Data Dumps Don't Produce. People Armed with Info Do.: Management consultant I. Barry...

In advising financial companies on customer strategy, I. Barry Goldberg, founder of Matterhorn International, makes no bones about telling clients that if they want successful data-driven initiatives, they had better commit to it up and down the food chain, with a high-level executive acting as godfather. That way, he contends, they can use their clout to elevate the campaign above individual line-of-business cost cutting and get an entire company backing the effort.

USB: What should bank execs weigh when bombarded by RFPs from CRM vendors?

Goldberg: Are ba