Strategic account management: the path to gain customer loyalty

The account management field works closely with the sales team, serving as the customer’s primary point of contact. This project’s purpose was to understand if shifting the account management from brand centric to customer centric, would be the best fit for a Portuguese Pharmaceutical company. This customer centric approach - Strategic Account Management (SAM) - was studied, understanding the implicated trade-offs to the company. The workforce was probed about the project and their comments were analyzed. The conclusion points to an implementation of SAM and proposes the adaptations to follow in order to smooth the change.

Understanding Somali Piracy: Beyond a State-Centric Approach

Dr. Maria N Ivanova; Professor Dr. Christoph Scherrer

A User-Centric Approach to eCertificate for Electronic Identities (eIDs) Management in Mobile Environment

The use of electronic documents is constantly growing and the necessity to implement an ad-hoc eCertificate which manages access to private information is not only required but also necessary. This paper presents a protocol for the management of electronic identities (eIDs), meant as a substitute for the paper-based IDs, in a mobile environment with a user-centric approach. Mobile devices have been chosen because they provide mobility, personal use and high computational complexity. The inherent user-centricity also allows the user to personally manage the ID information and to display only what is required. The chosen path to develop the protocol is to migrate the existing eCert technologies implemented by the Learning Societies Laboratory in Southampton. By comparing this protocol with the analysis of the eID problem domain, a new solution has been derived which is compatible with both systems without loss of features.

A Resource Centric Approach For Advancing Collaboration Through Hydrologic Data And Model Sharing

HydroShare is an online, collaborative system being developed for open sharing of hydrologic data and models. The goal of HydroShare is to enable scientists to easily discover and access hydrologic data and models, retrieve them to their desktop or perform analyses in a distributed computing environment that may include grid, cloud or high performance computing model instances as necessary. Scientists may also publish outcomes (data, results or models) into HydroShare, using the system as a collaboration platform for sharing data, models and analyses. HydroShare is expanding the data sharing capability of the CUAHSI Hydrologic Information System by broadening the classes of data accommodated, creating new capability to share models and model components, and taking advantage of emerging social media functionality to enhance information about and collaboration around hydrologic data and models. One of the fundamental concepts in HydroShare is that of a Resource. All content is represented using a Resource Data Model that separates system and science metadata and has elements common to all resources as well as elements specific to the types of resources HydroShare will support. These will include different data types used in the hydrology community and models and workflows that require metadata on execution functionality. The HydroShare web interface and social media functions are being developed using the Drupal content management system. A geospatial visualization and analysis component enables searching, visualizing, and analyzing geographic datasets. The integrated Rule-Oriented Data System (iRODS) is being used to manage federated data content and perform rule-based background actions on data and model resources, including parsing to generate metadata catalog information and the execution of models and workflows. This presentation will introduce the HydroShare functionality developed to date, describe key elements of the Resource Data Model and outline the roadmap for future development.

A user-centric approach to service creation and delivery over next generation networks

Next Generation Networks (NGN) provide Telecommunications operators with the possibility to share their resources and infrastructure, facilitate the interoperability with other networks, and simplify and unify the management, operation and maintenance of service offerings, thus enabling the fast and cost-effective creation of new personal, broadband ubiquitous services. Unfortunately, service creation over NGN is far from the success of service creation in the Web, especially when it comes to Web 2.0. This paper presents a novel approach to service creation and delivery, with a platform that opens to non-technically skilled users the possibility to create, manage and share their own convergent (NGN-based and Web-based) services. To this end, the business approach to user-generated services is analyzed and the technological bases supporting the proposal are explained.

Innovation in healthcare services: a customer focused approach

Although the various tools and techniques of quality management are routinely deployed in order to improve healthcare quality, an integrated approach is lacking, which combines the customer focus to identify quality issues, analytical techniques for prioritising improvement measures and a project management approach to plan, implement and evaluate the improvement projects. This study develops an innovative framework using Quality Function Deployment (QFD) and a logical framework in order to address this issue, and demonstrates its effectiveness using a case study on the intensive care unit of a hospital.

Applied deep learning and data science with a human-centric and data-centric approach

The term Artificial intelligence acquired a lot of baggage since its introduction and in its current incarnation is synonymous with Deep Learning. The sudden availability of data and computing resources has opened the gates to myriads of applications. Not all are created equal though, and problems might arise especially for fields not closely related to the tasks that pertain tech companies that spearheaded DL. The perspective of practitioners seems to be changing, however. Human-Centric AI emerged in the last few years as a new way of thinking DL and AI applications from the ground up, with a special attention at their relationship with humans. The goal is designing a system that can gracefully integrate in already established workflows, as in many real-world scenarios AI may not be good enough to completely replace its humans. Often this replacement may even be unneeded or undesirable. Another important perspective comes from, Andrew Ng, a DL pioneer, who recently started shifting the focus of development from “better models” towards better, and smaller, data. He defined his approach Data-Centric AI. Without downplaying the importance of pushing the state of the art in DL, we must recognize that if the goal is creating a tool for humans to use, more raw performance may not align with more utility for the final user. A Human-Centric approach is compatible with a Data-Centric one, and we find that the two overlap nicely when human expertise is used as the driving force behind data quality. This thesis documents a series of case-studies where these approaches were employed, to different extents, to guide the design and implementation of intelligent systems. We found human expertise proved crucial in improving datasets and models. The last chapter includes a slight deviation, with studies on the pandemic, still preserving the human and data centric perspective.

