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CRMIT Solutions is a leader in transforming businesses with cloud based Customer Experience (CX) solutions on sales, service, marketing & social cloud. Recognized amongst CIOReveiw’s "20 Most Promising Cloud Computing Companies”


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Smart Phones for Smarter CRM

blog M-PESA, a phone based money transfer and micro-financing service is said to have had pro-found impact on Kenyan households to manage their money. In a country where only 1 percent Kenyans has a landline, this smart cell phone based service has changed the life of 70 percent population. As per Bill and Melinda Gates Foundation newsletter, a survey showed that 90 percent said that their money was safe with M-PESA and they were “extremely happy” or “very happy” with this service. M-PESA service is just one of the many examples of how smart phones have improved all our lives.  Continue reading


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The Modern Customer

Modern Marketing

A few weeks back I received a call from an advocate’s office asking me to visit the court with regards to a civil case filed against me. This took me by surprise and when asked for more details, the caller did not provide any or did not have any. On further investigation, I found that the dispute was regarding a bill settlement (of a leading internet service provider), which I had cleared six months ago and asked for discontinuation of services. Despite a busy day at work and because this call was unsettling me, I called the customer centre, visited one of the walk in stores and tried to explain myself. To my surprise, even after understanding my entire case, none of the agents were willing to help! All I got was another number of some customer advocate team to reach out to. Why should I be calling when I have settled what was asked???

Nevertheless, I went ahead and dialled the so called ‘Customer advocate team’ only to explain myself all over again and to receive a list of action items from them. This did not go down too well with me and I called up a friend, who also happens to be a corporate lawyer, for consultation. He asked me if I would like to file a defamation or harassment case against the company. While I did not go that way, I ensured I write aggressively about this on my blog and other social platforms.

Today, I received another call. This was a special one! An agent called up apologizing for the entire incident (After reading my posts and mentions). But to my disbelief and disappointment, he asked – ‘Could you please explain the issue?’ I did not bother explaining myself and just gave the subscriber id. But out of sheer interest and curiosity, asked him the details of the applications and processes they have in place and drew the below grid:

My Issues/ What I said Their Processes/What they said
‘I have cleared the pending amount please discontinue my internet connection’ Information was not passed to the correct department although captured in the system.‘The services are not discontinued on customer’s request until a feedback call is received, Since I did not get any confirmation call from the service provider, my services were assumed to be continued’
I kept getting calls every month and I had to explain myself over and over again The payment due department is different and has nothing to do with the customer support department
I sent the final settlement and other interaction emails several times, I had to follow up to ensure a closure and did not receive any confirmation back. ‘Not sure what happened, We are sorry about it. Can you clear your pending dues to ensure you don’t have to visit the court?!’
Reluctantly called Customer advocate team hoping to get some positive action ‘Fill up the details on a form, Send it by post to xyz address, we will take it up from there’
Blogged about it Another team handling social platforms called to ask more details

Is this how you are handling today’s customer?

We are deep in the age of the Customer where the speed at which people decide or react or engage has increased manifolds, and if you are not willing to acknowledge this fact you are choosing to be oblivion.

Let’s see some ‘qualities’ (that you may not like) you could attribute to today’s modern customer, some stats around it and the cause and effect.

“Gone are the days when everybody watched prime-time news or series at the same time or did financial transactions during banking hours”

I was going through an annual internet trends report collated and presented by KPCB (Kleiner Perkins Caufield Byers) and some stats given below are worth noticing. Below slide gives a projection of the data that would be shared socially worldwide.Modern Customer

Earlier interactions used to be between individuals, if a consumer had a concern, they would have shared with the supplier or service provider but imagine a bad feedback with mentions of your organization being posted by one individual but read and shared by others exponentially.

“A bad feedback once given, always remains. Thanks to SEO it keeps coming up on search results”

Global Digital Information

The numbers are indicative enough of changing times. The questions one needs to ask are:

  • Is your Service Organisation Modern enough?
  • Are you available for your customer wherever and whenever your customer wants you to be?
  • Are you putting your money at the right place? Training the right people? Using the right applications?
  • Are you operating a cost center or a profit center?
  • Are you providing a multichannel experience?
  • Is Multichannel enough?

