Customer insight solutions provider DataSalon, UK, has announced that several leading scholarly publishers have confirmed their support for a comprehensive new model of the complex world of individual, institutional, and 'big deal' customers. The 'Customer Insight Framework', published by DataSalon, has been endorsed by the American Institute of Physics, BMJ Group, IOP Publishing, Oxford University Press and the Royal Society of Chemistry - all of whom are placing customer insight programmes at the heart of their sales and marketing activities.
The framework is available for free download from www.datasalon.com/customer_insight. It presents a concise set of 12 guiding principles, which define a shared roadmap towards the end goal of a complete and fully-integrated customer view. Such a model is seen to provide an essential foundation for almost all sales and marketing activities including effective up-selling and cross-selling, targeted campaigns to drive renewals, article submissions and email signups, and accurate analysis of market share and key prospects.
The model defines guiding principles for establishing a single, unique record for each individual, institution or company, and consortium. It highlights all of the different types of information to be aggregated for each customer to establish a 360 degree view. The model also identifies the relationships which need to be modelled - including those between individuals, institutions, and buying consortia - and the network of content access right that exists between those different levels.
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