orders, any outstanding customer service issues, and more.\r\nGartner predicts that by 2021, CRM technology will be the single largest revenue area of spending in enterprise software. If your business is going to last, you know that you need a strategy for the future. For forward-thinking businesses, CRM is the framework for that strategy.\r\n<h1 class=\"align-center\"><span style=\"font-weight: normal;\">What are the benefits of CRM?</span></h1>\r\nBy collecting and organising data about customer interactions, making it accessible and actionable for all, and facilitating analysis of that data, CRM offers many benefits and advantages.<br />The benefits and advantages of CRM include:\r\n<ul><li>Enhanced contact management</li><li>Cross-team collaboration</li><li>Heightened productivity</li><li>Empowered sales management</li><li>Accurate sales forecasting</li><li>Reliable reporting</li><li>Improved sales metrics</li><li>Increased customer satisfaction and retention</li><li>Boosted marketing ROI</li><li>Enriched products and services</li></ul>\r\n<h1 class=\"align-center\"><span style=\"font-weight: normal;\">What are the key features of most popular CRM software programs?</span></h1>\r\nWhile many CRM solutions differ in their specific value propositions — depending on your business size, priority function, or industry type — they usually share some core features. These, in fact, are the foundation of any top CRM software, without which you might end up using an inferior app or an over-rated address book. So, let’s discuss the key features you need to look for when figuring out the best CRM software for your business.\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Contact management</span>. The best CRM solutions aren’t just an address book that only organizes contact details. It manages customer data in a centralized place and gives you a 360-degree view of your customers. You should be able to organize customers’ personal information, demographics, interactions, and transactions in ways that are meaningful to your goals or processes. Moreover, a good contact management feature lets you personalize your outreach campaign. By collecting personal, social, and purchase data, it will help you to segment target audience groups in different ways.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Reporting and dashboards</span>. These features of customer relationship management allow you to use analytics to interpret customer data. Reporting is very useful if you want to consolidate disparate data and churn out insights in different visualizations. This lets you make better decisions or proactively deal with market trends and customer behavioral patterns. The more visual widgets a CRM software has, the better you can present reports. Furthermore, a best customer relationship management software will generate real-time data, making reporting more accurate and timely. Reporting also keeps you tab on sales opportunities like upsell, resell, and cross-sell, especially when integrated with e-commerce platforms.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Lead management</span>. These features let you manage leads all the way to win-loss stage. They pave a clear path to conversion, so you can quickly assess how the business is performing. One of the main three legs that comprises the best client relationship management software (the other two being contact management and reporting), lead management unburdens the sales team from follow-ups, tracking, and repetitive tasks.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Deals and tasks</span>. Deals and tasks are closely associated with leads. Deals are leads at the negotiation stage, so it’s critical to keep a close eye on their associated tasks for a higher chance of conversion.<br />CRM software tools should also let you track both deals and tasks in their respective windows or across the sales stages. Whether you’re viewing a contact or analyzing the sales pipeline, you should be able to immediately check the deal’s tasks and details. Deals and tasks should also have user permissions to protect leaks of sensitive data. Similarly, alerts are critical to tasks so deadlines are met. Notifications are usually sent via email or prominently displayed on the user’s dashboard.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Campaign management</span>. Solid CRM software will integrate this feature to enable marketing processes from outreach concept to A/B testing to deployment and to post analysis. This will allow you to sort campaigns to target segments in your contacts and define deployment strategies. You will also be able to define metrics for various channels, then plow back the insights generated by post-campaign analytics into planning more campaigns.<br />Recurring outreach efforts can also be automated. For instance, you can set to instantly appropriate content to contacts based on their interest or send tiered autoresponders based on campaign feedback.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Email management</span>. By integrating with popular email clients like Gmail and Outlook, CRM solutions can capture email messages and sort important details that can be saved in contacts or synced with leads. They can also track activities like opened emails, forwarded emails, clicked links, and downloaded files. Emails can also be qualified for prospecting.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Social media management. </span>Popular CRM systems feature an integrated social media management where you can view different social media pages from the CRM’s interface. This is a convenient way to post, reply on, and manage all your pages. Likewise, this feature gives you a better perspective on how customers are interacting with your brand. A glean of their likes and dislikes, interests, shares, and public conversations helps you to assess customer biases and preferences. Customers are also increasingly using social media to contact companies; hence, a good CRM should alert you for brand mentions.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Mobile access</span>. With more users accessing apps via mobile devices, many vendors have been prioritizing mobile-first platforms. Emergence Capital Partners study found over 300 mobile-first apps so far and CRM is definitely one their targets. Many CRM solutions have both Android and iOS apps. Mobile access works in two ways to be highly appreciated: accessing data and inputting data while on location. Field sales with the latest sales information on hand may be able to interest prospects better. Conversely, sales reps can quickly update deals across the pipeline even as they come off a client meeting.</li></ul>\r\n\r\n","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/CRM_-_Customer_Relationship_Management.png"},{"id":152,"title":"Contact Center","alias":"contact-center","description":"A contact center is a central point from where you can contact.\r\nThe contact center typically includes one or more call centers but may include other types of customer contact, as well. A contact center is generally part of an enterprise's overall customer relationship management (CRM) strategy.<br />Contact centers and call centers are both centers for customer service, and the two terms are often used interchangeably, but a contact center supports more services than a typical call center.\r\nContact centers offer omnichannel customer support, including email, chat, voice over IP (VoIP) and website support. A call center typically uses phones as the main channel of communication and can handle a mass volume of calls.<br />Contact centers are used for inbound communication, outbound communication or a hybrid of both. Contact center agents also interact with customers via web chat, phone, email or other communication channels.\r\nThe contact center infrastructure that is necessary to support communications may be located on the same premises as the contact center, or it can be located externally.\r\nIn an on-premises scenario, the company that owns the contact center also owns and manages its own hardware and software. This requires staffing and IT investments that some companies choose to forgo by outsourcing those tasks to cloud providers or hosting companies.","materialsDescription":" <span style=\"font-weight: bold;\">What is a Call Center?</span>\r\nTraditionally, a call center is an office where a large number of call center agents provide customer service over the telephone. Inbound call centers receive calls for customer support and often serve as a knowledge base for tech support, billing questions, and other customer service issues. These call centers focus on quick call resolution times and agent productivity. In outbound call centers, agents make calls rather than receive them. These could be sales calls, marketing offers, surveys, fundraising requests, or debt collection, for example.\r\nThe term “call center” conjures an image for many people of waiting on perpetual hold or being routed through an endless IVR that never gives them what they need. Because so many consumers have had a dreadful customer service experience along these lines, call centers have developed a bad rap. But as legacy phone systems give way to newer digital technologies, call centers are evolving.\r\n<span style=\"font-weight: bold;\">What is a Contact Center?</span>\r\nThe term &quot;contact center&quot; (or “contact centre”) reflects the modern reality that there are many other ways to connect with a customer these days besides by telephone. The combined trends of increased customer expectations and newer technologies that allow for many channels of communication are creating a shift in the traditional call center model which has existed for decades. Consumers want more ways to reach businesses, and businesses are looking for new ways to improve customer experience.\r\nWhile call center agents generally focus on inbound and outbound calls, either on traditional phone lines or over VoIP, contact center agents handle a wide variety of communications. In a modern multichannel contact center, technical support might be delivered over in-app chat or video, while order status updates are delivered via SMS, event promotions are sent as push notifications, surveys are deployed over Facebook Messenger, and sales inquiries received by email are sent directly to an agent to connect by phone. Call centers handle voice communications, contact centers handle all communications.\r\nA company’s contact center is usually integrated with their customer relationship management (CRM) system, where all interactions between the organization and the public are tracked, coordinated, and managed. Depending on the infrastructure and ecosystem, it could be comprised of an alphabet soup of complex components. Many companies have purchased off-the-shelf systems or a highly customized network of technologies from multiple vendors. Some companies have adopted a cloud-based solution or two, but they remain siloed from the rest of their systems and can’t talk to each other.","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/Contact_Center1.png"},{"id":337,"title":"Sales","alias":"sales","description":" Sales are activities related to selling or the number of goods or services sold in a given targeted time period.\r\nThe seller, or the provider of the goods or services, completes a sale in response to an acquisition, appropriation, requisition, or a direct interaction with the buyer at the point of sale. There is a passing of title (property or ownership) of the item, and the settlement of a price, in which agreement is reached on a price for which transfer of ownership of the item will occur. The seller, not the purchaser, typically executes the sale and it may be completed prior to the obligation of payment. In the case of indirect interaction, a person who sells goods or service on behalf of the owner is known as a salesman or saleswoman or salesperson, but this often refers to someone selling goods in a store/shop, in which case other terms are also common, including salesclerk, shop assistant, and retail clerk.\r\nIn common law countries, sales are governed generally by the common law and commercial codes. In the United States, the laws governing sales of goods are somewhat uniform to the extent that most jurisdictions have adopted Article 2 of the Uniform Commercial Code, albeit with some non-uniform variations.\r\nA person or organization expressing an interest in acquiring the offered item of value is referred to as a potential buyer, prospective customer, or prospect. Buying and selling are understood to be two sides of the same &quot;coin&quot; or transaction. Both seller and buyer engage in a process of negotiation to consummate the exchange of values. The exchange, or selling, process has implied rules and identifiable stages. It is implied that the selling process will proceed fairly and ethically so that the parties end up nearly equally rewarded. The stages of selling, and buying, involve getting acquainted, assessing each party's need for the other's item of value, and determining if the values to be exchanged are equivalent or nearly so, or, in buyer's terms, &quot;worth the price&quot;. Sometimes, sellers have to use their own experiences when selling products with appropriate discounts.\r\nAlthough the skills required are different, from a management viewpoint, sales is a part of marketing. Sales often form a separate grouping in a corporate structure, employing separate specialist operatives known as salespersons (singular: salesperson). Selling is considered by many to be a sort of persuading &quot;art&quot;. Contrary to popular belief, the methodological approach of selling refers to a systematic process of repetitive and measurable milestones, by which a salesman relates his or her offering of a product or service in return enabling the buyer to achieve their goal in an economic way.","materialsDescription":" <span style=\"font-weight: bold;\">What's the Difference Between Sales and Marketing?</span>\r\nSales and Marketing: two terms we often hear together when working with mid-size companies. In some ways, this is logical because the two need to work together. But in fact, Sales and Marketing are two very different functions and require very different skills.\r\nBusiness leaders know what Operations are; they make stuff. They know what Accounting is; they record and control the money. And they know what Sales do; they sell stuff. So if you are not making stuff, selling stuff, or recording the money—what is marketing and why do you need it?\r\nWhat's the difference between Sales and Marketing? To answer this question, let's define what Sales and Marketing are separately and how they support one another.\r\n<span style=\"font-style: italic;\"><span style=\"font-weight: bold;\">What is Marketing? Aligning with Customers, Now and for the Future</span></span>\r\nA key job of Marketing is to understand the marketplace from the perspective of the customer looking back towards the company and helping lead the company where it should be in the future. Marketing’s job is to direct the organization toward the segments, or groups of customers and channels where the company can profitably compete. It should help the organization see how it needs to modify its product offerings, pricing, and communication so that it meets the needs of the distribution channel or end customers.\r\nMarketing also needs to convert the market understanding into tools and tactics to attract the market, build (often digital) relationships, and develop leads. Without Sales, Marketing efforts run short. Marketing directs Sales as to where they should be hunting and what ammo to use. Note, however, that if Marketing becomes a sales support function focused only on the now, the future can become lost.\r\n<span style=\"font-style: italic;\"><span style=\"font-weight: bold;\">Without Marketing, Sales Suffers</span></span>\r\nNot even the best hunter can bring home dinner if they are shooting blanks at decoys. Markets are constantly changing. The job of marketing is to stay ahead of the changes and help the hunters see where they should be hunting and provide them with the right ammunition. If Marketing is only focused on delivering the ammunition for today, nobody will see where the industry is moving or where the company needs to hunt next. This limits growth not only for Sales and Marketing but also for your entire organization.\r\n<span style=\"font-style: italic;\"><span style=\"font-weight: bold;\">Can You be Both Sales and Marketing?</span></span>\r\nIn all my years, working for companies that ranged from Fortune 100 to mid-size companies I have never met anyone who was really good at both sales and marketing. I have held the title of VP of Sales and Marketing, managing a 500 person sales and merchandising force. I was really a marketing person with sales authority. The skills required to focus on the now and the push of sales are different. In many ways, they are contrary to the skills of looking to the future and the customer perspective of marketing.\r\nEvery Sales organization feels they have a good understanding of their customers. But every Sales conversation with a customer has a sales transaction lurking in the background. Therefore, customers can never be completely open about their needs and want when talking to a sales person.\r\nFor a company to really grow, someone must have the job of looking out the window towards where the company needs to go in the future. For many companies, this is the job of the CEO and Sales hires someone to do some sales support and gives them a marketing title. But as companies grow, the job of CEO starts to become a full-time job in itself and the strategic role of Marketing gets short-changed. A study of mid-size companies by the University of Texas showed that companies that separated the roles of Marketing and Sales were much more likely to grow faster than the industry average.\r\n<span style=\"font-style: italic;\"><span style=\"font-weight: bold;\">Sales and Marketing: Today and the Future</span></span>\r\nSales need to be focused on the now. You can’t run a company unless your sales team is focused on bringing in today’s business. But you can’t really ask your Sales leaders where the company should go next and to develop the 18-month plan to get there without losing focus on today’s revenue. Besides, if your sales executive was really good at developing future-focused business strategies and tying that strategy to the plans and tools of marketing to make it happen, they would be a marketing person and not a now-focused sales person.","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/icon_Sales.png"},{"id":339,"title":"Marketing","alias":"marketing","description":" Marketing is the study and management of exchange relationships. It is the business process of creating relationships with and satisfying customers. Because marketing is used to attract customers, it is one of the primary components of business management and commerce. Marketers can direct product to other businesses (B2B marketing) or directly to consumers (B2C marketing).\r\nRegardless of who is being marketed to, several factors, including the perspective the marketers will use. These market orientations determine how marketers will approach the planning stage of marketing. This leads into the marketing mix, which outlines the specifics of the product and how it will be sold. This can in turn, be affected by the environment surrounding the product, the results of marketing research and market research, and the characteristics of the product's target market.\r\nOnce these factors are determined, marketers must then decide what methods will be used to market the product. This decision is based on the factors analyzed in the planning stage as well as where the product is in the product life cycle.\r\nMarketing is defined by the American Marketing Association as &quot;the activity, set of institutions, and processes for creating, communicating, delivering, and exchanging offerings that have value for customers, clients, partners, and society at large&quot;. The term developed from the original meaning which referred literally to going to market with goods for sale. From a sales process engineering perspective, marketing is &quot;a set of processes that are interconnected and interdependent with other functions of a business aimed at achieving customer interest and satisfaction&quot;.\r\nPhilip Kotler defined marketing as &quot;Satisfying needs and wants through an exchange process&quot;, and a decade later defines it as “a social and managerial process by which individuals and groups obtain what they want and need through creating, offering and exchanging products of value with others.”\r\nThe Chartered Institute of Marketing defines marketing as &quot;the management process responsible for identifying, anticipating and satisfying customer requirements profitably&quot;. A similar concept is the value-based marketing which states the role of marketing to contribute to increasing shareholder value. In this context, marketing can be defined as &quot;the management process that seeks to maximise returns to shareholders by developing relationships with valued customers and creating a competitive advantage&quot;.\r\nIn the past, marketing practice tended to be seen as a creative industry, which included advertising, distribution and selling. However, because the academic study of marketing makes extensive use of social sciences, psychology, sociology, mathematics, economics, anthropology and neuroscience, the profession is now widely recognized as a science, allowing numerous universities to offer Master-of-Science (MSc) programs.\r\nThe process of marketing is that of bringing a product to market, which includes these steps: broad market research; market targeting and market segmentation; determining distribution, pricing and promotion strategies; developing a communications strategy; budgeting; and visioning long-term market development goals. Many parts of the marketing process (e.g. product design, art director, brand management, advertising, inbound marketing, copywriting etc.) involve use of the creative arts.","materialsDescription":"<span style=\"font-weight: bold; \">What the differences between B2B and B2C Marketing?</span>\r\nThe different goals of B2B and B2C marketing lead to differences in the B2B and B2C markets. The main differences in these markets are demand, purchasing volume, amount of customers, customer concentration, distribution, buying nature, buying influences, negotiations, reciprocity, leasing and promotional methods.\r\n<span style=\"font-style: italic; \">Demand:</span> B2B demand is derived because businesses buy products based on how much demand there is for the final consumer product. Businesses buy products based on customer's wants and needs. B2C demand is primarily because customers buy products based on their own wants and needs.\r\n<span style=\"font-style: italic; \">Purchasing Volume:</span> Businesses buy products in large volumes to distribute to consumers. Consumers buy products in smaller volumes suitable for personal use.\r\n<span style=\"font-style: italic; \">Amount of Customers:</span> There are relatively fewer businesses to market to than direct consumers.\r\n<span style=\"font-style: italic; \">Customer Concentration:</span> Businesses that specialize in a particular market tend to be geographically concentrated while customers that buy products from these businesses are not concentrated.\r\n<span style=\"font-style: italic; \">Distribution:</span> B2B products pass directly from the producer of the product to the business while B2C products must additionally go through a wholesaler or retailer.\r\n<span style=\"font-style: italic; \">Buying Nature:</span> B2B purchasing is a formal process done by professional buyers and sellers while B2C purchasing is informal.\r\n<span style=\"font-style: italic; \">Buying Influences:</span> B2B purchasing is influenced by multiple people in various departments such as quality control, accounting, and logistics while B2C marketing is only influenced by the person making the purchase and possibly a few others.\r\n<span style=\"font-style: italic; \">Negotiations:</span> In B2B marketing, negotiating for lower prices or added benefits is commonly accepted while in B2C marketing (particularly in Western cultures) prices are fixed.\r\n<span style=\"font-style: italic; \">Reciprocity:</span> Businesses tend to buy from businesses they sell to. For example, a business that sells printer ink is more likely to buy office chairs from a supplier that buys the business's printer ink. In B2C marketing, this does not occur because consumers are not also selling products.\r\n<span style=\"font-style: italic; \">Leasing:</span> Businesses tend to lease expensive items while consumers tend to save up to buy expensive items.\r\n<span style=\"font-style: italic; \">Promotional Methods:</span> In B2B marketing, the most common promotional method is personal selling. B2C marketing mostly uses sales promotion, public relations, advertising, and social media.\r\n<span style=\"font-weight: bold; \">What are marketing orientations?</span>\r\nA marketing orientation has been defined as a &quot;philosophy of business management.&quot; or &quot;a corporate state of mind&quot; or as an &quot;organization[al] culture&quot;. Although scholars continue to debate the precise nature of specific orientations that inform marketing practice, the most commonly cited orientations are as follows:\r\n<span style=\"font-style: italic; \"><span style=\"font-weight: bold; \">Product</span></span>\r\nA firm employing a product orientation is mainly concerned with the quality of its product. A product orientation is based on the assumption that all things being equal, consumers will purchase products of superior quality. The approach is most effective when the firm has deep insights into customer needs and desires as derived from research and/or intuition and understands consumer's quality expectations and price consumers are willing to pay. Although the product orientation has largely been supplanted by the marketing orientation, firms practicing a product orientation can still be found in haute couture and arts marketing.\r\n<span style=\"font-style: italic; \"><span style=\"font-weight: bold; \">Sales</span></span>\r\nA sales orientation focuses on the selling/promotion of the firm's existing products, rather than developing new products to satisfy unmet needs or wants. This orientation seeks to attain the highest possible sales through promotion and direct sales techniques. The sales orientation &quot;is typically practiced with unsought goods.&quot; One study found that industrial companies are more likely to hold a sales orientation than consumer goods companies. The approach may also suit scenarios in which a firm holds dead stock, or otherwise sells a product that is in high demand, with little likelihood of changes in consumer tastes diminishing demand.\r\nA 2011 meta-analyses found that the factors with the greatest impact on sales performance are a salesperson's sales-related knowledge (knowledge of market segments, sales presentation skills, conflict resolution, and products), degree of adaptiveness (changing behavior based on the aforementioned knowledge), role clarity (salesperson's role is to expressly to sell), cognitive aptitude (intelligence) and work engagement (motivation and interest in a sales role).\r\n<span style=\"font-style: italic; \"><span style=\"font-weight: bold; \">Production</span></span>\r\nA firm focusing on a production orientation specializes in producing as much as possible of a given product or service in order to achieve economies of scale or economies of scope. A production orientation may be deployed when a high demand for a product or service exists, coupled with certainty that consumer tastes and preferences remain relatively constant (similar to the sales orientation). The so-called production era is thought to have dominated marketing practice from the 1860s to the 1930s, but other theorists argue that evidence of the production orientation can still be found in some companies or industries. Specifically, Kotler and Armstrong note that the production philosophy is &quot;one of the oldest philosophies that guides sellers... [and] is still useful in some situations.&quot;\r\n<span style=\"font-style: italic; \"><span style=\"font-weight: bold; \">Marketing</span></span>\r\nThe marketing orientation is the most common orientation used in contemporary marketing. It is a customer-centric approach that involves a firm basing its marketing program around products that suit new consumer tastes. Firms adopting a marketing orientation typically engage in extensive market research to gauge consumer desires, use R&amp;D (Research &amp; Development) to develop a product attuned to the revealed information, and then utilize promotion techniques to ensure consumers are aware of the product's existence and the benefits it can deliver. Scales designed to measure a firm's overall market orientation have been developed and found to be robust in a variety of contexts.\r\nThe marketing orientation has three prime facets, which are:\r\n<span style=\"font-style: italic; \">Customer orientation:</span> A firm in the market economy can survive by producing goods that people are willing and able to buy. Consequently, ascertaining consumer demand is vital for a firm's future viability and even existence as a going concern.\r\n<span style=\"font-style: italic; \">Organizational orientation:</span> The marketing department is of prime importance within the functional level of an organization. Information from the marketing department is used to guide the actions of a company's other departments.\r\nAs an example, a marketing department could ascertain (via marketing research) that consumers desired a new type of product or a new usage for an existing product. With this in mind, the marketing department would inform the R&amp;D department to create a prototype of a product/service based on consumers' new desires.\r\nThe production department would then start to manufacture the product, while the marketing department would focus on the promotion, distribution, pricing, etc. of the product. Additionally, a firm's finance department would be consulted, with respect to securing appropriate funding for the development, production, and promotion of the product. Finance may oppose the required capital expenditure since it could undermine a healthy cash flow for the organization.\r\n<span style=\"font-style: italic;\">Mutually beneficial exchange:</span> In a transaction in the market economy, a firm gains revenue, which thus leads to more profits, market shares, and/or sales. A consumer, on the other hand, gains the satisfaction of a need/want, utility, reliability and value for money from the purchase of a product or service.\r\n<span style=\"font-style: italic;\"><span style=\"font-weight: bold;\">Societal marketing</span></span>\r\nA number of scholars and practitioners have argued that marketers have a greater social responsibility than simply satisfying customers and providing them with superior value. Marketing organizations that have embraced the societal marketing concept typically identify key stakeholder groups such as employees, customers, and local communities. Companies that adopt a societal marketing perspective typically practice triple bottom line reporting whereby they publish social impact and environmental impact reports alongside financial performance reports. Sustainable marketing or green marketing is an extension of societal marketing.","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/icon_Marketing.png"},{"id":341,"title":"Customer Service","alias":"customer-service","description":" Customer service is the process of ensuring customer satisfaction with a product or service. Often, customer service takes place while performing a transaction for the customer, such as making a sale or returning an item. Customer service can take the form of in-person interaction, a phone call, self-service systems, or by other means.\r\nCustomer service is an important part of maintaining ongoing client relationships, which is key to continuing revenue. For this reason, many companies have worked hard to increase their customer satisfaction levels.\r\nMost successful businesses recognize the importance of providing outstanding customer service. Courteous and empathetic interaction with a trained customer service representative can mean the difference between losing or retaining a customer.\r\nWhen problems arise, customers should receive timely attention to the issue. Prompt attention to emails and phone calls is critical to maintaining good relations. Requiring customers to stand in long lines or sit on hold can sour an interaction before it begins.\r\nIdeally, customer service should be a one-stop endeavor for the consumer. For example, if a customer calls a helpline regarding a problem with a product, the customer service representative should follow through with the customer until the issue is fully resolved.\r\nThis may entail scheduling appointments with in-person repair personnel if the problem cannot be resolved on the phone, or transferring a call to skilled technicians in another department. Proactively following up with the customer to ensure that he or she is fully satisfied is another smart move.","materialsDescription":" What are customer service standards?\r\nCustomer service standards are an internal corporate set of rules governing the company's customer service activities, an algorithm for communicating with customers, and general standards for responding to unusual situations. The standard of customer service is an integral part of the corporate standard of the company.\r\nFunctions of customer service standards:\r\n<ol><li>To order. The client does not encounter problems, does not see them, which means that he is confident that all the staff without exception are professionals who know their business.</li><li>To control. It is difficult to assess and monitor the work of each manager if there are no clear criteria for evaluation. At the same time, the implementation of the sales plan cannot be the only parameter of the assessment; you need to know whether the manager of customer service standards adopted in this company adheres.</li><li>To adapt. Among other things, the availability of customer service standards simplifies the procedure.</li></ol>\r\nCustomer service standards are effective if the customer does not see the difference between the work of two (or more) managers, and sees only “proprietary” service, always the same, regardless of any external factors or circumstances. The customer service standard, which has been tested in practice, backed up by experience (perhaps even someone else's), created on the basis of analytical studies and recognized methods, can be called &quot;gold&quot;. It allows you to increase profits, improve the image of the company, attract new customers.\r\nCustomer service standards are an important part of the company's brand. But, in addition, the standards are necessary and other units, in particular, the department to work with staff. Therefore, their development must take into account the needs of all interested services of the company.\r\n<span style=\"font-weight: bold; \">What is the purpose of introducing customer service standards in the company?</span>\r\nThe objectives of implementing the standards are as follows:\r\n<ul><li>For employees with experience: minimize the number of erroneous and unnecessary actions. The result of this will be saving time of each employee (no errors - no need to spend time correcting them). And, as a result, increased productivity.</li><li>For novice employees: customer service standards allow you to transfer the necessary knowledge in the most concise manner and in a short time.</li><li>For the company: the abolition of dependence on the old-timers. Not all employees who have worked in the company for many years (or even since the day of foundation) are able to resist the so-called star disease. Having knowledge and experience, a person loses the ability to objectively evaluate his work, he begins to think that he is the best manager in the company. It can end very badly - in the event of dismissal, such an employee will take the base, and turn clients against the company. Standards for customer service are needed to ensure that all employees can be assessed on a single scale, based on the actual benefits they bring to the company, as well as the attitude of the employee to the company.</li><li>For the company: the uniformity of control activities of managers. Standards are unequivocal, exclude double interpretations, and therefore cannot cause controversy about the rightness of an employee or employer.</li><li>For managers: the standards of uniform customer service are the same for all managers, and this makes it possible to make the pay of each manager absolutely transparent and intelligible. Realizing that there will be no double interpretations, the manager may not be afraid that he will be paid less than expected - all his mistakes and achievements are immediately visible and understandable.</li></ul>\r\n<span style=\"font-weight: bold; \">The application of service standards allows you:</span>\r\n<ul><li>to develop a company style in dealing with clients;</li><li>to increase the effectiveness of the work of managers with new customers;</li><li>to bring the quality of communication with customers to a higher level;</li><li>to create a positive opinion of the company about the company, so that it can be recommended to its acquaintances, thus increasing the number of potential and then real customers;</li><li>to minimize conflicts between the manager and the customer;</li><li>to develop a technology for training newcomers;</li><li>to transfer the assessment of the work of the manager from the subjective to the objective, transparent and understandable to everyone;</li><li>to establish a procedure for controlling the work of personnel;</li><li>to increase the motivation of managers to work.</li></ul>\r\n<span style=\"font-weight: bold;\">Benefits of applying service standards</span>\r\n<ul><li>The accumulation of experience: the entire base focuses on the company, and not on the hands of managers, &quot;old-timers.&quot; Thus, the departure of one or several “old” employees does not become a “natural disaster” for the company.</li><li>Motivation, analysis and control: customer service standards make it possible to develop a transparent scheme of managers' motivation based on a clear, almost mathematical analysis of their work. The sales process is optimized.</li><li>Setting goals. With the help of standards, the company has the ability to set clear, reasonable plans. This allows you to keep the atmosphere in the team friendly and stable, and the lack of &quot;muffled&quot; tasks - to increase the loyalty of managers to the company.</li><li>Standards of customer service is a fairly mobile system that allows you to immediately detect errors in working with clients and quickly eliminate them. In addition, at any stage of working with a client, the head of the sales department can intervene in the process, noticing an error in the work of the manager, and even be proactive in order to prevent an error to which the manager is heading.</li><li>Quick and easy start for beginners. Customer service standards are actually a knowledge base, collected, analyzed, and streamlined. Such information is easily transmitted and assimilated by beginners, which means that the beginner quickly gets to work and starts to make a profit. In addition, a newbie will not spoil relations with a client by awkward actions, since he already knows what to do in any conflict and problem situations.</li><li>Customer confidence. Customer service standards allow the latter to feel confident in the company - no matter where the customer is, he will always easily recognize “his” company by brand features and can be absolutely sure that in a small town they will be served as qualitatively as in a million-plus city, because that the company is well aware of their work. So, such a company can be trusted.</li></ul>","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/icon_Customer_Service.png"}],"characteristics":[],"concurentProducts":[],"jobRoles":[],"organizationalFeatures":[],"complementaryCategories":[],"solutions":[],"materials":[],"useCases":[],"best_practices":[],"values":[],"implementations":[]},"naumen-contact-center":{"id":394,"logoURL":"https://old.roi4cio.com/fileadmin/user_upload/Naumen_Contact_Center.png","logo":true,"scheme":false,"title":"Naumen Contact Center","vendorVerified":0,"rating":"1.80","implementationsCount":3,"suppliersCount":0,"supplierPartnersCount":0,"alias":"naumen-contact-center","companyTitle":"Naumen","companyTypes":["supplier","vendor"],"companyId":2798,"companyAlias":"naumen","description":"Naumen Contact Center (previously Naumen Phone) - a full-featured software solution for the construction of large and medium-sized contact centers. Creating a call center on the basis of our decision, you do not have to spend money on integration and support of products from different suppliers, as Naumen Contact Center has everything you need to work effectively.\r\nThe solution includes a communication platform with the component Omni-Channel, Project Management Information System and forecasting workload (WFM), as well as workstations operator and supervisor.\r\nCommunication platform Naumen Contact Center provides job telephony, as well as the reception and processing of applications through other channels (e-mail, fax, SMS, web chat, instant messengers, social media, mobile applications). The solution uses SIP-protocol, which allows you to connect VoIP-gateways and user terminals from various manufacturers, providing complete freedom of choice of server and telecommunications equipment.\r\nThe server part of NSS is based on free software: Linux operating system, as well as the database can be used Posgtre SQL or Oracle. In the workplace it is permitted to use different operating systems Windows, Linux and MacOS.","shortDescription":"Naumen Contact Center - a single solution for call-center and contact center","type":null,"isRoiCalculatorAvaliable":false,"isConfiguratorAvaliable":false,"bonus":100,"usingCount":16,"sellingCount":14,"discontinued":0,"rebateForPoc":0,"rebate":0,"seo":{"title":"Naumen Contact Center","keywords":"Naumen, Contact, Center, well, solution, operating, from, different","description":"Naumen Contact Center (previously Naumen Phone) - a full-featured software solution for the construction of large and medium-sized contact centers. Creating a call center on the basis of our decision, you do not have to spend money on integration and support o","og:title":"Naumen Contact Center","og:description":"Naumen Contact Center (previously Naumen Phone) - a full-featured software solution for the construction of large and medium-sized contact centers. 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A contact center is generally part of an enterprise's overall customer relationship management (CRM) strategy.<br />Contact centers and call centers are both centers for customer service, and the two terms are often used interchangeably, but a contact center supports more services than a typical call center.\r\nContact centers offer omnichannel customer support, including email, chat, voice over IP (VoIP) and website support. A call center typically uses phones as the main channel of communication and can handle a mass volume of calls.<br />Contact centers are used for inbound communication, outbound communication or a hybrid of both. Contact center agents also interact with customers via web chat, phone, email or other communication channels.\r\nThe contact center infrastructure that is necessary to support communications may be located on the same premises as the contact center, or it can be located externally.\r\nIn an on-premises scenario, the company that owns the contact center also owns and manages its own hardware and software. This requires staffing and IT investments that some companies choose to forgo by outsourcing those tasks to cloud providers or hosting companies.","materialsDescription":" <span style=\"font-weight: bold;\">What is a Call Center?</span>\r\nTraditionally, a call center is an office where a large number of call center agents provide customer service over the telephone. Inbound call centers receive calls for customer support and often serve as a knowledge base for tech support, billing questions, and other customer service issues. These call centers focus on quick call resolution times and agent productivity. In outbound call centers, agents make calls rather than receive them. These could be sales calls, marketing offers, surveys, fundraising requests, or debt collection, for example.\r\nThe term “call center” conjures an image for many people of waiting on perpetual hold or being routed through an endless IVR that never gives them what they need. Because so many consumers have had a dreadful customer service experience along these lines, call centers have developed a bad rap. But as legacy phone systems give way to newer digital technologies, call centers are evolving.\r\n<span style=\"font-weight: bold;\">What is a Contact Center?</span>\r\nThe term &quot;contact center&quot; (or “contact centre”) reflects the modern reality that there are many other ways to connect with a customer these days besides by telephone. The combined trends of increased customer expectations and newer technologies that allow for many channels of communication are creating a shift in the traditional call center model which has existed for decades. Consumers want more ways to reach businesses, and businesses are looking for new ways to improve customer experience.\r\nWhile call center agents generally focus on inbound and outbound calls, either on traditional phone lines or over VoIP, contact center agents handle a wide variety of communications. In a modern multichannel contact center, technical support might be delivered over in-app chat or video, while order status updates are delivered via SMS, event promotions are sent as push notifications, surveys are deployed over Facebook Messenger, and sales inquiries received by email are sent directly to an agent to connect by phone. Call centers handle voice communications, contact centers handle all communications.