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Customer Relationship Management: Getting It Right! by Judith W. Kincaid

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D.2. Owner's Wants: Data Classes

After the Valencia project was selected, a project launch was scheduled to determine the objectives, time line, resource requirements, and specific scope of the four components. The project team began by selecting just the data classes that were relevant to Valencia's customer and product needs. The owner's wants view for the information component was defined during the project launch. At that time XYZ reviewed the list of strategic data classes and narrowed the scope to those that were relevant to Valencia. The team identified the two data classes shown in Table D-5.

Table D-5. Valencia Data Classes
Data Class Definition
CUSTOMERS A customer is a person (or a group of persons) who influences or decides on the ...

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