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Back Office and Operations - 2007

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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How One Vendor Parlays Price Variation into Profit Improvement Opportunities
P.J. Jakovljevic 6/8/2007 12:00:00 AM
Rather than sticking to such outdated and speculative pricing practices as "cost plus" or "meet competition," Zilliant suggests companies leverage data to determine how market price response varies, and use this holistic measure of price sensitivity to optimize pricing.

Read How One Vendor Parlays Price Variation into Profit Improvement Opportunities

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What if Companies Could Use Science to Align Prices to Market and Maximize Margins?
P.J. Jakovljevic 6/6/2007 12:00:00 AM
Zilliant, a data-driven, price management software provider, aims to enable business-to-business companies to optimize revenue and margins through decision support and automation software that delivers more effective discount guidelines, in-depth price analytics, intelligent deal management, and successful price promotions.

Read What if Companies Could Use Science to Align Prices to Market and Maximize Margins?

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So What's the Bottom Line on Price Segmentation?
P.J. Jakovljevic 5/28/2007 12:00:00 AM
Data-driven, science-based price management is an emerging market. Therefore, vendors should be made to prove whether and how they can enable a company to achieve and measure margin lift, or return on investment, of their price management applications.

Read So What's the Bottom Line on Price Segmentation?

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Business-to-business Price Segmentation—Outlined and Explained
P.J. Jakovljevic 5/25/2007 12:00:00 AM
The central premise of price segmentation, especially in business-to-business environments, is that pricing should be consistent for similar deals. The process quantifies similarity by empirically determining which deal circumstances affect price response, enabling companies to benchmark prices against similar transactions.

Read Business-to-business Price Segmentation—Outlined and Explained

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Know Thy Market Segment's Price Response
P.J. Jakovljevic 5/18/2007 12:00:00 AM
Since no variable can influence margins as much as pricing, almost all companies need to approach the management of selling prices, discretionary discounts, and potential price increases with the same firmness they use to manage manufacturing and procurement costs.

Read Know Thy Market Segment's Price Response

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On Demand Compensation Management Partnerships for Spiffed-up Success
P.J. Jakovljevic 5/11/2007 12:00:00 AM
Centive's strategy is to form a limited number of strategic partnerships with leading management consulting firms to ensure customers receive the highest levels of service and support. Pertinent alliances made include one offering sales performance incentive funding formulas (SPIFFs).

Read On Demand Compensation Management Partnerships for Spiffed-up Success

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The Compelling Capabilities of One Compensation Management Vendor's Solution
P.J. Jakovljevic 5/9/2007 12:00:00 AM
Despite its product's notable functional scope, Centive is committed to being the leader in on demand sales compensation management. The vendor believes it now has sufficient resources to fund research and development, as well as business initiatives.

Read The Compelling Capabilities of One Compensation Management Vendor's Solution

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Microsoft Dynamics AX 4.0 for Distribution Environments
Dr. Scott Hamilton 4/16/2007 12:00:00 AM
This is a reprint of the summary chapter from the book Managing Your Supply Chain Using Microsoft Dynamics AX by Dr. Scott Hamilton. In this first part, design factors related to system usage in distribution enterprises are covered.

Read Microsoft Dynamics AX 4.0 for Distribution Environments

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Business Intelligence and Identity Recognition—IBM's Entity Analytics
Lyndsay Wise 1/3/2007 12:00:00 AM
IBM's Entity Analytics Solution (EAS) enables organizations to identify and connect individuals based on collected data and their associated data patterns. EAS is used primarily within governments and the financial and insurance sectors to detect and prevent fraud.

Read Business Intelligence and Identity Recognition—IBM's Entity Analytics

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Can You Hear Me Now: The True Role of Voice-directed Picking in Warehouse Management
René Jones 2/9/2007 12:00:00 AM
Although voice-directed picking may take distributors to higher logistics levels someday, operations managers should try listening to their warehouse personnel for now. Warehouse workers are the real experts on a company's warehouse, its product, and its customer.

Read Can You Hear Me Now: The True Role of Voice-directed Picking in Warehouse Management

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