\r\nA company’s contact center is usually integrated with their customer relationship management (CRM) system, where all interactions between the organization and the public are tracked, coordinated, and managed. Depending on the infrastructure and ecosystem, it could be comprised of an alphabet soup of complex components. Many companies have purchased off-the-shelf systems or a highly customized network of technologies from multiple vendors. Some companies have adopted a cloud-based solution or two, but they remain siloed from the rest of their systems and can’t talk to each other.","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/Contact_Center1.png"}],"characteristics":[],"concurentProducts":[],"jobRoles":[],"organizationalFeatures":[],"complementaryCategories":[],"solutions":[],"materials":[],"useCases":[],"best_practices":[],"values":[],"implementations":[]},"omanalyticsr":{"id":1080,"logoURL":"https://old.roi4cio.com/fileadmin/content/omAnalytics_03.png","logo":true,"scheme":false,"title":"omAnalytics®","vendorVerified":0,"rating":"0.00","implementationsCount":0,"suppliersCount":0,"supplierPartnersCount":0,"alias":"omanalyticsr","companyTitle":"Omilia","companyTypes":["supplier","vendor"],"companyId":3998,"companyAlias":"omilia-conversational-intelligence","description":"<p>Возможности omAnalytics</p>\r\n<p>Глубокий анализ разговоров клиентов с DiaManT&reg; и живыми агентами, чтобы обеспечить понимание &laquo;что&raquo; именно &nbsp;говорят клиенты. 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Щелкнув ссылку, можно получить развернутую картинку , что сказал клиент.</p>\r\n<ul>\r\n<li>Обнаружение частых терминов, фраз и концепций</li>\r\n<li>Поиск разговоров для конкретных продуктов и действий</li>\r\n<li>Быстрое выявление и принятие мер по коренным причинам</li>\r\n<li>Найти любую комбинацию метаданных, слов и фраз</li>\r\n</ul>","shortDescription":"Визуализируйте Big Data, созданные DiaManT®, чтобы анализировать разговоры клиентов с виртуальным агентом, а также с живыми агентами","type":null,"isRoiCalculatorAvaliable":false,"isConfiguratorAvaliable":false,"bonus":100,"usingCount":9,"sellingCount":20,"discontinued":0,"rebateForPoc":0,"rebate":0,"seo":{"title":"omAnalytics®","keywords":"слов, клиенты, говорят, фраз, разговоров, конкретных, клиент, сказал","description":"<p>Возможности omAnalytics</p>\r\n<p>Глубокий анализ разговоров клиентов с DiaManT&reg; и живыми агентами, чтобы обеспечить понимание &laquo;что&raquo; именно &nbsp;говорят клиенты. 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","og:image":"https://old.roi4cio.com/fileadmin/content/omAnalytics_03.png"},"eventUrl":"","translationId":7050,"dealDetails":null,"roi":null,"price":null,"bonusForReference":null,"templateData":[],"testingArea":"","categories":[{"id":69,"title":"Business Analytics","alias":"business-analytics","description":"Business Analytics is “the study of data through statistical and operations analysis, the formation of predictive models, application of optimization techniques, and the communication of these results to customers, business partners, and college executives.” Business Analytics requires quantitative methods and evidence-based data for business modeling and decision making; as such, Business Analytics requires the use of Big Data.\r\nSAS describes Big Data as “a term that describes the large volume of data – both structured and unstructured – that inundates a business on a day-to-day basis.” What’s important to keep in mind about Big Data is that the amount of data is not as important to an organization as the analytics that accompany it. When companies analyze Big Data, they are using Business Analytics to get the insights required for making better business decisions and strategic moves.\r\nCompanies use Business Analytics (BA) to make data-driven decisions. The insight gained by BA enables these companies to automate and optimize their business processes. In fact, data-driven companies that utilize Business Analytics achieve a competitive advantage because they are able to use the insights to:\r\n<ul><li>Conduct data mining (explore data to find new patterns and relationships)</li><li>Complete statistical analysis and quantitative analysis to explain why certain results occur</li><li>Test previous decisions using A/B testing and multivariate testing</li><li>Make use of predictive modeling and predictive analytics to forecast future results</li></ul>\r\nBusiness Analytics also provides support for companies in the process of making proactive tactical decisions, and BA makes it possible for those companies to automate decision making in order to support real-time responses.","materialsDescription":"<span style=\"font-weight: bold; \">What does Business Analytics (BA) mean?</span>\r\nBusiness analytics (BA) refers to all the methods and techniques that are used by an organization to measure performance. Business analytics are made up of statistical methods that can be applied to a specific project, process or product. Business analytics can also be used to evaluate an entire company. Business analytics are performed in order to identify weaknesses in existing processes and highlight meaningful data that will help an organization prepare for future growth and challenges.\r\nThe need for good business analytics has spurred the creation of business analytics software and enterprise platforms that mine an organization’s data in order to automate some of these measures and pick out meaningful insights.\r\nAlthough the term has become a bit of a buzzword, business analytics are a vital part of any business. Business analytics make up a large portion of decision support systems, continuous improvement programs and many of the other techniques used to keep a business competitive. Consequently, accurate business analytics like efficiency measures and capacity utilization rates are the first step to properly implementing these techniques.","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/Business_Analytics.png"},{"id":70,"title":"OLAP - online analytical processing","alias":"olap-online-analytical-processing","description":"<span style=\"font-weight: bold; \">OLAP (online analytical processing)</span> is a computing method that enables users to easily and selectively extract and query data in order to analyze it from different points of view. OLAP business intelligence queries often aid in trends analysis, financial reporting, sales forecasting, budgeting and other planning purposes.\r\nTo facilitate this kind of analysis, data is collected from multiple data sources and stored in data warehouses then cleansed and organized into <span style=\"font-weight: bold; \">data cubes.</span> Each OLAP cube contains data categorized by dimensions (such as customers, geographic sales region and time period) derived by dimensional tables in the data warehouses. Dimensions are then populated by members (such as customer names, countries and months) that are organized hierarchically.\r\nAnalysts can then perform five types of online analytical processing system operations against these multidimensional databases: \r\n<ol><li><span style=\"font-weight: bold; \">Roll-up.</span> Also known as consolidation, or drill-up, this operation summarizes the data along the dimension.</li><li><span style=\"font-weight: bold; \">Drill-down.</span> This allows analysts to navigate deeper among the dimensions of data, for example drilling down from &quot;time period&quot; to &quot;years&quot; and &quot;months&quot; to chart sales growth for a product.</li><li><span style=\"font-weight: bold; \">Slice. </span>This enables an analyst to take one level of information for display</li><li><span style=\"font-weight: bold; \">Dice. </span>This allows an analyst to select data from multiple dimensions to analyze</li><li><span style=\"font-weight: bold; \">Pivot.</span> Analysts can gain a new view of data by rotating the data axes of the cube.</li></ol>\r\nOLAP software then locates the intersection of dimensions, such as all products sold in the Eastern region above a certain price during a certain time period, and displays them. The result is the &quot;measure&quot;; each OLAP cube has at least one to perhaps hundreds of measures, which are derived from information stored in fact tables in the data warehouse.\r\n<p class=\"align-center\"><span style=\"font-weight: bold; \">Types of OLAP: &nbsp; </span></p>\r\n<ul><li><span style=\"font-weight: bold;\">Relational online analytical processing (ROLAP):</span> ROLAP is an extended RDBMS along with multidimensional data mapping to perform the standard relational operation.</li><li><span style=\"font-weight: bold;\">Multidimensional OLAP (MOLAP):</span> MOLAP Implementes operation in multidimensional data.</li><li><span style=\"font-weight: bold;\">Hybrid OnlineAnalytical Processing (HOLAP):</span> In HOLAP approach the aggregated totals are stored in a multidimensional database while the detailed data is stored in the relational database. This offers both data efficiency of the ROLAP model and the performance of the MOLAP model.</li><li><span style=\"font-weight: bold;\">Desktop OLAP (DOLAP):</span> In Desktop OLAP system, a user downloads a part of the data from the database locally, or on their desktop and analyze it. DOLAP is relatively cheaper to deploy as it offers very few functionalities compares to other OLAP tools.</li><li><span style=\"font-weight: bold;\">Web based OLAP (WOLAP):</span> Web OLAP which is OLAP system accessible via the web browser. WOLAP is a three-tiered architecture. It consists of three components: client, middleware, and a database server.</li><li><span style=\"font-weight: bold;\">Mobile OLAP:</span> Mobile OLAP process helps users to access and analyze OLAP data using their mobile devices</li><li><span style=\"font-weight: bold;\">Spatial OLAP:</span> SOLAP is created to facilitate management of both spatial and non-spatial data in a Geographic Information system (GIS) </li></ul>","materialsDescription":"<h1 class=\"align-center\">Implementing an OLAP Solution</h1>\r\nImplementation of OLAP depends not only on the type of software, but also on underlying data sources and the intended business objective(s). Each industry or business area is specific and requires some degree of customized modeling to create multidimensional “cubes” for data loading and reporting building, at minimum. An OLAP program might be intended for dynamic reporting for finance professionals, with source data originating in an ERP system. Or a solution might address a medical institution’s activities as concerns patient analysis. All of which is to say that customers need to have clear objectives in mind for an intended solution, and start to consider product selection on that basis. Another factor to consider in an OLAP implementation is the delivery to end users: does the initial user base want to adopt a new front end, or is there a preference for utilizing a dashboard? Or&nbsp; perhaps users are better served by a dynamic spreadsheet “delivery” system to achieve, for example, a collaborative budgeting and forecasting solution.\r\n<h1 class=\"align-center\">Advantages and Disadvantages of OLAP</h1>\r\n<p class=\"align-left\"><span style=\"font-weight: bold;\">Advantages</span></p>\r\n<ul><li>OLAP is a platform for all type of business includes planning, budgeting, reporting, and analysis.</li><li>Information and calculations are consistent in an OLAP cube. This is a crucial benefit.</li><li>Quickly create and analyze &quot;What if&quot; scenarios</li><li>Easily search OLAP database for broad or specific terms.</li><li>OLAP provides the building blocks for business modeling tools, Data mining tools, performance reporting tools.</li><li>Allows users to do slice and dice cube data all by various dimensions, measures, and filters.</li><li>It is good for analyzing time series.</li><li>Finding some clusters and outliers is easy with OLAP.</li><li> It is a powerful visualization online analytical process system which provides faster response times</li></ul>\r\n<p class=\"align-left\"><span style=\"font-weight: bold;\">Disadvantages</span></p>\r\n<ul><li>OLAP requires organizing data into a star or snowflake schema. These schemas are complicated to implement and administer.</li><li>You cannot have large number of dimensions in a single OLAP cube.</li><li>Transactional data cannot be accessed with OLAP system.</li><li>Any modification in an OLAP cube needs a full update of the cube. This is a time-consuming process.</li></ul>","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/OLAP_-__online_analytical_processing.png"},{"id":76,"title":"CPM - Corporate Performance Management","alias":"cpm-corporate-performance-management","description":"<span style=\"font-weight: bold; \">Corporate performance management (CPM)</span> is an umbrella term that describes the methodologies, metrics, processes and systems used to monitor and manage the business performance of an enterprise. Applications that enable CPM translate strategically focused information to operational plans and send aggregated results. These applications are also integrated into many elements of the planning and control cycle, or they address BAM or customer relationship optimization needs.\r\nCPM must be supported by a suite of analytical applications that provide the functionality to support these processes, methodologies and metrics.\r\n&nbsp;A CPM system is software that monitors and manages an organization's performance, according to key performance indicators. These can be revenue, return on investment, or other corporate strategic goals, such as increasing operational efficiency or improving corporate strategy.\r\nCorporate performance management system supports financial budgeting, planning and forecasting, and help leaders manage strategy and track the company’s financial health against goals. Corporate performance management tools are commonly used by the finance department, but are increasingly designed to be used across the enterprise. All in all, financial corporate performance management helps CFOs and other leaders maintain a clear picture of organizational performance.\r\n<p class=\"align-center\"><span style=\"font-weight: bold; \">CPM Software Comparison</span></p>\r\nTo compare different CPM tools, you might want to consider evaluating options based on these factors:\r\n<span style=\"font-weight: bold; \">Finance vs Strategy:</span> Do you care more about strategic planning or financials (such as consolidation and close, reporting, etc)? Financial corporate performance management products rarely do both of these well, so depending on which is your priority, compare tools based on both capabilities. Look at feature ratings for budgeting, planning and forecasting, versus consolidation and close and reporting.\r\n<span style=\"font-weight: bold; \">Deployment type:</span> Corporate performance management solutions may be cloud-based, on-premise, or offer both deployment types.\r\n<span style=\"font-weight: bold; \">Usability:</span> Ease of use is an important factor, even more so if your use of the CPM software will extend beyond the Finance team. Look for comments about usability in pros &amp; cons sections of reviews, and compare how the products rate for usability.\r\n<span style=\"font-weight: bold; \">Reporting:</span> Corporate performance management software is very centered on reporting and the ability to build custom reports. Reviewers often comment on the quality of reporting, and are asked to rate products based on reporting features.\r\n\r\n","materialsDescription":"<h1 class=\"align-center\">Why is CPM important and who is CPM important for?</h1>\r\nRecent studies have shown that strategy execution is the number one area of focus for senior executives today and CPM performance management is a way to help ensure your strategies get executed. By integrating organizational goals, metrics, and projects, your company is aligned around strategic priorities and can focus on the key drivers of the business.\r\nCPM is important for every company, but especially those looking to:\r\n<ul><li>Remodel their budget</li><li>Reduce costs</li><li>Better align KPIs</li><li>Upgrade their organizational strategy</li><li>Improve the financial planning process<span style=\"font-weight: bold; \"></span></li></ul>\r\n<h1 class=\"align-center\">Importance of Corporate Performance Management Software</h1>\r\nIn the era of business management intelligence, it’s important that corporations embrace processes automation. Here are some of the benefits of adopting an enterprise and corporate performance management solution.\r\n<span style=\"font-weight: bold;\">1. Real-time feedback.</span> Performance management software has smart dashboards which contain every measurable metric a management team may need to use in its decision-making. However, the detail is not in the variety. It’s in the ability to read and use data as changes happen in real-time across all parts of the organization. \r\n<span style=\"font-weight: bold;\">2. Data consolidation for easy management.</span> The tools have the intelligence to gather, group, and combine data from multiple sources, be it departments, spreadsheets, or even companies. \r\n<span style=\"font-weight: bold;\">3. Provide ease of risk management.</span> One significant advantage of CPM is the integration of tools like what-if models. For instance, the model empowers managers to mitigate risks and make informed decisions based on the simulation of the best-worst case scenarios. \r\n<span style=\"font-weight: bold;\">4. Provide simple data feedback and access.</span> Performance management tools enable managers to have ease of access to information while still fostering accuracy and quality. \r\n<span style=\"font-weight: bold;\">5. Ease of collaboration.</span> CPM tools are not only locally integrated but also cloud connected to allows all users to stay in sync across all departments.","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/CPM_-_Corporate_Performance_Management.png"},{"id":82,"title":"Unified Communications","alias":"unified-communications","description":"Unified communications (UC) is a framework for integrating various asynchronous and real-time communication tools. The goal of UC is to enhance business communication, collaboration and productivity. Unified communications do not represent a singular technology; rather, it describes a strategy for integrating interconnected systems of enterprise communication devices and applications that can be used in concert or successively.\r\nSome business communication tools - like Internet Protocol (IP) telephony and video conferencing - facilitate real-time communication, also called synchronous communication. Other enterprise communication tools, like email, facilitate asynchronous communication, which takes place at a person's convenience.\r\nIncreasingly, team collaboration tools have emerged to offer messaging-centric workflows and near-real-time communication. These tools also offer voice and video capabilities, API integrations and, ultimately, expound on instant messaging services by providing better UC features.\r\nThe goal of unified communications is to integrate the software that supports synchronous and asynchronous communication, so the end user has easy access to all tools from whatever device is in use.\r\nA unified communications environment is typically supported by one or more back-end systems, often referred to as UC platforms, that facilitate integration among services, as well as the front-end clients that provide access. For example, a web conferencing system would make use of an audio conferencing system - which, in turn, would be built on an underlying IP telephony platform - and a unified messaging client would allow click-to-talk (CTC), click-to-chat or click-to-video functionality.\r\nUC also supports users moving from one mode of communication to another within the same session. For example, a user may start communicating via email but then decide to escalate the interaction to real-time communication, transitioning the session to a voice call with one click and then to a video conference with another click without any disruption.\r\nUnified communications systems and their components can be deployed on premises, in a public or private cloud, or a combination of all three. Cloud-based unified communications is also called UC as a service (UCaaS). An open source project called WebRTC, for example, enables real-time communications to be embedded into web browsers.\r\nHistorically, single-vendor UC environments have demonstrated the tightest integration and compatibility. Interoperability among vendors remains an ongoing challenge in UC, but it has also been mitigated, in part, by partnerships, common protocols and open APIs.","materialsDescription":" <span style=\"font-weight: bold;\">What technology do unified communications have?</span>\r\n<span style=\"font-style: italic;\"><span style=\"font-weight: bold;\">Contrasting unified messaging</span></span>\r\nUnified communications are sometimes confused with unified messaging, but it is distinct. Unified communications refer to both real-time and non-real-time delivery of communications based on the preferred method and location of the recipient; unified messaging culls messages from several sources (such as e-mail, voice mail and faxes), but holds those messages only for retrieval at a later time. Unified communications allow for an individual to check and retrieve an e-mail or voice mail from any communication device at any time. It expands beyond voice mail services to data communications and video services.\r\n<span style=\"font-style: italic;\"><span style=\"font-weight: bold;\">Components</span></span>\r\nWith unified communications, multiple modes of business communications are integrated. Unified communications is not a single product but a collection of elements that include:\r\n<ul><li>Call control and multimodal communications</li><li>Presence</li><li>Instant messaging</li><li>Unified messaging</li><li>Speech access and personal assistant</li><li>Conferencing (audio, Web and video)</li><li>Collaboration tools</li><li>Mobility</li><li>Business process integration (BPI)</li><li>Software to enable business process integration</li></ul>\r\nPresence — knowing where intended recipients are, and if they are available, in real-time — is a key component of unified communications. Unified communications integrate all systems a user might already use, and helps those systems work together in real-time. For example, unified communications technology could allow a user to seamlessly collaborate with another person on a project, even if the two users are in separate locations. The user could quickly locate the necessary person by accessing an interactive directory, engage in a text messaging session, and then escalate the session to a voice call or even a video call.\r\nIn another example, an employee receives a call from a customer who wants answers. Unified communications enable that employee to call an expert colleague from a real-time list. This way, the employee can answer the customer faster by eliminating rounds of back-and-forth e-mails and phone-tag.\r\nThe examples in the previous paragraph primarily describe &quot;personal productivity&quot; enhancements that tend to benefit the individual user. While such benefits can be important, enterprises are finding that they can achieve even greater impact by using unified communications capabilities to transform business processes. This is achieved by integrating UC functionality directly into the business applications using development tools provided by many of the suppliers. Instead of the individual user invoking the UC functionality to, say, find an appropriate resource, the workflow or process application automatically identifies the resource at the point in the business activity where one is needed.\r\nWhen used in this manner, the concept of presence often changes. Most people associate presence with instant messaging (IM &quot;buddy lists&quot;) the status of individuals is identified. But, in many business process applications, what is important is finding someone with a certain skill. In these environments, presence identifies available skills or capabilities.\r\nThis &quot;business process&quot; approach to integrating UC functionality can result in bottom-line benefits that are an order of magnitude greater than those achievable by personal productivity methods alone.\r\n<span style=\"font-weight: bold;\">Related concepts</span>\r\nUnified communications &amp; collaboration (UCC) is the integration of various communications methods with collaboration tools such as virtual white boards, real-time audio and video conferencing, and enhanced call control capabilities. Before this fusion of communications and collaboration tools into a single platform, enterprise collaboration service vendors and enterprise communications service vendors offered distinctly different solutions. Now, collaboration service vendors also offer communications services, and communications service providers have developed collaboration tools.\r\nUnified communications &amp; collaboration as a service (UCCaaS) is cloud-based UCC platforms. Compared to premises-based UCC solutions, UCCaaS platforms offer enhanced flexibility and scalability due to the SaaS subscription model.\r\nUnified communications provisioning is the act of entering and configuring the settings for users of phone systems, instant messaging, telepresence, and other collaboration channels. Provisioners refer to this process as making moves, adds, changes, and deletes or MAC-Ds.","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/Unified_Communications.png"},{"id":152,"title":"Contact Center","alias":"contact-center","description":"A contact center is a central point from where you can contact.\r\nThe contact center typically includes one or more call centers but may include other types of customer contact, as well. A contact center is generally part of an enterprise's overall customer relationship management (CRM) strategy.<br />Contact centers and call centers are both centers for customer service, and the two terms are often used interchangeably, but a contact center supports more services than a typical call center.\r\nContact centers offer omnichannel customer support, including email, chat, voice over IP (VoIP) and website support. A call center typically uses phones as the main channel of communication and can handle a mass volume of calls.<br />Contact centers are used for inbound communication, outbound communication or a hybrid of both. Contact center agents also interact with customers via web chat, phone, email or other communication channels.\r\nThe contact center infrastructure that is necessary to support communications may be located on the same premises as the contact center, or it can be located externally.\r\nIn an on-premises scenario, the company that owns the contact center also owns and manages its own hardware and software. This requires staffing and IT investments that some companies choose to forgo by outsourcing those tasks to cloud providers or hosting companies.","materialsDescription":" <span style=\"font-weight: bold;\">What is a Call Center?</span>\r\nTraditionally, a call center is an office where a large number of call center agents provide customer service over the telephone. Inbound call centers receive calls for customer support and often serve as a knowledge base for tech support, billing questions, and other customer service issues. These call centers focus on quick call resolution times and agent productivity. In outbound call centers, agents make calls rather than receive them. These could be sales calls, marketing offers, surveys, fundraising requests, or debt collection, for example.\r\nThe term “call center” conjures an image for many people of waiting on perpetual hold or being routed through an endless IVR that never gives them what they need. Because so many consumers have had a dreadful customer service experience along these lines, call centers have developed a bad rap. But as legacy phone systems give way to newer digital technologies, call centers are evolving.\r\n<span style=\"font-weight: bold;\">What is a Contact Center?</span>\r\nThe term &quot;contact center&quot; (or “contact centre”) reflects the modern reality that there are many other ways to connect with a customer these days besides by telephone. The combined trends of increased customer expectations and newer technologies that allow for many channels of communication are creating a shift in the traditional call center model which has existed for decades. Consumers want more ways to reach businesses, and businesses are looking for new ways to improve customer experience.\r\nWhile call center agents generally focus on inbound and outbound calls, either on traditional phone lines or over VoIP, contact center agents handle a wide variety of communications. In a modern multichannel contact center, technical support might be delivered over in-app chat or video, while order status updates are delivered via SMS, event promotions are sent as push notifications, surveys are deployed over Facebook Messenger, and sales inquiries received by email are sent directly to an agent to connect by phone. Call centers handle voice communications, contact centers handle all communications.\r\nA company’s contact center is usually integrated with their customer relationship management (CRM) system, where all interactions between the organization and the public are tracked, coordinated, and managed. Depending on the infrastructure and ecosystem, it could be comprised of an alphabet soup of complex components. Many companies have purchased off-the-shelf systems or a highly customized network of technologies from multiple vendors. Some companies have adopted a cloud-based solution or two, but they remain siloed from the rest of their systems and can’t talk to each other.","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/Contact_Center1.png"},{"id":186,"title":"VoIP - Voice over Internet Protocol","alias":"voip-voice-over-internet-protocol","description":"<span style=\"font-weight: bold;\">Voice over Internet Protocol </span>(Voice over IP, VoIP) is a methodology and group of technologies for the delivery of voice communications and multimedia sessions over Internet Protocol (IP) networks, such as the Internet. Other terms commonly associated with VoIP solutions are IP telephony, Internet telephony, broadband telephony, and broadband phone service.\r\nThe term Internet telephony specifically refers to the provisioning of communications services (voice, fax, SMS, voice-messaging) over the public Internet, rather than via the public switched telephone network (PSTN). The steps and principles involved in originating VoIP telephone calls are similar to traditional digital telephony and involve signaling, channel setup, digitization of the analog voice signals, and encoding.\r\nInstead of being transmitted over a circuit-switched network, however, the digital information is packetized, and transmission occurs as IP packets over a packet-switched network. Such transmission entails careful considerations about resource management different from time-division multiplexing (TDM) networks.\r\n\r\n\r\n\r\n","materialsDescription":"<h1 class=\"align-center\"> What are the benefits of VoIP?</h1>\r\n VoIP technology can facilitate tasks and deliver services that might be cumbersome or costly to implement when using traditional PSTN: \r\n<ul><li>More than one phone call can be transmitted on the same broadband phone line. This way, VoIP system can facilitate the addition of telephone lines to businesses without the need for additional physical lines.</li><li>Features that are usually charged extra by telecommunication companies, such as call forwarding, caller ID or automatic redialing, are simple with voice over internet technology.</li><li>Unified Communications are secured with VoIP technology, as it allows integration with other services available on the internet such as video conversation, messaging, etc. </li></ul>\r\n<h1 class=\"align-center\">VoIP programs </h1>\r\nThere are four main types of VoIP technology. Each option has varying levels of complexity which can impact ease of implementation and maintenance.\r\n <span style=\"font-weight: bold;\">Integrated Access</span>\r\nIntegrated access is the VoIP service that most mimics the traditional phone line. With integrated access VoIP, businesses integrate VoIP software and existing, legacy phone systems. This approach lets the business keep its old number and equipment while also gaining access to advanced telecommunications features. \r\n<span style=\"font-weight: bold;\">SIP Trunks</span>\r\n Session Initial Protocol (SIP) transmits voice and video information across a data network, letting VoIP users take advantage of shared lines and increase their communications flexibility. Because all data is sent over a network, businesses can use SIP trunks to replace traditional analog phone networks or use a VoIP gateway to integrate SIP trunking with legacy phone systems. \r\n<span style=\"font-weight: bold;\">Hosted IP PBX</span>\r\n What most people envision when they think of VoIP, this VoIP solution sees a vendor host and operate the private branch exchange, offering unified communications solutions. The business connects to a hosted cloud-based PBX network via its IP network. Phone system hardware is maintained off-site by the hosted IP PBX vendor, and all responsibility for the hardware, software, maintenance, security and upgrades all falls on the hosted PBX provider. \r\n <span style=\"font-weight: bold;\">Managed IP PBX </span>\r\nSimilar to Hosted IP PBX, this version of the unified communication solution is outsourced to a third party that takes care of all management requirements, but instead of phone hardware being off-site, the equipment is housed on-premise by the business. \r\nUnderstanding these different services of VoIP communication can help a business determine the system that best suits its needs. SIP Trunks, for instance, are more attractive to those who want to install their own technology and manage it themselves, while still connecting to VoIP features.\r\n On the other hand, managed IP PBX is a good option for those who don’t have the resources to buy and operate their own VoIP systems. The Hosted IP PBX solution frees the business to select the VoIP management software that works for them and liberates them from the cost and administrative headache of maintaining both voice and data lines and the related carrier partnerships. ","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/VoIP_-_Voice_over_Internet_Protocol.png"},{"id":750,"title":"Biometric Identification","alias":"biometric-identification","description":"<p itemprop=\"headline\">Biometric systems use people’s intrinsic physical characteristics to verify their identification. The characteristics that can be used by biometric systems include fingerprints, facial identification systems, voice recognition systems and in new developments – the analysis of DNA. Biometric security systems are applied wherever there is a need for personal identification where control of access to material objects or information is required.</p>\r\n<p itemprop=\"headline\" class=\"align-center\"><span style=\"font-weight: bold; \">Types of biometric identification</span></p>\r\n<ul><li><span style=\"font-weight: bold; \">DNA Matching.</span> The identification of an individual using the analysis of segments from DNA.</li><li><span style=\"font-weight: bold; \">Ear.</span> The identification of an individual using the shape of the ear.</li><li><span style=\"font-weight: bold; \">Eyes - Iris Recognition.</span> The use of the features found in the iris to identify an individual.</li><li><span style=\"font-weight: bold; \">Eyes - Retina Recognition.</span> The use of patterns of veins in the back of the eye to accomplish recognition.</li><li><span style=\"font-weight: bold; \">Face Recognition. </span>The analysis of facial features or patterns for the authentication or recognition of an individuals identity. Most face recognition systems either use eigenfaces or local feature analysis.</li><li><span style=\"font-weight: bold; \">Fingerprint Recognition.</span> The use of the ridges and valleys (minutiae) found on the surface tips of a human finger to identify an individual.</li><li><span style=\"font-weight: bold; \">Finger Geometry Recognition.</span> The use of 3D geometry of the finger to determine identity.</li><li><span style=\"font-weight: bold; \">Gait.</span> The use of an individuals walking style or gait to determine identity.</li><li><span style=\"font-weight: bold; \">Odour. </span>The use of an individuals odor to determine identity.</li><li><span style=\"font-weight: bold; \">Hand Geometry Recognition. </span>The use of the geometric features of the hand such as the lengths of fingers and the width of the hand to identify an individual.</li><li><span style=\"font-weight: bold; \">Typing Recognition. </span>The use of the unique characteristics of a persons typing for establishing identity.</li><li><span style=\"font-weight: bold; \">Hand Vein Recognition. </span>Vein recognition is a type of biometrics that can be used to identify individuals based on the vein patterns in the human finger or palm.</li><li><span style=\"font-weight: bold; \">Voice - Speaker Identification. </span>Identification is the task of determining an unknown speaker’s identity. Speaker identification is a 1:N (many) match where the voice is compared against N templates. Speaker identification systems can also be implemented covertly without the user’s knowledge to identify talkers in a discussion, alert automated systems of speaker changes, check if a user is already enrolled in a system, etc.</li><li><span style=\"color: rgb(97, 97, 97); \"><span style=\"font-weight: bold; \">Voice - Speaker Verification/Authentication.</span>The use of the voice as a method of determining the identity of a speaker for access control. If the speaker claims to be of a certain identity and the voice is used to verify this claim. Speaker verification is a 1:1 match where one speaker’s voice is matched to one template (also called a “voice print” or “voice model”). Speaker verification is usually employed as a “gatekeeper” in order to provide access to a secure system (e.g.: telephone banking). These systems operate with the user’s knowledge and typically require their cooperation.</span></li><li> <span style=\"font-weight: bold; \">Signature Recognition.</span> The authentication of an individual by the analysis of handwriting style, in particular the signature. There are two key types of digital handwritten signature authentication, Static and Dynamic. Static is most often a visual comparison between one scanned signature and another scanned signature, or a scanned signature against an ink signature. Technology is available to check two scanned signatures using advances algorithms. Dynamic is becoming more popular as ceremony data is captured along with the X,Y,T and P Coordinates of the signor from the signing device. This data can be utilised in a court of law using digital forensic examination tools, and to create a biometric template from which dynamic signatures can be authenticated either at time of signing or post signing, and as triggers in workflow processes.</li></ul>\r\n<br /><br />","materialsDescription":"<h1 class=\"align-center\"> Biometric Identification or Biometric Authentication?<span style=\"font-weight: bold; \"><br /></span></h1>\r\n<span style=\"font-weight: bold; \">Biometric identification</span> answers the question “who are you” and can be applied to both physical and digital scenarios. It is an established solution that is being used in many applications including law enforcement, defense, and border control.\r\nBiometric identification system usually applies to a situation where an organization needs to identify a person. The organization captures a biometric from that individual and then searches a biometric id system repository in an attempt to correctly identify the person. The biometric repository could be managed by a law enforcement agency, such as the Integrated Automated Fingerprint System (IAFIS) run by the FBI in the USA, or be part of a national identity system like India’s UIDAI system.\r\n<span style=\"font-weight: bold; \">Biometric authentication </span>asks the question “can you prove who you are” and is predominantly related to proof of identity in digital scenarios. A <span style=\"font-size:10pt; font-family:Arial; font-style:normal; \">biometric identity verification</span>system will challenge someone to prove their identity and the person has to respond in order to allow them access to a system or service.\r\nBiometric authentication involves use of a factor that is something a person is – a biometric identifier from a person can include a fingerprint, their voice, face, or even their behavior. This biometric is indexed against other identifiers, such as a user id or employee number, with the identifier being matched against a single stored biometric template – one-to-one match.\r\n<h1 class=\"align-center\">Where is biometric identification technology used?</h1>\r\nHistorically, applications using have been predominantly initiated by authorities for military access control, criminal or civil identification under a tightly regulated legal and technical framework. \r\nToday, sectors, including banking, retail, and mobile commerce, are demonstrating a real appetite for the benefits of biometric identity systems.<br />Most importantly, awareness and acceptance have been boosted in the past seven years, as millions of smartphone users are unlocking their phones with a fingerprint or a face. The most typical use cases of biometric technologies are:\r\n<ul><li>Law enforcement and public security (criminal/suspect identification)</li><li>Military (enemy/ally identification)</li><li>Border, travel, and migration control (traveler/migrant/passenger identification)</li><li>Civil identification (citizen/resident/voter identification)</li><li>Healthcare and subsidies (patient/beneficiary/healthcare professional identification)</li><li>Physical and logical access (owner/user/employee/contractor/partner identification)</li><li>Commercial applications (consumer/customer identification)</li></ul>","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/icon_Biometric_Identification.png"}],"characteristics":[],"concurentProducts":[],"jobRoles":[],"organizationalFeatures":[],"complementaryCategories":[],"solutions":[],"materials":[],"useCases":[],"best_practices":[],"values":[],"implementations":[]},"omivrr-kontakt-centr":{"id":1073,"logoURL":"https://old.roi4cio.com/fileadmin/content/omIVR.png","logo":true,"scheme":false,"title":"omIVR® Контакт Центр","vendorVerified":0,"rating":"0.00","implementationsCount":0,"suppliersCount":0,"supplierPartnersCount":0,"alias":"omivrr-kontakt-centr","companyTitle":"Omilia","companyTypes":["supplier","vendor"],"companyId":3998,"companyAlias":"omilia-conversational-intelligence","description":"<p>Функции omIVR&reg;</p>\r\n<p>omIVR&reg; выполняет поток вызовов диалога и вызывает службы deepASR&reg; для речи в текст и omTTS&reg; для синтеза речи, используя стандартный протокол MRCP. Он работает как на физическом, так и на виртуальном оборудовании, обеспечивая масштабируемую систему, отвечающую всем вашим бизнес-требованиям и техническим требованиям.</p>","shortDescription":"omIVR® - это телекоммуникационная способность IVR, позволяющая DiaManT® легко интегрироваться с телефонией предприятия через стандартный протокол SIP","type":null,"isRoiCalculatorAvaliable":false,"isConfiguratorAvaliable":false,"bonus":100,"usingCount":8,"sellingCount":11,"discontinued":0,"rebateForPoc":0,"rebate":0,"seo":{"title":"omIVR® Контакт Центр","keywords":"речи, omIVR, работает, оборудовании, физическом, виртуальном, масштабируемую, бизнес-требованиям","description":"<p>Функции omIVR&reg;</p>\r\n<p>omIVR&reg; выполняет поток вызовов диалога и вызывает службы deepASR&reg; для речи в текст и omTTS&reg; для синтеза речи, используя стандартный протокол MRCP. 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Unified communications do not represent a singular technology; rather, it describes a strategy for integrating interconnected systems of enterprise communication devices and applications that can be used in concert or successively.\r\nSome business communication tools - like Internet Protocol (IP) telephony and video conferencing - facilitate real-time communication, also called synchronous communication. Other enterprise communication tools, like email, facilitate asynchronous communication, which takes place at a person's convenience.\r\nIncreasingly, team collaboration tools have emerged to offer messaging-centric workflows and near-real-time communication. These tools also offer voice and video capabilities, API integrations and, ultimately, expound on instant messaging services by providing better UC features.\r\nThe goal of unified communications is to integrate the software that supports synchronous and asynchronous communication, so the end user has easy access to all tools from whatever device is in use.\r\nA unified communications environment is typically supported by one or more back-end systems, often referred to as UC platforms, that facilitate integration among services, as well as the front-end clients that provide access. For example, a web conferencing system would make use of an audio conferencing system - which, in turn, would be built on an underlying IP telephony platform - and a unified messaging client would allow click-to-talk (CTC), click-to-chat or click-to-video functionality.\r\nUC also supports users moving from one mode of communication to another within the same session. For example, a user may start communicating via email but then decide to escalate the interaction to real-time communication, transitioning the session to a voice call with one click and then to a video conference with another click without any disruption.\r\nUnified communications systems and their components can be deployed on premises, in a public or private cloud, or a combination of all three. Cloud-based unified communications is also called UC as a service (UCaaS). An open source project called WebRTC, for example, enables real-time communications to be embedded into web browsers.\r\nHistorically, single-vendor UC environments have demonstrated the tightest integration and compatibility. Interoperability among vendors remains an ongoing challenge in UC, but it has also been mitigated, in part, by partnerships, common protocols and open APIs.","materialsDescription":" <span style=\"font-weight: bold;\">What technology do unified communications have?</span>\r\n<span style=\"font-style: italic;\"><span style=\"font-weight: bold;\">Contrasting unified messaging</span></span>\r\nUnified communications are sometimes confused with unified messaging, but it is distinct. Unified communications refer to both real-time and non-real-time delivery of communications based on the preferred method and location of the recipient; unified messaging culls messages from several sources (such as e-mail, voice mail and faxes), but holds those messages only for retrieval at a later time. Unified communications allow for an individual to check and retrieve an e-mail or voice mail from any communication device at any time. It expands beyond voice mail services to data communications and video services.