Rethinking the Portuguese banking sector in a post-crisis context

As the financial crisis hit the Portuguese banks, the profitability of the whole sector squeezed to historical minimums. Reinventing the banking business model in the post-crisis context is an overriding issue to achieve sustainable profits and a low cost-to-income ratio. We propose banks to adopt a true multichannel approach, proceeding to a branch network reformatting and a relocation of services to online channels; adopt a true customer-centric approach and reduce the product and services portfolio complexity; finally, industrialize operations and rationalize the structure. With these measures in place, Portuguese banks will become leaner and more efficient, aspiring to a cost-to-income ratio below 45%.

MARKETING COMMUNICATIONS IN B2B COMPANIES – The Roles of Marketing Communication Tools in the Digital Age

Marketing communications has gone through significant changes during the last decades and new online tools have been leading this change for the last decade. Now, in the digital age, if wanting to be successful companies need to experiment new things and seize the opportunities online provides and adapt to the new environment. However, during this time the marketing communication mix and the meanings given to the various components of it have not changed dramatically, and personal selling, direct marketing, sales promotion, advertising and public relations activities are still regarded as important tools in the marketing communications mix. The purpose of this study was to examine business-to-business marketing communications and the tools used by companies in their marketing communications efforts in the digital age and in a global environment. The research questions dealt with the marketing communication tools and their roles as well as the role of online marketing communication and the way it has shaped the field of b2b marketing communications. In order to answer these questions, qualitative approach was chosen and the data was collected by theme interviews with six representatives of Finnish global companies from the b2b sector being interviewed. The theoretical framework covers the general field of b2b marketing communications and its main elements. The online environment as well as the concept of a global marketplace and integrated approach to marketing communication activities is also discussed. The theory was supported by the interviews regarding the activities and roles of the marketing communication tools and both theory as well as the interviews found personal selling to be a vital tool. However, the importance of online has grown and online marketing activities have risen right next to personal selling. The use of analytics and marketing automation was found to be of great interest in the interviews and they were seen as a growing domain in b2b marketing communications. The importance of targeted and personalised messages from relevant medias was a repeating theme as was the customer-centric approach in marketing communication activities. Also, offline and online tools and channels were seen as something that should be treated together as an entity rather than as separate activities. Relevant content created according to the needs of the customer with the gathered data from analytics were seen as the future of b2b marketing communications. Online has added its input to the more traditionally perceived tools and they are executed within the framework of the digital age. Nevertheless, even though online has increased its presence in the b2b marketing communications mix, the more traditionally perceived marketing communication tools, especially personal selling, have not lost their meaning or place in the b2b marketing communication mix.

Teollisuuden palveluliiketoiminta: Kustannuslaskennan soveltaminen ja erityispiirteet

Palveluiden liiketoiminnallinen merkitys on kasvanut viimeisten vuosien aikana ja ilmiö koskee yhä enemmän myös teollisuutta. Tämän tutkielman tarkoituksena on selvittää palvelutuotannon vaikutuksia kustannuslaskennan toteuttamiseen teollisuusyritysten näkökulmasta. Tutkimuksen avulla pyritään hahmottamaan niitä erityispiirteitä ja soveltamistarpeita, joita palveluistuminen asettaa teollisuusyritysten kustannuslaskentaprosesseille. Tutkimus toteutettiin laadullisen tutkimuksen menetelmin yhteen yritykseen keskittyvän tapaustutkimuksen avulla. Aineistoa on kerätty kohdeyrityksen sisäisten dokumenttien ja prosessikaavioiden, toiminnanohjausjärstelmän tietojen, haastattelun sekä tutkijan oman osallistumisen avulla. Tutkimuksessa havaittiin, että palveluistuminen korostaa asiakasnäkökulmaa ja vaikuttaa laajasti koko organisaation toimintaan. Nämä vaikutukset tulisi ottaa huomioon mahdollisimman kattavasti päätöksenteossa ja toiminnan suunnittelussa, jotta palveluiden liiketoimintapotentiaalista voidaan hyötyä. Kustannuslaskennan kannalta haasteena ovat erityisesti eri palvelutuotteiden toisistaan poikkeavat vaatimukset ja prosessit sekä asiakaskohtainen räätälöinti. Kustannuslaskennan kannalta on tärkeää, että yrityksessä tunnistetaan palvelutuotteiden kustannusrakenteet, jotta kustannuslaskenta voidaan toteuttaa tarkoituksenmukaisella tavalla. Palveluistuminen vaikuttaa yrityksen toimintaan ja prosesseihin, jolloin myös kustannuslaskentaa tulee muokata vastaamaan uusia olosuhteita. Palveluistumisen vaikutuksen vaihtelevat organisaatioittain, joten tiettyä palvelutuotantoon sopivaa kustannuslaskentamallia ei voida esitttää, vaan laskentamalli tulee harkita tapauskohtaisesti.

