How lead generation can be the link between marketing and sales through the customer experience? A case study of Talentia Software Italy

Digitalization is the use of digital technology to adapt and grow a business model. Businesses use digitalization to create value-producing opportunities through the information they collect from customer interactions by optimizing their marketing and selling processes. Potential customers have changed the way that they research and select products and services, so companies must respond and adapt. Competition has increased so creating win-win customer relationships is even more important today than ever before. Due to the uniqueness of the contemporary digital economy, brands may need to redefine what profit means for both company and consumer. The Customer Lifetime Value Analysis is the potential value of all future profit that an individual customer will generate over the life of potential customer compared with the benefit expected for both parties. First of all, the premise of the paper considers the process of scouting for new and potential customers value for money and value for time are highly relevant for brands. The most important recommended methods are Advertising (it helps to offer a message that not only hits on brands target customers, but also showcases the value brands can offer them); Networking and referral (to pick up customers with the highest retention rates; what is more, referral customers tend to purchase more over time and in turn become a source of additional referrals); Create an agreement with “host beneficiary” (another business with the same target customer will use their database to promote another one business); Strategic alliances (while a host beneficiary relationship is generally a onetime or short-term commitment, strategic alliances can sometimes last for many years). Then, the aim of the paper is to demonstrate the relevance of the role of the Business Developer through Lead generation. It is more profitable if brands take the approach of using live chat services, direct help options with customer representatives present to solve any incoming query. This works by increasing engagement on the customer level and increases brand word of mouth promotion for more leads and better business development. Moreover, the paper analyses the roles of the Demand Generation Manager, Inside Sales Representative and more are at the core of Business Development. The methodology used in the paper is a descriptive empirical analysis. After a view on the important variables about business development analysis, lead generation and customers experience, the Authors describe the strategies adopted in the case history (Talentia Software Italy). This empirical analysis aims to confirm the validity of the concept that confirms a really and strong relation between lead generation attitudes and marketing sales

How Crm Performs Inside Sales Activities In Itc Companies: A Case Study Of Fincons Group, Italy

The aim of this paper is to take a case study of the Fincons Group and examine the in depth activity of the Inside Sales Department. The study presents Fincons Group, which is an IT Consulting Company. Its offices are based in Italy, Switzerland, and England. They are organized into Business Units and are offering concerns to all the different stages of IT applications as well as complex innovation programs. It explains the activities of the Inside Sales Department, specifically the Inside Sales. In detail, Marketing Analysis and Strategy, Marketing Management, and Marketing Research and Metrics have been considered useful to present to the management the guideline for the quantitative and qualitative analysis of customer relationship management programs. Thus, its aim is to optimize the sales process. This study also deals with CRM Salesforce, which is the IT tool used for customer relationship management. In this case, it is possible to analyse the CRM by going over its list of information. Thus, the aim is to give the guideline to quantify the value of customer relationships. In conclusion, the paper highlights the idea of “Holistic CRM”. Specifically, it emphasizes the need for a cross-functional, process-oriented, and calculated approach that positions CRM at a strategic level where business should take precedence over technology

Build-Up/Wash-Off Monitoring and Assessment for Sustainable Management of First Flush in an Urban Area

The characterization of stormwater runoff on urbanized surfaces by means of comparison between experimental data and simulations is a strict requirement for a sustainable management of urban sewer systems. A monitoring campaign was carried out within a residential area in Puglia (Southern Italy) in order to collect and evaluate quantity and quality data. A strong correlation was observed between COD (Chemical Oxygen Demand) and TSS (Total Suspended Solid) concentrations, whose values exceed water quality standards. TSS was used for calibration of Storm Water Management Model (SWMM) which was then validated with reference to the pollutograph’s shape and the peak-time. The first flush phenomenon occurrence was also investigated by looking at the distribution of pollutant mass vs. volume in stormwater discharges, using the so-called “M(V) curves”. Results show that on average the first 30% of that washed off carries 60% of TSS and provides important information for the design of efficient systems for first flush treatment

Agronomic, physiological and quality response of romaine and red oak-leaf lettuce to nitrogen input

