All of us at Crawford Technologies would like to wish you a Happy New Year. We are looking forward to a productive and busy 2016, with many exciting activities, announcements and events.
As the New Year starts, it’s a good time to take a look at several big-picture industry trends that will impact all of us over the next few years.
Like IBM®, which used to be an acronym for its longer company name, the Association for Information and Image Management is now universally referred to by its acronym AIIM®. The AIIM organization has been an early and proactive advocate for the effective utilization of content through knowledge management and other disciplines. Through the years, the emphasis of its mission has shifted from Image to Information as Big Data has outgrown Micrographics in importance.
Recently Crawford Technologies, in partnership with AIIM, the global community for information professionals, conducted a market survey into customer communications archiving practices. The survey questioned 226 respondents from North America and Western Europe from a range of sectors including government, banking, insurance, telco/media/utilities and healthcare. The survey provides an insight into the trends affecting customer communication archiving.
The U.S. White House Office of Consumer Affairs say that it costs six to seven times more to sell to a new customer than it does to sell to an existing one. Indeed, the probability of selling to an existing customer is somewhere between 60–70%, whereas the probability of selling to a new prospect is only about 5%. As such, it just makes good business sense to look for ways to sell to your best customers…the ones you already have.