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Back Office and Operations - 2005

Get insight into industry developments, market trends, vendors, products, business processes, and more, with articles written by our analysts and other industry experts.

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Competitive Advantage in a Saturated Market: How Will the Big Few Do It?
Olin Thompson,P.J. Jakovljevic 4/22/2005 12:00:00 AM
Given the current saturation of the application market, and trends in acquisitions major vendors will be searching for a viable competitive advantage. There will likely be few, very large vendors with products for a very large percentage of business, and many smaller vendors, with products tightly focused on specific vertical markets.

Read Competitive Advantage in a Saturated Market: How Will the Big Few Do It?

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Achieving Growth: New Accounts versus Up-selling to Existing Accounts
Olin Thompson,P.J. Jakovljevic 4/21/2005 12:00:00 AM
A recent survey of chief executive officers has found that growth is again the number one priority, overtaking cost-cutting as their previous top concern. Can enterprise application providers to take advantage of this new focus?

Read Achieving Growth: New Accounts versus Up-selling to Existing Accounts

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How Winners Trap Their Competition
Dave Stein 2/5/2005 12:00:00 AM
Using the highest degree of professionalism and integrity, you can protect your value proposition from competitive attack by setting traps for the competition. By knowing the competition's actions, behavior, and practices, you can identify damaging behavior. After exploring the potential risks and rewards, you can then consider what might be done to snare the competition. Exposing the competition's deficiencies with this mousetrap model will not only spare your client the expense, disruption, and embarrassment of a poorly executed implementation, but it will increase your ability to effectively compete.

Read How Winners Trap Their Competition

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Critical Business Functions: Misunderstood, Underutilized, and Undervalued Part Two: Closing the Circle of Credit and A/R Management
Charles Chewning Jr. and Abe WalkingBear Sanchez 2/3/2005 12:00:00 AM
Using credit and A/R management as a sales tool requires defining goals and measuring results. Determining the competitive landscape and using A/R management software with key features will help companies realize the full potential of credit and A/R management.

Read Critical Business Functions: Misunderstood, Underutilized, and Undervalued Part Two: Closing the Circle of Credit and A/R Management

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Critical Business Functions: Misunderstood, Underutilized, and Undervalued Part One: Credit and A/R Management
Charles Chewning Jr. and Abe WalkingBear Sanchez 2/2/2005 12:00:00 AM
The credit and collection function is the most misunderstood, underutilized, and undervalued area of business. When allied with the sales function, controlled A/R can generate a significant cash inflow playing a huge role in the prospect-to-cash cycle.

Read Critical Business Functions: Misunderstood, Underutilized, and Undervalued Part One: Credit and A/R Management

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Lessons Learned on the Inca Trail
Carla Reed 1/28/2005 12:00:00 AM
Peru, a country with a glorious past and an uncertain future, stands at the crossroads. The inability to attract significant trade or investment due to the crime and lack of democratic principles in the nation should be addressed as a matter of urgency. Peru can learn from countries that share the legacy of lost empires -- for example China -- and examine the principles of their ancestors to create a sustainable economic environment.

Read Lessons Learned on the Inca Trail

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Smaller Vendors Can Still Provide Relevant Business Systems Part Four: MRO and Spare Parts Management
P.J. Jakovljevic 1/27/2005 12:00:00 AM
Service or spare parts have lately become both a blessing and a curse for many manufacturers.

Read Smaller Vendors Can Still Provide Relevant Business Systems Part Four: MRO and Spare Parts Management

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Smaller Vendors Can Still Provide Relevant Business Systems Part Two: Market Impact
P.J. Jakovljevic 1/25/2005 12:00:00 AM
ERP and other enterprise applications products will thus demonstrate deep industry functionality and tight integration with best-of-breed 'bolt-on' products in a particular vertical, which also means adding sector-specific, fine-grained capabilities.

Read Smaller Vendors Can Still Provide Relevant Business Systems Part Two: Market Impact

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Smaller Vendors Can Still Provide Relevant Business Systems Part One: Event Summary
P.J. Jakovljevic 1/24/2005 12:00:00 AM
If Relevant Business Systems deliberately wanted to maintain its astute enterprise system as one of the best-kept secrets in the A&D and government contracting manufacturing markets, it has certainly succeeded. However, given a growing horde of viable solutions from larger and more renowned vendors, the company will have to spread the word much more aggressively from now on, while trying to stay outside its bigger competitors' "shooting range".

Read Smaller Vendors Can Still Provide Relevant Business Systems Part One: Event Summary

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Accounting for SMBs: A Solution Beyond Entry-level Systems Red Wing Software
Charles Chewning Jr. 1/21/2005 12:00:00 AM
Many SMB companies need more functionality than an entry-level system offers, but cannot afford to pay $15,000 (USD) or more for a higher-end product, nor do they really need the complexity found in these products. Red Wing Software’s TurningPoint is a good mid-market product that plays well in this market.

Read Accounting for SMBs: A Solution Beyond Entry-level Systems Red Wing Software

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