Protecting the environment by improving the crop-system nitrogen (N) use efficiency (NUE) while maximising yield and quality is a primary challenge for modern agriculture, and understanding the processes that govern N fluxes in the plant-soil system is essential to improve NUE. An on-farm study was conducted over two fall-winter seasons to evaluate the NUE, agronomical and physiological response of romaine (var. longifolia, cv Manavert) and red oak-leaf (var. crispa, cv Aruba) lettuce (Lactuca sativa L.) to different N-rates (0, 60, 120, 180 kg ha–1 of N). Nitrogen rate influenced all tested parameters, including plant fresh and dry weight, N accumulation, leaf NO3– and dry matter content, NUE indices, N nutrition index (NNI), soil residual N and the estimated N losses at the end of the crop season. Fresh yield, dry weight and N-accumulation response to N rate were influenced by lettuce genotype. Manavert had higher N recovery, NUE, and lower leaf NO3– concentration than Aruba. Analysing the NNI overtime, 120 kg ha–1 of N assured an optimal N status in both Manavert and Aruba, while N deficiency and excess were observed at lower and higher N-rates, respectively. An empirical relationship was observed between NNI and leaf NO3– concentration, suggesting that leaf NO3– concentration may be used to predict NNI and thus the crop N status. The relationship between NNI and leaf NO3– concentration may be used to define optimal leaf NO3– concentration ranges for the rapid and site-specific assessment of the crop N status, and the dynamic adjustment of N-fertilisation, contributing to improve crop NUE, minimise N-losses, and optimise yield and quality of lettuce crops

Laryngeal neuroendocrine tumor with elevated serum calcitonin: a diagnostic and therapeutic challenge. Case report and review of literature

Introduction: Laryngeal neuroendocrine neoplasms (NENs) are a rare group of NENs of the neck, which commonly show immunostaining for calcitonin. Laryngeal NENs with calcitonin hypersecretion and lymph node metastases represent a diagnostic and therapeutic challenge, which should be included in the differential diagnosis of medullary thyroid carcinoma (MTC). We report a complex case of laryngeal NEN with calcitonin hypersecretion and a review of the literature. Case Presentation: A 59-year-old man presented with dysphagia, dyspnea, and lateral cervical mass; he was a smoker. At first imaging, a laryngeal lesion with lateral cervical lymphadenopathies was found, and it resulted as a moderately differentiated neuroendocrine tumor (G2), Ki67 = 5%, positive for calcitonin. Increased levels of serum calcitonin (50 pg/ml) were found. The patient started somatostatin analogs for lesions positivity to somatostatin receptor-based imaging. After 5 months, the disease progressed at 18F-fluorodeoxyglucose (18F-FDG) PET-CT, and also new painful cutaneous lesions occurred. Considering high serum levels of calcitonin, differential diagnosis with MTC was required. Patient performed a thyroid color Doppler ultrasound, nodule fine needle aspiration, calcitonin dosage in fine needle washout fluid, and a calcium gluconate stimulation test. After multidisciplinary evaluation, we decided to perform a total thyroidectomy associated with lateral cervical lymphadenectomy and resection of skin metastases. No MTC was found. Two of the five resected lymph nodes, left upper parathyroid, and skin lesions were metastases of NEN G2, positive for calcitonin. After 2 months, new painful skin lesions occurred, and a target therapy with everolimus 10 mg/day was started. After 6 months of therapy, partial metabolic response with a reduction of 53.7% of radiotracer uptake at primary tumor was detected together with an improvement of patient's quality of life. Conclusions: The present case is the seventh described in the literature of laryngeal NEN associated with elevated serum calcitonin levels and the first case with parathyroid metastasis, suggesting the importance of a correct differential diagnosis between MTC and calcitonin-secreting laryngeal NEN, using an integrated approach of biochemistry and advanced imaging. This is also the first time that somatostatin analogs and then everolimus were used in this setting, resulting in clinical and partial metabolic response

Management of acute diverticulitis with pericolic free gas (ADIFAS). an international multicenter observational study

Background: There are no specific recommendations regarding the optimal management of this group of patients. The World Society of Emergency Surgery suggested a nonoperative strategy with antibiotic therapy, but this was a weak recommendation. This study aims to identify the optimal management of patients with acute diverticulitis (AD) presenting with pericolic free air with or without pericolic fluid. Methods: A multicenter, prospective, international study of patients diagnosed with AD and pericolic-free air with or without pericolic free fluid at a computed tomography (CT) scan between May 2020 and June 2021 was included. Patients were excluded if they had intra-abdominal distant free air, an abscess, generalized peritonitis, or less than a 1-year follow-up. The primary outcome was the rate of failure of nonoperative management within the index admission. Secondary outcomes included the rate of failure of nonoperative management within the first year and risk factors for failure. Results: A total of 810 patients were recruited across 69 European and South American centers; 744 patients (92%) were treated nonoperatively, and 66 (8%) underwent immediate surgery. Baseline characteristics were similar between groups. Hinchey II-IV on diagnostic imaging was the only independent risk factor for surgical intervention during index admission (odds ratios: 12.5, 95% CI: 2.4-64, P =0.003). Among patients treated nonoperatively, at index admission, 697 (94%) patients were discharged without any complications, 35 (4.7%) required emergency surgery, and 12 (1.6%) percutaneous drainage. Free pericolic fluid on CT scan was associated with a higher risk of failure of nonoperative management (odds ratios: 4.9, 95% CI: 1.2-19.9, P =0.023), with 88% of success compared to 96% without free fluid ( P <0.001). The rate of treatment failure with nonoperative management during the first year of follow-up was 16.5%. Conclusion: Patients with AD presenting with pericolic free gas can be successfully managed nonoperatively in the vast majority of cases. Patients with both free pericolic gas and free pericolic fluid on a CT scan are at a higher risk of failing nonoperative management and require closer observation

