FOCUS: A reoccurring theme for me and my teams has been helping B2B companies through the throes of massive change. • Economic Downturns, • Regulatory Upheaval, • Emergence of Environmental Consciousness, and • Now Digital Transformation in the Relationship Age. INCREDIBLE RESULTS... • We helped a multibillion-dollar captive semiconductor manufacturer enter the public marketplace and grow that part of the business from zero revenue to over a billion dollars worldwide in ten years. • We helped redefine the environmental industry to include our engineering client’s services and helped them double their business in three years. • We helped turn an insurance company around from years of shrinking market share prior to the Great Recession, to growing by 80% during the recession! Incredible results happen when • Management is involved, • Marketing and sales work together,• Customers are segmented by profitability, • The most desirable (ideal) customers are listened to and the offer is positioned to appeal to them, retain them, and attract others like them, • Differentiated service and pricing rules are lived by. (See my Linda Sharp Consulting company in this profile for more examples of the power of listening to customers.)FROM AUDACIOUSNESS… Successes like these and many others on the world stage gave me permission to be bold enough to try to quantify marketing. My goal: Get marketing—in the broadest sense of the word—some respect and a place at the management table.... TO CRI (Customer Relationship Intelligence) INNOVATION: A breakthrough way to measure and manage sales and marketing by measuring and managing the development of relationships, tied to profit. A new metric Relationship Value measures BOTH relationship cause and effect, becoming a proxy for underlying Interactions... I quantified marketing, by quantifying what the customer experiences! NOW for Digital Transformation as the new century unfolds, we quantify value creation with our Operational CRI (Customer Relationship Intelligence) Technology. We employ our NEW breakthrough Sales and Marketing Operational Controls in high-value B2B Enterprises. Our Opportunity Scores are the controls needed to verify profitable behavior. Opportunity Scores help you improve forecast confidence and focus on profit.Operational CRI is a new Business Intelligence category that not only analyzes critical customer data but structures it.