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Newspaper’s Sales Force to Automate Advertising Operations
(SUNNYVALE, CA — September 6, 2007) Relationals, the leader in customer relationship management (CRM) and sales force automation (SFA) for the publishing and media industry, announced today that St. Louis Post-Dispatch has selected the Relationals on-demand CRM platform to streamline their sales processes including lead management and targeting, marketing and outreach, opportunity management and advertiser support.
“No other system provides the comprehensive approach to ad sales operations more than Relationals,” says Jamie McGinnis, product manager for St. Louis Post-Dispatch. “Their proven value to the media industry and their pre-sales support efforts have been remarkable.”
The challenge faced by St. Louis Post-Dispatch to centralize sales operations to improve customer retention, identify new and missed opportunities, and streamline reporting. As for many of today’s newspaper and media-related businesses, Relationals provided the features and functionality required to meet and exceed those needs.
About The St. Louis Post-Dispatch
The St. Louis Post-Dispatch, the largest of Lee Enterprises’ 53 daily newspapers, is the center of a powerful media platform. That platform includes 37 weekly newspapers (the largest group of weeklies in the United States, with a distribution of 1.2 million), specialty publications, a large shared-mail advertising delivery program, and stltoday.com, the leading local website with more than 50 million page views per month. (NYSE: LEE).
Finance, Sales, and Marketing Teams All Using Web-Based CRM to Improve Advertising Operations
(SUNNYVALE, CA — August 15, 2007) Relationals, the leader in customer relationship management (CRM) and sales force automation (SFA) for the publishing and media industry, announced today that Gannett Co. Inc. (NYSE: GCI) has deployed Relationals CRM to streamline sales operations, increase opportunity potential, and improve advertiser communication across 45 of their daily newspaper properties, including the The Cincinnati Enquirer, The Arizona Republic, The Indianapolis Star, and Asbury Park Press.
"Relationals CRM plays a critical role in changing the culture of Detroit Media Partnership's approach to advertising sales operations," says David Hunke, CEO of Detroit Media Partnership, a Gannett Co. company. "We required the most robust and configurable sales force automation and customer relationship management platform, and Relationals has been able to support even our most sophisticated requirements."
Best Practices Become Automated Processes
Using Relationals, Gannett has streamlined their operations by developing a set of best practices and automating processes to improve revenue opportunities including:
- Strategically managing and measuring lead distribution when importing from multiple sources, and creating automatic assignment and routing policies.
- Accelerating CRM adoption by minimizing the time and effort required to update customer contact information and opportunity pipeline, and creating telesales or email campaigns.
- Improving data quality of customer data within the CRM and with other systems in the organization (e.g. billing, accounting, etc.).
"Across the board, what makes the Gannett teams industry leaders is that they have the willingness and foresight to improve their company-wide operations," says Pankaj Malviya, CEO and President of Relationals. "Their approach fits ideally into the powerful capabilities of the Relationals on-demand platform."
About Gannett Co., Inc.
Gannett Co., Inc. is a leading international news and information company that publishes 85 daily newspapers in the USA, including USA TODAY, the nation's largest-selling daily newspaper. The company also owns nearly 1,000 non-daily publications in the USA and USA WEEKEND, a weekly newspaper magazine. Gannett subsidiary Newsquest is the United Kingdom's second largest regional newspaper company. Newsquest publishes nearly 300 titles, including 18 daily newspapers, and a network of prize-winning Web sites. Gannett also operates 23 television stations in the United States and is an Internet leader with sites sponsored by its TV stations and newspapers including USATODAY.com, one of the most popular news sites on the Web.
About Relationals
Relationals, a pioneer of robust, web-based, multi-tenant business applications, is a recognized leader in CRM and SFA solutions for sales, marketing and customer service. Relationals' highly adaptable CRM is helping major media industry leaders – like Hearst, Gannett, Nielsen, and E.W. Scripps – streamline the processes of attracting, retaining, and servicing customers. Its success is the direct result of being one of the most easy-to-use, feature-rich, and cost effective Web 2.0 platforms available.
Success at Key Properties Leads to 3-Year, 500-Seat Deal for Company-Wide Adoption
(SUNNYVALE, CA — May 22, 2007) Relationals, the leader in customer relationship management (CRM) and sales force automation (SFA) for the newspaper industry, announced today that The E. W. Scripps Company has selected Relationals as its company-wide CRM platform to streamline sales processes and improve opportunity management across all its newspaper advertising teams.
"Relationals is revolutionizing the advertising sales industry for newspapers," says Linda Sease, Vice President of Newspaper Marketing for Scripps. "This highly adaptable solution simplifies sales processes, adds a critical layer of collaboration, and enables effective targeting of potential advertisers with greater accuracy and more measurable results."
Based on success at the Rocky Mountain News in Denver, the Treasure Coast Newspapers, based in Stuart, Fla., and the Evansville (Ind.) Courier & Press, Scripps is positioned to roll out Relationals to all of its newspaper properties.
Scripps newspapers will use Relationals to execute opportunity-generating telesales and email campaigns, enable precise account activity monitoring, integrate sales efforts with existing business systems, and consistently collaborate around the sales process.