Association of kidney disease measures with risk of renal function worsening in patients with type 1 diabetes

Background: Albuminuria has been classically considered a marker of kidney damage progression in diabetic patients and it is routinely assessed to monitor kidney function. However, the role of a mild GFR reduction on the development of stage 653 CKD has been less explored in type 1 diabetes mellitus (T1DM) patients. Aim of the present study was to evaluate the prognostic role of kidney disease measures, namely albuminuria and reduced GFR, on the development of stage 653 CKD in a large cohort of patients affected by T1DM. Methods: A total of 4284 patients affected by T1DM followed-up at 76 diabetes centers participating to the Italian Association of Clinical Diabetologists (Associazione Medici Diabetologi, AMD) initiative constitutes the study population. Urinary albumin excretion (ACR) and estimated GFR (eGFR) were retrieved and analyzed. The incidence of stage 653 CKD (eGFR < 60 mL/min/1.73 m2) or eGFR reduction > 30% from baseline was evaluated. Results: The mean estimated GFR was 98 \ub1 17 mL/min/1.73m2 and the proportion of patients with albuminuria was 15.3% (n = 654) at baseline. About 8% (n = 337) of patients developed one of the two renal endpoints during the 4-year follow-up period. Age, albuminuria (micro or macro) and baseline eGFR < 90 ml/min/m2 were independent risk factors for stage 653 CKD and renal function worsening. When compared to patients with eGFR > 90 ml/min/1.73m2 and normoalbuminuria, those with albuminuria at baseline had a 1.69 greater risk of reaching stage 3 CKD, while patients with mild eGFR reduction (i.e. eGFR between 90 and 60 mL/min/1.73 m2) show a 3.81 greater risk that rose to 8.24 for those patients with albuminuria and mild eGFR reduction at baseline. Conclusions: Albuminuria and eGFR reduction represent independent risk factors for incident stage 653 CKD in T1DM patients. The simultaneous occurrence of reduced eGFR and albuminuria have a synergistic effect on renal function worsening

Infected pancreatic necrosis: outcomes and clinical predictors of mortality. A post hoc analysis of the MANCTRA-1 international study

: The identification of high-risk patients in the early stages of infected pancreatic necrosis (IPN) is critical, because it could help the clinicians to adopt more effective management strategies. We conducted a post hoc analysis of the MANCTRA-1 international study to assess the association between clinical risk factors and mortality among adult patients with IPN. Univariable and multivariable logistic regression models were used to identify prognostic factors of mortality. We identified 247 consecutive patients with IPN hospitalised between January 2019 and December 2020. History of uncontrolled arterial hypertension (p = 0.032; 95% CI 1.135-15.882; aOR 4.245), qSOFA (p = 0.005; 95% CI 1.359-5.879; aOR 2.828), renal failure (p = 0.022; 95% CI 1.138-5.442; aOR 2.489), and haemodynamic failure (p = 0.018; 95% CI 1.184-5.978; aOR 2.661), were identified as independent predictors of mortality in IPN patients. Cholangitis (p = 0.003; 95% CI 1.598-9.930; aOR 3.983), abdominal compartment syndrome (p = 0.032; 95% CI 1.090-6.967; aOR 2.735), and gastrointestinal/intra-abdominal bleeding (p = 0.009; 95% CI 1.286-5.712; aOR 2.710) were independently associated with the risk of mortality. Upfront open surgical necrosectomy was strongly associated with the risk of mortality (p < 0.001; 95% CI 1.912-7.442; aOR 3.772), whereas endoscopic drainage of pancreatic necrosis (p = 0.018; 95% CI 0.138-0.834; aOR 0.339) and enteral nutrition (p = 0.003; 95% CI 0.143-0.716; aOR 0.320) were found as protective factors. Organ failure, acute cholangitis, and upfront open surgical necrosectomy were the most significant predictors of mortality. Our study confirmed that, even in a subgroup of particularly ill patients such as those with IPN, upfront open surgery should be avoided as much as possible. Study protocol registered in ClinicalTrials.Gov (I.D. Number NCT04747990)