\r\n<span style=\"font-style: italic;\"><span style=\"font-weight: bold;\">Components</span></span>\r\nWith unified communications, multiple modes of business communications are integrated. Unified communications is not a single product but a collection of elements that include:\r\n<ul><li>Call control and multimodal communications</li><li>Presence</li><li>Instant messaging</li><li>Unified messaging</li><li>Speech access and personal assistant</li><li>Conferencing (audio, Web and video)</li><li>Collaboration tools</li><li>Mobility</li><li>Business process integration (BPI)</li><li>Software to enable business process integration</li></ul>\r\nPresence — knowing where intended recipients are, and if they are available, in real-time — is a key component of unified communications. Unified communications integrate all systems a user might already use, and helps those systems work together in real-time. For example, unified communications technology could allow a user to seamlessly collaborate with another person on a project, even if the two users are in separate locations. The user could quickly locate the necessary person by accessing an interactive directory, engage in a text messaging session, and then escalate the session to a voice call or even a video call.\r\nIn another example, an employee receives a call from a customer who wants answers. Unified communications enable that employee to call an expert colleague from a real-time list. This way, the employee can answer the customer faster by eliminating rounds of back-and-forth e-mails and phone-tag.\r\nThe examples in the previous paragraph primarily describe &quot;personal productivity&quot; enhancements that tend to benefit the individual user. While such benefits can be important, enterprises are finding that they can achieve even greater impact by using unified communications capabilities to transform business processes. This is achieved by integrating UC functionality directly into the business applications using development tools provided by many of the suppliers. Instead of the individual user invoking the UC functionality to, say, find an appropriate resource, the workflow or process application automatically identifies the resource at the point in the business activity where one is needed.\r\nWhen used in this manner, the concept of presence often changes. Most people associate presence with instant messaging (IM &quot;buddy lists&quot;) the status of individuals is identified. But, in many business process applications, what is important is finding someone with a certain skill. In these environments, presence identifies available skills or capabilities.\r\nThis &quot;business process&quot; approach to integrating UC functionality can result in bottom-line benefits that are an order of magnitude greater than those achievable by personal productivity methods alone.\r\n<span style=\"font-weight: bold;\">Related concepts</span>\r\nUnified communications &amp; collaboration (UCC) is the integration of various communications methods with collaboration tools such as virtual white boards, real-time audio and video conferencing, and enhanced call control capabilities. Before this fusion of communications and collaboration tools into a single platform, enterprise collaboration service vendors and enterprise communications service vendors offered distinctly different solutions. Now, collaboration service vendors also offer communications services, and communications service providers have developed collaboration tools.\r\nUnified communications &amp; collaboration as a service (UCCaaS) is cloud-based UCC platforms. Compared to premises-based UCC solutions, UCCaaS platforms offer enhanced flexibility and scalability due to the SaaS subscription model.\r\nUnified communications provisioning is the act of entering and configuring the settings for users of phone systems, instant messaging, telepresence, and other collaboration channels. Provisioners refer to this process as making moves, adds, changes, and deletes or MAC-Ds.","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/Unified_Communications.png"},{"id":152,"title":"Contact Center","alias":"contact-center","description":"A contact center is a central point from where you can contact.\r\nThe contact center typically includes one or more call centers but may include other types of customer contact, as well. A contact center is generally part of an enterprise's overall customer relationship management (CRM) strategy.<br />Contact centers and call centers are both centers for customer service, and the two terms are often used interchangeably, but a contact center supports more services than a typical call center.\r\nContact centers offer omnichannel customer support, including email, chat, voice over IP (VoIP) and website support. A call center typically uses phones as the main channel of communication and can handle a mass volume of calls.<br />Contact centers are used for inbound communication, outbound communication or a hybrid of both. Contact center agents also interact with customers via web chat, phone, email or other communication channels.\r\nThe contact center infrastructure that is necessary to support communications may be located on the same premises as the contact center, or it can be located externally.\r\nIn an on-premises scenario, the company that owns the contact center also owns and manages its own hardware and software. This requires staffing and IT investments that some companies choose to forgo by outsourcing those tasks to cloud providers or hosting companies.","materialsDescription":" <span style=\"font-weight: bold;\">What is a Call Center?</span>\r\nTraditionally, a call center is an office where a large number of call center agents provide customer service over the telephone. Inbound call centers receive calls for customer support and often serve as a knowledge base for tech support, billing questions, and other customer service issues. These call centers focus on quick call resolution times and agent productivity. In outbound call centers, agents make calls rather than receive them. These could be sales calls, marketing offers, surveys, fundraising requests, or debt collection, for example.\r\nThe term “call center” conjures an image for many people of waiting on perpetual hold or being routed through an endless IVR that never gives them what they need. Because so many consumers have had a dreadful customer service experience along these lines, call centers have developed a bad rap. But as legacy phone systems give way to newer digital technologies, call centers are evolving.\r\n<span style=\"font-weight: bold;\">What is a Contact Center?</span>\r\nThe term &quot;contact center&quot; (or “contact centre”) reflects the modern reality that there are many other ways to connect with a customer these days besides by telephone. The combined trends of increased customer expectations and newer technologies that allow for many channels of communication are creating a shift in the traditional call center model which has existed for decades. Consumers want more ways to reach businesses, and businesses are looking for new ways to improve customer experience.\r\nWhile call center agents generally focus on inbound and outbound calls, either on traditional phone lines or over VoIP, contact center agents handle a wide variety of communications. In a modern multichannel contact center, technical support might be delivered over in-app chat or video, while order status updates are delivered via SMS, event promotions are sent as push notifications, surveys are deployed over Facebook Messenger, and sales inquiries received by email are sent directly to an agent to connect by phone. Call centers handle voice communications, contact centers handle all communications.\r\nA company’s contact center is usually integrated with their customer relationship management (CRM) system, where all interactions between the organization and the public are tracked, coordinated, and managed. Depending on the infrastructure and ecosystem, it could be comprised of an alphabet soup of complex components. Many companies have purchased off-the-shelf systems or a highly customized network of technologies from multiple vendors. Some companies have adopted a cloud-based solution or two, but they remain siloed from the rest of their systems and can’t talk to each other.","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/Contact_Center1.png"},{"id":186,"title":"VoIP - Voice over Internet Protocol","alias":"voip-voice-over-internet-protocol","description":"<span style=\"font-weight: bold;\">Voice over Internet Protocol </span>(Voice over IP, VoIP) is a methodology and group of technologies for the delivery of voice communications and multimedia sessions over Internet Protocol (IP) networks, such as the Internet. Other terms commonly associated with VoIP solutions are IP telephony, Internet telephony, broadband telephony, and broadband phone service.\r\nThe term Internet telephony specifically refers to the provisioning of communications services (voice, fax, SMS, voice-messaging) over the public Internet, rather than via the public switched telephone network (PSTN). The steps and principles involved in originating VoIP telephone calls are similar to traditional digital telephony and involve signaling, channel setup, digitization of the analog voice signals, and encoding.\r\nInstead of being transmitted over a circuit-switched network, however, the digital information is packetized, and transmission occurs as IP packets over a packet-switched network. Such transmission entails careful considerations about resource management different from time-division multiplexing (TDM) networks.\r\n\r\n\r\n\r\n","materialsDescription":"<h1 class=\"align-center\"> What are the benefits of VoIP?</h1>\r\n VoIP technology can facilitate tasks and deliver services that might be cumbersome or costly to implement when using traditional PSTN: \r\n<ul><li>More than one phone call can be transmitted on the same broadband phone line. This way, VoIP system can facilitate the addition of telephone lines to businesses without the need for additional physical lines.</li><li>Features that are usually charged extra by telecommunication companies, such as call forwarding, caller ID or automatic redialing, are simple with voice over internet technology.</li><li>Unified Communications are secured with VoIP technology, as it allows integration with other services available on the internet such as video conversation, messaging, etc. </li></ul>\r\n<h1 class=\"align-center\">VoIP programs </h1>\r\nThere are four main types of VoIP technology. Each option has varying levels of complexity which can impact ease of implementation and maintenance.\r\n <span style=\"font-weight: bold;\">Integrated Access</span>\r\nIntegrated access is the VoIP service that most mimics the traditional phone line. With integrated access VoIP, businesses integrate VoIP software and existing, legacy phone systems. This approach lets the business keep its old number and equipment while also gaining access to advanced telecommunications features. \r\n<span style=\"font-weight: bold;\">SIP Trunks</span>\r\n Session Initial Protocol (SIP) transmits voice and video information across a data network, letting VoIP users take advantage of shared lines and increase their communications flexibility. Because all data is sent over a network, businesses can use SIP trunks to replace traditional analog phone networks or use a VoIP gateway to integrate SIP trunking with legacy phone systems. \r\n<span style=\"font-weight: bold;\">Hosted IP PBX</span>\r\n What most people envision when they think of VoIP, this VoIP solution sees a vendor host and operate the private branch exchange, offering unified communications solutions. The business connects to a hosted cloud-based PBX network via its IP network. Phone system hardware is maintained off-site by the hosted IP PBX vendor, and all responsibility for the hardware, software, maintenance, security and upgrades all falls on the hosted PBX provider. \r\n <span style=\"font-weight: bold;\">Managed IP PBX </span>\r\nSimilar to Hosted IP PBX, this version of the unified communication solution is outsourced to a third party that takes care of all management requirements, but instead of phone hardware being off-site, the equipment is housed on-premise by the business. \r\nUnderstanding these different services of VoIP communication can help a business determine the system that best suits its needs. SIP Trunks, for instance, are more attractive to those who want to install their own technology and manage it themselves, while still connecting to VoIP features.\r\n On the other hand, managed IP PBX is a good option for those who don’t have the resources to buy and operate their own VoIP systems. The Hosted IP PBX solution frees the business to select the VoIP management software that works for them and liberates them from the cost and administrative headache of maintaining both voice and data lines and the related carrier partnerships. ","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/VoIP_-_Voice_over_Internet_Protocol.png"}],"characteristics":[],"concurentProducts":[],"jobRoles":[],"organizationalFeatures":[],"complementaryCategories":[],"solutions":[],"materials":[],"useCases":[],"best_practices":[],"values":[],"implementations":[]},"omni-channel-conversational-platform-diamantr":{"id":1463,"logoURL":"https://old.roi4cio.com/fileadmin/user_upload/Omilia.png","logo":true,"scheme":false,"title":"Omni-Channel Conversational Platform - DiaManT®","vendorVerified":0,"rating":"1.00","implementationsCount":0,"suppliersCount":0,"supplierPartnersCount":0,"alias":"omni-channel-conversational-platform-diamantr","companyTitle":"Omilia","companyTypes":["supplier","vendor"],"companyId":3998,"companyAlias":"omilia-conversational-intelligence","description":null,"shortDescription":"Разговорная платформа Omni-Channel\r\nПлатформа DiaManT® обеспечивает инфраструктуру и основные возможности, позволяющие использовать многоканальный диалог.","type":null,"isRoiCalculatorAvaliable":false,"isConfiguratorAvaliable":false,"bonus":100,"usingCount":8,"sellingCount":10,"discontinued":0,"rebateForPoc":0,"rebate":0,"seo":{"title":"Omni-Channel Conversational Platform - DiaManT®","keywords":"Omni-Channel, Conversational, Platform, DiaManT®","description":"","og:title":"Omni-Channel Conversational Platform - DiaManT®","og:description":"","og:image":"https://old.roi4cio.com/fileadmin/user_upload/Omilia.png"},"eventUrl":"","translationId":7105,"dealDetails":null,"roi":null,"price":null,"bonusForReference":null,"templateData":[],"testingArea":"","categories":[{"id":152,"title":"Contact Center","alias":"contact-center","description":"A contact center is a central point from where you can contact.\r\nThe contact center typically includes one or more call centers but may include other types of customer contact, as well. A contact center is generally part of an enterprise's overall customer relationship management (CRM) strategy.<br />Contact centers and call centers are both centers for customer service, and the two terms are often used interchangeably, but a contact center supports more services than a typical call center.\r\nContact centers offer omnichannel customer support, including email, chat, voice over IP (VoIP) and website support. A call center typically uses phones as the main channel of communication and can handle a mass volume of calls.<br />Contact centers are used for inbound communication, outbound communication or a hybrid of both. Contact center agents also interact with customers via web chat, phone, email or other communication channels.\r\nThe contact center infrastructure that is necessary to support communications may be located on the same premises as the contact center, or it can be located externally.\r\nIn an on-premises scenario, the company that owns the contact center also owns and manages its own hardware and software. This requires staffing and IT investments that some companies choose to forgo by outsourcing those tasks to cloud providers or hosting companies.","materialsDescription":" <span style=\"font-weight: bold;\">What is a Call Center?</span>\r\nTraditionally, a call center is an office where a large number of call center agents provide customer service over the telephone. Inbound call centers receive calls for customer support and often serve as a knowledge base for tech support, billing questions, and other customer service issues. These call centers focus on quick call resolution times and agent productivity. In outbound call centers, agents make calls rather than receive them. These could be sales calls, marketing offers, surveys, fundraising requests, or debt collection, for example.\r\nThe term “call center” conjures an image for many people of waiting on perpetual hold or being routed through an endless IVR that never gives them what they need. Because so many consumers have had a dreadful customer service experience along these lines, call centers have developed a bad rap. But as legacy phone systems give way to newer digital technologies, call centers are evolving.\r\n<span style=\"font-weight: bold;\">What is a Contact Center?</span>\r\nThe term &quot;contact center&quot; (or “contact centre”) reflects the modern reality that there are many other ways to connect with a customer these days besides by telephone. The combined trends of increased customer expectations and newer technologies that allow for many channels of communication are creating a shift in the traditional call center model which has existed for decades. Consumers want more ways to reach businesses, and businesses are looking for new ways to improve customer experience.\r\nWhile call center agents generally focus on inbound and outbound calls, either on traditional phone lines or over VoIP, contact center agents handle a wide variety of communications. In a modern multichannel contact center, technical support might be delivered over in-app chat or video, while order status updates are delivered via SMS, event promotions are sent as push notifications, surveys are deployed over Facebook Messenger, and sales inquiries received by email are sent directly to an agent to connect by phone. Call centers handle voice communications, contact centers handle all communications.\r\nA company’s contact center is usually integrated with their customer relationship management (CRM) system, where all interactions between the organization and the public are tracked, coordinated, and managed. Depending on the infrastructure and ecosystem, it could be comprised of an alphabet soup of complex components. Many companies have purchased off-the-shelf systems or a highly customized network of technologies from multiple vendors. Some companies have adopted a cloud-based solution or two, but they remain siloed from the rest of their systems and can’t talk to each other.","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/Contact_Center1.png"}],"characteristics":[],"concurentProducts":[],"jobRoles":[],"organizationalFeatures":[],"complementaryCategories":[],"solutions":[],"materials":[],"useCases":[],"best_practices":[],"values":[],"implementations":[]},"omreportsr":{"id":1084,"logoURL":"https://old.roi4cio.com/fileadmin/content/OmReports.png","logo":true,"scheme":false,"title":"omReports®","vendorVerified":0,"rating":"1.00","implementationsCount":0,"suppliersCount":0,"supplierPartnersCount":0,"alias":"omreportsr","companyTitle":"Omilia","companyTypes":["supplier","vendor"],"companyId":3998,"companyAlias":"omilia-conversational-intelligence","description":"<p style=\"text-align: justify;\">Просмотр ключевых показателей и статистических данных о производительности системы, что позволяет легко анализировать взаимодействие пользователей и определять области для повышения автоматизации.</p>\r\n<p style=\"text-align: justify;\">Функции omReports®</p>\r\n<ul> <li>Просмотр итогов взаимодействия для каждого канала</li> <li>Отчеты, выпущенные на ежедневной, недельной и ежемесячной основе</li> <li>Определите области для повышения автоматизации</li> <li>Применить дополнительные критерии поиска, чтобы сузить результаты и анализ</li> </ul>","shortDescription":"Omilia - веб-модуль автоматического создания отчетов, в котором представлены статистические данные об использовании приложения, что позволяет анализировать взаимодействие пользователей и измерять KPI","type":null,"isRoiCalculatorAvaliable":false,"isConfiguratorAvaliable":false,"bonus":100,"usingCount":9,"sellingCount":10,"discontinued":0,"rebateForPoc":0,"rebate":0,"seo":{"title":"omReports®","keywords":"области, повышения, omReports®, автоматизации, Просмотр, недельной, ежемесячной, основе","description":"<p style=\"text-align: justify;\">Просмотр ключевых показателей и статистических данных о производительности системы, что позволяет легко анализировать взаимодействие пользователей и определять области для повышения автоматизации.</p>\r\n<p style=\"text-align: just","og:title":"omReports®","og:description":"<p style=\"text-align: justify;\">Просмотр ключевых показателей и статистических данных о производительности системы, что позволяет легко анализировать взаимодействие пользователей и определять области для повышения автоматизации.</p>\r\n<p style=\"text-align: just","og:image":"https://old.roi4cio.com/fileadmin/content/OmReports.png"},"eventUrl":"","translationId":7052,"dealDetails":null,"roi":null,"price":null,"bonusForReference":null,"templateData":[],"testingArea":"","categories":[{"id":152,"title":"Contact Center","alias":"contact-center","description":"A contact center is a central point from where you can contact.\r\nThe contact center typically includes one or more call centers but may include other types of customer contact, as well. A contact center is generally part of an enterprise's overall customer relationship management (CRM) strategy.<br />Contact centers and call centers are both centers for customer service, and the two terms are often used interchangeably, but a contact center supports more services than a typical call center.\r\nContact centers offer omnichannel customer support, including email, chat, voice over IP (VoIP) and website support. A call center typically uses phones as the main channel of communication and can handle a mass volume of calls.<br />Contact centers are used for inbound communication, outbound communication or a hybrid of both. Contact center agents also interact with customers via web chat, phone, email or other communication channels.\r\nThe contact center infrastructure that is necessary to support communications may be located on the same premises as the contact center, or it can be located externally.\r\nIn an on-premises scenario, the company that owns the contact center also owns and manages its own hardware and software. This requires staffing and IT investments that some companies choose to forgo by outsourcing those tasks to cloud providers or hosting companies.","materialsDescription":" <span style=\"font-weight: bold;\">What is a Call Center?</span>\r\nTraditionally, a call center is an office where a large number of call center agents provide customer service over the telephone. Inbound call centers receive calls for customer support and often serve as a knowledge base for tech support, billing questions, and other customer service issues. These call centers focus on quick call resolution times and agent productivity. In outbound call centers, agents make calls rather than receive them. These could be sales calls, marketing offers, surveys, fundraising requests, or debt collection, for example.\r\nThe term “call center” conjures an image for many people of waiting on perpetual hold or being routed through an endless IVR that never gives them what they need. Because so many consumers have had a dreadful customer service experience along these lines, call centers have developed a bad rap. But as legacy phone systems give way to newer digital technologies, call centers are evolving.\r\n<span style=\"font-weight: bold;\">What is a Contact Center?</span>\r\nThe term &quot;contact center&quot; (or “contact centre”) reflects the modern reality that there are many other ways to connect with a customer these days besides by telephone. The combined trends of increased customer expectations and newer technologies that allow for many channels of communication are creating a shift in the traditional call center model which has existed for decades. Consumers want more ways to reach businesses, and businesses are looking for new ways to improve customer experience.\r\nWhile call center agents generally focus on inbound and outbound calls, either on traditional phone lines or over VoIP, contact center agents handle a wide variety of communications. In a modern multichannel contact center, technical support might be delivered over in-app chat or video, while order status updates are delivered via SMS, event promotions are sent as push notifications, surveys are deployed over Facebook Messenger, and sales inquiries received by email are sent directly to an agent to connect by phone. Call centers handle voice communications, contact centers handle all communications.\r\nA company’s contact center is usually integrated with their customer relationship management (CRM) system, where all interactions between the organization and the public are tracked, coordinated, and managed. Depending on the infrastructure and ecosystem, it could be comprised of an alphabet soup of complex components. Many companies have purchased off-the-shelf systems or a highly customized network of technologies from multiple vendors. Some companies have adopted a cloud-based solution or two, but they remain siloed from the rest of their systems and can’t talk to each other.","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/Contact_Center1.png"},{"id":186,"title":"VoIP - Voice over Internet Protocol","alias":"voip-voice-over-internet-protocol","description":"<span style=\"font-weight: bold;\">Voice over Internet Protocol </span>(Voice over IP, VoIP) is a methodology and group of technologies for the delivery of voice communications and multimedia sessions over Internet Protocol (IP) networks, such as the Internet. Other terms commonly associated with VoIP solutions are IP telephony, Internet telephony, broadband telephony, and broadband phone service.\r\nThe term Internet telephony specifically refers to the provisioning of communications services (voice, fax, SMS, voice-messaging) over the public Internet, rather than via the public switched telephone network (PSTN). The steps and principles involved in originating VoIP telephone calls are similar to traditional digital telephony and involve signaling, channel setup, digitization of the analog voice signals, and encoding.\r\nInstead of being transmitted over a circuit-switched network, however, the digital information is packetized, and transmission occurs as IP packets over a packet-switched network. Such transmission entails careful considerations about resource management different from time-division multiplexing (TDM) networks.\r\n\r\n\r\n\r\n","materialsDescription":"<h1 class=\"align-center\"> What are the benefits of VoIP?</h1>\r\n VoIP technology can facilitate tasks and deliver services that might be cumbersome or costly to implement when using traditional PSTN: \r\n<ul><li>More than one phone call can be transmitted on the same broadband phone line. This way, VoIP system can facilitate the addition of telephone lines to businesses without the need for additional physical lines.</li><li>Features that are usually charged extra by telecommunication companies, such as call forwarding, caller ID or automatic redialing, are simple with voice over internet technology.</li><li>Unified Communications are secured with VoIP technology, as it allows integration with other services available on the internet such as video conversation, messaging, etc. </li></ul>\r\n<h1 class=\"align-center\">VoIP programs </h1>\r\nThere are four main types of VoIP technology. Each option has varying levels of complexity which can impact ease of implementation and maintenance.\r\n <span style=\"font-weight: bold;\">Integrated Access</span>\r\nIntegrated access is the VoIP service that most mimics the traditional phone line. With integrated access VoIP, businesses integrate VoIP software and existing, legacy phone systems. This approach lets the business keep its old number and equipment while also gaining access to advanced telecommunications features. \r\n<span style=\"font-weight: bold;\">SIP Trunks</span>\r\n Session Initial Protocol (SIP) transmits voice and video information across a data network, letting VoIP users take advantage of shared lines and increase their communications flexibility. Because all data is sent over a network, businesses can use SIP trunks to replace traditional analog phone networks or use a VoIP gateway to integrate SIP trunking with legacy phone systems. \r\n<span style=\"font-weight: bold;\">Hosted IP PBX</span>\r\n What most people envision when they think of VoIP, this VoIP solution sees a vendor host and operate the private branch exchange, offering unified communications solutions. The business connects to a hosted cloud-based PBX network via its IP network. Phone system hardware is maintained off-site by the hosted IP PBX vendor, and all responsibility for the hardware, software, maintenance, security and upgrades all falls on the hosted PBX provider. \r\n <span style=\"font-weight: bold;\">Managed IP PBX </span>\r\nSimilar to Hosted IP PBX, this version of the unified communication solution is outsourced to a third party that takes care of all management requirements, but instead of phone hardware being off-site, the equipment is housed on-premise by the business. \r\nUnderstanding these different services of VoIP communication can help a business determine the system that best suits its needs. SIP Trunks, for instance, are more attractive to those who want to install their own technology and manage it themselves, while still connecting to VoIP features.\r\n On the other hand, managed IP PBX is a good option for those who don’t have the resources to buy and operate their own VoIP systems. The Hosted IP PBX solution frees the business to select the VoIP management software that works for them and liberates them from the cost and administrative headache of maintaining both voice and data lines and the related carrier partnerships. ","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/VoIP_-_Voice_over_Internet_Protocol.png"},{"id":225,"title":"End-User Query, Reporting, and Analysis","alias":"end-user-query-reporting-and-analysis","description":" Class systems of Query &amp; Reporting are designed to form queries to information systems in user terms, as well as their execution, integration of data from different sources, viewing data with the possibilities of detailing and summarizing and building full-fledged reports, both on-screen and printed. Visualization of query results can be presented to the user in various forms - flat or multidimensional tables, graphs, charts, various specialized interfaces.\r\nEnd-user tools for querying and building reports are delivered in two ways:\r\n<ul><li>as part of OLAP-systems</li><li>in the form of specialized Query &amp; Reporting</li></ul>\r\nVirtually every OLAP class system is equipped with Query &amp; Reporting. These funds can be either embedded in the main product or separated into a separate product.\r\nThere are also specialized systems for generating and distributing reports. At the same time, these systems incorporate their own OLAP-means. Therefore, to draw a clear line between OLAP-systems and systems of class Query &amp; Reporting is almost impossible.","materialsDescription":" <span style=\"font-weight: bold; \">What are the reporting tools?</span>\r\nReporting tools are widely used to support decision making and to measure organizational and team performance. Companies use them for financial consolidation, for evaluation of strategies and policies and often just for plain reporting. Today most of these tools are integrated with Business Intelligence tools.\r\n<span style=\"font-weight: bold; \">What are the advantages of these tools for your organization?</span>\r\nReporting tools allow companies to create attractive reports easily. In tabular or graphical format. With data from Excel, a data warehouse or the organization’s ERP system. With the reports containing the right information, people are able to manage and improve the business processes more easily.\r\n<span style=\"font-weight: bold; \">Which reporting tools are available in the market?</span>\r\nThere are many Business Intelligence Reporting tools in the market available. This list of reporting tools shows you a complete overview of all the major tools currently available and thoroughly studied by our industry analysts. To name a few: Cognos Query and reporting, Oracle Enterprise Reporting, Crystal Reports, Microsoft Reporting Services (SSRS), etc.\r\n<span style=\"font-weight: bold; \">Is there a difference between reporting tools and BI tools?</span>\r\nAlmost every company, large or small, needs a reporting tool or they have already one in place. But, what is the difference between reporting software and Business Intelligence tools? They are not the same. In general reporting tools tell us where we have been but are not very good at analyzing data (at real time) and telling us where we are going (predictive).\r\n<span style=\"font-weight: bold;\">What is the difference between a query and a report?</span>\r\nA query is a way to create a list of accounts or journal entries that match your criteria. Requests serve as an advanced search engine that finds and groups accounts or journal entries and can only create a list.\r\nA report is a detailed report of a group of accounts or journal entries. Reports analyze data and are designed to calculate and present data in a more formal form.\r\nTypically, a query finds information in the database for you, and a report is a more powerful way to display and analyze information about the accounts or log entries you want to view.","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/End-User_Query__Reporting__and_Analysis.png"}],"characteristics":[],"concurentProducts":[],"jobRoles":[],"organizationalFeatures":[],"complementaryCategories":[],"solutions":[],"materials":[],"useCases":[],"best_practices":[],"values":[],"implementations":[]},"unify-openscape-voice":{"id":5065,"logoURL":"https://old.roi4cio.com/fileadmin/user_upload/Unify_logo.jpg","logo":true,"scheme":false,"title":"Unify OpenScape Voice","vendorVerified":0,"rating":"0.00","implementationsCount":1,"suppliersCount":0,"supplierPartnersCount":1,"alias":"unify-openscape-voice","companyTitle":"Unify (Vendor)","companyTypes":["vendor"],"companyId":2808,"companyAlias":"unify","description":"<span style=\"font-weight: bold;\">Speaking with a unified voice</span>\r\nAs part of the OpenScape Enterprise portfolio, OpenScape Voice enables your enterprise to talk—with each other, with your customers, with all your stakeholders, with immediacy and richness.<br />As a stand-alone voice application or integrated with other unified communications applications, OpenScape Voice combines carrier-grade reliability, security, massive scalability (up to 100,000 users per node) and flexible on-premise or cloud deployment with the features your enterprise needs.<br />OpenScape Voice seamlessly synchronizes voice with mobility, video and web conferencing, chat, messaging, presence, one-number service and more. Embed voice into your business applications. You can even unify your in-place multi-vendor voice network without ripping and replacing. All with one elegant framework. <br /><br /><span style=\"font-weight: bold;\">Make your conversations vibrant — down the hall or around the world</span><br />\r\n\r\n<ul><li>Next Gen (100% SIP-based) Enterprise VoIP solution</li></ul>\r\n<ul><li>Carrier Grade Reliability (5 9s) Active – Active Server architecture</li></ul>\r\n<ul><li>Carrier Grade Routing and Translation for cloud / overlay deployments (IP-Least Cost Routing)</li></ul>\r\n<ul><li>Fits into virtualized architecture (VMware), delivered as a vApp</li></ul>\r\n<ul><li>Industry leading scalability up to 100,000 users on a system</li></ul>\r\n<ul><li>100% call failover support – no lost calls on a single node failure</li></ul>\r\n<ul><li>Multi-tenant support</li></ul>\r\n<ul><li>Licensing options – Permanent (CAPEX), Subscription (OPEX)</li></ul>","shortDescription":"OpenScape Voice is IP-based Unified Communications Platforms: We’ve learned to communicate in a lot of ways, but when it really counts, we use the tool that matters most — our voice.\r\n","type":null,"isRoiCalculatorAvaliable":false,"isConfiguratorAvaliable":false,"bonus":100,"usingCount":0,"sellingCount":15,"discontinued":0,"rebateForPoc":0,"rebate":0,"seo":{"title":"Unify OpenScape Voice","keywords":"","description":"<span style=\"font-weight: bold;\">Speaking with a unified voice</span>\r\nAs part of the OpenScape Enterprise portfolio, OpenScape Voice enables your enterprise to talk—with each other, with your customers, with all your stakeholders, with immediacy and richness.","og:title":"Unify OpenScape Voice","og:description":"<span style=\"font-weight: bold;\">Speaking with a unified voice</span>\r\nAs part of the OpenScape Enterprise portfolio, OpenScape Voice enables your enterprise to talk—with each other, with your customers, with all your stakeholders, with immediacy and richness.","og:image":"https://old.roi4cio.com/fileadmin/user_upload/Unify_logo.jpg"},"eventUrl":"","translationId":5066,"dealDetails":null,"roi":null,"price":null,"bonusForReference":null,"templateData":[],"testingArea":"","categories":[{"id":152,"title":"Contact Center","alias":"contact-center","description":"A contact center is a central point from where you can contact.\r\nThe contact center typically includes one or more call centers but may include other types of customer contact, as well. A contact center is generally part of an enterprise's overall customer relationship management (CRM) strategy.<br />Contact centers and call centers are both centers for customer service, and the two terms are often used interchangeably, but a contact center supports more services than a typical call center.\r\nContact centers offer omnichannel customer support, including email, chat, voice over IP (VoIP) and website support. A call center typically uses phones as the main channel of communication and can handle a mass volume of calls.<br />Contact centers are used for inbound communication, outbound communication or a hybrid of both. Contact center agents also interact with customers via web chat, phone, email or other communication channels.\r\nThe contact center infrastructure that is necessary to support communications may be located on the same premises as the contact center, or it can be located externally.\r\nIn an on-premises scenario, the company that owns the contact center also owns and manages its own hardware and software. This requires staffing and IT investments that some companies choose to forgo by outsourcing those tasks to cloud providers or hosting companies.","materialsDescription":" <span style=\"font-weight: bold;\">What is a Call Center?</span>\r\nTraditionally, a call center is an office where a large number of call center agents provide customer service over the telephone. Inbound call centers receive calls for customer support and often serve as a knowledge base for tech support, billing questions, and other customer service issues. These call centers focus on quick call resolution times and agent productivity. In outbound call centers, agents make calls rather than receive them. These could be sales calls, marketing offers, surveys, fundraising requests, or debt collection, for example.\r\nThe term “call center” conjures an image for many people of waiting on perpetual hold or being routed through an endless IVR that never gives them what they need. Because so many consumers have had a dreadful customer service experience along these lines, call centers have developed a bad rap. But as legacy phone systems give way to newer digital technologies, call centers are evolving.\r\n<span style=\"font-weight: bold;\">What is a Contact Center?</span>\r\nThe term &quot;contact center&quot; (or “contact centre”) reflects the modern reality that there are many other ways to connect with a customer these days besides by telephone. The combined trends of increased customer expectations and newer technologies that allow for many channels of communication are creating a shift in the traditional call center model which has existed for decades. Consumers want more ways to reach businesses, and businesses are looking for new ways to improve customer experience.\r\nWhile call center agents generally focus on inbound and outbound calls, either on traditional phone lines or over VoIP, contact center agents handle a wide variety of communications. In a modern multichannel contact center, technical support might be delivered over in-app chat or video, while order status updates are delivered via SMS, event promotions are sent as push notifications, surveys are deployed over Facebook Messenger, and sales inquiries received by email are sent directly to an agent to connect by phone. Call centers handle voice communications, contact centers handle all communications.\r\nA company’s contact center is usually integrated with their customer relationship management (CRM) system, where all interactions between the organization and the public are tracked, coordinated, and managed. Depending on the infrastructure and ecosystem, it could be comprised of an alphabet soup of complex components. Many companies have purchased off-the-shelf systems or a highly customized network of technologies from multiple vendors. Some companies have adopted a cloud-based solution or two, but they remain siloed from the rest of their systems and can’t talk to each other.","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/Contact_Center1.png"},{"id":186,"title":"VoIP - Voice over Internet Protocol","alias":"voip-voice-over-internet-protocol","description":"<span style=\"font-weight: bold;\">Voice over Internet Protocol </span>(Voice over IP, VoIP) is a methodology and group of technologies for the delivery of voice communications and multimedia sessions over Internet Protocol (IP) networks, such as the Internet. Other terms commonly associated with VoIP solutions are IP telephony, Internet telephony, broadband telephony, and broadband phone service.\r\nThe term Internet telephony specifically refers to the provisioning of communications services (voice, fax, SMS, voice-messaging) over the public Internet, rather than via the public switched telephone network (PSTN). The steps and principles involved in originating VoIP telephone calls are similar to traditional digital telephony and involve signaling, channel setup, digitization of the analog voice signals, and encoding.\r\nInstead of being transmitted over a circuit-switched network, however, the digital information is packetized, and transmission occurs as IP packets over a packet-switched network. Such transmission entails careful considerations about resource management different from time-division multiplexing (TDM) networks.\r\n\r\n\r\n\r\n","materialsDescription":"<h1 class=\"align-center\"> What are the benefits of VoIP?</h1>\r\n VoIP technology can facilitate tasks and deliver services that might be cumbersome or costly to implement when using traditional PSTN: \r\n<ul><li>More than one phone call can be transmitted on the same broadband phone line. This way, VoIP system can facilitate the addition of telephone lines to businesses without the need for additional physical lines.</li><li>Features that are usually charged extra by telecommunication companies, such as call forwarding, caller ID or automatic redialing, are simple with voice over internet technology.</li><li>Unified Communications are secured with VoIP technology, as it allows integration with other services available on the internet such as video conversation, messaging, etc. </li></ul>\r\n<h1 class=\"align-center\">VoIP programs </h1>\r\nThere are four main types of VoIP technology. Each option has varying levels of complexity which can impact ease of implementation and maintenance.\r\n <span style=\"font-weight: bold;\">Integrated Access</span>\r\nIntegrated access is the VoIP service that most mimics the traditional phone line. With integrated access VoIP, businesses integrate VoIP software and existing, legacy phone systems. This approach lets the business keep its old number and equipment while also gaining access to advanced telecommunications features. \r\n<span style=\"font-weight: bold;\">SIP Trunks</span>\r\n Session Initial Protocol (SIP) transmits voice and video information across a data network, letting VoIP users take advantage of shared lines and increase their communications flexibility. Because all data is sent over a network, businesses can use SIP trunks to replace traditional analog phone networks or use a VoIP gateway to integrate SIP trunking with legacy phone systems. \r\n<span style=\"font-weight: bold;\">Hosted IP PBX</span>\r\n What most people envision when they think of VoIP, this VoIP solution sees a vendor host and operate the private branch exchange, offering unified communications solutions. The business connects to a hosted cloud-based PBX network via its IP network. Phone system hardware is maintained off-site by the hosted IP PBX vendor, and all responsibility for the hardware, software, maintenance, security and upgrades all falls on the hosted PBX provider. \r\n <span style=\"font-weight: bold;\">Managed IP PBX </span>\r\nSimilar to Hosted IP PBX, this version of the unified communication solution is outsourced to a third party that takes care of all management requirements, but instead of phone hardware being off-site, the equipment is housed on-premise by the business. \r\nUnderstanding these different services of VoIP communication can help a business determine the system that best suits its needs. SIP Trunks, for instance, are more attractive to those who want to install their own technology and manage it themselves, while still connecting to VoIP features.