
In Dating and Sales, Content Is King
Five steps to help you seal the deal. BY DOUG WINTER, COFOUNDER AND CEO, SEISMIC
5 Reasons Your CRM Is Failing (and What You Can Do About It)
The Zen of a Connected Business
Six benefits of integrating CRM and ERP. BY BRYAN COLLINS, MANAGER, SAGE CRM BLOG CHANNEL
Changing Consumer Behaviors Make Self-Service Growth Inevitable
To give today’s customers what they want, help them help themselves. BY JAKE WOBBROCK, PRESIDENT AND CEO, ANSWERDASH
4 Questions to Ask About Your E-Commerce Business
Analyze customer data to drive online retail success. BY FRANK BIEN, CEO, LOOKER
Don’t Gamble with Your Customer Experience Strategy
Ground your marketing approach in insightful customer data. BY GARRY LEVITT, VP, ALLIANCES, SDL
To Win in SaaS, Uncover Customer Problems Before You Get Dumped
Look to analytics to reduce customer churn. BY MICHAEL GELLER, CEO, PREACT
Make the Most of Social Selling
Knowing your customers is key to this sales strategy. BY BHAVIN SHAH, CEO AND COFOUNDER, REFRESH
How Social Service Communities Can Drive Loyalty
When customers help each other, companies and customers win. BY YARON WILF, VP, CLOUD SHERPAS
Tips for a Successful Channel Partner Relationship
Don’t let poor execution give your competitors an advantage. BY MIKE MORGAN, CEO, RELAYWARE
Increase productivity and please customers with document management software. BY MATT PETERSON, PRESIDENT AND CEO, EFILECABINET


Editorial Director
David Myron dmyron@infotoday.com
MANAGING EDITOR
Sherri Lerner slerner@infotoday.com
news EDITOR
Leonard Klie lklie@infotoday.com
Senior Designer
Laura Hegyi lhegyi@infotoday.com
Associate editor
Maria Minsker mminsker@infotoday.com
Proofreader
Greg Edmondson
Contributing Writers
Megan Burns, Jim Dickie, Esteban Kolsky, Paul Korzeniowski, Marshall Lager, Tye Pemberton, Natalie Petouhoff
Editorial Advisory Board
Lior Arussy,
President, Strativity Group;
Barton Goldenberg,
President, ISM, Inc.;
Paul Greenberg,
President, The 56 Group, LLC;
Sheryl Kingstone,
CRM Program Manager, Yankee Group;
Denis Pombriant,
founder and Managing Principal,
Beagle Research Group;
Ray Wang,
Principal Analyst and CEO,
Constellation Research
Advertising Sales/print & online
Vice president and Group Publisher
Bob Fernekees 1-212-251-0608 x106 bfernekees@destinationCRM.com
west coast ad director
Dennis Sullivan 1-203-445-9178 dennis@destinationCRM.com
East/MIdwest Ad Director
Adrienne Snyder 1-201-327-2773 adrienne@destinationCRM.com
Marketing
Director of Marketing
Tom Hogan, Jr. thoganjr@infotoday.com
Director of Web Events
DawnEl Harris dawnel@destinationCRM.com
EXECUTIVE MANAGEMENT
President and CEO
Thomas H. Hogan thogan@infotoday.com
Chairman
Roger R. Bilboul
Vice President, Administration
John Yersak johny@infotoday.com
Vice President, Content
Dick Kaser kaser@infotoday.com
Information Technology
Vice President, information Technology
Bill Spence spence@infotoday.com
Production
production Manager
Norma J. Neimeister nneimeister@infotoday.com
Ad Trafficking Coordinator
Jacqueline Crawford adsubmit@infotoday.com
CRM (ISSN: 1529-8728; USPS: 17233) is published monthly by CRM Media, a division of Information Today, Inc., 143 Old Marlton Pike, Medford, NJ 08055 USA; Phone: (609) 654-6266; Fax: (609) 654-4309; Internet: www.infotoday.com. Registered in U.S. Patent & Trademark Office.
