In the famous high tech marketing book entitled "Crossing the Chasm", author Geoffrey Moore demonstrates that successful companies are able to bridge the significant gap between selling to visionaries and selling to pragmatists. As the leader of Peppers and Rogers Group Return on Investment (ROI) practice, Tom Spitale has successfully crossed the chasm in his own CRM consulting career, and is helping high tech marketers and their clients do the same.
As one of Peppers & Rogers Group's most experienced consultants, Tom joined the firm in 1997 as a speaker and trainer. One of his first assignments was to travel the country presenting the concepts of 1to1 marketing to the CRM early adopters and visionaries of the day. As a result, he honed his ability to simply, concisely and clearly communicate the power of CRM strategies to executive audiences in a highly-motivating way. Today, he continues to be one of Peppers and Rogers Group's most sought-after speakers.
Tom joined the company's growing consulting practice in 1998. During this time he participated in or led engagements with companies in healthcare, financial services, direct marketing, high tech, manufacturing and distribution businesses. During this time, he developed extremely strong facilitation skills, helping visionary organizations apply CRM principles to their own competitive circumstances.
Over the past two years, as the CRM phenomena has moved past the early adopter/visionary organizations and is now permeating into the realm of pragmatists, Tom has led the creation and significant growth of Peppers and Rogers Group's ROI practice. As more and more executives demand proof of demonstrable success in their industry before investing in CRM initiatives, Tom and his team have developed a world class set of tools and strategies for creating, measuring and promoting CRM success at companies implementing customer-centric technologies.
Tom has been a part of consulting engagements for an impressive client list of Fortune 100's such as Ford, Wyeth, Boise Cascade, Rockwell Automation, Highmark and SAP. Prior to joining Peppers and Rogers Group, he achieved success in three of the most demanding and respected corporate cultures in the country. He accomplished dramatic growth in his areas of responsibility at Wal-Mart's Sam's Club (300 percent in two years) and at RJR/Nabisco (200 percent in two years). At GE Capital's credit card unit, he was a recipient of the coveted Pinnacle Award for quadrupling cross-sell profits in just two years.