\r\n On the other hand, managed IP PBX is a good option for those who don’t have the resources to buy and operate their own VoIP systems. The Hosted IP PBX solution frees the business to select the VoIP management software that works for them and liberates them from the cost and administrative headache of maintaining both voice and data lines and the related carrier partnerships. ","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/VoIP_-_Voice_over_Internet_Protocol.png"}],"characteristics":[],"concurentProducts":[],"jobRoles":[],"organizationalFeatures":[],"complementaryCategories":[],"solutions":[],"materials":[],"useCases":[],"best_practices":[],"values":[],"implementations":[]},"workbookscom":{"id":1135,"logoURL":"https://old.roi4cio.com/fileadmin/user_upload/Workbooks.png","logo":true,"scheme":false,"title":"Workbooks.com","vendorVerified":0,"rating":"1.00","implementationsCount":1,"suppliersCount":0,"supplierPartnersCount":0,"alias":"workbookscom","companyTitle":"Workbooks","companyTypes":["supplier","vendor"],"companyId":4036,"companyAlias":"workbooks","description":"<span style=\"font-weight: 700; \">Workbooks CRM helps you run campaigns and generate more quality leads.&nbsp;</span>\r\nWe give you the tools you need to execute your marketing strategy and measure ROI.\r\nFeatures to support Marketing Success\r\nData Management, Profiling &amp; Targeting\r\nGather business intelligence on your target accounts/market. Manage all your accounts/contacts within your CRM. Target your ‘ideal’ customer, based on their profile.&nbsp;\r\n<span style=\"font-weight: 700; \">Email Campaigns</span>\r\nSegment your database. Use templates to send targeted email messages or integrate directly with leading email marketing providers such as MailChimp or dotmailer. Gain visibility of all prospect/customer interaction and track key metrics (such as open and click rates) against relevant marketing campaigns.\r\n<span style=\"font-weight: 700; \">Event Management</span>\r\nPlan, organise and promote live events, webinars or training courses from within Workbooks CRM. Allow delegates to self-register and automatically manage scheduled communication to contacts.&nbsp;\r\n<span style=\"font-weight: 700; \">Lead Scoring</span>\r\nAllocate criteria to help sales and marketing prioritise their time. Distribute leads to the right teams for follow-up. Use scoring to ensure sales spend their time following-up on the deals most likely to convert.\r\n<span style=\"font-weight: 700; \">Website Analytics</span>\r\nTurn anonymous traffic into sales by discovering who was on your website and what pages they viewed. Knowing visitor interests prior to a call will help sales conversion rates and marketing can nurture more effectively by sending the most relevant information.\r\n<span style=\"font-weight: 700; \">Supplier Management</span>\r\nTypically you will have a multitude of partners who provide you with marketing services such as lead purchase, email marketing, lead nurturing, event management, design &amp; print contractors etc. Track and manage these suppliers in Workbooks so the relevant information is stored in one place.\r\n<span style=\"font-weight: 700; \">Track Marketing Activities</span>\r\nManage your/your team's day-to-day workload and keep on top of outstanding actions to ensure project milestones are hit and campaigns are delivered on time. Tasks and Meetings can be associated with specific marketing campaigns to provide full visibility.\r\n<span style=\"font-weight: 700; \">Telemarketing Campaigns</span>\r\nData can be segmented and added to Marketing Campaigns to enable Telemarketing teams to focus on delivering targeted messaging. Track progress and review performance easily and effectively.\r\n<span style=\"font-weight: 700; \">Lead Management</span>\r\nIdentify your most profitable lead channels by tracking the source of your leads. Automatically assign leads to Marketing Campaigns. Categorise your leads and harvest relevant contact information in one place to help you convert more prospects into sales.\r\n<span style=\"font-weight: 700; \">Website Lead Capture</span>\r\nAutomatically capture leads from your website, assign them to queues/campaigns and notify your sales team members.\r\n<span style=\"font-weight: 700; \">Marketing Metrics</span>\r\nCapture key information such as campaign ROI, lead volumes by source, lead conversion. Use Dashboards and Reports to ensure you have real-time information at your fingertips rather than spending time manually updating outdated spreadsheets.\r\n<span style=\"font-weight: 700; \">POs Management</span>\r\nManage your marketing expenditure more effectively. Raise Purchase Orders and track marketing expenditure for goods or services you are purchasing. Easily identify the current status of Supplier Orders and whether they have been approved/paid/delivered.\r\nWorkbooks CRM enables you to work more effectively, to better identify opportunities, close more deals and grow revenue.\r\n<span style=\"font-weight: 700; \">Features to support Sales Success</span>\r\n<span style=\"font-weight: 700; \">Contact Management &amp; Prospect Profiling</span>\r\nUse every interaction with a prospect to further your business intelligence. Capture knowledge, map relationships and segment your data to improve sales prospecting. Sync everything with Outlook, Microsoft Exchange/Office 365 or Google Apps.\r\n<span style=\"font-weight: 700; \">Opportunity Management</span>\r\nManage sales opportunities, improve conversation rates, drive best practice across your sales team and grow revenue. With a CRM system undermining your sales execution, you can ensure that your Sales people share a common methodology, understand where their prospects are in the sales process and address their needs effectively - ultimately increasing closure rates.\r\n<span style=\"font-weight: 700; \">Sales Performance Metrics</span>\r\nGenerate Reports and Dashboards that give you insight into your sales pipeline and performance. By understanding your sales performance you can improve execution, increase conversion rates and grow your revenues.\r\n<span style=\"font-weight: 700; \">Quotations</span>\r\nBuild professional looking quotations in a matter of minutes. Standardise terms and conditions, control discounting and ensure quotations are followed-up effectively.\r\n<span style=\"font-weight: 700; \">Tracking Sales Activities</span>\r\nRecord Sales Activities to ensure that Opportunities are progressed effectively and no calls are overlooked. Analyse which activities are the most productive and replicate these as best-practice examples for the whole team.\r\n<span style=\"font-weight: 700; \">Sales Forecasting</span>\r\nEnable your sales people to forecast effectively. Identify your ‘best case’ and ‘commit’. Determine how likely those deals are to close and if your team is likely to hit target. Generate Reports and Dashboards to provide real-time visibility to sales teams and managers.\r\n<span style=\"font-weight: 700; \">Existing Account Management</span>\r\nManage your customers more effectively by using the data held in your CRM. Understand your customer landscape, improve retention rates, up-sell within an account. Improve your customer service.\r\n<span style=\"font-weight: 700; \">Order Creation &amp; Processing</span>\r\nCreate and manage orders within your CRM. Turn quotes into orders with a single click and track the status of orders as they are fulfilled and invoiced.","shortDescription":"Workbooks.com CRM brings your Sales, Marketing and Customer Service teams together.","type":null,"isRoiCalculatorAvaliable":false,"isConfiguratorAvaliable":false,"bonus":100,"usingCount":15,"sellingCount":12,"discontinued":0,"rebateForPoc":0,"rebate":0,"seo":{"title":"Workbooks.com","keywords":"your, sales, marketing, effectively, Management, more, with, ensure","description":"<span style=\"font-weight: 700; \">Workbooks CRM helps you run campaigns and generate more quality leads.&nbsp;</span>\r\nWe give you the tools you need to execute your marketing strategy and measure ROI.\r\nFeatures to support Marketing Success\r\nData Management, Pr","og:title":"Workbooks.com","og:description":"<span style=\"font-weight: 700; \">Workbooks CRM helps you run campaigns and generate more quality leads.&nbsp;</span>\r\nWe give you the tools you need to execute your marketing strategy and measure ROI.\r\nFeatures to support Marketing Success\r\nData Management, Pr","og:image":"https://old.roi4cio.com/fileadmin/user_upload/Workbooks.png"},"eventUrl":"","translationId":1136,"dealDetails":null,"roi":null,"price":null,"bonusForReference":null,"templateData":[],"testingArea":"","categories":[{"id":71,"title":"CRM - Customer Relationship Management","alias":"crm-customer-relationship-management","description":"<span style=\"font-weight: bold;\">Customer service</span> is the provision of service to customers before, during and after a purchase. The perception of success of such interactions is dependent on employees &quot;who can adjust themselves to the personality of the guest&quot;. Customer service concerns the priority an organization assigns to customer service relative to components such as product innovation and pricing. In this sense, an organization that values good customer service may spend more money in training employees than the average organization or may proactively interview customers for feedback.\r\nA <span style=\"font-weight: bold;\">customer support</span> is a range of customer services to assist customers in making cost effective and correct use of a product. It includes assistance in planning, installation, training, trouble shooting, maintenance, upgrading, and disposal of a product. These services even may be done at customer's side where he/she uses the product or service. In this case it is called &quot;at home customer services&quot; or &quot;at home customer support.&quot;\r\nRegarding technology, products such as mobile phones, televisions, computers, software products or other electronic or mechanical goods, it is termed technical support. \r\nCustomer service may be provided by a person (e.g., sales and service representative), or by automated means, such as kiosks, Internet sites, and apps.\r\n<span style=\"font-weight: bold;\">CRM </span>(Customer Relationship Management) is an approach to manage a company's interaction with current and potential customers. It uses data analysis about customers' history with a company to improve business relationships with customers, specifically focusing on customer retention and ultimately driving sales growth.\r\nOne important aspect of the CRM approach is the systems of CRM that compile data from a range of different communication channels, including a company's website, telephone, email, live chat, marketing materials and more recently, social media. Through the CRM approach and the systems used to facilitate it, businesses learn more about their target audiences and how to best cater to their needs.\r\nCRM helps users focus on their organization’s relationships with individual people including customers, service users, colleagues, or suppliers.\r\nWhen people talk about customer relationship management system, they might mean any of three things: \r\n<ul><li><span style=\"font-weight: bold;\">CRM as Technology</span>: This is a technology product, often in the cloud, that teams use to record, report and analyse interactions between the company and users. This is also called a CRM system or solution.</li><li><span style=\"font-weight: bold;\">CRM as a Strategy</span>: This is a business’ philosophy about how relationships with customers and potential customers should be managed.&nbsp; </li><li><span style=\"font-weight: bold;\">CRM as a Process</span>: Think of this as a system a business adopts to nurture and manage those relationships.</li></ul>\r\n<br /><br /><br />","materialsDescription":"<h1 class=\"align-center\"><span style=\"font-weight: normal;\">Why is CRM important?</span></h1>\r\nCRM management system enables a business to deepen its relationships with customers, service users, colleagues, partners and suppliers.\r\nForging good relationships and keeping track of prospects and customers is crucial for customer acquisition and retention, which is at the heart of a CRM’s function. You can see everything in one place — a simple, customizable dashboard that can tell you a customer’s previous history with you, the status of their orders, any outstanding customer service issues, and more.\r\nGartner predicts that by 2021, CRM technology will be the single largest revenue area of spending in enterprise software. If your business is going to last, you know that you need a strategy for the future. For forward-thinking businesses, CRM is the framework for that strategy.\r\n<h1 class=\"align-center\"><span style=\"font-weight: normal;\">What are the benefits of CRM?</span></h1>\r\nBy collecting and organising data about customer interactions, making it accessible and actionable for all, and facilitating analysis of that data, CRM offers many benefits and advantages.<br />The benefits and advantages of CRM include:\r\n<ul><li>Enhanced contact management</li><li>Cross-team collaboration</li><li>Heightened productivity</li><li>Empowered sales management</li><li>Accurate sales forecasting</li><li>Reliable reporting</li><li>Improved sales metrics</li><li>Increased customer satisfaction and retention</li><li>Boosted marketing ROI</li><li>Enriched products and services</li></ul>\r\n<h1 class=\"align-center\"><span style=\"font-weight: normal;\">What are the key features of most popular CRM software programs?</span></h1>\r\nWhile many CRM solutions differ in their specific value propositions — depending on your business size, priority function, or industry type — they usually share some core features. These, in fact, are the foundation of any top CRM software, without which you might end up using an inferior app or an over-rated address book. So, let’s discuss the key features you need to look for when figuring out the best CRM software for your business.\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Contact management</span>. The best CRM solutions aren’t just an address book that only organizes contact details. It manages customer data in a centralized place and gives you a 360-degree view of your customers. You should be able to organize customers’ personal information, demographics, interactions, and transactions in ways that are meaningful to your goals or processes. Moreover, a good contact management feature lets you personalize your outreach campaign. By collecting personal, social, and purchase data, it will help you to segment target audience groups in different ways.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Reporting and dashboards</span>. These features of customer relationship management allow you to use analytics to interpret customer data. Reporting is very useful if you want to consolidate disparate data and churn out insights in different visualizations. This lets you make better decisions or proactively deal with market trends and customer behavioral patterns. The more visual widgets a CRM software has, the better you can present reports. Furthermore, a best customer relationship management software will generate real-time data, making reporting more accurate and timely. Reporting also keeps you tab on sales opportunities like upsell, resell, and cross-sell, especially when integrated with e-commerce platforms.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Lead management</span>. These features let you manage leads all the way to win-loss stage. They pave a clear path to conversion, so you can quickly assess how the business is performing. One of the main three legs that comprises the best client relationship management software (the other two being contact management and reporting), lead management unburdens the sales team from follow-ups, tracking, and repetitive tasks.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Deals and tasks</span>. Deals and tasks are closely associated with leads. Deals are leads at the negotiation stage, so it’s critical to keep a close eye on their associated tasks for a higher chance of conversion.<br />CRM software tools should also let you track both deals and tasks in their respective windows or across the sales stages. Whether you’re viewing a contact or analyzing the sales pipeline, you should be able to immediately check the deal’s tasks and details. Deals and tasks should also have user permissions to protect leaks of sensitive data. Similarly, alerts are critical to tasks so deadlines are met. Notifications are usually sent via email or prominently displayed on the user’s dashboard.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Campaign management</span>. Solid CRM software will integrate this feature to enable marketing processes from outreach concept to A/B testing to deployment and to post analysis. This will allow you to sort campaigns to target segments in your contacts and define deployment strategies. You will also be able to define metrics for various channels, then plow back the insights generated by post-campaign analytics into planning more campaigns.<br />Recurring outreach efforts can also be automated. For instance, you can set to instantly appropriate content to contacts based on their interest or send tiered autoresponders based on campaign feedback.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Email management</span>. By integrating with popular email clients like Gmail and Outlook, CRM solutions can capture email messages and sort important details that can be saved in contacts or synced with leads. They can also track activities like opened emails, forwarded emails, clicked links, and downloaded files. Emails can also be qualified for prospecting.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Social media management. </span>Popular CRM systems feature an integrated social media management where you can view different social media pages from the CRM’s interface. This is a convenient way to post, reply on, and manage all your pages. Likewise, this feature gives you a better perspective on how customers are interacting with your brand. A glean of their likes and dislikes, interests, shares, and public conversations helps you to assess customer biases and preferences. Customers are also increasingly using social media to contact companies; hence, a good CRM should alert you for brand mentions.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Mobile access</span>. With more users accessing apps via mobile devices, many vendors have been prioritizing mobile-first platforms. Emergence Capital Partners study found over 300 mobile-first apps so far and CRM is definitely one their targets. Many CRM solutions have both Android and iOS apps. Mobile access works in two ways to be highly appreciated: accessing data and inputting data while on location. Field sales with the latest sales information on hand may be able to interest prospects better. Conversely, sales reps can quickly update deals across the pipeline even as they come off a client meeting.</li></ul>\r\n\r\n","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/CRM_-_Customer_Relationship_Management.png"},{"id":152,"title":"Contact Center","alias":"contact-center","description":"A contact center is a central point from where you can contact.\r\nThe contact center typically includes one or more call centers but may include other types of customer contact, as well. A contact center is generally part of an enterprise's overall customer relationship management (CRM) strategy.<br />Contact centers and call centers are both centers for customer service, and the two terms are often used interchangeably, but a contact center supports more services than a typical call center.\r\nContact centers offer omnichannel customer support, including email, chat, voice over IP (VoIP) and website support. A call center typically uses phones as the main channel of communication and can handle a mass volume of calls.<br />Contact centers are used for inbound communication, outbound communication or a hybrid of both. Contact center agents also interact with customers via web chat, phone, email or other communication channels.\r\nThe contact center infrastructure that is necessary to support communications may be located on the same premises as the contact center, or it can be located externally.\r\nIn an on-premises scenario, the company that owns the contact center also owns and manages its own hardware and software. This requires staffing and IT investments that some companies choose to forgo by outsourcing those tasks to cloud providers or hosting companies.","materialsDescription":" <span style=\"font-weight: bold;\">What is a Call Center?</span>\r\nTraditionally, a call center is an office where a large number of call center agents provide customer service over the telephone. Inbound call centers receive calls for customer support and often serve as a knowledge base for tech support, billing questions, and other customer service issues. These call centers focus on quick call resolution times and agent productivity. In outbound call centers, agents make calls rather than receive them. These could be sales calls, marketing offers, surveys, fundraising requests, or debt collection, for example.\r\nThe term “call center” conjures an image for many people of waiting on perpetual hold or being routed through an endless IVR that never gives them what they need. Because so many consumers have had a dreadful customer service experience along these lines, call centers have developed a bad rap. But as legacy phone systems give way to newer digital technologies, call centers are evolving.\r\n<span style=\"font-weight: bold;\">What is a Contact Center?</span>\r\nThe term &quot;contact center&quot; (or “contact centre”) reflects the modern reality that there are many other ways to connect with a customer these days besides by telephone. The combined trends of increased customer expectations and newer technologies that allow for many channels of communication are creating a shift in the traditional call center model which has existed for decades. Consumers want more ways to reach businesses, and businesses are looking for new ways to improve customer experience.\r\nWhile call center agents generally focus on inbound and outbound calls, either on traditional phone lines or over VoIP, contact center agents handle a wide variety of communications. In a modern multichannel contact center, technical support might be delivered over in-app chat or video, while order status updates are delivered via SMS, event promotions are sent as push notifications, surveys are deployed over Facebook Messenger, and sales inquiries received by email are sent directly to an agent to connect by phone. Call centers handle voice communications, contact centers handle all communications.\r\nA company’s contact center is usually integrated with their customer relationship management (CRM) system, where all interactions between the organization and the public are tracked, coordinated, and managed. Depending on the infrastructure and ecosystem, it could be comprised of an alphabet soup of complex components. Many companies have purchased off-the-shelf systems or a highly customized network of technologies from multiple vendors. Some companies have adopted a cloud-based solution or two, but they remain siloed from the rest of their systems and can’t talk to each other.","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/Contact_Center1.png"},{"id":337,"title":"Sales","alias":"sales","description":" Sales are activities related to selling or the number of goods or services sold in a given targeted time period.\r\nThe seller, or the provider of the goods or services, completes a sale in response to an acquisition, appropriation, requisition, or a direct interaction with the buyer at the point of sale. There is a passing of title (property or ownership) of the item, and the settlement of a price, in which agreement is reached on a price for which transfer of ownership of the item will occur. The seller, not the purchaser, typically executes the sale and it may be completed prior to the obligation of payment. In the case of indirect interaction, a person who sells goods or service on behalf of the owner is known as a salesman or saleswoman or salesperson, but this often refers to someone selling goods in a store/shop, in which case other terms are also common, including salesclerk, shop assistant, and retail clerk.\r\nIn common law countries, sales are governed generally by the common law and commercial codes. In the United States, the laws governing sales of goods are somewhat uniform to the extent that most jurisdictions have adopted Article 2 of the Uniform Commercial Code, albeit with some non-uniform variations.\r\nA person or organization expressing an interest in acquiring the offered item of value is referred to as a potential buyer, prospective customer, or prospect. Buying and selling are understood to be two sides of the same &quot;coin&quot; or transaction. Both seller and buyer engage in a process of negotiation to consummate the exchange of values. The exchange, or selling, process has implied rules and identifiable stages. It is implied that the selling process will proceed fairly and ethically so that the parties end up nearly equally rewarded. The stages of selling, and buying, involve getting acquainted, assessing each party's need for the other's item of value, and determining if the values to be exchanged are equivalent or nearly so, or, in buyer's terms, &quot;worth the price&quot;. Sometimes, sellers have to use their own experiences when selling products with appropriate discounts.\r\nAlthough the skills required are different, from a management viewpoint, sales is a part of marketing. Sales often form a separate grouping in a corporate structure, employing separate specialist operatives known as salespersons (singular: salesperson). Selling is considered by many to be a sort of persuading &quot;art&quot;. Contrary to popular belief, the methodological approach of selling refers to a systematic process of repetitive and measurable milestones, by which a salesman relates his or her offering of a product or service in return enabling the buyer to achieve their goal in an economic way.","materialsDescription":" <span style=\"font-weight: bold;\">What's the Difference Between Sales and Marketing?</span>\r\nSales and Marketing: two terms we often hear together when working with mid-size companies. In some ways, this is logical because the two need to work together. But in fact, Sales and Marketing are two very different functions and require very different skills.\r\nBusiness leaders know what Operations are; they make stuff. They know what Accounting is; they record and control the money. And they know what Sales do; they sell stuff. So if you are not making stuff, selling stuff, or recording the money—what is marketing and why do you need it?\r\nWhat's the difference between Sales and Marketing? To answer this question, let's define what Sales and Marketing are separately and how they support one another.\r\n<span style=\"font-style: italic;\"><span style=\"font-weight: bold;\">What is Marketing? Aligning with Customers, Now and for the Future</span></span>\r\nA key job of Marketing is to understand the marketplace from the perspective of the customer looking back towards the company and helping lead the company where it should be in the future. Marketing’s job is to direct the organization toward the segments, or groups of customers and channels where the company can profitably compete. It should help the organization see how it needs to modify its product offerings, pricing, and communication so that it meets the needs of the distribution channel or end customers.\r\nMarketing also needs to convert the market understanding into tools and tactics to attract the market, build (often digital) relationships, and develop leads. Without Sales, Marketing efforts run short. Marketing directs Sales as to where they should be hunting and what ammo to use. Note, however, that if Marketing becomes a sales support function focused only on the now, the future can become lost.\r\n<span style=\"font-style: italic;\"><span style=\"font-weight: bold;\">Without Marketing, Sales Suffers</span></span>\r\nNot even the best hunter can bring home dinner if they are shooting blanks at decoys. Markets are constantly changing. The job of marketing is to stay ahead of the changes and help the hunters see where they should be hunting and provide them with the right ammunition. If Marketing is only focused on delivering the ammunition for today, nobody will see where the industry is moving or where the company needs to hunt next. This limits growth not only for Sales and Marketing but also for your entire organization.\r\n<span style=\"font-style: italic;\"><span style=\"font-weight: bold;\">Can You be Both Sales and Marketing?</span></span>\r\nIn all my years, working for companies that ranged from Fortune 100 to mid-size companies I have never met anyone who was really good at both sales and marketing. I have held the title of VP of Sales and Marketing, managing a 500 person sales and merchandising force. I was really a marketing person with sales authority. The skills required to focus on the now and the push of sales are different. In many ways, they are contrary to the skills of looking to the future and the customer perspective of marketing.\r\nEvery Sales organization feels they have a good understanding of their customers. But every Sales conversation with a customer has a sales transaction lurking in the background. Therefore, customers can never be completely open about their needs and want when talking to a sales person.\r\nFor a company to really grow, someone must have the job of looking out the window towards where the company needs to go in the future. For many companies, this is the job of the CEO and Sales hires someone to do some sales support and gives them a marketing title. But as companies grow, the job of CEO starts to become a full-time job in itself and the strategic role of Marketing gets short-changed. A study of mid-size companies by the University of Texas showed that companies that separated the roles of Marketing and Sales were much more likely to grow faster than the industry average.\r\n<span style=\"font-style: italic;\"><span style=\"font-weight: bold;\">Sales and Marketing: Today and the Future</span></span>\r\nSales need to be focused on the now. You can’t run a company unless your sales team is focused on bringing in today’s business. But you can’t really ask your Sales leaders where the company should go next and to develop the 18-month plan to get there without losing focus on today’s revenue. Besides, if your sales executive was really good at developing future-focused business strategies and tying that strategy to the plans and tools of marketing to make it happen, they would be a marketing person and not a now-focused sales person.","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/icon_Sales.png"},{"id":339,"title":"Marketing","alias":"marketing","description":" Marketing is the study and management of exchange relationships. It is the business process of creating relationships with and satisfying customers. Because marketing is used to attract customers, it is one of the primary components of business management and commerce. Marketers can direct product to other businesses (B2B marketing) or directly to consumers (B2C marketing).\r\nRegardless of who is being marketed to, several factors, including the perspective the marketers will use. These market orientations determine how marketers will approach the planning stage of marketing. This leads into the marketing mix, which outlines the specifics of the product and how it will be sold. This can in turn, be affected by the environment surrounding the product, the results of marketing research and market research, and the characteristics of the product's target market.\r\nOnce these factors are determined, marketers must then decide what methods will be used to market the product. This decision is based on the factors analyzed in the planning stage as well as where the product is in the product life cycle.\r\nMarketing is defined by the American Marketing Association as &quot;the activity, set of institutions, and processes for creating, communicating, delivering, and exchanging offerings that have value for customers, clients, partners, and society at large&quot;. The term developed from the original meaning which referred literally to going to market with goods for sale. From a sales process engineering perspective, marketing is &quot;a set of processes that are interconnected and interdependent with other functions of a business aimed at achieving customer interest and satisfaction&quot;.\r\nPhilip Kotler defined marketing as &quot;Satisfying needs and wants through an exchange process&quot;, and a decade later defines it as “a social and managerial process by which individuals and groups obtain what they want and need through creating, offering and exchanging products of value with others.”\r\nThe Chartered Institute of Marketing defines marketing as &quot;the management process responsible for identifying, anticipating and satisfying customer requirements profitably&quot;. A similar concept is the value-based marketing which states the role of marketing to contribute to increasing shareholder value. In this context, marketing can be defined as &quot;the management process that seeks to maximise returns to shareholders by developing relationships with valued customers and creating a competitive advantage&quot;.\r\nIn the past, marketing practice tended to be seen as a creative industry, which included advertising, distribution and selling. However, because the academic study of marketing makes extensive use of social sciences, psychology, sociology, mathematics, economics, anthropology and neuroscience, the profession is now widely recognized as a science, allowing numerous universities to offer Master-of-Science (MSc) programs.\r\nThe process of marketing is that of bringing a product to market, which includes these steps: broad market research; market targeting and market segmentation; determining distribution, pricing and promotion strategies; developing a communications strategy; budgeting; and visioning long-term market development goals. Many parts of the marketing process (e.g. product design, art director, brand management, advertising, inbound marketing, copywriting etc.) involve use of the creative arts.","materialsDescription":"<span style=\"font-weight: bold; \">What the differences between B2B and B2C Marketing?</span>\r\nThe different goals of B2B and B2C marketing lead to differences in the B2B and B2C markets. The main differences in these markets are demand, purchasing volume, amount of customers, customer concentration, distribution, buying nature, buying influences, negotiations, reciprocity, leasing and promotional methods.\r\n<span style=\"font-style: italic; \">Demand:</span> B2B demand is derived because businesses buy products based on how much demand there is for the final consumer product. Businesses buy products based on customer's wants and needs. B2C demand is primarily because customers buy products based on their own wants and needs.\r\n<span style=\"font-style: italic; \">Purchasing Volume:</span> Businesses buy products in large volumes to distribute to consumers. Consumers buy products in smaller volumes suitable for personal use.\r\n<span style=\"font-style: italic; \">Amount of Customers:</span> There are relatively fewer businesses to market to than direct consumers.\r\n<span style=\"font-style: italic; \">Customer Concentration:</span> Businesses that specialize in a particular market tend to be geographically concentrated while customers that buy products from these businesses are not concentrated.\r\n<span style=\"font-style: italic; \">Distribution:</span> B2B products pass directly from the producer of the product to the business while B2C products must additionally go through a wholesaler or retailer.\r\n<span style=\"font-style: italic; \">Buying Nature:</span> B2B purchasing is a formal process done by professional buyers and sellers while B2C purchasing is informal.\r\n<span style=\"font-style: italic; \">Buying Influences:</span> B2B purchasing is influenced by multiple people in various departments such as quality control, accounting, and logistics while B2C marketing is only influenced by the person making the purchase and possibly a few others.\r\n<span style=\"font-style: italic; \">Negotiations:</span> In B2B marketing, negotiating for lower prices or added benefits is commonly accepted while in B2C marketing (particularly in Western cultures) prices are fixed.\r\n<span style=\"font-style: italic; \">Reciprocity:</span> Businesses tend to buy from businesses they sell to. For example, a business that sells printer ink is more likely to buy office chairs from a supplier that buys the business's printer ink. In B2C marketing, this does not occur because consumers are not also selling products.\r\n<span style=\"font-style: italic; \">Leasing:</span> Businesses tend to lease expensive items while consumers tend to save up to buy expensive items.\r\n<span style=\"font-style: italic; \">Promotional Methods:</span> In B2B marketing, the most common promotional method is personal selling. B2C marketing mostly uses sales promotion, public relations, advertising, and social media.\r\n<span style=\"font-weight: bold; \">What are marketing orientations?</span>\r\nA marketing orientation has been defined as a &quot;philosophy of business management.&quot; or &quot;a corporate state of mind&quot; or as an &quot;organization[al] culture&quot;. Although scholars continue to debate the precise nature of specific orientations that inform marketing practice, the most commonly cited orientations are as follows:\r\n<span style=\"font-style: italic; \"><span style=\"font-weight: bold; \">Product</span></span>\r\nA firm employing a product orientation is mainly concerned with the quality of its product. A product orientation is based on the assumption that all things being equal, consumers will purchase products of superior quality. The approach is most effective when the firm has deep insights into customer needs and desires as derived from research and/or intuition and understands consumer's quality expectations and price consumers are willing to pay. Although the product orientation has largely been supplanted by the marketing orientation, firms practicing a product orientation can still be found in haute couture and arts marketing.\r\n<span style=\"font-style: italic; \"><span style=\"font-weight: bold; \">Sales</span></span>\r\nA sales orientation focuses on the selling/promotion of the firm's existing products, rather than developing new products to satisfy unmet needs or wants. This orientation seeks to attain the highest possible sales through promotion and direct sales techniques. The sales orientation &quot;is typically practiced with unsought goods.&quot; One study found that industrial companies are more likely to hold a sales orientation than consumer goods companies. The approach may also suit scenarios in which a firm holds dead stock, or otherwise sells a product that is in high demand, with little likelihood of changes in consumer tastes diminishing demand.\r\nA 2011 meta-analyses found that the factors with the greatest impact on sales performance are a salesperson's sales-related knowledge (knowledge of market segments, sales presentation skills, conflict resolution, and products), degree of adaptiveness (changing behavior based on the aforementioned knowledge), role clarity (salesperson's role is to expressly to sell), cognitive aptitude (intelligence) and work engagement (motivation and interest in a sales role).\r\n<span style=\"font-style: italic; \"><span style=\"font-weight: bold; \">Production</span></span>\r\nA firm focusing on a production orientation specializes in producing as much as possible of a given product or service in order to achieve economies of scale or economies of scope. A production orientation may be deployed when a high demand for a product or service exists, coupled with certainty that consumer tastes and preferences remain relatively constant (similar to the sales orientation). The so-called production era is thought to have dominated marketing practice from the 1860s to the 1930s, but other theorists argue that evidence of the production orientation can still be found in some companies or industries. Specifically, Kotler and Armstrong note that the production philosophy is &quot;one of the oldest philosophies that guides sellers... [and] is still useful in some situations.&quot;\r\n<span style=\"font-style: italic; \"><span style=\"font-weight: bold; \">Marketing</span></span>\r\nThe marketing orientation is the most common orientation used in contemporary marketing. It is a customer-centric approach that involves a firm basing its marketing program around products that suit new consumer tastes. Firms adopting a marketing orientation typically engage in extensive market research to gauge consumer desires, use R&amp;D (Research &amp; Development) to develop a product attuned to the revealed information, and then utilize promotion techniques to ensure consumers are aware of the product's existence and the benefits it can deliver. Scales designed to measure a firm's overall market orientation have been developed and found to be robust in a variety of contexts.\r\nThe marketing orientation has three prime facets, which are:\r\n<span style=\"font-style: italic; \">Customer orientation:</span> A firm in the market economy can survive by producing goods that people are willing and able to buy. Consequently, ascertaining consumer demand is vital for a firm's future viability and even existence as a going concern.\r\n<span style=\"font-style: italic; \">Organizational orientation:</span> The marketing department is of prime importance within the functional level of an organization. Information from the marketing department is used to guide the actions of a company's other departments.\r\nAs an example, a marketing department could ascertain (via marketing research) that consumers desired a new type of product or a new usage for an existing product. With this in mind, the marketing department would inform the R&amp;D department to create a prototype of a product/service based on consumers' new desires.\r\nThe production department would then start to manufacture the product, while the marketing department would focus on the promotion, distribution, pricing, etc. of the product. Additionally, a firm's finance department would be consulted, with respect to securing appropriate funding for the development, production, and promotion of the product. Finance may oppose the required capital expenditure since it could undermine a healthy cash flow for the organization.\r\n<span style=\"font-style: italic;\">Mutually beneficial exchange:</span> In a transaction in the market economy, a firm gains revenue, which thus leads to more profits, market shares, and/or sales. A consumer, on the other hand, gains the satisfaction of a need/want, utility, reliability and value for money from the purchase of a product or service.\r\n<span style=\"font-style: italic;\"><span style=\"font-weight: bold;\">Societal marketing</span></span>\r\nA number of scholars and practitioners have argued that marketers have a greater social responsibility than simply satisfying customers and providing them with superior value. Marketing organizations that have embraced the societal marketing concept typically identify key stakeholder groups such as employees, customers, and local communities. Companies that adopt a societal marketing perspective typically practice triple bottom line reporting whereby they publish social impact and environmental impact reports alongside financial performance reports. Sustainable marketing or green marketing is an extension of societal marketing.","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/icon_Marketing.png"},{"id":341,"title":"Customer Service","alias":"customer-service","description":" Customer service is the process of ensuring customer satisfaction with a product or service. Often, customer service takes place while performing a transaction for the customer, such as making a sale or returning an item. Customer service can take the form of in-person interaction, a phone call, self-service systems, or by other means.\r\nCustomer service is an important part of maintaining ongoing client relationships, which is key to continuing revenue. For this reason, many companies have worked hard to increase their customer satisfaction levels.\r\nMost successful businesses recognize the importance of providing outstanding customer service. Courteous and empathetic interaction with a trained customer service representative can mean the difference between losing or retaining a customer.\r\nWhen problems arise, customers should receive timely attention to the issue. Prompt attention to emails and phone calls is critical to maintaining good relations. Requiring customers to stand in long lines or sit on hold can sour an interaction before it begins.\r\nIdeally, customer service should be a one-stop endeavor for the consumer. For example, if a customer calls a helpline regarding a problem with a product, the customer service representative should follow through with the customer until the issue is fully resolved.\r\nThis may entail scheduling appointments with in-person repair personnel if the problem cannot be resolved on the phone, or transferring a call to skilled technicians in another department. Proactively following up with the customer to ensure that he or she is fully satisfied is another smart move.","materialsDescription":" What are customer service standards?\r\nCustomer service standards are an internal corporate set of rules governing the company's customer service activities, an algorithm for communicating with customers, and general standards for responding to unusual situations. The standard of customer service is an integral part of the corporate standard of the company.\r\nFunctions of customer service standards:\r\n<ol><li>To order. The client does not encounter problems, does not see them, which means that he is confident that all the staff without exception are professionals who know their business.</li><li>To control. It is difficult to assess and monitor the work of each manager if there are no clear criteria for evaluation. At the same time, the implementation of the sales plan cannot be the only parameter of the assessment; you need to know whether the manager of customer service standards adopted in this company adheres.</li><li>To adapt. Among other things, the availability of customer service standards simplifies the procedure.</li></ol>\r\nCustomer service standards are effective if the customer does not see the difference between the work of two (or more) managers, and sees only “proprietary” service, always the same, regardless of any external factors or circumstances. The customer service standard, which has been tested in practice, backed up by experience (perhaps even someone else's), created on the basis of analytical studies and recognized methods, can be called &quot;gold&quot;. It allows you to increase profits, improve the image of the company, attract new customers.