CRM 2011 – What’s Up Wit’ Dat? – Part I

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2010 was a long year.  I had a matter of great personal sadness a few weeks ago that tainted it, but if that hadn’t happened, it would have been a very exciting long year with a lot of developments in the CRM world and a lot of interest beginning to bubble to the surface on SCRM.  We saw a reconfiguration of the landscape when it came to companies/vendors who were exhibiting the interest or the wares to support what we were all hoping would become a future habit – SCRM – or something related to it.

It was a year for refinement, with the emergence of promising new products like Pivotal’s Social CRM product (BTW, I recently spent a couple of literally delightful days with the Pivotal CRM team in Vancouver. Lovely, gracious, hip people) and Nimble, or added social functionality with products like Oracle’s Fusion apps or SAP’s CRM 7.0. handled the release and use of Chatter 2 with brilliant, mad skills and have devotees and acolytes where they didn’t a year ago – and 67% of their customer base using it one way or the other.

Experimentation in social channels – a Twitter channel for customer service or a collaborative sales effort or the use of mobile marketing with social ranking, rating, commenting and sharing -began popping up everywhere – more as pilots than as full-blown deployments, but as a promising – and measurable start. Communities that are focused around customer service or ideation are becoming not quite commonplace but far more prevalent than they were a year ago. Life around Social CRM, the umbrella term, or program, is good.

Social CRM was validated as a legitimate contender for THE business framework of 2010.  First, in line for validating it, was, if you don’t mind me saying, the release of CRM at the Speed of Light’s 4th edition, which has 800 pages devoted to SCRM goodness, drawing on a lot of practical examples of its value. Then the Altimeter Group SCRM Use Cases that were put together by the now Constellation RG CEO Ray Wang and Altimeter’s Jeremiah Owyang. Then Gartner not only created a magic quadrant for Social CRM but they identified the market as a $1 billion submarket of CRM for 2011– using a number of aggregated categories to come up with that dollar figure. I think its too optimistic, but then again, who am I to say? The very fact that it has a market in 2011 where it didn’t in 2009, tells you how far its come.

Even with all that promise, SCRM as a strategy or a technology buy fell woefully short in a number of places. For example, 2010 didn’t make a fixture in corporate customer strategic planning at this point. While it is sneaking around the edges through the discussions around customer engagement, its doing that more as a more of future interest and curiosity than a line item or 50 in someone’s budget. We’re seeing it more and more in the obvious places – retail, sports etc., what are often called high touch verticals, though I call them the emotional verticals (Good ol’ Paul, muddying up the waters once again). When the technology associated with SCRM is budgeted it isn’t typically seen as a SCRM purchase but instead as a customer service, marketing, sales or social media purchase – or a combination of the different pieces.

If I were to say where I think SCRM is in a couple of sentences as we head to 2011 and my forecast – it is a discussion of serious interest when seen as a corporate strategy, and is only a line item in a budget when it comes to component pieces. The mantra as of now I would say is “got to do CRM; got to try social media; SCRM is interesting, but I’ll wait ‘til next year….Okay, let’s talk about engaging our customers now.”

Big stuff up for 2011.  Once again, this forecast will be split in half between ZDNet (Part 1) and PGreenblog (Part 2).  You’ll see the links on each one.  Far too big for just one of them.

Alright, you KNOW what I think of forecasting but here’s mine anyway.  Seven come 11, baby.  Papa needs a new pair of….headphones. Bose Quiet Comfort or B&W P5s please.

Here We Go – Forecast for 2011

(9) Mobile CRM growth accelerates – The interest in mobile CRM is at an all time high. It comes as IDC identified that over 72% of the U.S. workforce is already mobile and a billion members of the workforce are mobile worldwide; it comes as we go over 5 billion mobile devices on the planet; it comes as the smart devices (including the tablet market) starts approaching a billion;  and as 4G comes online in the U.S. – accelerating with the launch of Verizon’s 4G network. Even more importantly, it comes as we see the increasing consumerization of the workplace. In fact, Gartner, in December, 2010 a.k.a. this month, released their most important IT trends and one of them says that 90% of organizations will support corporate applications on personal devices by 2014.  This at the same time that the workforce is demanding to use the devices they are comfortable with and use at home, at work. As a result of that, we’re seeing iPhone and Android OS being upgraded to enterprise strength while Blackberry attempts to remain the alpha dog of mobile.  But if Gartner is to be believed and we support the studies that say that Blackberry device market share will sink from 17% to 11% by 2015, then we are seeing something dramatic occur – the need by companies to be able to push content to multiple mobile operating systems and device while synchronizing the content across those devices.  That’s one of the reasons that SAP bought Sybase – the projected $400 million business that Sybase’s iAnywhere platform – which can do exactly what I just outlined – is expected to bring in the next period. The technology to do all this, in combination with the growth of the iPad as a business platform, is driving mobile CRM as a key initiative for CRM and SCRM in the next several years.