Colorectal Cancer Stage at Diagnosis Before vs During the COVID-19 Pandemic in Italy

IMPORTANCE Delays in screening programs and the reluctance of patients to seek medical attention because of the outbreak of SARS-CoV-2 could be associated with the risk of more advanced colorectal cancers at diagnosis. OBJECTIVE To evaluate whether the SARS-CoV-2 pandemic was associated with more advanced oncologic stage and change in clinical presentation for patients with colorectal cancer. DESIGN, SETTING, AND PARTICIPANTS This retrospective, multicenter cohort study included all 17 938 adult patients who underwent surgery for colorectal cancer from March 1, 2020, to December 31, 2021 (pandemic period), and from January 1, 2018, to February 29, 2020 (prepandemic period), in 81 participating centers in Italy, including tertiary centers and community hospitals. Follow-up was 30 days from surgery. EXPOSURES Any type of surgical procedure for colorectal cancer, including explorative surgery, palliative procedures, and atypical or segmental resections. MAIN OUTCOMES AND MEASURES The primary outcome was advanced stage of colorectal cancer at diagnosis. Secondary outcomes were distant metastasis, T4 stage, aggressive biology (defined as cancer with at least 1 of the following characteristics: signet ring cells, mucinous tumor, budding, lymphovascular invasion, perineural invasion, and lymphangitis), stenotic lesion, emergency surgery, and palliative surgery. The independent association between the pandemic period and the outcomes was assessed using multivariate random-effects logistic regression, with hospital as the cluster variable. RESULTS A total of 17 938 patients (10 007 men [55.8%]; mean [SD] age, 70.6 [12.2] years) underwent surgery for colorectal cancer: 7796 (43.5%) during the pandemic period and 10 142 (56.5%) during the prepandemic period. Logistic regression indicated that the pandemic period was significantly associated with an increased rate of advanced-stage colorectal cancer (odds ratio [OR], 1.07; 95%CI, 1.01-1.13; P = .03), aggressive biology (OR, 1.32; 95%CI, 1.15-1.53; P < .001), and stenotic lesions (OR, 1.15; 95%CI, 1.01-1.31; P = .03). CONCLUSIONS AND RELEVANCE This cohort study suggests a significant association between the SARS-CoV-2 pandemic and the risk of a more advanced oncologic stage at diagnosis among patients undergoing surgery for colorectal cancer and might indicate a potential reduction of survival for these patients

A new classification of the hospitality system from a travel experience perspective

Abstract: With the passage of time, the offer made by tourism companies has undergone important changes, becoming more and more a unique and memorable consumption experience able to activate the sensory system of the consumer and arouse emotions. Experiential marketing uses the experiences lived by the consumer as a marketing tool so as to make the end customer perceive a higher added value thanks to the involvement of the senses and emotions. Even within the tourism sector, the need to face the new needs of tourists has led companies on the road to experiential differentiation. In today's society, consumption no longer constitutes a private and personal act but a real "social event" in the sense that a product is purchased not so much for its functional value as for the meaning it assumes for those who use it or consume it. for their own social relationships. Therefore, the consumption experience generates a considerable involvement for the consumer and for his own social relationships: for this the individual seeks products and services with a symbolic value, which allow him to fully express his personality. "Consuming means satisfying one's needs, but also creating and maintaining social relations". The paper focuses on a hypothesis of the use of new indexes of evaluation of accommodation facilities that go beyond the analysis of the core product (rooms and reception) and pay more attention to the product of facilitation or support (car rental, bike, guided tours, recreational activities, typical gastronomy, website in foreign language, etc.), as well as the "proper" elements of the travel experience, such as to make it definable as "unique and unforgettable". The paper, from this perspective, answers the following questions: how much does the current classification of hotels in stars affect the purchasing decision-making process? Is the holiday motivation or accommodation facility chosen first? If the holiday motivation is chosen first, would a hotel that suits this motivation be appreciated? As regards the methodology used in the paper, a descriptive empirical analysis is used, assuming with the Fishbein model a positioning map of accommodation facilities in Puglia, classifying them on the basis of the higher or lower level of experientiality. This empirical analysis aims to confirm the validity of the scale of the level of experience in the purchasing decisionmaking process aimed at the choice of a receptive structure and, above all to testify the creation of a new brand of territorial identity evolved into a real tourism product, through the activity of those receptive structures that make of their offer a sensory and experiential excellence