\r\nCustomer service standards are an important part of the company's brand. But, in addition, the standards are necessary and other units, in particular, the department to work with staff. Therefore, their development must take into account the needs of all interested services of the company.\r\n<span style=\"font-weight: bold; \">What is the purpose of introducing customer service standards in the company?</span>\r\nThe objectives of implementing the standards are as follows:\r\n<ul><li>For employees with experience: minimize the number of erroneous and unnecessary actions. The result of this will be saving time of each employee (no errors - no need to spend time correcting them). And, as a result, increased productivity.</li><li>For novice employees: customer service standards allow you to transfer the necessary knowledge in the most concise manner and in a short time.</li><li>For the company: the abolition of dependence on the old-timers. Not all employees who have worked in the company for many years (or even since the day of foundation) are able to resist the so-called star disease. Having knowledge and experience, a person loses the ability to objectively evaluate his work, he begins to think that he is the best manager in the company. It can end very badly - in the event of dismissal, such an employee will take the base, and turn clients against the company. Standards for customer service are needed to ensure that all employees can be assessed on a single scale, based on the actual benefits they bring to the company, as well as the attitude of the employee to the company.</li><li>For the company: the uniformity of control activities of managers. Standards are unequivocal, exclude double interpretations, and therefore cannot cause controversy about the rightness of an employee or employer.</li><li>For managers: the standards of uniform customer service are the same for all managers, and this makes it possible to make the pay of each manager absolutely transparent and intelligible. Realizing that there will be no double interpretations, the manager may not be afraid that he will be paid less than expected - all his mistakes and achievements are immediately visible and understandable.</li></ul>\r\n<span style=\"font-weight: bold; \">The application of service standards allows you:</span>\r\n<ul><li>to develop a company style in dealing with clients;</li><li>to increase the effectiveness of the work of managers with new customers;</li><li>to bring the quality of communication with customers to a higher level;</li><li>to create a positive opinion of the company about the company, so that it can be recommended to its acquaintances, thus increasing the number of potential and then real customers;</li><li>to minimize conflicts between the manager and the customer;</li><li>to develop a technology for training newcomers;</li><li>to transfer the assessment of the work of the manager from the subjective to the objective, transparent and understandable to everyone;</li><li>to establish a procedure for controlling the work of personnel;</li><li>to increase the motivation of managers to work.</li></ul>\r\n<span style=\"font-weight: bold;\">Benefits of applying service standards</span>\r\n<ul><li>The accumulation of experience: the entire base focuses on the company, and not on the hands of managers, &quot;old-timers.&quot; Thus, the departure of one or several “old” employees does not become a “natural disaster” for the company.</li><li>Motivation, analysis and control: customer service standards make it possible to develop a transparent scheme of managers' motivation based on a clear, almost mathematical analysis of their work. The sales process is optimized.</li><li>Setting goals. With the help of standards, the company has the ability to set clear, reasonable plans. This allows you to keep the atmosphere in the team friendly and stable, and the lack of &quot;muffled&quot; tasks - to increase the loyalty of managers to the company.</li><li>Standards of customer service is a fairly mobile system that allows you to immediately detect errors in working with clients and quickly eliminate them. In addition, at any stage of working with a client, the head of the sales department can intervene in the process, noticing an error in the work of the manager, and even be proactive in order to prevent an error to which the manager is heading.</li><li>Quick and easy start for beginners. Customer service standards are actually a knowledge base, collected, analyzed, and streamlined. Such information is easily transmitted and assimilated by beginners, which means that the beginner quickly gets to work and starts to make a profit. In addition, a newbie will not spoil relations with a client by awkward actions, since he already knows what to do in any conflict and problem situations.</li><li>Customer confidence. Customer service standards allow the latter to feel confident in the company - no matter where the customer is, he will always easily recognize “his” company by brand features and can be absolutely sure that in a small town they will be served as qualitatively as in a million-plus city, because that the company is well aware of their work. So, such a company can be trusted.</li></ul>","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/icon_Customer_Service.png"}],"characteristics":[],"concurentProducts":[],"jobRoles":[],"organizationalFeatures":[],"complementaryCategories":[],"solutions":[],"materials":[],"useCases":[],"best_practices":[],"values":[],"implementations":[]},"xpertr-packages":{"id":1072,"logoURL":"https://old.roi4cio.com/fileadmin/content/Xpert_Packages.png","logo":true,"scheme":false,"title":"Xpert® Packages","vendorVerified":0,"rating":"0.00","implementationsCount":0,"suppliersCount":0,"supplierPartnersCount":0,"alias":"xpertr-packages","companyTitle":"Omilia","companyTypes":["supplier","vendor"],"companyId":3998,"companyAlias":"omilia-conversational-intelligence","description":"<p>Суперзаряженные пакеты&nbsp;&laquo;Xpert&reg;&raquo;</p>\r\n<p style=\"text-align: justify;\">Благодаря использованию пакетов Xpert&reg; диалоги для категоризации и самообслуживания для конкретного домена чрезвычайно упрощены, поэтому усилия по разработке могут быть уменьшены на 80%, ускоряя доставку. Более конкретно, пакеты Xpert&reg; поставляются с готовыми концептуальными словарями, правилами и намерениями для вашего бизнеса.</p>\r\n<p style=\"text-align: justify;\"><strong>Доступные пакеты Xpert&reg; по отраслям:&nbsp;</strong>банковский бизнес, телеком, страхование, путешествия</p>","shortDescription":"Пакеты «Xpert®» поставляются с полностью загруженным интеллектуальным виртуальным агентом, предоставляющим готовое распознавание и понимание всех ключевых концепций для определенного домена и языка.","type":null,"isRoiCalculatorAvaliable":false,"isConfiguratorAvaliable":false,"bonus":100,"usingCount":19,"sellingCount":3,"discontinued":0,"rebateForPoc":0,"rebate":0,"seo":{"title":"Xpert® Packages","keywords":"Xpert, пакеты, страхование, готовыми, концептуальными, поставляются, путешествия, доставку","description":"<p>Суперзаряженные пакеты&nbsp;&laquo;Xpert&reg;&raquo;</p>\r\n<p style=\"text-align: justify;\">Благодаря использованию пакетов Xpert&reg; диалоги для категоризации и самообслуживания для конкретного домена чрезвычайно упрощены, поэтому усилия по разработке могут","og:title":"Xpert® Packages","og:description":"<p>Суперзаряженные пакеты&nbsp;&laquo;Xpert&reg;&raquo;</p>\r\n<p style=\"text-align: justify;\">Благодаря использованию пакетов Xpert&reg; диалоги для категоризации и самообслуживания для конкретного домена чрезвычайно упрощены, поэтому усилия по разработке могут","og:image":"https://old.roi4cio.com/fileadmin/content/Xpert_Packages.png"},"eventUrl":"","translationId":7044,"dealDetails":null,"roi":null,"price":null,"bonusForReference":null,"templateData":[],"testingArea":"","categories":[{"id":82,"title":"Unified Communications","alias":"unified-communications","description":"Unified communications (UC) is a framework for integrating various asynchronous and real-time communication tools. The goal of UC is to enhance business communication, collaboration and productivity. Unified communications do not represent a singular technology; rather, it describes a strategy for integrating interconnected systems of enterprise communication devices and applications that can be used in concert or successively.\r\nSome business communication tools - like Internet Protocol (IP) telephony and video conferencing - facilitate real-time communication, also called synchronous communication. Other enterprise communication tools, like email, facilitate asynchronous communication, which takes place at a person's convenience.\r\nIncreasingly, team collaboration tools have emerged to offer messaging-centric workflows and near-real-time communication. These tools also offer voice and video capabilities, API integrations and, ultimately, expound on instant messaging services by providing better UC features.\r\nThe goal of unified communications is to integrate the software that supports synchronous and asynchronous communication, so the end user has easy access to all tools from whatever device is in use.\r\nA unified communications environment is typically supported by one or more back-end systems, often referred to as UC platforms, that facilitate integration among services, as well as the front-end clients that provide access. For example, a web conferencing system would make use of an audio conferencing system - which, in turn, would be built on an underlying IP telephony platform - and a unified messaging client would allow click-to-talk (CTC), click-to-chat or click-to-video functionality.\r\nUC also supports users moving from one mode of communication to another within the same session. For example, a user may start communicating via email but then decide to escalate the interaction to real-time communication, transitioning the session to a voice call with one click and then to a video conference with another click without any disruption.\r\nUnified communications systems and their components can be deployed on premises, in a public or private cloud, or a combination of all three. Cloud-based unified communications is also called UC as a service (UCaaS). An open source project called WebRTC, for example, enables real-time communications to be embedded into web browsers.\r\nHistorically, single-vendor UC environments have demonstrated the tightest integration and compatibility. Interoperability among vendors remains an ongoing challenge in UC, but it has also been mitigated, in part, by partnerships, common protocols and open APIs.","materialsDescription":" <span style=\"font-weight: bold;\">What technology do unified communications have?</span>\r\n<span style=\"font-style: italic;\"><span style=\"font-weight: bold;\">Contrasting unified messaging</span></span>\r\nUnified communications are sometimes confused with unified messaging, but it is distinct. Unified communications refer to both real-time and non-real-time delivery of communications based on the preferred method and location of the recipient; unified messaging culls messages from several sources (such as e-mail, voice mail and faxes), but holds those messages only for retrieval at a later time. Unified communications allow for an individual to check and retrieve an e-mail or voice mail from any communication device at any time. It expands beyond voice mail services to data communications and video services.\r\n<span style=\"font-style: italic;\"><span style=\"font-weight: bold;\">Components</span></span>\r\nWith unified communications, multiple modes of business communications are integrated. Unified communications is not a single product but a collection of elements that include:\r\n<ul><li>Call control and multimodal communications</li><li>Presence</li><li>Instant messaging</li><li>Unified messaging</li><li>Speech access and personal assistant</li><li>Conferencing (audio, Web and video)</li><li>Collaboration tools</li><li>Mobility</li><li>Business process integration (BPI)</li><li>Software to enable business process integration</li></ul>\r\nPresence — knowing where intended recipients are, and if they are available, in real-time — is a key component of unified communications. Unified communications integrate all systems a user might already use, and helps those systems work together in real-time. For example, unified communications technology could allow a user to seamlessly collaborate with another person on a project, even if the two users are in separate locations. The user could quickly locate the necessary person by accessing an interactive directory, engage in a text messaging session, and then escalate the session to a voice call or even a video call.\r\nIn another example, an employee receives a call from a customer who wants answers. Unified communications enable that employee to call an expert colleague from a real-time list. This way, the employee can answer the customer faster by eliminating rounds of back-and-forth e-mails and phone-tag.\r\nThe examples in the previous paragraph primarily describe &quot;personal productivity&quot; enhancements that tend to benefit the individual user. While such benefits can be important, enterprises are finding that they can achieve even greater impact by using unified communications capabilities to transform business processes. This is achieved by integrating UC functionality directly into the business applications using development tools provided by many of the suppliers. Instead of the individual user invoking the UC functionality to, say, find an appropriate resource, the workflow or process application automatically identifies the resource at the point in the business activity where one is needed.\r\nWhen used in this manner, the concept of presence often changes. Most people associate presence with instant messaging (IM &quot;buddy lists&quot;) the status of individuals is identified. But, in many business process applications, what is important is finding someone with a certain skill. In these environments, presence identifies available skills or capabilities.\r\nThis &quot;business process&quot; approach to integrating UC functionality can result in bottom-line benefits that are an order of magnitude greater than those achievable by personal productivity methods alone.\r\n<span style=\"font-weight: bold;\">Related concepts</span>\r\nUnified communications &amp; collaboration (UCC) is the integration of various communications methods with collaboration tools such as virtual white boards, real-time audio and video conferencing, and enhanced call control capabilities. Before this fusion of communications and collaboration tools into a single platform, enterprise collaboration service vendors and enterprise communications service vendors offered distinctly different solutions. Now, collaboration service vendors also offer communications services, and communications service providers have developed collaboration tools.\r\nUnified communications &amp; collaboration as a service (UCCaaS) is cloud-based UCC platforms. Compared to premises-based UCC solutions, UCCaaS platforms offer enhanced flexibility and scalability due to the SaaS subscription model.\r\nUnified communications provisioning is the act of entering and configuring the settings for users of phone systems, instant messaging, telepresence, and other collaboration channels. Provisioners refer to this process as making moves, adds, changes, and deletes or MAC-Ds.","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/Unified_Communications.png"},{"id":152,"title":"Contact Center","alias":"contact-center","description":"A contact center is a central point from where you can contact.\r\nThe contact center typically includes one or more call centers but may include other types of customer contact, as well. A contact center is generally part of an enterprise's overall customer relationship management (CRM) strategy.<br />Contact centers and call centers are both centers for customer service, and the two terms are often used interchangeably, but a contact center supports more services than a typical call center.\r\nContact centers offer omnichannel customer support, including email, chat, voice over IP (VoIP) and website support. A call center typically uses phones as the main channel of communication and can handle a mass volume of calls.<br />Contact centers are used for inbound communication, outbound communication or a hybrid of both. Contact center agents also interact with customers via web chat, phone, email or other communication channels.\r\nThe contact center infrastructure that is necessary to support communications may be located on the same premises as the contact center, or it can be located externally.\r\nIn an on-premises scenario, the company that owns the contact center also owns and manages its own hardware and software. This requires staffing and IT investments that some companies choose to forgo by outsourcing those tasks to cloud providers or hosting companies.","materialsDescription":" <span style=\"font-weight: bold;\">What is a Call Center?</span>\r\nTraditionally, a call center is an office where a large number of call center agents provide customer service over the telephone. Inbound call centers receive calls for customer support and often serve as a knowledge base for tech support, billing questions, and other customer service issues. These call centers focus on quick call resolution times and agent productivity. In outbound call centers, agents make calls rather than receive them. These could be sales calls, marketing offers, surveys, fundraising requests, or debt collection, for example.\r\nThe term “call center” conjures an image for many people of waiting on perpetual hold or being routed through an endless IVR that never gives them what they need. Because so many consumers have had a dreadful customer service experience along these lines, call centers have developed a bad rap. But as legacy phone systems give way to newer digital technologies, call centers are evolving.\r\n<span style=\"font-weight: bold;\">What is a Contact Center?</span>\r\nThe term &quot;contact center&quot; (or “contact centre”) reflects the modern reality that there are many other ways to connect with a customer these days besides by telephone. The combined trends of increased customer expectations and newer technologies that allow for many channels of communication are creating a shift in the traditional call center model which has existed for decades. Consumers want more ways to reach businesses, and businesses are looking for new ways to improve customer experience.\r\nWhile call center agents generally focus on inbound and outbound calls, either on traditional phone lines or over VoIP, contact center agents handle a wide variety of communications. In a modern multichannel contact center, technical support might be delivered over in-app chat or video, while order status updates are delivered via SMS, event promotions are sent as push notifications, surveys are deployed over Facebook Messenger, and sales inquiries received by email are sent directly to an agent to connect by phone. Call centers handle voice communications, contact centers handle all communications.\r\nA company’s contact center is usually integrated with their customer relationship management (CRM) system, where all interactions between the organization and the public are tracked, coordinated, and managed. Depending on the infrastructure and ecosystem, it could be comprised of an alphabet soup of complex components. Many companies have purchased off-the-shelf systems or a highly customized network of technologies from multiple vendors. Some companies have adopted a cloud-based solution or two, but they remain siloed from the rest of their systems and can’t talk to each other.","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/Contact_Center1.png"},{"id":186,"title":"VoIP - Voice over Internet Protocol","alias":"voip-voice-over-internet-protocol","description":"<span style=\"font-weight: bold;\">Voice over Internet Protocol </span>(Voice over IP, VoIP) is a methodology and group of technologies for the delivery of voice communications and multimedia sessions over Internet Protocol (IP) networks, such as the Internet. Other terms commonly associated with VoIP solutions are IP telephony, Internet telephony, broadband telephony, and broadband phone service.\r\nThe term Internet telephony specifically refers to the provisioning of communications services (voice, fax, SMS, voice-messaging) over the public Internet, rather than via the public switched telephone network (PSTN). The steps and principles involved in originating VoIP telephone calls are similar to traditional digital telephony and involve signaling, channel setup, digitization of the analog voice signals, and encoding.\r\nInstead of being transmitted over a circuit-switched network, however, the digital information is packetized, and transmission occurs as IP packets over a packet-switched network. Such transmission entails careful considerations about resource management different from time-division multiplexing (TDM) networks.\r\n\r\n\r\n\r\n","materialsDescription":"<h1 class=\"align-center\"> What are the benefits of VoIP?</h1>\r\n VoIP technology can facilitate tasks and deliver services that might be cumbersome or costly to implement when using traditional PSTN: \r\n<ul><li>More than one phone call can be transmitted on the same broadband phone line. This way, VoIP system can facilitate the addition of telephone lines to businesses without the need for additional physical lines.</li><li>Features that are usually charged extra by telecommunication companies, such as call forwarding, caller ID or automatic redialing, are simple with voice over internet technology.</li><li>Unified Communications are secured with VoIP technology, as it allows integration with other services available on the internet such as video conversation, messaging, etc. </li></ul>\r\n<h1 class=\"align-center\">VoIP programs </h1>\r\nThere are four main types of VoIP technology. Each option has varying levels of complexity which can impact ease of implementation and maintenance.\r\n <span style=\"font-weight: bold;\">Integrated Access</span>\r\nIntegrated access is the VoIP service that most mimics the traditional phone line. With integrated access VoIP, businesses integrate VoIP software and existing, legacy phone systems. This approach lets the business keep its old number and equipment while also gaining access to advanced telecommunications features. \r\n<span style=\"font-weight: bold;\">SIP Trunks</span>\r\n Session Initial Protocol (SIP) transmits voice and video information across a data network, letting VoIP users take advantage of shared lines and increase their communications flexibility. Because all data is sent over a network, businesses can use SIP trunks to replace traditional analog phone networks or use a VoIP gateway to integrate SIP trunking with legacy phone systems. \r\n<span style=\"font-weight: bold;\">Hosted IP PBX</span>\r\n What most people envision when they think of VoIP, this VoIP solution sees a vendor host and operate the private branch exchange, offering unified communications solutions. The business connects to a hosted cloud-based PBX network via its IP network. Phone system hardware is maintained off-site by the hosted IP PBX vendor, and all responsibility for the hardware, software, maintenance, security and upgrades all falls on the hosted PBX provider. \r\n <span style=\"font-weight: bold;\">Managed IP PBX </span>\r\nSimilar to Hosted IP PBX, this version of the unified communication solution is outsourced to a third party that takes care of all management requirements, but instead of phone hardware being off-site, the equipment is housed on-premise by the business. \r\nUnderstanding these different services of VoIP communication can help a business determine the system that best suits its needs. SIP Trunks, for instance, are more attractive to those who want to install their own technology and manage it themselves, while still connecting to VoIP features.\r\n On the other hand, managed IP PBX is a good option for those who don’t have the resources to buy and operate their own VoIP systems. The Hosted IP PBX solution frees the business to select the VoIP management software that works for them and liberates them from the cost and administrative headache of maintaining both voice and data lines and the related carrier partnerships. ","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/VoIP_-_Voice_over_Internet_Protocol.png"},{"id":750,"title":"Biometric Identification","alias":"biometric-identification","description":"<p itemprop=\"headline\">Biometric systems use people’s intrinsic physical characteristics to verify their identification. The characteristics that can be used by biometric systems include fingerprints, facial identification systems, voice recognition systems and in new developments – the analysis of DNA. Biometric security systems are applied wherever there is a need for personal identification where control of access to material objects or information is required.</p>\r\n<p itemprop=\"headline\" class=\"align-center\"><span style=\"font-weight: bold; \">Types of biometric identification</span></p>\r\n<ul><li><span style=\"font-weight: bold; \">DNA Matching.</span> The identification of an individual using the analysis of segments from DNA.</li><li><span style=\"font-weight: bold; \">Ear.</span> The identification of an individual using the shape of the ear.</li><li><span style=\"font-weight: bold; \">Eyes - Iris Recognition.</span> The use of the features found in the iris to identify an individual.</li><li><span style=\"font-weight: bold; \">Eyes - Retina Recognition.</span> The use of patterns of veins in the back of the eye to accomplish recognition.</li><li><span style=\"font-weight: bold; \">Face Recognition. </span>The analysis of facial features or patterns for the authentication or recognition of an individuals identity. Most face recognition systems either use eigenfaces or local feature analysis.</li><li><span style=\"font-weight: bold; \">Fingerprint Recognition.</span> The use of the ridges and valleys (minutiae) found on the surface tips of a human finger to identify an individual.</li><li><span style=\"font-weight: bold; \">Finger Geometry Recognition.</span> The use of 3D geometry of the finger to determine identity.</li><li><span style=\"font-weight: bold; \">Gait.</span> The use of an individuals walking style or gait to determine identity.</li><li><span style=\"font-weight: bold; \">Odour. </span>The use of an individuals odor to determine identity.</li><li><span style=\"font-weight: bold; \">Hand Geometry Recognition. </span>The use of the geometric features of the hand such as the lengths of fingers and the width of the hand to identify an individual.</li><li><span style=\"font-weight: bold; \">Typing Recognition. </span>The use of the unique characteristics of a persons typing for establishing identity.</li><li><span style=\"font-weight: bold; \">Hand Vein Recognition. </span>Vein recognition is a type of biometrics that can be used to identify individuals based on the vein patterns in the human finger or palm.</li><li><span style=\"font-weight: bold; \">Voice - Speaker Identification. </span>Identification is the task of determining an unknown speaker’s identity. Speaker identification is a 1:N (many) match where the voice is compared against N templates. Speaker identification systems can also be implemented covertly without the user’s knowledge to identify talkers in a discussion, alert automated systems of speaker changes, check if a user is already enrolled in a system, etc.</li><li><span style=\"color: rgb(97, 97, 97); \"><span style=\"font-weight: bold; \">Voice - Speaker Verification/Authentication.</span>The use of the voice as a method of determining the identity of a speaker for access control. If the speaker claims to be of a certain identity and the voice is used to verify this claim. Speaker verification is a 1:1 match where one speaker’s voice is matched to one template (also called a “voice print” or “voice model”). Speaker verification is usually employed as a “gatekeeper” in order to provide access to a secure system (e.g.: telephone banking). These systems operate with the user’s knowledge and typically require their cooperation.</span></li><li> <span style=\"font-weight: bold; \">Signature Recognition.</span> The authentication of an individual by the analysis of handwriting style, in particular the signature. There are two key types of digital handwritten signature authentication, Static and Dynamic. Static is most often a visual comparison between one scanned signature and another scanned signature, or a scanned signature against an ink signature. Technology is available to check two scanned signatures using advances algorithms. Dynamic is becoming more popular as ceremony data is captured along with the X,Y,T and P Coordinates of the signor from the signing device. This data can be utilised in a court of law using digital forensic examination tools, and to create a biometric template from which dynamic signatures can be authenticated either at time of signing or post signing, and as triggers in workflow processes.</li></ul>\r\n<br /><br />","materialsDescription":"<h1 class=\"align-center\"> Biometric Identification or Biometric Authentication?<span style=\"font-weight: bold; \"><br /></span></h1>\r\n<span style=\"font-weight: bold; \">Biometric identification</span> answers the question “who are you” and can be applied to both physical and digital scenarios. It is an established solution that is being used in many applications including law enforcement, defense, and border control.\r\nBiometric identification system usually applies to a situation where an organization needs to identify a person. The organization captures a biometric from that individual and then searches a biometric id system repository in an attempt to correctly identify the person. The biometric repository could be managed by a law enforcement agency, such as the Integrated Automated Fingerprint System (IAFIS) run by the FBI in the USA, or be part of a national identity system like India’s UIDAI system.\r\n<span style=\"font-weight: bold; \">Biometric authentication </span>asks the question “can you prove who you are” and is predominantly related to proof of identity in digital scenarios. A <span style=\"font-size:10pt; font-family:Arial; font-style:normal; \">biometric identity verification</span>system will challenge someone to prove their identity and the person has to respond in order to allow them access to a system or service.\r\nBiometric authentication involves use of a factor that is something a person is – a biometric identifier from a person can include a fingerprint, their voice, face, or even their behavior. This biometric is indexed against other identifiers, such as a user id or employee number, with the identifier being matched against a single stored biometric template – one-to-one match.\r\n<h1 class=\"align-center\">Where is biometric identification technology used?</h1>\r\nHistorically, applications using have been predominantly initiated by authorities for military access control, criminal or civil identification under a tightly regulated legal and technical framework. \r\nToday, sectors, including banking, retail, and mobile commerce, are demonstrating a real appetite for the benefits of biometric identity systems.<br />Most importantly, awareness and acceptance have been boosted in the past seven years, as millions of smartphone users are unlocking their phones with a fingerprint or a face. The most typical use cases of biometric technologies are:\r\n<ul><li>Law enforcement and public security (criminal/suspect identification)</li><li>Military (enemy/ally identification)</li><li>Border, travel, and migration control (traveler/migrant/passenger identification)</li><li>Civil identification (citizen/resident/voter identification)</li><li>Healthcare and subsidies (patient/beneficiary/healthcare professional identification)</li><li>Physical and logical access (owner/user/employee/contractor/partner identification)</li><li>Commercial applications (consumer/customer identification)</li></ul>","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/icon_Biometric_Identification.png"}],"characteristics":[],"concurentProducts":[],"jobRoles":[],"organizationalFeatures":[],"complementaryCategories":[],"solutions":[],"materials":[],"useCases":[],"best_practices":[],"values":[],"implementations":[]},"zendesk-chat-zendesk-support-zendesk-guide":{"id":1453,"logoURL":"https://old.roi4cio.com/fileadmin/user_upload/Zendesk.png","logo":true,"scheme":false,"title":"ZENDESK Chat, ZENDESK Support, Zendesk Guide","vendorVerified":0,"rating":"1.40","implementationsCount":0,"suppliersCount":0,"supplierPartnersCount":1,"alias":"zendesk-chat-zendesk-support-zendesk-guide","companyTitle":"Zendesk","companyTypes":["supplier","vendor"],"companyId":4140,"companyAlias":"zendesk","description":"<span style=\"font-weight: 700; \"><br /></span>\r\n<span style=\"font-weight: 700; \">Zendesk Chat Features:</span>\r\n<span style=\"font-weight: 700; \"><br /></span>\r\nAnticipate customer questions and offer help when—and where—they need it most.\r\nRaise your sales. Customers are 3X more likely to make a purchase when you reach out with a chat.\r\nLess wait, more happy. Chat and messaging let agents help more customers in less time, which means happier customers more of the time.\r\n\r\n<span style=\"font-weight: 700; \"><br /></span>\r\n<span style=\"font-weight: 700; \">Zendesk Support Features:</span>\r\n<span style=\"font-weight: 700; \"><br /></span>\r\n\r\n<ul><li>Customer service for humans. Build trust with customers by offering responsive, personalized, support on the channels they prefer.</li><li>Powerfully productive agents. Set agents up for success with effective tools for collaboration, information gathering, and automation.</li><li>Self-service satisfaction. Give customers 24/7 support with easy access to the answers they need, wherever they are.</li><li>Easy does it. Relationships with customers can be complex, but the tools to manage them shouldn’t be. Zendesk Support is intuitive, built with customer support agents in mind. And set-up takes days, not months, which means less training for agents and happier teams overall.</li><li>Make it yours. Zendesk Support is designed to be flexible because no two businesses are exactly alike. Configure any workflow, from the simplest to the most complex, extend your agent’s help desk with hundreds of available apps, or design sophisticated customizations with our API. Everything is possible.</li><li>Come to a better understanding. Zendesk Support provides clear visibility into customer interactions, which helps better serve their needs. This is important because personalized service requires greater context. Using our customer analytics and machine learning capabilities, you can better understand and predict customer satisfaction, measure performance, and uncover actionable insights across your data.</li><li>Our people are your people. Zendesk Support is backed up by a team of experts. Our Advocate Team offers worldwide support across email, phone, and chat – helping you solve problems, not just tickets. Our Success Team can also work as an extension of your team. Through focused service engagements, we can set goals and create strategies across all stages of growth to optimize the experience for your customers.</li></ul>\r\n<span style=\"font-weight: 700; \">Zendesk Guide Features:</span>\r\n<span style=\"font-weight: 700; \"><br /></span>\r\n<ul><li>Grow what you know. Capture your agents’ collective knowledge and build on it over time to respond to support requests more effectively.</li><li>Give them the good stuff. Give customers the most relevant answers and information automatically—and in context—for a faster self-service experience.</li><li>Be better with bots. AI powered Answer Bot can resolve high-frequency, low-touch tickets by sending customers relevant articles while they wait for an agent.</li><li>Get smarter as you go. Measure and score the popularity and effectiveness of your content to see what needs work, and what you should write next.</li><li>A powerful pair. Zendesk Support works with Guide to make your knowledge base smarter. When customers use self-service, Guide tracks that activity and sends it to Support in the form of contextual insights in Pathfinder that help agents analyze customer activity and solve tickets faster. This info is fed back into Guide, which continuously improves and refines the info it offers to both agents and customers.</li><li>You have what it takes. With Guide, setting up a well-stocked knowledge base is easy. The Knowledge Capture app allows agents to turn every customer interaction into new content, flag old content for improvements, and even search for articles to share in tickets. This continuous feedback loop creates a treasure trove of knowledge for agents—both new and old—and helps get your self-service up and running right out of the gate.</li><li>Know thy self-service. Guide lets you create a single version of your content and then distribute it everywhere at once. You don’t have to worry about device incompatibility or what version of content is out in the wild. Articles are automatically optimized so they’re easy to find on search engines or on your own help center. And with Zendesk Embeddables, the most relevant articles are matched and recommended to customers based on their browsing activity.</li><li>Thanks a bot. The Guide Answer Bot lends agents a helping hand, reducing their workload and freeing them up to focus on problems that require a human touch. Using artificial intelligence, Answer Bot automatically resolves high-frequency and low-touch tickets by suggesting relevant articles to customers while they wait for an agent. And Answer Bot keeps getting smarter. It learns from each customer interaction and trains itself to deliver more relevant and customized content with each solved ticket.</li></ul>","shortDescription":"Zendesk решение: ZENDESK Chat, ZENDESK Support, Zendesk Guide","type":null,"isRoiCalculatorAvaliable":false,"isConfiguratorAvaliable":false,"bonus":100,"usingCount":10,"sellingCount":16,"discontinued":0,"rebateForPoc":0,"rebate":0,"seo":{"title":"ZENDESK Chat, ZENDESK Support, Zendesk Guide","keywords":"","description":"<span style=\"font-weight: 700; \"><br /></span>\r\n<span style=\"font-weight: 700; \">Zendesk Chat Features:</span>\r\n<span style=\"font-weight: 700; \"><br /></span>\r\nAnticipate customer questions and offer help when—and where—they need it most.\r\nRaise your sales. Cu","og:title":"ZENDESK Chat, ZENDESK Support, Zendesk Guide","og:description":"<span style=\"font-weight: 700; \"><br /></span>\r\n<span style=\"font-weight: 700; \">Zendesk Chat Features:</span>\r\n<span style=\"font-weight: 700; \"><br /></span>\r\nAnticipate customer questions and offer help when—and where—they need it most.\r\nRaise your sales. Cu","og:image":"https://old.roi4cio.com/fileadmin/user_upload/Zendesk.png"},"eventUrl":"","translationId":1454,"dealDetails":null,"roi":null,"price":null,"bonusForReference":null,"templateData":[],"testingArea":"","categories":[{"id":71,"title":"CRM - Customer Relationship Management","alias":"crm-customer-relationship-management","description":"<span style=\"font-weight: bold;\">Customer service</span> is the provision of service to customers before, during and after a purchase. The perception of success of such interactions is dependent on employees &quot;who can adjust themselves to the personality of the guest&quot;. Customer service concerns the priority an organization assigns to customer service relative to components such as product innovation and pricing. In this sense, an organization that values good customer service may spend more money in training employees than the average organization or may proactively interview customers for feedback.\r\nA <span style=\"font-weight: bold;\">customer support</span> is a range of customer services to assist customers in making cost effective and correct use of a product. It includes assistance in planning, installation, training, trouble shooting, maintenance, upgrading, and disposal of a product. These services even may be done at customer's side where he/she uses the product or service. In this case it is called &quot;at home customer services&quot; or &quot;at home customer support.&quot;\r\nRegarding technology, products such as mobile phones, televisions, computers, software products or other electronic or mechanical goods, it is termed technical support. \r\nCustomer service may be provided by a person (e.g., sales and service representative), or by automated means, such as kiosks, Internet sites, and apps.\r\n<span style=\"font-weight: bold;\">CRM </span>(Customer Relationship Management) is an approach to manage a company's interaction with current and potential customers. It uses data analysis about customers' history with a company to improve business relationships with customers, specifically focusing on customer retention and ultimately driving sales growth.\r\nOne important aspect of the CRM approach is the systems of CRM that compile data from a range of different communication channels, including a company's website, telephone, email, live chat, marketing materials and more recently, social media. Through the CRM approach and the systems used to facilitate it, businesses learn more about their target audiences and how to best cater to their needs.\r\nCRM helps users focus on their organization’s relationships with individual people including customers, service users, colleagues, or suppliers.\r\nWhen people talk about customer relationship management system, they might mean any of three things: \r\n<ul><li><span style=\"font-weight: bold;\">CRM as Technology</span>: This is a technology product, often in the cloud, that teams use to record, report and analyse interactions between the company and users. This is also called a CRM system or solution.</li><li><span style=\"font-weight: bold;\">CRM as a Strategy</span>: This is a business’ philosophy about how relationships with customers and potential customers should be managed.&nbsp; </li><li><span style=\"font-weight: bold;\">CRM as a Process</span>: Think of this as a system a business adopts to nurture and manage those relationships.</li></ul>\r\n<br /><br /><br />","materialsDescription":"<h1 class=\"align-center\"><span style=\"font-weight: normal;\">Why is CRM important?</span></h1>\r\nCRM management system enables a business to deepen its relationships with customers, service users, colleagues, partners and suppliers.\r\nForging good relationships and keeping track of prospects and customers is crucial for customer acquisition and retention, which is at the heart of a CRM’s function. You can see everything in one place — a simple, customizable dashboard that can tell you a customer’s previous history with you, the status of their orders, any outstanding customer service issues, and more.\r\nGartner predicts that by 2021, CRM technology will be the single largest revenue area of spending in enterprise software. If your business is going to last, you know that you need a strategy for the future. For forward-thinking businesses, CRM is the framework for that strategy.\r\n<h1 class=\"align-center\"><span style=\"font-weight: normal;\">What are the benefits of CRM?</span></h1>\r\nBy collecting and organising data about customer interactions, making it accessible and actionable for all, and facilitating analysis of that data, CRM offers many benefits and advantages.<br />The benefits and advantages of CRM include:\r\n<ul><li>Enhanced contact management</li><li>Cross-team collaboration</li><li>Heightened productivity</li><li>Empowered sales management</li><li>Accurate sales forecasting</li><li>Reliable reporting</li><li>Improved sales metrics</li><li>Increased customer satisfaction and retention</li><li>Boosted marketing ROI</li><li>Enriched products and services</li></ul>\r\n<h1 class=\"align-center\"><span style=\"font-weight: normal;\">What are the key features of most popular CRM software programs?</span></h1>\r\nWhile many CRM solutions differ in their specific value propositions — depending on your business size, priority function, or industry type — they usually share some core features. These, in fact, are the foundation of any top CRM software, without which you might end up using an inferior app or an over-rated address book. So, let’s discuss the key features you need to look for when figuring out the best CRM software for your business.\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Contact management</span>. The best CRM solutions aren’t just an address book that only organizes contact details. It manages customer data in a centralized place and gives you a 360-degree view of your customers. You should be able to organize customers’ personal information, demographics, interactions, and transactions in ways that are meaningful to your goals or processes. Moreover, a good contact management feature lets you personalize your outreach campaign. By collecting personal, social, and purchase data, it will help you to segment target audience groups in different ways.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Reporting and dashboards</span>. These features of customer relationship management allow you to use analytics to interpret customer data. Reporting is very useful if you want to consolidate disparate data and churn out insights in different visualizations. This lets you make better decisions or proactively deal with market trends and customer behavioral patterns. The more visual widgets a CRM software has, the better you can present reports. Furthermore, a best customer relationship management software will generate real-time data, making reporting more accurate and timely. Reporting also keeps you tab on sales opportunities like upsell, resell, and cross-sell, especially when integrated with e-commerce platforms.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Lead management</span>. These features let you manage leads all the way to win-loss stage. They pave a clear path to conversion, so you can quickly assess how the business is performing. One of the main three legs that comprises the best client relationship management software (the other two being contact management and reporting), lead management unburdens the sales team from follow-ups, tracking, and repetitive tasks.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Deals and tasks</span>. Deals and tasks are closely associated with leads. Deals are leads at the negotiation stage, so it’s critical to keep a close eye on their associated tasks for a higher chance of conversion.