Customer relationship management (CRM) solutions are no longer the IT-centric systems of years ago. They now provide sophisticated analytics and other features that can help financial institutions and others meet new trends head-on, from rising user expectations to relentless regulatory demands.

However, organizations need a new approach to selecting a CRM solution - one that prioritizes their specific business needs. There are four key steps to putting your customers at the center:

• Clearly defining customer strategy
How will you align business strategy with the customer journey? How will you design products that meet customers’ evolving needs?

• Developing a more customer-centric organization
What operational, organizational, IT and cultural changes are needed to achieve the strategy?

• Building customer-oriented processes and service models
How should you design technology and processes to create experiences that customers love? What processes, information and incentives will foster customer-centric behaviors at all levels?

• Integrating next-generation technology
What technologies, such as mobile and cloud services, do you need to make your organization and service models customer-centric?

All stakeholders must be engaged in choosing the right CRM solution.

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