El CRM o gestión de relaciones con el cliente es una estrategia integrada de marketing que se basa principalmente en una arquitectura de apoyo para la toma de decisiones.
Requiere siempre de información permanente de distintas fuentes de datos operacionales internas (hoy en día, también de fuentes externas) y es basado netamente en la tecnología como el elemento principal de soporte.
Para llevarse a cabo correctamente se debe contar con una estructura de información absolutamente integrada y basada en el cliente. Es decir, debe existir una visión única del cliente en todos los canales de la empresa.
El almacenamiento de datos debe realizarse de manera precisa y siempre integrada con las demás plataformas tecnológicas con que cuenta la empresa. Si no hay integración de datos no existe CRM.
Estos datos son luego analizados en busca de patrones significativos. Se capturan las preferencias y necesidades específicas de cada cliente de manera individual. Esto mejora la efectividad de las campañas tales como correo directo, eMailing, o inclusive de la venta tradicional face-to-face.
En que tipo de empresa deseas estar con o sin CRM?
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