<br />CRM software tools should also let you track both deals and tasks in their respective windows or across the sales stages. Whether you’re viewing a contact or analyzing the sales pipeline, you should be able to immediately check the deal’s tasks and details. Deals and tasks should also have user permissions to protect leaks of sensitive data. Similarly, alerts are critical to tasks so deadlines are met. Notifications are usually sent via email or prominently displayed on the user’s dashboard.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Campaign management</span>. Solid CRM software will integrate this feature to enable marketing processes from outreach concept to A/B testing to deployment and to post analysis. This will allow you to sort campaigns to target segments in your contacts and define deployment strategies. You will also be able to define metrics for various channels, then plow back the insights generated by post-campaign analytics into planning more campaigns.<br />Recurring outreach efforts can also be automated. For instance, you can set to instantly appropriate content to contacts based on their interest or send tiered autoresponders based on campaign feedback.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Email management</span>. By integrating with popular email clients like Gmail and Outlook, CRM solutions can capture email messages and sort important details that can be saved in contacts or synced with leads. They can also track activities like opened emails, forwarded emails, clicked links, and downloaded files. Emails can also be qualified for prospecting.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Social media management. </span>Popular CRM systems feature an integrated social media management where you can view different social media pages from the CRM’s interface. This is a convenient way to post, reply on, and manage all your pages. Likewise, this feature gives you a better perspective on how customers are interacting with your brand. A glean of their likes and dislikes, interests, shares, and public conversations helps you to assess customer biases and preferences. Customers are also increasingly using social media to contact companies; hence, a good CRM should alert you for brand mentions.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Mobile access</span>. With more users accessing apps via mobile devices, many vendors have been prioritizing mobile-first platforms. Emergence Capital Partners study found over 300 mobile-first apps so far and CRM is definitely one their targets. Many CRM solutions have both Android and iOS apps. Mobile access works in two ways to be highly appreciated: accessing data and inputting data while on location. Field sales with the latest sales information on hand may be able to interest prospects better. Conversely, sales reps can quickly update deals across the pipeline even as they come off a client meeting.</li></ul>\r\n\r\n","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/CRM_-_Customer_Relationship_Management.png"},{"id":152,"title":"Contact Center","alias":"contact-center","description":"A contact center is a central point from where you can contact.\r\nThe contact center typically includes one or more call centers but may include other types of customer contact, as well. A contact center is generally part of an enterprise's overall customer relationship management (CRM) strategy.<br />Contact centers and call centers are both centers for customer service, and the two terms are often used interchangeably, but a contact center supports more services than a typical call center.\r\nContact centers offer omnichannel customer support, including email, chat, voice over IP (VoIP) and website support. A call center typically uses phones as the main channel of communication and can handle a mass volume of calls.<br />Contact centers are used for inbound communication, outbound communication or a hybrid of both. Contact center agents also interact with customers via web chat, phone, email or other communication channels.\r\nThe contact center infrastructure that is necessary to support communications may be located on the same premises as the contact center, or it can be located externally.\r\nIn an on-premises scenario, the company that owns the contact center also owns and manages its own hardware and software. This requires staffing and IT investments that some companies choose to forgo by outsourcing those tasks to cloud providers or hosting companies.","materialsDescription":" <span style=\"font-weight: bold;\">What is a Call Center?</span>\r\nTraditionally, a call center is an office where a large number of call center agents provide customer service over the telephone. Inbound call centers receive calls for customer support and often serve as a knowledge base for tech support, billing questions, and other customer service issues. These call centers focus on quick call resolution times and agent productivity. In outbound call centers, agents make calls rather than receive them. These could be sales calls, marketing offers, surveys, fundraising requests, or debt collection, for example.\r\nThe term “call center” conjures an image for many people of waiting on perpetual hold or being routed through an endless IVR that never gives them what they need. Because so many consumers have had a dreadful customer service experience along these lines, call centers have developed a bad rap. But as legacy phone systems give way to newer digital technologies, call centers are evolving.\r\n<span style=\"font-weight: bold;\">What is a Contact Center?</span>\r\nThe term &quot;contact center&quot; (or “contact centre”) reflects the modern reality that there are many other ways to connect with a customer these days besides by telephone. The combined trends of increased customer expectations and newer technologies that allow for many channels of communication are creating a shift in the traditional call center model which has existed for decades. Consumers want more ways to reach businesses, and businesses are looking for new ways to improve customer experience.\r\nWhile call center agents generally focus on inbound and outbound calls, either on traditional phone lines or over VoIP, contact center agents handle a wide variety of communications. In a modern multichannel contact center, technical support might be delivered over in-app chat or video, while order status updates are delivered via SMS, event promotions are sent as push notifications, surveys are deployed over Facebook Messenger, and sales inquiries received by email are sent directly to an agent to connect by phone. Call centers handle voice communications, contact centers handle all communications.\r\nA company’s contact center is usually integrated with their customer relationship management (CRM) system, where all interactions between the organization and the public are tracked, coordinated, and managed. Depending on the infrastructure and ecosystem, it could be comprised of an alphabet soup of complex components. Many companies have purchased off-the-shelf systems or a highly customized network of technologies from multiple vendors. Some companies have adopted a cloud-based solution or two, but they remain siloed from the rest of their systems and can’t talk to each other.","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/Contact_Center1.png"},{"id":337,"title":"Sales","alias":"sales","description":" Sales are activities related to selling or the number of goods or services sold in a given targeted time period.\r\nThe seller, or the provider of the goods or services, completes a sale in response to an acquisition, appropriation, requisition, or a direct interaction with the buyer at the point of sale. There is a passing of title (property or ownership) of the item, and the settlement of a price, in which agreement is reached on a price for which transfer of ownership of the item will occur. The seller, not the purchaser, typically executes the sale and it may be completed prior to the obligation of payment. In the case of indirect interaction, a person who sells goods or service on behalf of the owner is known as a salesman or saleswoman or salesperson, but this often refers to someone selling goods in a store/shop, in which case other terms are also common, including salesclerk, shop assistant, and retail clerk.\r\nIn common law countries, sales are governed generally by the common law and commercial codes. In the United States, the laws governing sales of goods are somewhat uniform to the extent that most jurisdictions have adopted Article 2 of the Uniform Commercial Code, albeit with some non-uniform variations.\r\nA person or organization expressing an interest in acquiring the offered item of value is referred to as a potential buyer, prospective customer, or prospect. Buying and selling are understood to be two sides of the same &quot;coin&quot; or transaction. Both seller and buyer engage in a process of negotiation to consummate the exchange of values. The exchange, or selling, process has implied rules and identifiable stages. It is implied that the selling process will proceed fairly and ethically so that the parties end up nearly equally rewarded. The stages of selling, and buying, involve getting acquainted, assessing each party's need for the other's item of value, and determining if the values to be exchanged are equivalent or nearly so, or, in buyer's terms, &quot;worth the price&quot;. Sometimes, sellers have to use their own experiences when selling products with appropriate discounts.\r\nAlthough the skills required are different, from a management viewpoint, sales is a part of marketing. Sales often form a separate grouping in a corporate structure, employing separate specialist operatives known as salespersons (singular: salesperson). Selling is considered by many to be a sort of persuading &quot;art&quot;. Contrary to popular belief, the methodological approach of selling refers to a systematic process of repetitive and measurable milestones, by which a salesman relates his or her offering of a product or service in return enabling the buyer to achieve their goal in an economic way.","materialsDescription":" <span style=\"font-weight: bold;\">What's the Difference Between Sales and Marketing?</span>\r\nSales and Marketing: two terms we often hear together when working with mid-size companies. In some ways, this is logical because the two need to work together. But in fact, Sales and Marketing are two very different functions and require very different skills.\r\nBusiness leaders know what Operations are; they make stuff. They know what Accounting is; they record and control the money. And they know what Sales do; they sell stuff. So if you are not making stuff, selling stuff, or recording the money—what is marketing and why do you need it?\r\nWhat's the difference between Sales and Marketing? To answer this question, let's define what Sales and Marketing are separately and how they support one another.\r\n<span style=\"font-style: italic;\"><span style=\"font-weight: bold;\">What is Marketing? Aligning with Customers, Now and for the Future</span></span>\r\nA key job of Marketing is to understand the marketplace from the perspective of the customer looking back towards the company and helping lead the company where it should be in the future. Marketing’s job is to direct the organization toward the segments, or groups of customers and channels where the company can profitably compete. It should help the organization see how it needs to modify its product offerings, pricing, and communication so that it meets the needs of the distribution channel or end customers.\r\nMarketing also needs to convert the market understanding into tools and tactics to attract the market, build (often digital) relationships, and develop leads. Without Sales, Marketing efforts run short. Marketing directs Sales as to where they should be hunting and what ammo to use. Note, however, that if Marketing becomes a sales support function focused only on the now, the future can become lost.\r\n<span style=\"font-style: italic;\"><span style=\"font-weight: bold;\">Without Marketing, Sales Suffers</span></span>\r\nNot even the best hunter can bring home dinner if they are shooting blanks at decoys. Markets are constantly changing. The job of marketing is to stay ahead of the changes and help the hunters see where they should be hunting and provide them with the right ammunition. If Marketing is only focused on delivering the ammunition for today, nobody will see where the industry is moving or where the company needs to hunt next. This limits growth not only for Sales and Marketing but also for your entire organization.\r\n<span style=\"font-style: italic;\"><span style=\"font-weight: bold;\">Can You be Both Sales and Marketing?</span></span>\r\nIn all my years, working for companies that ranged from Fortune 100 to mid-size companies I have never met anyone who was really good at both sales and marketing. I have held the title of VP of Sales and Marketing, managing a 500 person sales and merchandising force. I was really a marketing person with sales authority. The skills required to focus on the now and the push of sales are different. In many ways, they are contrary to the skills of looking to the future and the customer perspective of marketing.\r\nEvery Sales organization feels they have a good understanding of their customers. But every Sales conversation with a customer has a sales transaction lurking in the background. Therefore, customers can never be completely open about their needs and want when talking to a sales person.\r\nFor a company to really grow, someone must have the job of looking out the window towards where the company needs to go in the future. For many companies, this is the job of the CEO and Sales hires someone to do some sales support and gives them a marketing title. But as companies grow, the job of CEO starts to become a full-time job in itself and the strategic role of Marketing gets short-changed. A study of mid-size companies by the University of Texas showed that companies that separated the roles of Marketing and Sales were much more likely to grow faster than the industry average.\r\n<span style=\"font-style: italic;\"><span style=\"font-weight: bold;\">Sales and Marketing: Today and the Future</span></span>\r\nSales need to be focused on the now. You can’t run a company unless your sales team is focused on bringing in today’s business. But you can’t really ask your Sales leaders where the company should go next and to develop the 18-month plan to get there without losing focus on today’s revenue. Besides, if your sales executive was really good at developing future-focused business strategies and tying that strategy to the plans and tools of marketing to make it happen, they would be a marketing person and not a now-focused sales person.","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/icon_Sales.png"},{"id":339,"title":"Marketing","alias":"marketing","description":" Marketing is the study and management of exchange relationships. It is the business process of creating relationships with and satisfying customers. Because marketing is used to attract customers, it is one of the primary components of business management and commerce. Marketers can direct product to other businesses (B2B marketing) or directly to consumers (B2C marketing).\r\nRegardless of who is being marketed to, several factors, including the perspective the marketers will use. These market orientations determine how marketers will approach the planning stage of marketing. This leads into the marketing mix, which outlines the specifics of the product and how it will be sold. This can in turn, be affected by the environment surrounding the product, the results of marketing research and market research, and the characteristics of the product's target market.\r\nOnce these factors are determined, marketers must then decide what methods will be used to market the product. This decision is based on the factors analyzed in the planning stage as well as where the product is in the product life cycle.\r\nMarketing is defined by the American Marketing Association as &quot;the activity, set of institutions, and processes for creating, communicating, delivering, and exchanging offerings that have value for customers, clients, partners, and society at large&quot;. The term developed from the original meaning which referred literally to going to market with goods for sale. From a sales process engineering perspective, marketing is &quot;a set of processes that are interconnected and interdependent with other functions of a business aimed at achieving customer interest and satisfaction&quot;.\r\nPhilip Kotler defined marketing as &quot;Satisfying needs and wants through an exchange process&quot;, and a decade later defines it as “a social and managerial process by which individuals and groups obtain what they want and need through creating, offering and exchanging products of value with others.”\r\nThe Chartered Institute of Marketing defines marketing as &quot;the management process responsible for identifying, anticipating and satisfying customer requirements profitably&quot;. A similar concept is the value-based marketing which states the role of marketing to contribute to increasing shareholder value. In this context, marketing can be defined as &quot;the management process that seeks to maximise returns to shareholders by developing relationships with valued customers and creating a competitive advantage&quot;.\r\nIn the past, marketing practice tended to be seen as a creative industry, which included advertising, distribution and selling. However, because the academic study of marketing makes extensive use of social sciences, psychology, sociology, mathematics, economics, anthropology and neuroscience, the profession is now widely recognized as a science, allowing numerous universities to offer Master-of-Science (MSc) programs.\r\nThe process of marketing is that of bringing a product to market, which includes these steps: broad market research; market targeting and market segmentation; determining distribution, pricing and promotion strategies; developing a communications strategy; budgeting; and visioning long-term market development goals. Many parts of the marketing process (e.g. product design, art director, brand management, advertising, inbound marketing, copywriting etc.) involve use of the creative arts.","materialsDescription":"<span style=\"font-weight: bold; \">What the differences between B2B and B2C Marketing?</span>\r\nThe different goals of B2B and B2C marketing lead to differences in the B2B and B2C markets. The main differences in these markets are demand, purchasing volume, amount of customers, customer concentration, distribution, buying nature, buying influences, negotiations, reciprocity, leasing and promotional methods.\r\n<span style=\"font-style: italic; \">Demand:</span> B2B demand is derived because businesses buy products based on how much demand there is for the final consumer product. Businesses buy products based on customer's wants and needs. B2C demand is primarily because customers buy products based on their own wants and needs.\r\n<span style=\"font-style: italic; \">Purchasing Volume:</span> Businesses buy products in large volumes to distribute to consumers. Consumers buy products in smaller volumes suitable for personal use.\r\n<span style=\"font-style: italic; \">Amount of Customers:</span> There are relatively fewer businesses to market to than direct consumers.\r\n<span style=\"font-style: italic; \">Customer Concentration:</span> Businesses that specialize in a particular market tend to be geographically concentrated while customers that buy products from these businesses are not concentrated.\r\n<span style=\"font-style: italic; \">Distribution:</span> B2B products pass directly from the producer of the product to the business while B2C products must additionally go through a wholesaler or retailer.\r\n<span style=\"font-style: italic; \">Buying Nature:</span> B2B purchasing is a formal process done by professional buyers and sellers while B2C purchasing is informal.\r\n<span style=\"font-style: italic; \">Buying Influences:</span> B2B purchasing is influenced by multiple people in various departments such as quality control, accounting, and logistics while B2C marketing is only influenced by the person making the purchase and possibly a few others.\r\n<span style=\"font-style: italic; \">Negotiations:</span> In B2B marketing, negotiating for lower prices or added benefits is commonly accepted while in B2C marketing (particularly in Western cultures) prices are fixed.\r\n<span style=\"font-style: italic; \">Reciprocity:</span> Businesses tend to buy from businesses they sell to. For example, a business that sells printer ink is more likely to buy office chairs from a supplier that buys the business's printer ink. In B2C marketing, this does not occur because consumers are not also selling products.\r\n<span style=\"font-style: italic; \">Leasing:</span> Businesses tend to lease expensive items while consumers tend to save up to buy expensive items.\r\n<span style=\"font-style: italic; \">Promotional Methods:</span> In B2B marketing, the most common promotional method is personal selling. B2C marketing mostly uses sales promotion, public relations, advertising, and social media.\r\n<span style=\"font-weight: bold; \">What are marketing orientations?</span>\r\nA marketing orientation has been defined as a &quot;philosophy of business management.&quot; or &quot;a corporate state of mind&quot; or as an &quot;organization[al] culture&quot;. Although scholars continue to debate the precise nature of specific orientations that inform marketing practice, the most commonly cited orientations are as follows:\r\n<span style=\"font-style: italic; \"><span style=\"font-weight: bold; \">Product</span></span>\r\nA firm employing a product orientation is mainly concerned with the quality of its product. A product orientation is based on the assumption that all things being equal, consumers will purchase products of superior quality. The approach is most effective when the firm has deep insights into customer needs and desires as derived from research and/or intuition and understands consumer's quality expectations and price consumers are willing to pay. Although the product orientation has largely been supplanted by the marketing orientation, firms practicing a product orientation can still be found in haute couture and arts marketing.\r\n<span style=\"font-style: italic; \"><span style=\"font-weight: bold; \">Sales</span></span>\r\nA sales orientation focuses on the selling/promotion of the firm's existing products, rather than developing new products to satisfy unmet needs or wants. This orientation seeks to attain the highest possible sales through promotion and direct sales techniques. The sales orientation &quot;is typically practiced with unsought goods.&quot; One study found that industrial companies are more likely to hold a sales orientation than consumer goods companies. The approach may also suit scenarios in which a firm holds dead stock, or otherwise sells a product that is in high demand, with little likelihood of changes in consumer tastes diminishing demand.\r\nA 2011 meta-analyses found that the factors with the greatest impact on sales performance are a salesperson's sales-related knowledge (knowledge of market segments, sales presentation skills, conflict resolution, and products), degree of adaptiveness (changing behavior based on the aforementioned knowledge), role clarity (salesperson's role is to expressly to sell), cognitive aptitude (intelligence) and work engagement (motivation and interest in a sales role).\r\n<span style=\"font-style: italic; \"><span style=\"font-weight: bold; \">Production</span></span>\r\nA firm focusing on a production orientation specializes in producing as much as possible of a given product or service in order to achieve economies of scale or economies of scope. A production orientation may be deployed when a high demand for a product or service exists, coupled with certainty that consumer tastes and preferences remain relatively constant (similar to the sales orientation). The so-called production era is thought to have dominated marketing practice from the 1860s to the 1930s, but other theorists argue that evidence of the production orientation can still be found in some companies or industries. Specifically, Kotler and Armstrong note that the production philosophy is &quot;one of the oldest philosophies that guides sellers... [and] is still useful in some situations.&quot;\r\n<span style=\"font-style: italic; \"><span style=\"font-weight: bold; \">Marketing</span></span>\r\nThe marketing orientation is the most common orientation used in contemporary marketing. It is a customer-centric approach that involves a firm basing its marketing program around products that suit new consumer tastes. Firms adopting a marketing orientation typically engage in extensive market research to gauge consumer desires, use R&amp;D (Research &amp; Development) to develop a product attuned to the revealed information, and then utilize promotion techniques to ensure consumers are aware of the product's existence and the benefits it can deliver. Scales designed to measure a firm's overall market orientation have been developed and found to be robust in a variety of contexts.\r\nThe marketing orientation has three prime facets, which are:\r\n<span style=\"font-style: italic; \">Customer orientation:</span> A firm in the market economy can survive by producing goods that people are willing and able to buy. Consequently, ascertaining consumer demand is vital for a firm's future viability and even existence as a going concern.\r\n<span style=\"font-style: italic; \">Organizational orientation:</span> The marketing department is of prime importance within the functional level of an organization. Information from the marketing department is used to guide the actions of a company's other departments.\r\nAs an example, a marketing department could ascertain (via marketing research) that consumers desired a new type of product or a new usage for an existing product. With this in mind, the marketing department would inform the R&amp;D department to create a prototype of a product/service based on consumers' new desires.\r\nThe production department would then start to manufacture the product, while the marketing department would focus on the promotion, distribution, pricing, etc. of the product. Additionally, a firm's finance department would be consulted, with respect to securing appropriate funding for the development, production, and promotion of the product. Finance may oppose the required capital expenditure since it could undermine a healthy cash flow for the organization.\r\n<span style=\"font-style: italic;\">Mutually beneficial exchange:</span> In a transaction in the market economy, a firm gains revenue, which thus leads to more profits, market shares, and/or sales. A consumer, on the other hand, gains the satisfaction of a need/want, utility, reliability and value for money from the purchase of a product or service.\r\n<span style=\"font-style: italic;\"><span style=\"font-weight: bold;\">Societal marketing</span></span>\r\nA number of scholars and practitioners have argued that marketers have a greater social responsibility than simply satisfying customers and providing them with superior value. Marketing organizations that have embraced the societal marketing concept typically identify key stakeholder groups such as employees, customers, and local communities. Companies that adopt a societal marketing perspective typically practice triple bottom line reporting whereby they publish social impact and environmental impact reports alongside financial performance reports. Sustainable marketing or green marketing is an extension of societal marketing.","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/icon_Marketing.png"},{"id":341,"title":"Customer Service","alias":"customer-service","description":" Customer service is the process of ensuring customer satisfaction with a product or service. Often, customer service takes place while performing a transaction for the customer, such as making a sale or returning an item. Customer service can take the form of in-person interaction, a phone call, self-service systems, or by other means.\r\nCustomer service is an important part of maintaining ongoing client relationships, which is key to continuing revenue. For this reason, many companies have worked hard to increase their customer satisfaction levels.\r\nMost successful businesses recognize the importance of providing outstanding customer service. Courteous and empathetic interaction with a trained customer service representative can mean the difference between losing or retaining a customer.\r\nWhen problems arise, customers should receive timely attention to the issue. Prompt attention to emails and phone calls is critical to maintaining good relations. Requiring customers to stand in long lines or sit on hold can sour an interaction before it begins.\r\nIdeally, customer service should be a one-stop endeavor for the consumer. For example, if a customer calls a helpline regarding a problem with a product, the customer service representative should follow through with the customer until the issue is fully resolved.\r\nThis may entail scheduling appointments with in-person repair personnel if the problem cannot be resolved on the phone, or transferring a call to skilled technicians in another department. Proactively following up with the customer to ensure that he or she is fully satisfied is another smart move.","materialsDescription":" What are customer service standards?\r\nCustomer service standards are an internal corporate set of rules governing the company's customer service activities, an algorithm for communicating with customers, and general standards for responding to unusual situations. The standard of customer service is an integral part of the corporate standard of the company.\r\nFunctions of customer service standards:\r\n<ol><li>To order. The client does not encounter problems, does not see them, which means that he is confident that all the staff without exception are professionals who know their business.</li><li>To control. It is difficult to assess and monitor the work of each manager if there are no clear criteria for evaluation. At the same time, the implementation of the sales plan cannot be the only parameter of the assessment; you need to know whether the manager of customer service standards adopted in this company adheres.</li><li>To adapt. Among other things, the availability of customer service standards simplifies the procedure.</li></ol>\r\nCustomer service standards are effective if the customer does not see the difference between the work of two (or more) managers, and sees only “proprietary” service, always the same, regardless of any external factors or circumstances. The customer service standard, which has been tested in practice, backed up by experience (perhaps even someone else's), created on the basis of analytical studies and recognized methods, can be called &quot;gold&quot;. It allows you to increase profits, improve the image of the company, attract new customers.\r\nCustomer service standards are an important part of the company's brand. But, in addition, the standards are necessary and other units, in particular, the department to work with staff. Therefore, their development must take into account the needs of all interested services of the company.\r\n<span style=\"font-weight: bold; \">What is the purpose of introducing customer service standards in the company?</span>\r\nThe objectives of implementing the standards are as follows:\r\n<ul><li>For employees with experience: minimize the number of erroneous and unnecessary actions. The result of this will be saving time of each employee (no errors - no need to spend time correcting them). And, as a result, increased productivity.</li><li>For novice employees: customer service standards allow you to transfer the necessary knowledge in the most concise manner and in a short time.</li><li>For the company: the abolition of dependence on the old-timers. Not all employees who have worked in the company for many years (or even since the day of foundation) are able to resist the so-called star disease. Having knowledge and experience, a person loses the ability to objectively evaluate his work, he begins to think that he is the best manager in the company. It can end very badly - in the event of dismissal, such an employee will take the base, and turn clients against the company. Standards for customer service are needed to ensure that all employees can be assessed on a single scale, based on the actual benefits they bring to the company, as well as the attitude of the employee to the company.</li><li>For the company: the uniformity of control activities of managers. Standards are unequivocal, exclude double interpretations, and therefore cannot cause controversy about the rightness of an employee or employer.</li><li>For managers: the standards of uniform customer service are the same for all managers, and this makes it possible to make the pay of each manager absolutely transparent and intelligible. Realizing that there will be no double interpretations, the manager may not be afraid that he will be paid less than expected - all his mistakes and achievements are immediately visible and understandable.</li></ul>\r\n<span style=\"font-weight: bold; \">The application of service standards allows you:</span>\r\n<ul><li>to develop a company style in dealing with clients;</li><li>to increase the effectiveness of the work of managers with new customers;</li><li>to bring the quality of communication with customers to a higher level;</li><li>to create a positive opinion of the company about the company, so that it can be recommended to its acquaintances, thus increasing the number of potential and then real customers;</li><li>to minimize conflicts between the manager and the customer;</li><li>to develop a technology for training newcomers;</li><li>to transfer the assessment of the work of the manager from the subjective to the objective, transparent and understandable to everyone;</li><li>to establish a procedure for controlling the work of personnel;</li><li>to increase the motivation of managers to work.</li></ul>\r\n<span style=\"font-weight: bold;\">Benefits of applying service standards</span>\r\n<ul><li>The accumulation of experience: the entire base focuses on the company, and not on the hands of managers, &quot;old-timers.&quot; Thus, the departure of one or several “old” employees does not become a “natural disaster” for the company.</li><li>Motivation, analysis and control: customer service standards make it possible to develop a transparent scheme of managers' motivation based on a clear, almost mathematical analysis of their work. The sales process is optimized.</li><li>Setting goals. With the help of standards, the company has the ability to set clear, reasonable plans. This allows you to keep the atmosphere in the team friendly and stable, and the lack of &quot;muffled&quot; tasks - to increase the loyalty of managers to the company.</li><li>Standards of customer service is a fairly mobile system that allows you to immediately detect errors in working with clients and quickly eliminate them. In addition, at any stage of working with a client, the head of the sales department can intervene in the process, noticing an error in the work of the manager, and even be proactive in order to prevent an error to which the manager is heading.</li><li>Quick and easy start for beginners. Customer service standards are actually a knowledge base, collected, analyzed, and streamlined. Such information is easily transmitted and assimilated by beginners, which means that the beginner quickly gets to work and starts to make a profit. In addition, a newbie will not spoil relations with a client by awkward actions, since he already knows what to do in any conflict and problem situations.</li><li>Customer confidence. Customer service standards allow the latter to feel confident in the company - no matter where the customer is, he will always easily recognize “his” company by brand features and can be absolutely sure that in a small town they will be served as qualitatively as in a million-plus city, because that the company is well aware of their work. So, such a company can be trusted.</li></ul>","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/icon_Customer_Service.png"}],"characteristics":[],"concurentProducts":[],"jobRoles":[],"organizationalFeatures":[],"complementaryCategories":[],"solutions":[],"materials":[],"useCases":[],"best_practices":[],"values":[],"implementations":[]},"zendesk-chat-zendesk-support-zendesk-guide-zendesk-talk":{"id":1451,"logoURL":"https://old.roi4cio.com/fileadmin/user_upload/Zendesk.png","logo":true,"scheme":false,"title":"ZENDESK Chat, ZENDESK Support, Zendesk Guide, ZENDESK Talk","vendorVerified":0,"rating":"1.40","implementationsCount":0,"suppliersCount":0,"supplierPartnersCount":1,"alias":"zendesk-chat-zendesk-support-zendesk-guide-zendesk-talk","companyTitle":"Zendesk","companyTypes":["supplier","vendor"],"companyId":4140,"companyAlias":"zendesk","description":"&nbsp;<span style=\"font-weight: 700; \">Zendesk Chat&nbsp;</span><span style=\"font-weight: bold; \">Features:</span>\r\n<ul><li>Anticipate customer questions and offer help when—and where—they need it most.</li><li>Raise your sales. Customers are 3X more likely to make a purchase when you reach out with a chat.</li><li>Less wait, more happy. Chat and messaging let agents help more customers in less time, which means happier customers more of the time.</li></ul>\r\n\r\n<span style=\"font-weight: 700; \">Zendesk Support&nbsp;</span><span style=\"font-weight: 700; \">Features</span><span style=\"font-weight: bold; \">:</span>\r\n<ul><li>Customer service for humans.&nbsp;Build trust with customers by offering responsive, personalized, support on the channels they prefer.</li><li>Powerfully productive agents.&nbsp;Set agents up for success with effective tools for collaboration, information gathering, and automation.</li><li>Self-service satisfaction.&nbsp;Give customers 24/7 support with easy access to the answers they need, wherever they are.</li><li>Easy does it.&nbsp;Relationships with customers can be complex, but the tools to manage them shouldn’t be. Zendesk Support is intuitive, built with customer support agents in mind. And set-up takes days, not months, which means less training for agents and happier teams overall.</li><li>Make it yours.&nbsp;Zendesk Support is designed to be flexible because no two businesses are exactly alike. Configure any workflow, from the simplest to the most complex, extend your agent’s help desk with hundreds of available apps, or design sophisticated customizations with our API. Everything is possible.</li><li>Come to a better understanding.&nbsp;Zendesk Support provides clear visibility into customer interactions, which helps better serve their needs. This is important because personalized service requires greater context. Using our customer analytics and machine learning capabilities, you can better understand and predict customer satisfaction, measure performance, and uncover actionable insights across your data.</li><li>Our people are your people.&nbsp;Zendesk Support is backed up by a team of experts. Our Advocate Team offers worldwide support across email, phone, and chat – helping you solve problems, not just tickets. Our Success Team can also work as an extension of your team. Through focused service engagements, we can set goals and create strategies across all stages of growth to optimize the experience for your customers.</li></ul>\r\n<p style=\"text-indent: 24px; \"></p>\r\n<p style=\"text-indent: 24px; \"><span style=\"font-weight: bold; \">Zendesk Guide&nbsp;</span><span style=\"font-weight: 700; \">Features</span><span style=\"font-weight: bold; \">:</span></p>\r\n<div style=\"display: inline !important; \"><ul><li>Grow what you know.&nbsp;Capture your agents’ collective knowledge and build on it over time to respond to support requests more effectively.</li><li>Give them the good stuff.&nbsp;Give customers the most relevant answers and information automatically—and in context—for a faster self-service experience.</li><li>Be better with bots.&nbsp;AI powered Answer Bot can resolve high-frequency, low-touch tickets by sending customers relevant articles while they wait for an agent.</li><li>Get smarter as you go.&nbsp;Measure and score the popularity and effectiveness of your content to see what needs work, and what you should write next.</li><li>A powerful pair.&nbsp;Zendesk Support works with Guide to make your knowledge base smarter. When customers use self-service, Guide tracks that activity and sends it to Support in the form of contextual insights in Pathfinder that help agents analyze customer activity and solve tickets faster. This info is fed back into Guide, which continuously improves and refines the info it offers to both agents and customers.</li><li>You have what it takes.&nbsp;With Guide, setting up a well-stocked knowledge base is easy. The Knowledge Capture app allows agents to turn every customer interaction into new content, flag old content for improvements, and even search for articles to share in tickets. This continuous feedback loop creates a treasure trove of knowledge for agents—both new and old—and helps get your self-service up and running right out of the gate.</li><li>Know thy self-service.&nbsp;Guide lets you create a single version of your content and then distribute it everywhere at once. You don’t have to worry about device incompatibility or what version of content is out in the wild. Articles are automatically optimized so they’re easy to find on search engines or on your own help center. And with Zendesk Embeddables, the most relevant articles are matched and recommended to customers based on their browsing activity.</li><li>Thanks a bot.&nbsp;The Guide Answer Bot lends agents a helping hand, reducing their workload and freeing them up to focus on problems that require a human touch. Using artificial intelligence, Answer Bot automatically resolves high-frequency and low-touch tickets by suggesting relevant articles to customers while they wait for an agent. And Answer Bot keeps getting smarter. It learns from each customer interaction and trains itself to deliver more relevant and customized content with each solved ticket.</li></ul>\r\n\r\n<span style=\"font-weight: 700; \">Zendesk Talk</span><span style=\"text-indent: 24px; font-weight: bold; \">&nbsp;</span><span style=\"text-indent: 24px; font-weight: 700; \">Features</span><span style=\"font-weight: bold; \">:</span>\r\nTalk is cloud-based call center software built right into the Zendesk Support ticketing system, allowing customer service teams to provide phone support from the same platform they use to manage all other channels. With full customer history, automatic ticket creation, and call recording, agents can focus on conversations instead of workflow.","shortDescription":"Zendesk CRM solution: Zendesk Chat, Zendesk Support, Zendesk Guide, Zendesk Talk","type":null,"isRoiCalculatorAvaliable":false,"isConfiguratorAvaliable":false,"bonus":100,"usingCount":20,"sellingCount":10,"discontinued":0,"rebateForPoc":0,"rebate":0,"seo":{"title":"ZENDESK Chat, ZENDESK Support, Zendesk Guide, ZENDESK Talk","keywords":"","description":"&nbsp;<span style=\"font-weight: 700; \">Zendesk Chat&nbsp;</span><span style=\"font-weight: bold; \">Features:</span>\r\n<ul><li>Anticipate customer questions and offer help when—and where—they need it most.</li><li>Raise your sales. Customers are 3X more likely to","og:title":"ZENDESK Chat, ZENDESK Support, Zendesk Guide, ZENDESK Talk","og:description":"&nbsp;<span style=\"font-weight: 700; \">Zendesk Chat&nbsp;</span><span style=\"font-weight: bold; \">Features:</span>\r\n<ul><li>Anticipate customer questions and offer help when—and where—they need it most.</li><li>Raise your sales. Customers are 3X more likely to","og:image":"https://old.roi4cio.com/fileadmin/user_upload/Zendesk.png"},"eventUrl":"","translationId":1452,"dealDetails":null,"roi":null,"price":null,"bonusForReference":null,"templateData":[],"testingArea":"","categories":[{"id":71,"title":"CRM - Customer Relationship Management","alias":"crm-customer-relationship-management","description":"<span style=\"font-weight: bold;\">Customer service</span> is the provision of service to customers before, during and after a purchase. The perception of success of such interactions is dependent on employees &quot;who can adjust themselves to the personality of the guest&quot;. Customer service concerns the priority an organization assigns to customer service relative to components such as product innovation and pricing. In this sense, an organization that values good customer service may spend more money in training employees than the average organization or may proactively interview customers for feedback.\r\nA <span style=\"font-weight: bold;\">customer support</span> is a range of customer services to assist customers in making cost effective and correct use of a product. It includes assistance in planning, installation, training, trouble shooting, maintenance, upgrading, and disposal of a product. These services even may be done at customer's side where he/she uses the product or service. In this case it is called &quot;at home customer services&quot; or &quot;at home customer support.&quot;\r\nRegarding technology, products such as mobile phones, televisions, computers, software products or other electronic or mechanical goods, it is termed technical support. \r\nCustomer service may be provided by a person (e.g., sales and service representative), or by automated means, such as kiosks, Internet sites, and apps.\r\n<span style=\"font-weight: bold;\">CRM </span>(Customer Relationship Management) is an approach to manage a company's interaction with current and potential customers. It uses data analysis about customers' history with a company to improve business relationships with customers, specifically focusing on customer retention and ultimately driving sales growth.\r\nOne important aspect of the CRM approach is the systems of CRM that compile data from a range of different communication channels, including a company's website, telephone, email, live chat, marketing materials and more recently, social media. Through the CRM approach and the systems used to facilitate it, businesses learn more about their target audiences and how to best cater to their needs.\r\nCRM helps users focus on their organization’s relationships with individual people including customers, service users, colleagues, or suppliers.