llona Hansen is a Research Director in the application research group. She is responsible for managing research in the area of CRM application strategies, and is co-authoring the Sales Force Automation MQ and the CRM Lead Management MQ. Ms. Hansen has extensive knowledge of sales technologies, including sales acceleration applications and Partner Relationship Management (PRM) applications for the indirect sales approach. She has additional expertise in providing guidance for setting up sales organizations, sales processes and how to bridge organizational structures. She furthermore covers CRM strategies, helping customers in setting up a project plan for implementing and/or renewing their CRM system.