E-CRM in SMEs: an exploratory study in Sangammer region of Maharashtra in India

Although there are many definitions of SME's there is no globally accepted definition of a small or medium-sized enterprise. Small Medium Enterprises (SME) the catalyst in economic growth & development of the country, are facing tough competition in market place and in establishing themselves as credible supplier of quality product and services. In India they are producing more than 8000 different products. The common perception is that small to medium businesses have very little options in terms of CRM solutions. This is clearly not the case. SME's now have a lot of options and can exercise same. Businesses are shifting from product centric to customer centric. Long before the advent of technology, businesses have always recognized that the customer is the soul of every business. Businesses try to have personal relationship with their customers. Moving towards customer centric approach is a multi prolonged efforts that requires transformation of process, culture and strategy from top level to every individual employee. Technology has a crucial role in providing tools and infrastructure to support this. CRM supports SMEs in their business customer loyalty.

Data-centric concurrency control on the java programming language

Dissertação para obtenção do Grau de Mestre em Engenharia Informática

Customer relationship management at Siemens Healthcare – a diagnosis and proposal for strategy and market segmentation

Towards a holistic perspective of CRM, this project aims to diagnose and propose a strategy and market segmentation for Siemens Healthcare. The main underlying principle is to apply a full customer-centric outlook taking own business properties into consideration while preserving Siemens Healthcare’s culture and vision. Mainly focused on market segmentation, this project goes beyond established boundaries by employing an unbiased perspective of CRM while challenging current strategy, goals, processes, tools, initiatives and KPIs. In order to promote a sustainable business excellence strategy, this project aspires to streamline CRM strategic importance and driving the company one step forward.

Asiakkuuksien johtamisen kehittäminen, Tapaustutkimus

CRM eli Customer Relationship Management on muutaman vuoden ajan saanut osakseen merkittävästi huomiota yritysmaailmassa. Suurista lupauksista huolimatta CRM on aiheuttanut runsaasti pettymyksiä sen kehittämiseen ryhtyneissä yrityksissä. Tämän tutkimuksen tavoite on selvittää, miten CRM: a eli suomennettuna asiakkuuksien johtamista voidaan kehittää menestyksekkäästi tutkimuksen kohdeyrityksessä. Tähän pyritään laadullisin menetelmin toteutetulla tapaustutkimuksella hermeneuttista lähestymistapaa noudattaen. Asiakkuuksien johtaminen on prosessi, jossa organisaation vastuujaon, toiminta-prosessien ja teknologioiden muodostama kokonaisuus organisoidaan tukemaan asiakkuuslähtöistä strategiaa. CRM ei ole tietojärjestelmäprojekti eikä sitä voida koskaan kehittää lopullisen täydelliseksi, koska sen kokonaisuuden muodostavat osat kohtaavat jatkuvasti muutospaineita ympäristössään. Asiakkuuksien johtamista kehitettäessä tulee kohdeyrityksessä ensin muodostaa asiakkuuslähtöinen strategia ja tämän perusteella tarkistaa toimintojensa rooleja ja toimintaprosesseja ja viimeisenä kehittää näitä tukeva tietojärjestelmäkokonaisuus. Kehittämisen onnistumisen edellytyksiä kohdeyrityksen tapauksessa ovat erityisesti CRM- käsitteiden selventäminen, suunnittelun merkityksen ymmärtäminen, johdon tuen hankkiminen, puolueettoman hankkeen omistajan nimeäminen, muutosjohtaminen ja tietojärjestelmäkeskeisyyden hylkääminen. Tulokset saattavat olla suuntaa-antavasti sovellettavissa ainakin vastaavassa lähtötilanteessa oleviin muihinkin yrityksiin.

Modeling and developing a customer-oriented configuration process in a mass customization environment

In this thesis the main objective is to examine and model configuration system and related processes. When and where configuration information is created in product development process and how it is utilized in order-delivery process? These two processes are the essential part of the whole configuration system from the information point of view. Empirical part of the work was done as a constructive research inside a company that follows a mass customization approach. Data models and documentation are created for different development stages of the configuration system. A base data model already existed for new structures and relations between these structures. This model was used as the basis for the later data modeling work. Data models include different data structures, their key objects and attributes, and relations between. Representation of configuration rules for the to-be configuration system was defined as one of the key focus point. Further, it is examined how the customer needs and requirements information can be integrated into the product development process. Requirements hierarchy and classification system is presented. It is shown how individual requirement specifications can be connected for physical design structure via features by developing the existing base data model further.