\r\nWhen people talk about customer relationship management system, they might mean any of three things: \r\n<ul><li><span style=\"font-weight: bold;\">CRM as Technology</span>: This is a technology product, often in the cloud, that teams use to record, report and analyse interactions between the company and users. This is also called a CRM system or solution.</li><li><span style=\"font-weight: bold;\">CRM as a Strategy</span>: This is a business’ philosophy about how relationships with customers and potential customers should be managed.&nbsp; </li><li><span style=\"font-weight: bold;\">CRM as a Process</span>: Think of this as a system a business adopts to nurture and manage those relationships.</li></ul>\r\n<br /><br /><br />","materialsDescription":"<h1 class=\"align-center\"><span style=\"font-weight: normal;\">Why is CRM important?</span></h1>\r\nCRM management system enables a business to deepen its relationships with customers, service users, colleagues, partners and suppliers.\r\nForging good relationships and keeping track of prospects and customers is crucial for customer acquisition and retention, which is at the heart of a CRM’s function. You can see everything in one place — a simple, customizable dashboard that can tell you a customer’s previous history with you, the status of their orders, any outstanding customer service issues, and more.\r\nGartner predicts that by 2021, CRM technology will be the single largest revenue area of spending in enterprise software. If your business is going to last, you know that you need a strategy for the future. For forward-thinking businesses, CRM is the framework for that strategy.\r\n<h1 class=\"align-center\"><span style=\"font-weight: normal;\">What are the benefits of CRM?</span></h1>\r\nBy collecting and organising data about customer interactions, making it accessible and actionable for all, and facilitating analysis of that data, CRM offers many benefits and advantages.<br />The benefits and advantages of CRM include:\r\n<ul><li>Enhanced contact management</li><li>Cross-team collaboration</li><li>Heightened productivity</li><li>Empowered sales management</li><li>Accurate sales forecasting</li><li>Reliable reporting</li><li>Improved sales metrics</li><li>Increased customer satisfaction and retention</li><li>Boosted marketing ROI</li><li>Enriched products and services</li></ul>\r\n<h1 class=\"align-center\"><span style=\"font-weight: normal;\">What are the key features of most popular CRM software programs?</span></h1>\r\nWhile many CRM solutions differ in their specific value propositions — depending on your business size, priority function, or industry type — they usually share some core features. These, in fact, are the foundation of any top CRM software, without which you might end up using an inferior app or an over-rated address book. So, let’s discuss the key features you need to look for when figuring out the best CRM software for your business.\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Contact management</span>. The best CRM solutions aren’t just an address book that only organizes contact details. It manages customer data in a centralized place and gives you a 360-degree view of your customers. You should be able to organize customers’ personal information, demographics, interactions, and transactions in ways that are meaningful to your goals or processes. Moreover, a good contact management feature lets you personalize your outreach campaign. By collecting personal, social, and purchase data, it will help you to segment target audience groups in different ways.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Reporting and dashboards</span>. These features of customer relationship management allow you to use analytics to interpret customer data. Reporting is very useful if you want to consolidate disparate data and churn out insights in different visualizations. This lets you make better decisions or proactively deal with market trends and customer behavioral patterns. The more visual widgets a CRM software has, the better you can present reports. Furthermore, a best customer relationship management software will generate real-time data, making reporting more accurate and timely. Reporting also keeps you tab on sales opportunities like upsell, resell, and cross-sell, especially when integrated with e-commerce platforms.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Lead management</span>. These features let you manage leads all the way to win-loss stage. They pave a clear path to conversion, so you can quickly assess how the business is performing. One of the main three legs that comprises the best client relationship management software (the other two being contact management and reporting), lead management unburdens the sales team from follow-ups, tracking, and repetitive tasks.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Deals and tasks</span>. Deals and tasks are closely associated with leads. Deals are leads at the negotiation stage, so it’s critical to keep a close eye on their associated tasks for a higher chance of conversion.<br />CRM software tools should also let you track both deals and tasks in their respective windows or across the sales stages. Whether you’re viewing a contact or analyzing the sales pipeline, you should be able to immediately check the deal’s tasks and details. Deals and tasks should also have user permissions to protect leaks of sensitive data. Similarly, alerts are critical to tasks so deadlines are met. Notifications are usually sent via email or prominently displayed on the user’s dashboard.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Campaign management</span>. Solid CRM software will integrate this feature to enable marketing processes from outreach concept to A/B testing to deployment and to post analysis. This will allow you to sort campaigns to target segments in your contacts and define deployment strategies. You will also be able to define metrics for various channels, then plow back the insights generated by post-campaign analytics into planning more campaigns.<br />Recurring outreach efforts can also be automated. For instance, you can set to instantly appropriate content to contacts based on their interest or send tiered autoresponders based on campaign feedback.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Email management</span>. By integrating with popular email clients like Gmail and Outlook, CRM solutions can capture email messages and sort important details that can be saved in contacts or synced with leads. They can also track activities like opened emails, forwarded emails, clicked links, and downloaded files. Emails can also be qualified for prospecting.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Social media management. </span>Popular CRM systems feature an integrated social media management where you can view different social media pages from the CRM’s interface. This is a convenient way to post, reply on, and manage all your pages. Likewise, this feature gives you a better perspective on how customers are interacting with your brand. A glean of their likes and dislikes, interests, shares, and public conversations helps you to assess customer biases and preferences. Customers are also increasingly using social media to contact companies; hence, a good CRM should alert you for brand mentions.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Mobile access</span>. With more users accessing apps via mobile devices, many vendors have been prioritizing mobile-first platforms. Emergence Capital Partners study found over 300 mobile-first apps so far and CRM is definitely one their targets. Many CRM solutions have both Android and iOS apps. Mobile access works in two ways to be highly appreciated: accessing data and inputting data while on location. Field sales with the latest sales information on hand may be able to interest prospects better. Conversely, sales reps can quickly update deals across the pipeline even as they come off a client meeting.</li></ul>\r\n\r\n","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/CRM_-_Customer_Relationship_Management.png"},{"id":152,"title":"Contact Center","alias":"contact-center","description":"A contact center is a central point from where you can contact.\r\nThe contact center typically includes one or more call centers but may include other types of customer contact, as well. A contact center is generally part of an enterprise's overall customer relationship management (CRM) strategy.<br />Contact centers and call centers are both centers for customer service, and the two terms are often used interchangeably, but a contact center supports more services than a typical call center.\r\nContact centers offer omnichannel customer support, including email, chat, voice over IP (VoIP) and website support. A call center typically uses phones as the main channel of communication and can handle a mass volume of calls.<br />Contact centers are used for inbound communication, outbound communication or a hybrid of both. Contact center agents also interact with customers via web chat, phone, email or other communication channels.\r\nThe contact center infrastructure that is necessary to support communications may be located on the same premises as the contact center, or it can be located externally.\r\nIn an on-premises scenario, the company that owns the contact center also owns and manages its own hardware and software. This requires staffing and IT investments that some companies choose to forgo by outsourcing those tasks to cloud providers or hosting companies.","materialsDescription":" <span style=\"font-weight: bold;\">What is a Call Center?</span>\r\nTraditionally, a call center is an office where a large number of call center agents provide customer service over the telephone. Inbound call centers receive calls for customer support and often serve as a knowledge base for tech support, billing questions, and other customer service issues. These call centers focus on quick call resolution times and agent productivity. In outbound call centers, agents make calls rather than receive them. These could be sales calls, marketing offers, surveys, fundraising requests, or debt collection, for example.\r\nThe term “call center” conjures an image for many people of waiting on perpetual hold or being routed through an endless IVR that never gives them what they need. Because so many consumers have had a dreadful customer service experience along these lines, call centers have developed a bad rap. But as legacy phone systems give way to newer digital technologies, call centers are evolving.\r\n<span style=\"font-weight: bold;\">What is a Contact Center?</span>\r\nThe term &quot;contact center&quot; (or “contact centre”) reflects the modern reality that there are many other ways to connect with a customer these days besides by telephone. The combined trends of increased customer expectations and newer technologies that allow for many channels of communication are creating a shift in the traditional call center model which has existed for decades. Consumers want more ways to reach businesses, and businesses are looking for new ways to improve customer experience.\r\nWhile call center agents generally focus on inbound and outbound calls, either on traditional phone lines or over VoIP, contact center agents handle a wide variety of communications. In a modern multichannel contact center, technical support might be delivered over in-app chat or video, while order status updates are delivered via SMS, event promotions are sent as push notifications, surveys are deployed over Facebook Messenger, and sales inquiries received by email are sent directly to an agent to connect by phone. Call centers handle voice communications, contact centers handle all communications.\r\nA company’s contact center is usually integrated with their customer relationship management (CRM) system, where all interactions between the organization and the public are tracked, coordinated, and managed. Depending on the infrastructure and ecosystem, it could be comprised of an alphabet soup of complex components. Many companies have purchased off-the-shelf systems or a highly customized network of technologies from multiple vendors. Some companies have adopted a cloud-based solution or two, but they remain siloed from the rest of their systems and can’t talk to each other.","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/Contact_Center1.png"},{"id":186,"title":"VoIP - Voice over Internet Protocol","alias":"voip-voice-over-internet-protocol","description":"<span style=\"font-weight: bold;\">Voice over Internet Protocol </span>(Voice over IP, VoIP) is a methodology and group of technologies for the delivery of voice communications and multimedia sessions over Internet Protocol (IP) networks, such as the Internet. Other terms commonly associated with VoIP solutions are IP telephony, Internet telephony, broadband telephony, and broadband phone service.\r\nThe term Internet telephony specifically refers to the provisioning of communications services (voice, fax, SMS, voice-messaging) over the public Internet, rather than via the public switched telephone network (PSTN). The steps and principles involved in originating VoIP telephone calls are similar to traditional digital telephony and involve signaling, channel setup, digitization of the analog voice signals, and encoding.\r\nInstead of being transmitted over a circuit-switched network, however, the digital information is packetized, and transmission occurs as IP packets over a packet-switched network. Such transmission entails careful considerations about resource management different from time-division multiplexing (TDM) networks.\r\n\r\n\r\n\r\n","materialsDescription":"<h1 class=\"align-center\"> What are the benefits of VoIP?</h1>\r\n VoIP technology can facilitate tasks and deliver services that might be cumbersome or costly to implement when using traditional PSTN: \r\n<ul><li>More than one phone call can be transmitted on the same broadband phone line. This way, VoIP system can facilitate the addition of telephone lines to businesses without the need for additional physical lines.</li><li>Features that are usually charged extra by telecommunication companies, such as call forwarding, caller ID or automatic redialing, are simple with voice over internet technology.</li><li>Unified Communications are secured with VoIP technology, as it allows integration with other services available on the internet such as video conversation, messaging, etc. </li></ul>\r\n<h1 class=\"align-center\">VoIP programs </h1>\r\nThere are four main types of VoIP technology. Each option has varying levels of complexity which can impact ease of implementation and maintenance.\r\n <span style=\"font-weight: bold;\">Integrated Access</span>\r\nIntegrated access is the VoIP service that most mimics the traditional phone line. With integrated access VoIP, businesses integrate VoIP software and existing, legacy phone systems. This approach lets the business keep its old number and equipment while also gaining access to advanced telecommunications features. \r\n<span style=\"font-weight: bold;\">SIP Trunks</span>\r\n Session Initial Protocol (SIP) transmits voice and video information across a data network, letting VoIP users take advantage of shared lines and increase their communications flexibility. Because all data is sent over a network, businesses can use SIP trunks to replace traditional analog phone networks or use a VoIP gateway to integrate SIP trunking with legacy phone systems. \r\n<span style=\"font-weight: bold;\">Hosted IP PBX</span>\r\n What most people envision when they think of VoIP, this VoIP solution sees a vendor host and operate the private branch exchange, offering unified communications solutions. The business connects to a hosted cloud-based PBX network via its IP network. Phone system hardware is maintained off-site by the hosted IP PBX vendor, and all responsibility for the hardware, software, maintenance, security and upgrades all falls on the hosted PBX provider. \r\n <span style=\"font-weight: bold;\">Managed IP PBX </span>\r\nSimilar to Hosted IP PBX, this version of the unified communication solution is outsourced to a third party that takes care of all management requirements, but instead of phone hardware being off-site, the equipment is housed on-premise by the business. \r\nUnderstanding these different services of VoIP communication can help a business determine the system that best suits its needs. SIP Trunks, for instance, are more attractive to those who want to install their own technology and manage it themselves, while still connecting to VoIP features.\r\n On the other hand, managed IP PBX is a good option for those who don’t have the resources to buy and operate their own VoIP systems. The Hosted IP PBX solution frees the business to select the VoIP management software that works for them and liberates them from the cost and administrative headache of maintaining both voice and data lines and the related carrier partnerships. ","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/VoIP_-_Voice_over_Internet_Protocol.png"},{"id":337,"title":"Sales","alias":"sales","description":" Sales are activities related to selling or the number of goods or services sold in a given targeted time period.\r\nThe seller, or the provider of the goods or services, completes a sale in response to an acquisition, appropriation, requisition, or a direct interaction with the buyer at the point of sale. There is a passing of title (property or ownership) of the item, and the settlement of a price, in which agreement is reached on a price for which transfer of ownership of the item will occur. The seller, not the purchaser, typically executes the sale and it may be completed prior to the obligation of payment. In the case of indirect interaction, a person who sells goods or service on behalf of the owner is known as a salesman or saleswoman or salesperson, but this often refers to someone selling goods in a store/shop, in which case other terms are also common, including salesclerk, shop assistant, and retail clerk.\r\nIn common law countries, sales are governed generally by the common law and commercial codes. In the United States, the laws governing sales of goods are somewhat uniform to the extent that most jurisdictions have adopted Article 2 of the Uniform Commercial Code, albeit with some non-uniform variations.\r\nA person or organization expressing an interest in acquiring the offered item of value is referred to as a potential buyer, prospective customer, or prospect. Buying and selling are understood to be two sides of the same &quot;coin&quot; or transaction. Both seller and buyer engage in a process of negotiation to consummate the exchange of values. The exchange, or selling, process has implied rules and identifiable stages. It is implied that the selling process will proceed fairly and ethically so that the parties end up nearly equally rewarded. The stages of selling, and buying, involve getting acquainted, assessing each party's need for the other's item of value, and determining if the values to be exchanged are equivalent or nearly so, or, in buyer's terms, &quot;worth the price&quot;. Sometimes, sellers have to use their own experiences when selling products with appropriate discounts.\r\nAlthough the skills required are different, from a management viewpoint, sales is a part of marketing. Sales often form a separate grouping in a corporate structure, employing separate specialist operatives known as salespersons (singular: salesperson). Selling is considered by many to be a sort of persuading &quot;art&quot;. Contrary to popular belief, the methodological approach of selling refers to a systematic process of repetitive and measurable milestones, by which a salesman relates his or her offering of a product or service in return enabling the buyer to achieve their goal in an economic way.","materialsDescription":" <span style=\"font-weight: bold;\">What's the Difference Between Sales and Marketing?</span>\r\nSales and Marketing: two terms we often hear together when working with mid-size companies. In some ways, this is logical because the two need to work together. But in fact, Sales and Marketing are two very different functions and require very different skills.\r\nBusiness leaders know what Operations are; they make stuff. They know what Accounting is; they record and control the money. And they know what Sales do; they sell stuff. So if you are not making stuff, selling stuff, or recording the money—what is marketing and why do you need it?\r\nWhat's the difference between Sales and Marketing? To answer this question, let's define what Sales and Marketing are separately and how they support one another.\r\n<span style=\"font-style: italic;\"><span style=\"font-weight: bold;\">What is Marketing? Aligning with Customers, Now and for the Future</span></span>\r\nA key job of Marketing is to understand the marketplace from the perspective of the customer looking back towards the company and helping lead the company where it should be in the future. Marketing’s job is to direct the organization toward the segments, or groups of customers and channels where the company can profitably compete. It should help the organization see how it needs to modify its product offerings, pricing, and communication so that it meets the needs of the distribution channel or end customers.\r\nMarketing also needs to convert the market understanding into tools and tactics to attract the market, build (often digital) relationships, and develop leads. Without Sales, Marketing efforts run short. Marketing directs Sales as to where they should be hunting and what ammo to use. Note, however, that if Marketing becomes a sales support function focused only on the now, the future can become lost.\r\n<span style=\"font-style: italic;\"><span style=\"font-weight: bold;\">Without Marketing, Sales Suffers</span></span>\r\nNot even the best hunter can bring home dinner if they are shooting blanks at decoys. Markets are constantly changing. The job of marketing is to stay ahead of the changes and help the hunters see where they should be hunting and provide them with the right ammunition. If Marketing is only focused on delivering the ammunition for today, nobody will see where the industry is moving or where the company needs to hunt next. This limits growth not only for Sales and Marketing but also for your entire organization.\r\n<span style=\"font-style: italic;\"><span style=\"font-weight: bold;\">Can You be Both Sales and Marketing?</span></span>\r\nIn all my years, working for companies that ranged from Fortune 100 to mid-size companies I have never met anyone who was really good at both sales and marketing. I have held the title of VP of Sales and Marketing, managing a 500 person sales and merchandising force. I was really a marketing person with sales authority. The skills required to focus on the now and the push of sales are different. In many ways, they are contrary to the skills of looking to the future and the customer perspective of marketing.\r\nEvery Sales organization feels they have a good understanding of their customers. But every Sales conversation with a customer has a sales transaction lurking in the background. Therefore, customers can never be completely open about their needs and want when talking to a sales person.\r\nFor a company to really grow, someone must have the job of looking out the window towards where the company needs to go in the future. For many companies, this is the job of the CEO and Sales hires someone to do some sales support and gives them a marketing title. But as companies grow, the job of CEO starts to become a full-time job in itself and the strategic role of Marketing gets short-changed. A study of mid-size companies by the University of Texas showed that companies that separated the roles of Marketing and Sales were much more likely to grow faster than the industry average.\r\n<span style=\"font-style: italic;\"><span style=\"font-weight: bold;\">Sales and Marketing: Today and the Future</span></span>\r\nSales need to be focused on the now. You can’t run a company unless your sales team is focused on bringing in today’s business. But you can’t really ask your Sales leaders where the company should go next and to develop the 18-month plan to get there without losing focus on today’s revenue. Besides, if your sales executive was really good at developing future-focused business strategies and tying that strategy to the plans and tools of marketing to make it happen, they would be a marketing person and not a now-focused sales person.","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/icon_Sales.png"},{"id":339,"title":"Marketing","alias":"marketing","description":" Marketing is the study and management of exchange relationships. It is the business process of creating relationships with and satisfying customers. Because marketing is used to attract customers, it is one of the primary components of business management and commerce. Marketers can direct product to other businesses (B2B marketing) or directly to consumers (B2C marketing).\r\nRegardless of who is being marketed to, several factors, including the perspective the marketers will use. These market orientations determine how marketers will approach the planning stage of marketing. This leads into the marketing mix, which outlines the specifics of the product and how it will be sold. This can in turn, be affected by the environment surrounding the product, the results of marketing research and market research, and the characteristics of the product's target market.\r\nOnce these factors are determined, marketers must then decide what methods will be used to market the product. This decision is based on the factors analyzed in the planning stage as well as where the product is in the product life cycle.\r\nMarketing is defined by the American Marketing Association as &quot;the activity, set of institutions, and processes for creating, communicating, delivering, and exchanging offerings that have value for customers, clients, partners, and society at large&quot;. The term developed from the original meaning which referred literally to going to market with goods for sale. From a sales process engineering perspective, marketing is &quot;a set of processes that are interconnected and interdependent with other functions of a business aimed at achieving customer interest and satisfaction&quot;.\r\nPhilip Kotler defined marketing as &quot;Satisfying needs and wants through an exchange process&quot;, and a decade later defines it as “a social and managerial process by which individuals and groups obtain what they want and need through creating, offering and exchanging products of value with others.”\r\nThe Chartered Institute of Marketing defines marketing as &quot;the management process responsible for identifying, anticipating and satisfying customer requirements profitably&quot;. A similar concept is the value-based marketing which states the role of marketing to contribute to increasing shareholder value. In this context, marketing can be defined as &quot;the management process that seeks to maximise returns to shareholders by developing relationships with valued customers and creating a competitive advantage&quot;.\r\nIn the past, marketing practice tended to be seen as a creative industry, which included advertising, distribution and selling. However, because the academic study of marketing makes extensive use of social sciences, psychology, sociology, mathematics, economics, anthropology and neuroscience, the profession is now widely recognized as a science, allowing numerous universities to offer Master-of-Science (MSc) programs.\r\nThe process of marketing is that of bringing a product to market, which includes these steps: broad market research; market targeting and market segmentation; determining distribution, pricing and promotion strategies; developing a communications strategy; budgeting; and visioning long-term market development goals. Many parts of the marketing process (e.g. product design, art director, brand management, advertising, inbound marketing, copywriting etc.) involve use of the creative arts.","materialsDescription":"<span style=\"font-weight: bold; \">What the differences between B2B and B2C Marketing?</span>\r\nThe different goals of B2B and B2C marketing lead to differences in the B2B and B2C markets. The main differences in these markets are demand, purchasing volume, amount of customers, customer concentration, distribution, buying nature, buying influences, negotiations, reciprocity, leasing and promotional methods.\r\n<span style=\"font-style: italic; \">Demand:</span> B2B demand is derived because businesses buy products based on how much demand there is for the final consumer product. Businesses buy products based on customer's wants and needs. B2C demand is primarily because customers buy products based on their own wants and needs.\r\n<span style=\"font-style: italic; \">Purchasing Volume:</span> Businesses buy products in large volumes to distribute to consumers. Consumers buy products in smaller volumes suitable for personal use.\r\n<span style=\"font-style: italic; \">Amount of Customers:</span> There are relatively fewer businesses to market to than direct consumers.\r\n<span style=\"font-style: italic; \">Customer Concentration:</span> Businesses that specialize in a particular market tend to be geographically concentrated while customers that buy products from these businesses are not concentrated.\r\n<span style=\"font-style: italic; \">Distribution:</span> B2B products pass directly from the producer of the product to the business while B2C products must additionally go through a wholesaler or retailer.\r\n<span style=\"font-style: italic; \">Buying Nature:</span> B2B purchasing is a formal process done by professional buyers and sellers while B2C purchasing is informal.\r\n<span style=\"font-style: italic; \">Buying Influences:</span> B2B purchasing is influenced by multiple people in various departments such as quality control, accounting, and logistics while B2C marketing is only influenced by the person making the purchase and possibly a few others.\r\n<span style=\"font-style: italic; \">Negotiations:</span> In B2B marketing, negotiating for lower prices or added benefits is commonly accepted while in B2C marketing (particularly in Western cultures) prices are fixed.\r\n<span style=\"font-style: italic; \">Reciprocity:</span> Businesses tend to buy from businesses they sell to. For example, a business that sells printer ink is more likely to buy office chairs from a supplier that buys the business's printer ink. In B2C marketing, this does not occur because consumers are not also selling products.\r\n<span style=\"font-style: italic; \">Leasing:</span> Businesses tend to lease expensive items while consumers tend to save up to buy expensive items.\r\n<span style=\"font-style: italic; \">Promotional Methods:</span> In B2B marketing, the most common promotional method is personal selling. B2C marketing mostly uses sales promotion, public relations, advertising, and social media.\r\n<span style=\"font-weight: bold; \">What are marketing orientations?</span>\r\nA marketing orientation has been defined as a &quot;philosophy of business management.&quot; or &quot;a corporate state of mind&quot; or as an &quot;organization[al] culture&quot;. Although scholars continue to debate the precise nature of specific orientations that inform marketing practice, the most commonly cited orientations are as follows:\r\n<span style=\"font-style: italic; \"><span style=\"font-weight: bold; \">Product</span></span>\r\nA firm employing a product orientation is mainly concerned with the quality of its product. A product orientation is based on the assumption that all things being equal, consumers will purchase products of superior quality. The approach is most effective when the firm has deep insights into customer needs and desires as derived from research and/or intuition and understands consumer's quality expectations and price consumers are willing to pay. Although the product orientation has largely been supplanted by the marketing orientation, firms practicing a product orientation can still be found in haute couture and arts marketing.\r\n<span style=\"font-style: italic; \"><span style=\"font-weight: bold; \">Sales</span></span>\r\nA sales orientation focuses on the selling/promotion of the firm's existing products, rather than developing new products to satisfy unmet needs or wants. This orientation seeks to attain the highest possible sales through promotion and direct sales techniques. The sales orientation &quot;is typically practiced with unsought goods.&quot; One study found that industrial companies are more likely to hold a sales orientation than consumer goods companies. The approach may also suit scenarios in which a firm holds dead stock, or otherwise sells a product that is in high demand, with little likelihood of changes in consumer tastes diminishing demand.\r\nA 2011 meta-analyses found that the factors with the greatest impact on sales performance are a salesperson's sales-related knowledge (knowledge of market segments, sales presentation skills, conflict resolution, and products), degree of adaptiveness (changing behavior based on the aforementioned knowledge), role clarity (salesperson's role is to expressly to sell), cognitive aptitude (intelligence) and work engagement (motivation and interest in a sales role).\r\n<span style=\"font-style: italic; \"><span style=\"font-weight: bold; \">Production</span></span>\r\nA firm focusing on a production orientation specializes in producing as much as possible of a given product or service in order to achieve economies of scale or economies of scope. A production orientation may be deployed when a high demand for a product or service exists, coupled with certainty that consumer tastes and preferences remain relatively constant (similar to the sales orientation). The so-called production era is thought to have dominated marketing practice from the 1860s to the 1930s, but other theorists argue that evidence of the production orientation can still be found in some companies or industries. Specifically, Kotler and Armstrong note that the production philosophy is &quot;one of the oldest philosophies that guides sellers... [and] is still useful in some situations.&quot;\r\n<span style=\"font-style: italic; \"><span style=\"font-weight: bold; \">Marketing</span></span>\r\nThe marketing orientation is the most common orientation used in contemporary marketing. It is a customer-centric approach that involves a firm basing its marketing program around products that suit new consumer tastes. Firms adopting a marketing orientation typically engage in extensive market research to gauge consumer desires, use R&amp;D (Research &amp; Development) to develop a product attuned to the revealed information, and then utilize promotion techniques to ensure consumers are aware of the product's existence and the benefits it can deliver. Scales designed to measure a firm's overall market orientation have been developed and found to be robust in a variety of contexts.\r\nThe marketing orientation has three prime facets, which are:\r\n<span style=\"font-style: italic; \">Customer orientation:</span> A firm in the market economy can survive by producing goods that people are willing and able to buy. Consequently, ascertaining consumer demand is vital for a firm's future viability and even existence as a going concern.\r\n<span style=\"font-style: italic; \">Organizational orientation:</span> The marketing department is of prime importance within the functional level of an organization. Information from the marketing department is used to guide the actions of a company's other departments.\r\nAs an example, a marketing department could ascertain (via marketing research) that consumers desired a new type of product or a new usage for an existing product. With this in mind, the marketing department would inform the R&amp;D department to create a prototype of a product/service based on consumers' new desires.\r\nThe production department would then start to manufacture the product, while the marketing department would focus on the promotion, distribution, pricing, etc. of the product. Additionally, a firm's finance department would be consulted, with respect to securing appropriate funding for the development, production, and promotion of the product. Finance may oppose the required capital expenditure since it could undermine a healthy cash flow for the organization.\r\n<span style=\"font-style: italic;\">Mutually beneficial exchange:</span> In a transaction in the market economy, a firm gains revenue, which thus leads to more profits, market shares, and/or sales. A consumer, on the other hand, gains the satisfaction of a need/want, utility, reliability and value for money from the purchase of a product or service.\r\n<span style=\"font-style: italic;\"><span style=\"font-weight: bold;\">Societal marketing</span></span>\r\nA number of scholars and practitioners have argued that marketers have a greater social responsibility than simply satisfying customers and providing them with superior value. Marketing organizations that have embraced the societal marketing concept typically identify key stakeholder groups such as employees, customers, and local communities. Companies that adopt a societal marketing perspective typically practice triple bottom line reporting whereby they publish social impact and environmental impact reports alongside financial performance reports. Sustainable marketing or green marketing is an extension of societal marketing.","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/icon_Marketing.png"},{"id":341,"title":"Customer Service","alias":"customer-service","description":" Customer service is the process of ensuring customer satisfaction with a product or service. Often, customer service takes place while performing a transaction for the customer, such as making a sale or returning an item. Customer service can take the form of in-person interaction, a phone call, self-service systems, or by other means.\r\nCustomer service is an important part of maintaining ongoing client relationships, which is key to continuing revenue. For this reason, many companies have worked hard to increase their customer satisfaction levels.\r\nMost successful businesses recognize the importance of providing outstanding customer service. Courteous and empathetic interaction with a trained customer service representative can mean the difference between losing or retaining a customer.\r\nWhen problems arise, customers should receive timely attention to the issue. Prompt attention to emails and phone calls is critical to maintaining good relations. Requiring customers to stand in long lines or sit on hold can sour an interaction before it begins.\r\nIdeally, customer service should be a one-stop endeavor for the consumer. For example, if a customer calls a helpline regarding a problem with a product, the customer service representative should follow through with the customer until the issue is fully resolved.\r\nThis may entail scheduling appointments with in-person repair personnel if the problem cannot be resolved on the phone, or transferring a call to skilled technicians in another department. Proactively following up with the customer to ensure that he or she is fully satisfied is another smart move.","materialsDescription":" What are customer service standards?\r\nCustomer service standards are an internal corporate set of rules governing the company's customer service activities, an algorithm for communicating with customers, and general standards for responding to unusual situations. The standard of customer service is an integral part of the corporate standard of the company.\r\nFunctions of customer service standards:\r\n<ol><li>To order. The client does not encounter problems, does not see them, which means that he is confident that all the staff without exception are professionals who know their business.</li><li>To control. It is difficult to assess and monitor the work of each manager if there are no clear criteria for evaluation. At the same time, the implementation of the sales plan cannot be the only parameter of the assessment; you need to know whether the manager of customer service standards adopted in this company adheres.</li><li>To adapt. Among other things, the availability of customer service standards simplifies the procedure.</li></ol>\r\nCustomer service standards are effective if the customer does not see the difference between the work of two (or more) managers, and sees only “proprietary” service, always the same, regardless of any external factors or circumstances. The customer service standard, which has been tested in practice, backed up by experience (perhaps even someone else's), created on the basis of analytical studies and recognized methods, can be called &quot;gold&quot;. It allows you to increase profits, improve the image of the company, attract new customers.\r\nCustomer service standards are an important part of the company's brand. But, in addition, the standards are necessary and other units, in particular, the department to work with staff. Therefore, their development must take into account the needs of all interested services of the company.\r\n<span style=\"font-weight: bold; \">What is the purpose of introducing customer service standards in the company?</span>\r\nThe objectives of implementing the standards are as follows:\r\n<ul><li>For employees with experience: minimize the number of erroneous and unnecessary actions. The result of this will be saving time of each employee (no errors - no need to spend time correcting them). And, as a result, increased productivity.</li><li>For novice employees: customer service standards allow you to transfer the necessary knowledge in the most concise manner and in a short time.</li><li>For the company: the abolition of dependence on the old-timers. Not all employees who have worked in the company for many years (or even since the day of foundation) are able to resist the so-called star disease. Having knowledge and experience, a person loses the ability to objectively evaluate his work, he begins to think that he is the best manager in the company. It can end very badly - in the event of dismissal, such an employee will take the base, and turn clients against the company. Standards for customer service are needed to ensure that all employees can be assessed on a single scale, based on the actual benefits they bring to the company, as well as the attitude of the employee to the company.</li><li>For the company: the uniformity of control activities of managers. Standards are unequivocal, exclude double interpretations, and therefore cannot cause controversy about the rightness of an employee or employer.</li><li>For managers: the standards of uniform customer service are the same for all managers, and this makes it possible to make the pay of each manager absolutely transparent and intelligible. Realizing that there will be no double interpretations, the manager may not be afraid that he will be paid less than expected - all his mistakes and achievements are immediately visible and understandable.</li></ul>\r\n<span style=\"font-weight: bold; \">The application of service standards allows you:</span>\r\n<ul><li>to develop a company style in dealing with clients;</li><li>to increase the effectiveness of the work of managers with new customers;</li><li>to bring the quality of communication with customers to a higher level;</li><li>to create a positive opinion of the company about the company, so that it can be recommended to its acquaintances, thus increasing the number of potential and then real customers;</li><li>to minimize conflicts between the manager and the customer;</li><li>to develop a technology for training newcomers;</li><li>to transfer the assessment of the work of the manager from the subjective to the objective, transparent and understandable to everyone;</li><li>to establish a procedure for controlling the work of personnel;</li><li>to increase the motivation of managers to work.</li></ul>\r\n<span style=\"font-weight: bold;\">Benefits of applying service standards</span>\r\n<ul><li>The accumulation of experience: the entire base focuses on the company, and not on the hands of managers, &quot;old-timers.&quot; Thus, the departure of one or several “old” employees does not become a “natural disaster” for the company.</li><li>Motivation, analysis and control: customer service standards make it possible to develop a transparent scheme of managers' motivation based on a clear, almost mathematical analysis of their work. The sales process is optimized.</li><li>Setting goals. With the help of standards, the company has the ability to set clear, reasonable plans. This allows you to keep the atmosphere in the team friendly and stable, and the lack of &quot;muffled&quot; tasks - to increase the loyalty of managers to the company.</li><li>Standards of customer service is a fairly mobile system that allows you to immediately detect errors in working with clients and quickly eliminate them. In addition, at any stage of working with a client, the head of the sales department can intervene in the process, noticing an error in the work of the manager, and even be proactive in order to prevent an error to which the manager is heading.</li><li>Quick and easy start for beginners. Customer service standards are actually a knowledge base, collected, analyzed, and streamlined. Such information is easily transmitted and assimilated by beginners, which means that the beginner quickly gets to work and starts to make a profit. In addition, a newbie will not spoil relations with a client by awkward actions, since he already knows what to do in any conflict and problem situations.</li><li>Customer confidence. Customer service standards allow the latter to feel confident in the company - no matter where the customer is, he will always easily recognize “his” company by brand features and can be absolutely sure that in a small town they will be served as qualitatively as in a million-plus city, because that the company is well aware of their work. So, such a company can be trusted.</li></ul>","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/icon_Customer_Service.png"}],"characteristics":[],"concurentProducts":[],"jobRoles":[],"organizationalFeatures":[],"complementaryCategories":[],"solutions":[],"materials":[],"useCases":[],"best_practices":[],"values":[],"implementations":[]},"zendesk-talk":{"id":1348,"logoURL":"https://old.roi4cio.com/fileadmin/user_upload/Zendesk.png","logo":true,"scheme":false,"title":"Zendesk Talk","vendorVerified":0,"rating":"1.00","implementationsCount":1,"suppliersCount":0,"supplierPartnersCount":1,"alias":"zendesk-talk","companyTitle":"Zendesk","companyTypes":["supplier","vendor"],"companyId":4140,"companyAlias":"zendesk","description":"<span style=\"font-weight: bold;\">Smooth operator</span>\r\nTalk is cloud-based call center software built right into the Zendesk Support ticketing system, allowing customer service teams to provide phone support from the same platform they use to manage all other channels. With full customer history, automatic ticket creation, and call recording, agents can focus on conversations instead of workflow.