But realistically, is Mobile CRM being driven by sales force automation on devices?  Not really. If we are being honest, it’s being driven by mobile commerce – which is a form of mobile CRM but from the consumer side. Companies like eBay have re-established their market position by their use of mobile to engage their customers not just around the idea of buying something, but of a mobile experience with the company (They expect to do $1.5 billion in mobile sales this year).  That means even being able to pick out clothes that eBay is selling and “wear” them virtually – mix and match. This is a rich customer experience that doesn’t depend on a purchase but is organized around customer engagement – a sticky mobile involvement 24X7 with the company.  Its due to the growth of social networking on the mobile device via Facebook – an estimated 200 million use the mobile Facebook app – or Foursquare.  In other words its being driven by the customer here, not the company.  But it’s still mobile CRM because its driven by a customer engagement strategy. And its huge.

(10) CRM and “Social” companies continue to integrate their capabilities as a few suites begin to emergeAs I said in the look back, I didn’t believe that suites would emerge when it comes to Social CRM (Gartner said they would) but I’m starting to think that these will come sometime between 2011 and 2012 especially from, Oracle, and CDC Software via their Pivotal products.  All three of them have the capabilities but all fall short now.  (I’ll discuss their shortcomings/strengths in the 2011 CRM Watchlist if they make the cuts).  But that hasn’t stopped the social vendors – community platforms like Lithium and Jive, INgage Networks; the SMM platforms like Radian6; the specialists like InsideView from integrating with various CRM vendors. This will only escalate in 2011 as the APIs get better, the need for integration becomes more obvious and the companies that recognize that they need to be competitive with the salesforce.coms, and Oracles realize that integration is the way they get to do that.  Watch for this coming from the major social companies and the new players in the market like IBM and Cisco in addition with the established names that you are always hearing when it comes to SCRM.

(7) Social “rankings”, as a measure of customer engagement, will become a standard public measure – One of the measures of the visible importance of engagement is how much the company or individual is involved with and appreciated by the customers. While public measures of this won’t be omnipresent in 2011, we will start to see this indices emerging in the obvious places.  For example, in 2009, stars making their case on YouTube or via social networks became a frequent phenomenon – think Ashton Kutcher on Twitter or Chris Bosh’s successful attempt to make the NBA All Star game using YouTube.  This has now gone a step further with the December release by Billboard magazine of their Social 50 chart which “recognizes the online popularity of celebs on the social networking sites.  Their formula includes number and rate of increase of friends/followers weekly; pageviews; song plays on the socnets; and even ratio of page views to fans. All a bit rough to be sure, but a first start. I think we’ll begin to see this more and more in areas that involve intensified customer engagement – initially sports, and entertainment – as the idea that influencers impact things becomes more and more acceptable.  Watch for more of this from traditional outlets next year.

(10) Analytics exhibits the most significant growth of any area with Customer Insight apps leading the way – This is the big Kahuna.  As is self-evident, there is an EXPLOSION of social data that’s now available via the web for companies to mine. Being able to capture it, granularly interpret it, decide how to use it and then make decisions on the basis of that use is perhaps the most fundamental of needs for now and several years ahead. Couple that with the interest that key corporate execs have in “getting closer to the customer” and we are talking about what is probably the most important trend for you to pay attention to in 2011.

Customer insight is what senior business leaders are seeing as an urgent priority. This is the bulk of the 2010 CEO report, “Capitalizing on Complexity” done by the IBM Institute for Business Value (1500+ CEOs). They found that 88% of those surveyed felt that their primary objective for the next five years was getting closer to the customer and 76% of them felt that greater customer insight and intelligence was the key.

Whether you take all research like this at face value or not, the 88%/76% numbers are staggering. This is so high priority that this level of urgency is supposed to extend to the boardroom for the next five years.  That says something…

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Founder, Managing Principal, The 56 Group, LLC, author of several best-selling books, including CRM at the Speed of Light: Social CRM Strategies, Tools, and Techniques for Engaging Your Customers, but most importantly known as the Grandfather of CRM.

3 responses to “CRM 2011 – What’s Up Wit’ Dat? – Part I”

  1. CRM 2011 – What's Up Wit' Dat? – Part I « _Hosted Universe Hosted Universe

    […] CRM 2011 – What's Up Wit' Dat? – Part I Share This:TweetFacebookStumbleUponDiggDelicious […]

  2. Can CRM Predict the Future? : Beyond Search

    […] “CRM 2011 – What’s Up Wit’ That – Part I” and Part II are Paul Greenberg’s CRM predictions for the coming year with a quick year in review.  Greenberg’s “big Kahuna” is analytics / customer insight apps. Greenberg says: “Being able to capture [social data], granularly interpret it, decide how to use it and then make decisions on the basis of that use is perhaps the most fundamental of needs for now and several years ahead. Couple that with the interest that key corporate execs have in ‘getting closer to the customer’ and we are talking about what is probably the most important trend for you to pay attention to in 2011.” […]

  3. Gartner Says Social CRM Market Will be $1 Billion in 2012

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