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have to admit a shortcoming I also have to admit that parts of overall CRM program execution are not my favorite So here goes My shortcoming: I am not very good at project management and I would be remiss if I didn t tell you that, since this chapter purports to be on how to select a vendor and how to implement CRM applications That means project management is involved Oy My least favorite CRM program execution phase: software implementation This is either the cause for my lack of project management skills or vice versa That said, I don t underestimate the importance of this exceptionally difficult phase of CRM, because business success can ride on the automation of processes and business rules Because it is important to implementation, I ve been involved with many vendor selection processes and monitored or hovered over the successful implementation of CRM applications, which can be complex in a large or small company or, considerably more rarely, a fairly simple tactical highly focused effort So what I ve done for this chapter, so that you lovely people reading this book can actually get some real benefit from it, is to take advantage of something I can do bring in a serious expert on CRM vendor selection and also give you a case study of a company that did a CRM implementation completely right in fact, one of the most impressively well thought out implementations I ve ever run across So, after a few opening remarks by me I ll make the introductions and let those who actually love the project show you what they do and how to do

FIGURE 5-18

System V Release 3.2 (mid-1988) System V Release 4.0 (SVR4) (late 1990)

CRM at the Speed of Light: SoCiaL CRM StRategieS, tooLS, and teChniqueS foR engaging YouR CuStoMeRS

Parallel wireless print server (Photo Courtesy of D-Link Systems, Inc)

it right I m not so egocentric that I think I know everything I just know how to be the expert when I am one and the author interviewing the experts when I m not

BSD release features Release Main features Pascal compiler, ex. vi, termcap (both by Bill Joy). Virtual memory kernel, 32/V utilities, features from 2BSD. Job control (originally by Jim Kulp), auto reboot, 1K block file system, Franz Lisp system, better mail handling, reliable signals. Auto configuration code (Robert Elz) TCP/IP protocols (Robert Gurwitz); r commands (rcp, rsh, rlogin, rwho). Fast file system (Marshal Kirk McKusick). Revised IPC; reorganization of the kernel sources, isolating machine dependencies. New signal facilities; re-implemented standalone I/O system to simplify the install process; disk quote (Robert Elz); updates of documentation. NFS, VFS/vnodes, kernel debugger, enhanced network support.10

5:

.

FIGURE 5-19

BSD (early 1977) 2BSD (mid 1978) 3BSD (December 1979) (based on Version 7 32V) 4BSD (1980) 4.1BSD (June 1981) 4.1aBSD (1982) 4.1bBSD (1982) 4.1cBSD (April1983) 4.2BSD (August 1983)

I still remember the home movies that my family took, which we played on a reel projector They fit the definition of an object But there was no real extant value to that object Sentimental value, sure But it didn t and doesn t have the impact of a shared video on YouTube that materially affects the world in some concrete way For example, take a look at the Obama Girl video on YouTube It has been seen by nearly 15 million people at the time I wrote this chapter Articles have appeared on the value this video spoof with a gorgeous female had for the Obama campaign because of the increase in interest and visibility the viral nature of the video allowed The social action around sharing the object makes the difference Digital formats and devices that can handle videos have made producing them an easier task But it is uploading them to YouTube that begins the social act You are licensing them to be shared so that actions (the video is viewed; someone comments) can be taken with your permission The act of uploading is the agreement to share Reputation Reputation is best understood by the following question: Do I trust the action that this person is taking or the object that this person is providing Your level of trust is based on this person s shared reputation or perhaps their reputation with you individually Reputation is one of the most complex characteristics you re going to have to consider with your customers It is not identifiable through a tool or an application, yet how you interact with that customer and they with their community is affected by the reputation of whom you are interacting with For example, if an expert in CRM whom you don t personally know recommends that you subscribe to a blog, how much more likely is it that you will than if a stranger who is an expert in animal husbandry or a friend who may or may not be a CRM savant suggests the same thing Reputation can be enhanced by the participation of individuals in collaborative environments, like wikis or communities In a joint study done by faculty from USC and City University of Hong Kong on the sustainability and benefits of wikis, between 23 and 29 percent of the respondents found that wiki participation enhanced their reputations by earning the respect of others (28 percent); improved their professional standing (23 percent); and improved their reputation within the company (29 percent).

USB wireless print server (Photo Courtesy of D-Link Systems, Inc)

CRM at the Speed of Light: SoCiaL CRM StRategieS, tooLS, and teChniqueS foR engaging YouR CuStoMeRS

4.3BSD (1986/1990)