\r\n\r\n<span style=\"font-weight: bold;\">Text by Zendesk</span>\r\n<ul><li><span style=\"font-weight: bold;\">Skip the small talk.</span> For quick questions and easy updates, start texting with your customers. Text lets agents receive texts, automate alerts, and send proactive messages. Each conversation becomes a ticket — with built-in workflows, reporting, and full customer history. Best of all, there’s no coding or additional software required.</li><li><span style=\"font-weight: bold;\">Keep in touch.</span> Having the right tools is the key to keeping phone support running smoothly. Talk offers flexible IVR, group routing, and real-time queue monitoring to avoid bottlenecks. And with analytics that deliver insight into what’s happening, support teams can continue to provide flexible, powerful support as businesses grow and change.</li><li><span style=\"font-weight: bold;\">Come as you are.</span> Talk is a VoIP system, so setup only takes a few minutes. There’s no need to hire additional technicians, retrain agents, or engage new vendors. The only thing a support team needs to get started is an internet connection, a headset, and ears that are ready to listen.</li></ul>\r\n\r\n<span style=\"font-weight: bold;\">The basics</span>\r\n<ul><li><span style=\"font-weight: bold;\">Local and toll-free numbers. </span>Choose a toll free or local number from over 40 countries or port in an existing number.</li><li><span style=\"font-weight: bold;\">Inbound and outbound calling. </span>Receive unlimited inbound calls from customers. Follow up or provide proactive support with outbound calls.</li><li><span style=\"font-weight: bold;\">Unlimited concurrent calls.</span> Make and receive unlimited concurrent calls to support multiple conversations with one phone number.</li><li><span style=\"font-weight: bold;\">Voicemail.</span> Allow customers to leave voicemails that create tickets with optional transcriptions. Create custom triggers and workflows for quick follow-up and resolution.</li><li><span style=\"font-weight: bold;\">Customized greetings.</span> Offer branded or localized experiences with multiple greetings for different brands, departments and phone numbers. Record new messages or upload existing audio files for voicemail greetings, available agents, wait, hold and IVR messages.</li></ul>\r\n\r\n<span style=\"font-weight: bold;\">Making and taking calls</span>\r\n<ul><li>Browser-based. Answer or make calls in the Zendesk browser, without any additional phone hardware or equipment.</li><li>Forward to phone. Forward calls to an external number, providing agents the flexibility to take calls from mobile phones or landlines.</li><li>Automatic ticket creation. Zendesk automatically turns calls and voicemails into tickets for easy record keeping and issue resolution.</li><li>Warm transfer. Warm transfer lets agents consult with a new agent before handing off, to make sure the receiving agent is available and ready to help.</li><li>Call control. Mute and unmute as needed from the call console. Place a caller on hold from the call console to consult with another agent or track down other information.</li><li>Call recording. Record inbound and outbound calls for easy reference, troubleshooting and QA.</li><li>Caller ID and history. Automatically surface customer details, including full interaction history from previous emails, chats and other channels, for seamless and personal support.</li></ul>\r\n\r\n<span style=\"font-weight: bold;\">Routing and queueing calls</span>\r\n<ul><li>IVR systems. Route customers to the right agent or department and provide recorded responses for frequently asked questions with multi-level interactive voice response (IVR) systems.</li><li>Group routing. Group routing directs calls to specific groups or a set of groups in Zendesk, so that callers are connected with the right agent.</li><li>Round-robin routing. Ensure that calls are always routed to an available agent rather than being lost or sent to voicemail and evenly distributed among support team members.</li><li>Call queues. Set a maximum wait time and queue size to determine how many incoming callers will be kept waiting for an available agent. New calls that exceed the limits are directed to voicemail.</li><li>Business hours. Define business hours to let customers know your phone support availability. Calls received outside of business hours are sent to voicemail.</li><li>Callback from queue. Allow customers to request a callback instead of waiting in a queue for a live agent.</li></ul>\r\n\r\n<span style=\"font-weight: bold;\">Text</span>\r\n<ul><li>Local and toll-free numbers. Choose a toll-free or local number for text support. Where available, use the same phone number for Talk and Text.</li><li>Inbound SMS. Receive and respond to inbound text (SMS, or short message service) messages from customers. Inbound texts automatically create tickets, and agent replies are sent as texts.</li><li>Inbound MMS. Receive inbound MMS (multimedia messaging service) so customers can send you photos and emojis.</li><li>Outbound SMS.&nbsp;Send outbound texts in response to your customers’ texts, or create tickets to send proactive outbound texts using triggers and notifications.</li><li>SMS notifications. Use triggers to automatically send SMS notifications to customers or agents based on ticket actions.</li><li>Support workflow. Apply time-saving tools like macros, triggers, and other business automations — so you can scale up your text support easily.</li><li>Views and Reporting. Text is a channel inside Zendesk Support, so you can manage text support with views and ticket-level reporting.</li></ul>\r\n\r\n<span style=\"font-weight: bold;\">Monitoring and Reporting</span>\r\n<ul><li>Real-time dashboards. Zendesk supports real-time decisions with real-time call data. Interactive dashboards crunch team data down to a granular level, including wait time, hold time, and abandoned calls, so managers can adapt in-the-moment to fluctuations in call volume.</li><li>Advanced analytics. Track and measure operational performance. Insights help you understand how voice support fits into your multi-channel support strategy.</li><li>Call monitoring and barging. Ensure call quality and train agents – managers may listen or &quot;barge&quot; into ongoing calls between customers and agents.</li></ul>\r\n\r\n<span style=\"font-weight: bold;\">Reliability and Services</span>\r\n<ul><li>Failover. Failover automatically forwards incoming calls to an alternate number in the unlikely event of a Zendesk outage, ensuring important calls always come through.</li><li>Global Low Latency. Zendesk Talk is built on enterprise-grade technology with Global Low Latency (GLL) architecture and redundant, clustered architecture for enhanced reliability and high availability.</li><li>Talk Usage 99.95% SLA. We back our 99.95% usage SLA with service credits and help teams troubleshoot and prevent outages with monthly diagnostics.</li><li>Twilio infrastructure. Zendesk Talk is built on the Twilio cloud communication platform. Twilio is a leading IaaS company that powers communications for companies including WalMart, Coca-Cola, Uber and Salesforce.com.</li></ul>","shortDescription":"Zendesk Talk will support you at every stage of your call center development. When customers get help over the phone, agents can resolve complex issues faster and deliver personalized support. Make those conversations happen easily and efficiently with Zendesk Talk. \r\n\r\n","type":null,"isRoiCalculatorAvaliable":false,"isConfiguratorAvaliable":false,"bonus":100,"usingCount":18,"sellingCount":14,"discontinued":0,"rebateForPoc":0,"rebate":0,"seo":{"title":"Zendesk Talk","keywords":"calls, with, support, Zendesk, customers, agent, from, agents","description":"<span style=\"font-weight: bold;\">Smooth operator</span>\r\nTalk is cloud-based call center software built right into the Zendesk Support ticketing system, allowing customer service teams to provide phone support from the same platform they use to manage all othe","og:title":"Zendesk Talk","og:description":"<span style=\"font-weight: bold;\">Smooth operator</span>\r\nTalk is cloud-based call center software built right into the Zendesk Support ticketing system, allowing customer service teams to provide phone support from the same platform they use to manage all othe","og:image":"https://old.roi4cio.com/fileadmin/user_upload/Zendesk.png"},"eventUrl":"","translationId":1349,"dealDetails":null,"roi":null,"price":null,"bonusForReference":null,"templateData":[],"testingArea":"","categories":[{"id":71,"title":"CRM - Customer Relationship Management","alias":"crm-customer-relationship-management","description":"<span style=\"font-weight: bold;\">Customer service</span> is the provision of service to customers before, during and after a purchase. The perception of success of such interactions is dependent on employees &quot;who can adjust themselves to the personality of the guest&quot;. Customer service concerns the priority an organization assigns to customer service relative to components such as product innovation and pricing. In this sense, an organization that values good customer service may spend more money in training employees than the average organization or may proactively interview customers for feedback.\r\nA <span style=\"font-weight: bold;\">customer support</span> is a range of customer services to assist customers in making cost effective and correct use of a product. It includes assistance in planning, installation, training, trouble shooting, maintenance, upgrading, and disposal of a product. These services even may be done at customer's side where he/she uses the product or service. In this case it is called &quot;at home customer services&quot; or &quot;at home customer support.&quot;\r\nRegarding technology, products such as mobile phones, televisions, computers, software products or other electronic or mechanical goods, it is termed technical support. \r\nCustomer service may be provided by a person (e.g., sales and service representative), or by automated means, such as kiosks, Internet sites, and apps.\r\n<span style=\"font-weight: bold;\">CRM </span>(Customer Relationship Management) is an approach to manage a company's interaction with current and potential customers. It uses data analysis about customers' history with a company to improve business relationships with customers, specifically focusing on customer retention and ultimately driving sales growth.\r\nOne important aspect of the CRM approach is the systems of CRM that compile data from a range of different communication channels, including a company's website, telephone, email, live chat, marketing materials and more recently, social media. Through the CRM approach and the systems used to facilitate it, businesses learn more about their target audiences and how to best cater to their needs.\r\nCRM helps users focus on their organization’s relationships with individual people including customers, service users, colleagues, or suppliers.\r\nWhen people talk about customer relationship management system, they might mean any of three things: \r\n<ul><li><span style=\"font-weight: bold;\">CRM as Technology</span>: This is a technology product, often in the cloud, that teams use to record, report and analyse interactions between the company and users. This is also called a CRM system or solution.</li><li><span style=\"font-weight: bold;\">CRM as a Strategy</span>: This is a business’ philosophy about how relationships with customers and potential customers should be managed.&nbsp; </li><li><span style=\"font-weight: bold;\">CRM as a Process</span>: Think of this as a system a business adopts to nurture and manage those relationships.</li></ul>\r\n<br /><br /><br />","materialsDescription":"<h1 class=\"align-center\"><span style=\"font-weight: normal;\">Why is CRM important?</span></h1>\r\nCRM management system enables a business to deepen its relationships with customers, service users, colleagues, partners and suppliers.\r\nForging good relationships and keeping track of prospects and customers is crucial for customer acquisition and retention, which is at the heart of a CRM’s function. You can see everything in one place — a simple, customizable dashboard that can tell you a customer’s previous history with you, the status of their orders, any outstanding customer service issues, and more.\r\nGartner predicts that by 2021, CRM technology will be the single largest revenue area of spending in enterprise software. If your business is going to last, you know that you need a strategy for the future. For forward-thinking businesses, CRM is the framework for that strategy.\r\n<h1 class=\"align-center\"><span style=\"font-weight: normal;\">What are the benefits of CRM?</span></h1>\r\nBy collecting and organising data about customer interactions, making it accessible and actionable for all, and facilitating analysis of that data, CRM offers many benefits and advantages.<br />The benefits and advantages of CRM include:\r\n<ul><li>Enhanced contact management</li><li>Cross-team collaboration</li><li>Heightened productivity</li><li>Empowered sales management</li><li>Accurate sales forecasting</li><li>Reliable reporting</li><li>Improved sales metrics</li><li>Increased customer satisfaction and retention</li><li>Boosted marketing ROI</li><li>Enriched products and services</li></ul>\r\n<h1 class=\"align-center\"><span style=\"font-weight: normal;\">What are the key features of most popular CRM software programs?</span></h1>\r\nWhile many CRM solutions differ in their specific value propositions — depending on your business size, priority function, or industry type — they usually share some core features. These, in fact, are the foundation of any top CRM software, without which you might end up using an inferior app or an over-rated address book. So, let’s discuss the key features you need to look for when figuring out the best CRM software for your business.\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Contact management</span>. The best CRM solutions aren’t just an address book that only organizes contact details. It manages customer data in a centralized place and gives you a 360-degree view of your customers. You should be able to organize customers’ personal information, demographics, interactions, and transactions in ways that are meaningful to your goals or processes. Moreover, a good contact management feature lets you personalize your outreach campaign. By collecting personal, social, and purchase data, it will help you to segment target audience groups in different ways.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Reporting and dashboards</span>. These features of customer relationship management allow you to use analytics to interpret customer data. Reporting is very useful if you want to consolidate disparate data and churn out insights in different visualizations. This lets you make better decisions or proactively deal with market trends and customer behavioral patterns. The more visual widgets a CRM software has, the better you can present reports. Furthermore, a best customer relationship management software will generate real-time data, making reporting more accurate and timely. Reporting also keeps you tab on sales opportunities like upsell, resell, and cross-sell, especially when integrated with e-commerce platforms.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Lead management</span>. These features let you manage leads all the way to win-loss stage. They pave a clear path to conversion, so you can quickly assess how the business is performing. One of the main three legs that comprises the best client relationship management software (the other two being contact management and reporting), lead management unburdens the sales team from follow-ups, tracking, and repetitive tasks.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Deals and tasks</span>. Deals and tasks are closely associated with leads. Deals are leads at the negotiation stage, so it’s critical to keep a close eye on their associated tasks for a higher chance of conversion.<br />CRM software tools should also let you track both deals and tasks in their respective windows or across the sales stages. Whether you’re viewing a contact or analyzing the sales pipeline, you should be able to immediately check the deal’s tasks and details. Deals and tasks should also have user permissions to protect leaks of sensitive data. Similarly, alerts are critical to tasks so deadlines are met. Notifications are usually sent via email or prominently displayed on the user’s dashboard.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Campaign management</span>. Solid CRM software will integrate this feature to enable marketing processes from outreach concept to A/B testing to deployment and to post analysis. This will allow you to sort campaigns to target segments in your contacts and define deployment strategies. You will also be able to define metrics for various channels, then plow back the insights generated by post-campaign analytics into planning more campaigns.<br />Recurring outreach efforts can also be automated. For instance, you can set to instantly appropriate content to contacts based on their interest or send tiered autoresponders based on campaign feedback.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Email management</span>. By integrating with popular email clients like Gmail and Outlook, CRM solutions can capture email messages and sort important details that can be saved in contacts or synced with leads. They can also track activities like opened emails, forwarded emails, clicked links, and downloaded files. Emails can also be qualified for prospecting.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Social media management. </span>Popular CRM systems feature an integrated social media management where you can view different social media pages from the CRM’s interface. This is a convenient way to post, reply on, and manage all your pages. Likewise, this feature gives you a better perspective on how customers are interacting with your brand. A glean of their likes and dislikes, interests, shares, and public conversations helps you to assess customer biases and preferences. Customers are also increasingly using social media to contact companies; hence, a good CRM should alert you for brand mentions.</li></ul>\r\n\r\n<ul><li><span style=\"font-weight: bold;\">Mobile access</span>. With more users accessing apps via mobile devices, many vendors have been prioritizing mobile-first platforms. Emergence Capital Partners study found over 300 mobile-first apps so far and CRM is definitely one their targets. Many CRM solutions have both Android and iOS apps. Mobile access works in two ways to be highly appreciated: accessing data and inputting data while on location. Field sales with the latest sales information on hand may be able to interest prospects better. Conversely, sales reps can quickly update deals across the pipeline even as they come off a client meeting.</li></ul>\r\n\r\n","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/CRM_-_Customer_Relationship_Management.png"},{"id":152,"title":"Contact Center","alias":"contact-center","description":"A contact center is a central point from where you can contact.\r\nThe contact center typically includes one or more call centers but may include other types of customer contact, as well. A contact center is generally part of an enterprise's overall customer relationship management (CRM) strategy.<br />Contact centers and call centers are both centers for customer service, and the two terms are often used interchangeably, but a contact center supports more services than a typical call center.\r\nContact centers offer omnichannel customer support, including email, chat, voice over IP (VoIP) and website support. A call center typically uses phones as the main channel of communication and can handle a mass volume of calls.<br />Contact centers are used for inbound communication, outbound communication or a hybrid of both. Contact center agents also interact with customers via web chat, phone, email or other communication channels.\r\nThe contact center infrastructure that is necessary to support communications may be located on the same premises as the contact center, or it can be located externally.\r\nIn an on-premises scenario, the company that owns the contact center also owns and manages its own hardware and software. This requires staffing and IT investments that some companies choose to forgo by outsourcing those tasks to cloud providers or hosting companies.","materialsDescription":" <span style=\"font-weight: bold;\">What is a Call Center?</span>\r\nTraditionally, a call center is an office where a large number of call center agents provide customer service over the telephone. Inbound call centers receive calls for customer support and often serve as a knowledge base for tech support, billing questions, and other customer service issues. These call centers focus on quick call resolution times and agent productivity. In outbound call centers, agents make calls rather than receive them. These could be sales calls, marketing offers, surveys, fundraising requests, or debt collection, for example.\r\nThe term “call center” conjures an image for many people of waiting on perpetual hold or being routed through an endless IVR that never gives them what they need. Because so many consumers have had a dreadful customer service experience along these lines, call centers have developed a bad rap. But as legacy phone systems give way to newer digital technologies, call centers are evolving.\r\n<span style=\"font-weight: bold;\">What is a Contact Center?</span>\r\nThe term &quot;contact center&quot; (or “contact centre”) reflects the modern reality that there are many other ways to connect with a customer these days besides by telephone. The combined trends of increased customer expectations and newer technologies that allow for many channels of communication are creating a shift in the traditional call center model which has existed for decades. Consumers want more ways to reach businesses, and businesses are looking for new ways to improve customer experience.\r\nWhile call center agents generally focus on inbound and outbound calls, either on traditional phone lines or over VoIP, contact center agents handle a wide variety of communications. In a modern multichannel contact center, technical support might be delivered over in-app chat or video, while order status updates are delivered via SMS, event promotions are sent as push notifications, surveys are deployed over Facebook Messenger, and sales inquiries received by email are sent directly to an agent to connect by phone. Call centers handle voice communications, contact centers handle all communications.\r\nA company’s contact center is usually integrated with their customer relationship management (CRM) system, where all interactions between the organization and the public are tracked, coordinated, and managed. Depending on the infrastructure and ecosystem, it could be comprised of an alphabet soup of complex components. Many companies have purchased off-the-shelf systems or a highly customized network of technologies from multiple vendors. Some companies have adopted a cloud-based solution or two, but they remain siloed from the rest of their systems and can’t talk to each other.","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/Contact_Center1.png"},{"id":186,"title":"VoIP - Voice over Internet Protocol","alias":"voip-voice-over-internet-protocol","description":"<span style=\"font-weight: bold;\">Voice over Internet Protocol </span>(Voice over IP, VoIP) is a methodology and group of technologies for the delivery of voice communications and multimedia sessions over Internet Protocol (IP) networks, such as the Internet. Other terms commonly associated with VoIP solutions are IP telephony, Internet telephony, broadband telephony, and broadband phone service.\r\nThe term Internet telephony specifically refers to the provisioning of communications services (voice, fax, SMS, voice-messaging) over the public Internet, rather than via the public switched telephone network (PSTN). The steps and principles involved in originating VoIP telephone calls are similar to traditional digital telephony and involve signaling, channel setup, digitization of the analog voice signals, and encoding.\r\nInstead of being transmitted over a circuit-switched network, however, the digital information is packetized, and transmission occurs as IP packets over a packet-switched network. Such transmission entails careful considerations about resource management different from time-division multiplexing (TDM) networks.\r\n\r\n\r\n\r\n","materialsDescription":"<h1 class=\"align-center\"> What are the benefits of VoIP?</h1>\r\n VoIP technology can facilitate tasks and deliver services that might be cumbersome or costly to implement when using traditional PSTN: \r\n<ul><li>More than one phone call can be transmitted on the same broadband phone line. This way, VoIP system can facilitate the addition of telephone lines to businesses without the need for additional physical lines.</li><li>Features that are usually charged extra by telecommunication companies, such as call forwarding, caller ID or automatic redialing, are simple with voice over internet technology.</li><li>Unified Communications are secured with VoIP technology, as it allows integration with other services available on the internet such as video conversation, messaging, etc. </li></ul>\r\n<h1 class=\"align-center\">VoIP programs </h1>\r\nThere are four main types of VoIP technology. Each option has varying levels of complexity which can impact ease of implementation and maintenance.\r\n <span style=\"font-weight: bold;\">Integrated Access</span>\r\nIntegrated access is the VoIP service that most mimics the traditional phone line. With integrated access VoIP, businesses integrate VoIP software and existing, legacy phone systems. This approach lets the business keep its old number and equipment while also gaining access to advanced telecommunications features. \r\n<span style=\"font-weight: bold;\">SIP Trunks</span>\r\n Session Initial Protocol (SIP) transmits voice and video information across a data network, letting VoIP users take advantage of shared lines and increase their communications flexibility. Because all data is sent over a network, businesses can use SIP trunks to replace traditional analog phone networks or use a VoIP gateway to integrate SIP trunking with legacy phone systems. \r\n<span style=\"font-weight: bold;\">Hosted IP PBX</span>\r\n What most people envision when they think of VoIP, this VoIP solution sees a vendor host and operate the private branch exchange, offering unified communications solutions. The business connects to a hosted cloud-based PBX network via its IP network. Phone system hardware is maintained off-site by the hosted IP PBX vendor, and all responsibility for the hardware, software, maintenance, security and upgrades all falls on the hosted PBX provider. \r\n <span style=\"font-weight: bold;\">Managed IP PBX </span>\r\nSimilar to Hosted IP PBX, this version of the unified communication solution is outsourced to a third party that takes care of all management requirements, but instead of phone hardware being off-site, the equipment is housed on-premise by the business. \r\nUnderstanding these different services of VoIP communication can help a business determine the system that best suits its needs. SIP Trunks, for instance, are more attractive to those who want to install their own technology and manage it themselves, while still connecting to VoIP features.\r\n On the other hand, managed IP PBX is a good option for those who don’t have the resources to buy and operate their own VoIP systems. The Hosted IP PBX solution frees the business to select the VoIP management software that works for them and liberates them from the cost and administrative headache of maintaining both voice and data lines and the related carrier partnerships. ","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/VoIP_-_Voice_over_Internet_Protocol.png"},{"id":337,"title":"Sales","alias":"sales","description":" Sales are activities related to selling or the number of goods or services sold in a given targeted time period.\r\nThe seller, or the provider of the goods or services, completes a sale in response to an acquisition, appropriation, requisition, or a direct interaction with the buyer at the point of sale. There is a passing of title (property or ownership) of the item, and the settlement of a price, in which agreement is reached on a price for which transfer of ownership of the item will occur. The seller, not the purchaser, typically executes the sale and it may be completed prior to the obligation of payment. In the case of indirect interaction, a person who sells goods or service on behalf of the owner is known as a salesman or saleswoman or salesperson, but this often refers to someone selling goods in a store/shop, in which case other terms are also common, including salesclerk, shop assistant, and retail clerk.\r\nIn common law countries, sales are governed generally by the common law and commercial codes. In the United States, the laws governing sales of goods are somewhat uniform to the extent that most jurisdictions have adopted Article 2 of the Uniform Commercial Code, albeit with some non-uniform variations.\r\nA person or organization expressing an interest in acquiring the offered item of value is referred to as a potential buyer, prospective customer, or prospect. Buying and selling are understood to be two sides of the same &quot;coin&quot; or transaction. Both seller and buyer engage in a process of negotiation to consummate the exchange of values. The exchange, or selling, process has implied rules and identifiable stages. It is implied that the selling process will proceed fairly and ethically so that the parties end up nearly equally rewarded. The stages of selling, and buying, involve getting acquainted, assessing each party's need for the other's item of value, and determining if the values to be exchanged are equivalent or nearly so, or, in buyer's terms, &quot;worth the price&quot;. Sometimes, sellers have to use their own experiences when selling products with appropriate discounts.\r\nAlthough the skills required are different, from a management viewpoint, sales is a part of marketing. Sales often form a separate grouping in a corporate structure, employing separate specialist operatives known as salespersons (singular: salesperson). Selling is considered by many to be a sort of persuading &quot;art&quot;. Contrary to popular belief, the methodological approach of selling refers to a systematic process of repetitive and measurable milestones, by which a salesman relates his or her offering of a product or service in return enabling the buyer to achieve their goal in an economic way.","materialsDescription":" <span style=\"font-weight: bold;\">What's the Difference Between Sales and Marketing?</span>\r\nSales and Marketing: two terms we often hear together when working with mid-size companies. In some ways, this is logical because the two need to work together. But in fact, Sales and Marketing are two very different functions and require very different skills.\r\nBusiness leaders know what Operations are; they make stuff. They know what Accounting is; they record and control the money. And they know what Sales do; they sell stuff. So if you are not making stuff, selling stuff, or recording the money—what is marketing and why do you need it?\r\nWhat's the difference between Sales and Marketing? To answer this question, let's define what Sales and Marketing are separately and how they support one another.\r\n<span style=\"font-style: italic;\"><span style=\"font-weight: bold;\">What is Marketing? Aligning with Customers, Now and for the Future</span></span>\r\nA key job of Marketing is to understand the marketplace from the perspective of the customer looking back towards the company and helping lead the company where it should be in the future. Marketing’s job is to direct the organization toward the segments, or groups of customers and channels where the company can profitably compete. It should help the organization see how it needs to modify its product offerings, pricing, and communication so that it meets the needs of the distribution channel or end customers.\r\nMarketing also needs to convert the market understanding into tools and tactics to attract the market, build (often digital) relationships, and develop leads. Without Sales, Marketing efforts run short. Marketing directs Sales as to where they should be hunting and what ammo to use. Note, however, that if Marketing becomes a sales support function focused only on the now, the future can become lost.\r\n<span style=\"font-style: italic;\"><span style=\"font-weight: bold;\">Without Marketing, Sales Suffers</span></span>\r\nNot even the best hunter can bring home dinner if they are shooting blanks at decoys. Markets are constantly changing. The job of marketing is to stay ahead of the changes and help the hunters see where they should be hunting and provide them with the right ammunition. If Marketing is only focused on delivering the ammunition for today, nobody will see where the industry is moving or where the company needs to hunt next. This limits growth not only for Sales and Marketing but also for your entire organization.\r\n<span style=\"font-style: italic;\"><span style=\"font-weight: bold;\">Can You be Both Sales and Marketing?</span></span>\r\nIn all my years, working for companies that ranged from Fortune 100 to mid-size companies I have never met anyone who was really good at both sales and marketing. I have held the title of VP of Sales and Marketing, managing a 500 person sales and merchandising force. I was really a marketing person with sales authority. The skills required to focus on the now and the push of sales are different. In many ways, they are contrary to the skills of looking to the future and the customer perspective of marketing.\r\nEvery Sales organization feels they have a good understanding of their customers. But every Sales conversation with a customer has a sales transaction lurking in the background. Therefore, customers can never be completely open about their needs and want when talking to a sales person.\r\nFor a company to really grow, someone must have the job of looking out the window towards where the company needs to go in the future. For many companies, this is the job of the CEO and Sales hires someone to do some sales support and gives them a marketing title. But as companies grow, the job of CEO starts to become a full-time job in itself and the strategic role of Marketing gets short-changed. A study of mid-size companies by the University of Texas showed that companies that separated the roles of Marketing and Sales were much more likely to grow faster than the industry average.\r\n<span style=\"font-style: italic;\"><span style=\"font-weight: bold;\">Sales and Marketing: Today and the Future</span></span>\r\nSales need to be focused on the now. You can’t run a company unless your sales team is focused on bringing in today’s business. But you can’t really ask your Sales leaders where the company should go next and to develop the 18-month plan to get there without losing focus on today’s revenue. Besides, if your sales executive was really good at developing future-focused business strategies and tying that strategy to the plans and tools of marketing to make it happen, they would be a marketing person and not a now-focused sales person.","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/icon_Sales.png"},{"id":341,"title":"Customer Service","alias":"customer-service","description":" Customer service is the process of ensuring customer satisfaction with a product or service. Often, customer service takes place while performing a transaction for the customer, such as making a sale or returning an item. Customer service can take the form of in-person interaction, a phone call, self-service systems, or by other means.\r\nCustomer service is an important part of maintaining ongoing client relationships, which is key to continuing revenue. For this reason, many companies have worked hard to increase their customer satisfaction levels.\r\nMost successful businesses recognize the importance of providing outstanding customer service. Courteous and empathetic interaction with a trained customer service representative can mean the difference between losing or retaining a customer.\r\nWhen problems arise, customers should receive timely attention to the issue. Prompt attention to emails and phone calls is critical to maintaining good relations. Requiring customers to stand in long lines or sit on hold can sour an interaction before it begins.\r\nIdeally, customer service should be a one-stop endeavor for the consumer. For example, if a customer calls a helpline regarding a problem with a product, the customer service representative should follow through with the customer until the issue is fully resolved.\r\nThis may entail scheduling appointments with in-person repair personnel if the problem cannot be resolved on the phone, or transferring a call to skilled technicians in another department. Proactively following up with the customer to ensure that he or she is fully satisfied is another smart move.","materialsDescription":" What are customer service standards?\r\nCustomer service standards are an internal corporate set of rules governing the company's customer service activities, an algorithm for communicating with customers, and general standards for responding to unusual situations. The standard of customer service is an integral part of the corporate standard of the company.\r\nFunctions of customer service standards:\r\n<ol><li>To order. The client does not encounter problems, does not see them, which means that he is confident that all the staff without exception are professionals who know their business.</li><li>To control. It is difficult to assess and monitor the work of each manager if there are no clear criteria for evaluation. At the same time, the implementation of the sales plan cannot be the only parameter of the assessment; you need to know whether the manager of customer service standards adopted in this company adheres.</li><li>To adapt. Among other things, the availability of customer service standards simplifies the procedure.</li></ol>\r\nCustomer service standards are effective if the customer does not see the difference between the work of two (or more) managers, and sees only “proprietary” service, always the same, regardless of any external factors or circumstances. The customer service standard, which has been tested in practice, backed up by experience (perhaps even someone else's), created on the basis of analytical studies and recognized methods, can be called &quot;gold&quot;. It allows you to increase profits, improve the image of the company, attract new customers.\r\nCustomer service standards are an important part of the company's brand. But, in addition, the standards are necessary and other units, in particular, the department to work with staff. Therefore, their development must take into account the needs of all interested services of the company.\r\n<span style=\"font-weight: bold; \">What is the purpose of introducing customer service standards in the company?</span>\r\nThe objectives of implementing the standards are as follows:\r\n<ul><li>For employees with experience: minimize the number of erroneous and unnecessary actions. The result of this will be saving time of each employee (no errors - no need to spend time correcting them). And, as a result, increased productivity.</li><li>For novice employees: customer service standards allow you to transfer the necessary knowledge in the most concise manner and in a short time.</li><li>For the company: the abolition of dependence on the old-timers. Not all employees who have worked in the company for many years (or even since the day of foundation) are able to resist the so-called star disease. Having knowledge and experience, a person loses the ability to objectively evaluate his work, he begins to think that he is the best manager in the company. It can end very badly - in the event of dismissal, such an employee will take the base, and turn clients against the company. Standards for customer service are needed to ensure that all employees can be assessed on a single scale, based on the actual benefits they bring to the company, as well as the attitude of the employee to the company.</li><li>For the company: the uniformity of control activities of managers. Standards are unequivocal, exclude double interpretations, and therefore cannot cause controversy about the rightness of an employee or employer.</li><li>For managers: the standards of uniform customer service are the same for all managers, and this makes it possible to make the pay of each manager absolutely transparent and intelligible. Realizing that there will be no double interpretations, the manager may not be afraid that he will be paid less than expected - all his mistakes and achievements are immediately visible and understandable.</li></ul>\r\n<span style=\"font-weight: bold; \">The application of service standards allows you:</span>\r\n<ul><li>to develop a company style in dealing with clients;</li><li>to increase the effectiveness of the work of managers with new customers;</li><li>to bring the quality of communication with customers to a higher level;</li><li>to create a positive opinion of the company about the company, so that it can be recommended to its acquaintances, thus increasing the number of potential and then real customers;</li><li>to minimize conflicts between the manager and the customer;</li><li>to develop a technology for training newcomers;</li><li>to transfer the assessment of the work of the manager from the subjective to the objective, transparent and understandable to everyone;</li><li>to establish a procedure for controlling the work of personnel;</li><li>to increase the motivation of managers to work.</li></ul>\r\n<span style=\"font-weight: bold;\">Benefits of applying service standards</span>\r\n<ul><li>The accumulation of experience: the entire base focuses on the company, and not on the hands of managers, &quot;old-timers.&quot; Thus, the departure of one or several “old” employees does not become a “natural disaster” for the company.</li><li>Motivation, analysis and control: customer service standards make it possible to develop a transparent scheme of managers' motivation based on a clear, almost mathematical analysis of their work. The sales process is optimized.</li><li>Setting goals. With the help of standards, the company has the ability to set clear, reasonable plans. This allows you to keep the atmosphere in the team friendly and stable, and the lack of &quot;muffled&quot; tasks - to increase the loyalty of managers to the company.</li><li>Standards of customer service is a fairly mobile system that allows you to immediately detect errors in working with clients and quickly eliminate them. In addition, at any stage of working with a client, the head of the sales department can intervene in the process, noticing an error in the work of the manager, and even be proactive in order to prevent an error to which the manager is heading.</li><li>Quick and easy start for beginners. Customer service standards are actually a knowledge base, collected, analyzed, and streamlined. Such information is easily transmitted and assimilated by beginners, which means that the beginner quickly gets to work and starts to make a profit. In addition, a newbie will not spoil relations with a client by awkward actions, since he already knows what to do in any conflict and problem situations.</li><li>Customer confidence. Customer service standards allow the latter to feel confident in the company - no matter where the customer is, he will always easily recognize “his” company by brand features and can be absolutely sure that in a small town they will be served as qualitatively as in a million-plus city, because that the company is well aware of their work. So, such a company can be trusted.</li></ul>","iconURL":"https://old.roi4cio.com/fileadmin/user_upload/icon_Customer_Service.png"}],"characteristics":[],"concurentProducts":[],"jobRoles":[],"organizationalFeatures":[],"complementaryCategories":[],"solutions":[],"materials":[],"useCases":[],"best_practices":[],"values":[],"implementations":[]}},"aliases":{"1":["amazon-connect","cisco-packaged-contact-center-enterprise","diamantr","egain-calltrack","egain-mail","eptica-customer-engagement-suite","microsoft-dynamics-crm","naumen-contact-center","omanalyticsr","omivrr-kontakt-centr","omni-channel-conversational-platform-diamantr","omreportsr","unify-openscape-voice","workbookscom","xpertr-packages","zendesk-chat-zendesk-support-zendesk-guide","zendesk-chat-zendesk-support-zendesk-guide-zendesk-talk","zendesk-talk"]},"links":{"first":"http://b4r_be/api/products?page=1","last":"http://b4r_be/api/products?page=1","prev":null,"next":null},"meta":{"current_page":1,"from":1,"last_page":1,"path":"http://b4r_be/api/products","per_page":20,"to":18,"total":18},"loading":false,"error":null,"useProductLoading":false,"sellProductLoading":false,"templatesById":{},"comparisonByTemplateId":{}},"filters":{"filterCriterias":{"loading":false,"error":null,"data":{"price":{"min":0,"max":6000},"users":{"loading":false,"error":null,"ids":[],"values":{}},"suppliers":{"loading":false,"error":null,"ids":[],"values":{}},"vendors":{"loading":false,"error":null,"ids":[],"values":{}},"roles":{"id":200,"title":"Roles","values":{"1":{"id":1,"title":"User","translationKey":"user"},"2":{"id":2,"title":"Supplier","translationKey":"supplier"},"3":{"id":3,"title":"Vendor","translationKey":"vendor"}}},"categories":{"flat":[],"tree":[]},"countries":{"loading":false,"error":null,"ids":[],"values":{}}}},"showAIFilter":false},"companies":{"companiesByAlias":{},"aliases":{},"links":{},"meta":{},"loading":false,"error":null},"implementations":{"implementationsByAlias":{},"aliases":{},"links":{},"meta":{},"loading":false,"error":null},"agreements":{"agreementById":{},"ids":{},"links":{},"meta":{},"loading":false,"error":null},"comparison":{"loading":false,"error":false,"templatesById":{},"comparisonByTemplateId":{},"products":[],"selectedTemplateId":null},"presentation":{"type":null,"company":{},"products":[],"partners":[],"formData":{},"dataLoading":false,"dataError":false,"loading":false,"error":false},"catalogsGlobal":{"subMenuItemTitle":""}}