Periodicals postage paid at Medford, N.J., and other mailing offices.
©Copyright 2014, CRM Media, a division of Information Today, Inc. All rights reserved. No part of this publication may be reproduced in whole or in part in any medium without the express permission of the publisher. Printed in USA
POSTMASTER: Send address changes to CRM magazine, P.O. Box 3510, Northbrook, IL 60065
Rights and Permissions
Permission to photocopy items is granted by Information Today, Inc. provided that a base fee of $3.50 plus $0.50 per page is paid directly to Copyright Clearance Center (CCC), or provided that your organization maintains an appropriate license with CCC.
Visit copyright.com to obtain permission to use these materials in academic coursepacks or for library reserves, interlibrary loans, document delivery services, or as classroom handouts; for permission to send copies via email or post copies on a corporate intranet or extranet; or for permission to republish materials in books, textbooks, and newsletters.
Contact CCC at 222 Rosewood Drive, Danvers, MA 01923; (978) 750-8400; Fax: (978) 646-8600; www.copyright.com. If you live outside the USA, request permission from your local Reproduction Rights Organization. (For a list of international agencies, consult www.ifrro.org.)
For all other requests, including making copies for use as commercial reprints or for other sales, marketing, promotional, and publicity uses, contact the publisher in advance of using the material. For a copy of our Rights and Permissions Request form, contact Lauree Padgett, lpadgett@infotoday.com.
Online Access Visit our Web site at www.destinationCRM.com
Searchable archive of all articles with digital document delivery: www.iti-infocentral.com
Contents also available online under direct licensing arrangements with EBSCO, NewsBank, ProQuest, and Gale and through redistribution arrangements with information service providers including Dow Jones Factiva, LexisNexis, OCLC, STN International, and Westlaw.
Subscription Information
Subscriptions: Free to qualified recipients within the U.S. Subscription rates for nonqualified subscribers: U.S. subscription rate—$52.95; Canada and Mexico—$72.00; overseas delivery—$105.00 All rates to be prepaid in U.S. funds. Subscribe online at www.destinationCRM.com.
Back issues: $9.00 (U.S.) and $10.00 in Canada and elsewhere per copy.
Change of Address: Mail requests, including a copy of the current address label from a recent issue, and indicating the new address, to CRM magazine, P.O. Box 3510, Northbrook, IL 60065-9857 or call (847) 291-5213.
List Rental American List Council
Postal list: 1-609-580-2793; www.alcdata.com
Email list: Cathy Relyea, 1-914-524-5244; cathy.relyea@alc.com
Reprints For quality reprints of 500 copies or more contact Dennis Sullivan, West Coast, (800) 248-8466 x538 or dennis@destinationCRM.com; Adrienne Snyder, East/Midwest, (201) 327-2773 or adrienne@destinationCRM.com.
Disclaimers Acceptance of an advertisement does not imply an endorsement by the publisher. Views expressed by authors and other contributors are entirely their own and do not necessarily reflect the views of the publisher. While best efforts to ensure editorial accuracy of the content are exercised, publisher assumes no liability for any information contained in this publication. The publisher can accept no responsibility for the return of unsolicited manuscripts or the loss of photos.
Privacy Policy Occasionally, we make a portion of our mailing list available to organizations whose products or services we think might be of interest to our customers. If you do not wish to receive such mailings, please send a copy of your mailing label with a request to be removed from the third-party mailing list to CRM magazine Customer Service, P.O. Box 3006, Northbrook, IL 60065, or call 1-847-291-5213.
Editorial Office 237 West 35th Street, Suite 14A, New York, NY 10001; (212) 251-0608; www.destinationCRM.com
CRM magazine’s monthly PR editorial email update:
Contact David Myron at dmyron@infotoday.com