N E W S L E T T E R
September 3, 2002  Volume 3, Issue 706
  
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       Headline News
Stand Up, Sit Down...Don't Fight,Fight,Fight
by Ross Jacobsen
Can you relate to the following software demo situation? Jennifer, the sales engineer, is at the keyboard. She’s on a roll. She’s been setting the stage to show how her price matrix capability will eliminate costly errors. This is all-important to the prospect. She has the audience’s full attention and is steadily moving them toward her objective. Suddenly Robert, the account executive, interrupts from the back of the room. “Jennifer, I think this would be a great time to show how the information you’re working with updates the data warehouse and is immediately available for sales analysis purposes.” Everybody shifts their attention from Jennifer and the all-important price matrix capability to Robert and the equally important data warehouse function. In an instant, the momentum Jennifer has been building dies.

  
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       Today's News Analysis
The Automotive OEMs Might Soon Contract “BRAIN” Damage Part 2: The Future and User Recommendations
by P.J. Jakovljevic
While business for BRAIN North America continues to be positive, developments in Germany will affect its future.

  
       Today's Technology Note
Mid-size Companies Have Full-size IT Issues
by J. Dowling
Information technology product selection is one issue that does not scale up or down with the size of the enterprise. The breadth and seriousness of issues that must be managed by the Information Systems Departments of mid-size companies are the same as those of larger corporations with more people and funding resources to apply to them.

  
  

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Last updated 9/2/2002 4:10:19 PM