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Without a doubt customer-profitability analysis is a hot topic -- especially for companies that embrace customer relationship ideas, because without it interpretations of CRM failures or successes are mere speculation.
Budgeting-forecasting models are key diagnostic tools for management to decipher how changes in policies and decisions impact financial performance. Finance typically maintains these models, as their format is attuned to existing accounting systems and data. This natural fit makes it a well-established process that is used in all organizations that plan and evaluate performance via individual product/service categories. In a CRM environment this process disintegrates.…
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