For example, let’s see the progress of a service organization or contact center. I will also try to relate to what my service provider did not do or could have done.

Progress of a service organization or contact center

A study conducted by Aberdeen Group in March 2014 highlights the business value addition with implementation of an Omnichannel experience. The numbers below from this report should be incentive enough in adopting this change.

Omnichannel Program

AT CRMIT Solutions, the consultants team agrees with this business benefit of Customer Experience Management and is equipped to deliver it. Oracle Service Cloud applications provide best in class unified Omnichannel experience and our CRM++ products seamlessly integrate to enhance the utility even further.

As for my Internet service provider, I tried sending my business card to, I am hoping they think about getting to this level pretty soon or they would be left pretty far behind.

About CRMIT Solutions:

CRMIT Solutions is a leader in transforming businesses with cloud based Customer Experience (CX) solutions on sales, service, marketing & social cloud.

Specialized Partner for Oracle Service CloudCRMIT Solutions has achieves Oracle PartnerNetwork Specialization for Oracle Service Cloud – Oracle Recognizes CRMIT for Expertise in Implementing Innovative and Value-Added Solutions to Oracle Service Cloud for a unified cross-channel (web, social and contact centre) service solution that matter most in the customer’s journey.

Oracle Service Cloud SolutionsCRMIT Solutions is are committed to provide customers with the best service in the industry. Everything we do – every order, every delivery, every service, every offering – centers on the satisfaction of our customers, and making them more efficient at what they do.

Testimony to Customer Excellence

Pratik Bajaj
Principal Business Consultant – Industry CRM & CX Solutions.
CRMIT Solutions


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Oracle Sales Cloud – Best Practice Data Model for Accounts, Contacts & Activities

blog copyThrough releases 8 and 9, Oracle Sales Cloud started to standardize its data model around Accounts, Contacts and Activities.

Accounts
Previously “Customers” object included both organizations and individuals to whom we sold. Organizations were called Customers and Individuals were called Consumers. But from R8, Organizations and Individuals are separated and are now called Accounts and Contacts respectively.

Previously Customers had to be designated as Sales Accounts for association with opportunities. Now this condition is removed and Accounts could be either ‘Customers’ or ‘Prospects’.

In Application Composer, the account related object “Trading Community Organization Profile” is now called “Account”.

1

Contacts
Contacts now include people related to accounts and people to whom we sell directly.

This change allows to create, search, and manage contacts to whom you sell directly and business contacts in one place.

In Application Composer, the Contact related object “Trading Community Person Profile” is now called “Contact” and “Trading Community Customer Contact Profile” is now called “Customer Contact Profile”.

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With these changes the confusion around selecting the correct object for setting up fields, pages and rules for Accounts and Contacts is removed.

Activities
From release 9, Appointments, Tasks, and Interactions are now stored in one activities object. The single activities object offers full support for configuration and customization, reporting and security.

This enhancement allows to see all activities in one place and quickly add appointments, create tasks and log calls related to accounts, contacts, and opportunities.

About CRMIT Solutions:

CRMIT Solutions is a leader in transforming businesses with cloud based Customer Experience (CX) solutions on sales, service, marketing & social cloud.

oracle_specialized_sales_cloud
CRMIT Solutions has achieved OPN Specialized status for Oracle Sales Cloud –Oracle Recognizes CRMIT Solutions for Expertise in Implementing Oracle Sales Cloud. CRMIT Solutions Offers A Host of Solutions on Oracle Sales Cloud, Including Consulting, Sales Planning, Social Sales, Customer Data Enrichment, Field Sales Automation, User Adoption, Training, Health Checks and Testing.

CRMIT Solutions deliver a Fixed Scope Implementation offering for Oracle Sales Cloud to fast track sales productivity. Fixed Scope Offering leverages Oracle best practices and agile approach for fast track implementation of Oracle Sales Cloud – Go Live in less than 4 weeks. It drives sales productivity through higher win rates, forecast accuracy, and lead conversion.

Testimony to Customer Excellence

Inputs
C.A.Mohammed
Consulting – CX/CRM Industry Solutions
CRMIT Solutions