Magazine article CRM Magazine

Social 2.0: Higher Expectations Demand a Cultural Shift

Magazine article CRM Magazine

Social 2.0: Higher Expectations Demand a Cultural Shift

Article excerpt

IT'S BEEN over a year now that I've been studying the social CRM landscape, and lately I've noticed a number of blogs and articles suggesting a waning enthusiasm for social CRM and social media in general. To counterbalance the drumbeat from the pundits--myself included--who have touted it as a game changer, there's a buzz that suggests it may be more myth than reality. Or, at the very least, that it's time to dial back the exuberance and examine what social CRM really means for a company and how it can be executed.


Frankly, this doesn't surprise me. We're seeing social media follow a familiar pattern for technology trends. First it is introduced by the fringe and spreads like wildfire until it reaches critical mass (in this case, with stunning speed of adoption). Within a very short timeframe, businesses everywhere feel pressure to get on board. The 2011 IBM study on social CRM clearly illustrated this, with 70 percent of executives saying they risk being perceived as out of touch if they don't have a social media presence.

But presence does not connection make, and herein lies the rub. The companies that staked their virtual claim in the blogosphere now need to build something of value for the customers they hope to attract. Customers may explore a company's social community initially, but if their expectations aren't met, they aren't compelled to return. And so, predictably, we are seeing some social media burnout, with organizations questioning the validity and need for social CRM.

But, like the boom, bust, and resurrection, I suspect we will see a winnowing of businesses' uninspired social initiatives. What will emerge from the ashes will be innovative uses for social that may look very different from businesses' Facebook pages and tweets of today.

Which brings me to what I think is at the root of this discomfort with social CRM: It starts with the definition of CRM, and the old tension between CRM and CEM--customer experience management.

Many companies have assumed if they have a CRM strategy, they have a CEM strategy, but they are indeed very different things. I once had a client who said he had a customer experience strategy because he had multiple tiers of customer treatments for his service center based on the value the customer represented to the business. …

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