"Relationals represents a cultural shift in our sales process by providing transparency and accountability," says Bob Brunjes, Vice President and Advertising Director of Treasure Coast Newspapers. "This CRM has been truly embraced by 100% of management team and 99% of the sales force."
About Scripps
The E. W. Scripps Company (www.scripps.com) is a diverse and growing media enterprise with interests in national cable networks, newspaper publishing, broadcast television stations, interactive media, and licensing and syndication. The company's portfolio of newspaper properties includes daily and community newspapers in 17 markets and the Washington-based Scripps Media Center, home to the Scripps Howard News Service.
About Relationals
Relationals, a pioneer of robust, on-demand business applications, is a recognized leader in CRM and SFA solutions for sales, marketing and customer service. Relationals’ highly adaptable CRM is helping major media industry leaders – like Hearst, Gannett, Nielsen, and E.W. Scripps – improve customer satisfaction and reduce costs by streamlining the processes of attracting, retaining, and servicing customers. More information about one of the most feature-rich and cost-effective CRM solutions is available at www.Relationals.com.
Relationals is preparing a blockbuster summer release -- a highly anticipated sequel to the current hit. Here's a sneak at what's coming soon to a browser near you:
- Conversations: Allows the entire Relationals user community to exchange with each other freely -- all within Relationals to share tips and strategies.
- My Relationals Dashboard: A drag-and-drop activity desktop that lets you see the data you want to see that's important to you (for example, "Top 5 opportunities waiting to be closed" or "Top 10 Performing Reps").
- Calendaring: Improved calendar functions including categories and team views mashed together or separate.
- Global Search: Search across all Relationals tab objects (Leads, Accounts, Contacts, etc.) in a single action.
- Report Scheduling: Automate report delivery to key people within your organization.
- Workflow Engine: Create and automate standard processes for approvals and progress reporting.
- Documents and Photos: Major update to Documents area with ability to organize using folders, assign security rights to folders, and a separate Photos area with thumbnails and slideshow capability.
- Data Export: Improved tools for exporting data.
Stay tuned to learn more about the single largest update to Relationals ever.
Relationals believes that our customers are the driving force behind its success. Those who that internalize CRM best practices are the ones deriving the most value in their investment and are seeing the greatest fruits of success. Imagine being able to learn from "the horse's mouth" (Relationals staff) and other successful Relationals users to get the most out of our robust platform.
We're hosting a 2-Day mindsharing event in the heart of the Silicon Valley (home to Relationals) where you can get:
- Face-to-face communication with Relationals architects, support, and business leaders
- Learn from the Relationals user community on maximizing your CRM investment
- "Tricks of the Trade" sessions for advanced Relationals usage and capabilities
- Preview and feedback on future product roadmap
To sign up for more info: http://relationals.com/news/summit2007.htm. When we finalize details, you'll be the first to be invited.
Introducing the first of our monthly webinar series where we provide users of Relationals the opportunity to discuss their strategies for implementing CRM into their environment.
Our first session is entited: Avoiding a CRM Hangover -- Putting a Successful Culture in Place
Businesses think that just investing in a CRM is going to get them better targeting, more accountability, more accurate intelligence, and ultimately greater revenue, but organizationally, it can be a major culture shift. Our first ever monthly webinar series opens with a great topic a lot of CRM vendors don't want you to know: there is no magic bullet. A successful CRM implementation means there's work to do from organizing information, getting buy-in from the field, and establishing best practices.
Our guest host is Robin Smith, the Director of CRM Projects for Gannett, the largest US newspaper group in circulation.
Robin will discuss approaches to:
- Integrating sales data for a full view of the business
- Driving adoption from sales reps to push data up the executive levels
- Strategically putting campaigns in place to generate new revenue
He will also field questions from you the audience.
Date: Tuesday, April 24, 2007
Time: 11AM PT / 2PM ET
WANTED Technologies and Relationals join together to bring an exclusive offer to members of the Suburban Newspaper Association. This offer provides all the tools your sales teams need to be successful in classified advertising with two simple technology solutions with a low low price point.
Maximize Classified Revenue with WANTED Technologies: Sales leads, real-time business intelligence, market share and customized tools for Recruitment advertising
Streamline Productivity and Manage Promotions with Relationals CRM: On-demand contact management, campaign execution and tracking, opportunity management in a Web-based customer relationship and sales automation application
Arm Your Team with the Complete Lead-to-Deal Solution: Combine WANTED and Relationals for the BEST classified solution in the business. LOWEST PRICE EVER! Benefit from additional savings for suburban newspapers.
FIND OUT MORE
Register now for a webinar on Tuesday, April 3nd, 2007 at 2:00PM Eastern Time to introduce these two industry-leading technology companies. You'll see product demos from both Relationals CRM and WANTED Technologies and learn how your Classified Sales can benefit from this product bundle.
Co-presented by:
Steven McNair, VP Sales & Marketing, WANTED Technologies
Pankaj Malviya, Founder and CEO, Relationals
Welcome to the official blog of Relationals!
This weblog provides a highly dynamic way for the Relationals team to communicate with our customers as well as provide insight on the key aspects of successfully implementing and using Relationals.
You'll see blog entries from the sales team, marketing, support and training, and even engineering (if they can spare the time).
Additionally, we'll be launching a monthly newsletter that will provide highlights of information contained in this blog.
We look forward to your comments!
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