CRM
Implementation
Strategy
Agenda
1. CRM Overview
2. CRM ÃßÁø Àü·« ¹× ¹æ¾È
3. ±â´ëÈ¿°ú ¹× »ç·Ê ¿¬±¸
1. CRM Overview
The Facts of Salesand Service Delivery
3% to 5% of the customers generate about half of the profit
50% of the customers are not profitable
60% of cross-sales are not profitable
In-person transactions cost 5 to 7 times as much as automated transactions
60% to 80% of front-line time is consumed by less than 20% of the profit potential
21CÀÇ °í°´Àº ÀüÅëÀûÀÎ ´Ü¼øÇÑ ¼ÒºñÀÇ ¿ªÇÒ¿¡¼ Å»ÇÇÇØ ´Éµ¿ÀûÀÎ °øµ¿ âÁ¶ÀÚÀÇ À§Ä¡±îÁö ¹ßÀüÇÏ°í ÀÖÀ½
Source: Co-opting customer competence, HBR, 1999
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1990³â´ë
2000³â ÀÌÈÄ
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4 ±ÔÁ¦ / Å» ±ÔÁ¦
5 »ê¾÷ Restructuring
6 »õ·Î¿î °æÀïÀÚµé
7 ¼¼°èÈ(Globalization)
8 ȯ°æÀû À̽´
9 ÁöÁ¤ÇÐÀû(Geopolitical) À̽´
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