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Sales and Marketing - 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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Applying the Power of Social Networks to Customer Relationship Management
Wayne Thompson 9/19/2007 12:00:00 AM
Customer relationship management (CRM) is rapidly morphing from a customer management model to one of customer engagement. Social networks, podcasts, blogs, and wikis are enabling customers to become advocates, and not simply the targets they were in the traditional CRM process. The same techniques are also being used within the CRM industry itself to create a content-rich, social media environment for CRM professionals. Find out what these sweeping changes mean to businesses and CRM professionals alike, as TEC's director of research Wayne Thompson sits down with Paul Greenberg and Bruce Culbert of BPT Partners, a leading CRM consulting firm.

Read Applying the Power of Social Networks to Customer Relationship Management

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The CMO–CIO Organizational Alignment Mandate
Glen Petersen 7/4/2007 12:00:00 AM
Chief information officer reporting relationships continue to be distanced from the strategy function. The marketing function is experiencing this same distancing from strategy. However, the two functions should be on the leading edge of strategy, rather than the receiving end.

Read The CMO–CIO Organizational Alignment Mandate

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Recent Developments in One Price Management Provider's Business
P.J. Jakovljevic 6/13/2007 12:00:00 AM
A quality product offering doesn't guarantee success for any up-and-coming vendor, especially in a market requiring more awareness and depending on organizational change. While Zilliant appears to be the early market leader, its long-term success depends on several factors.

Read Recent Developments in One Price Management Provider's Business

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How One Provider's Solution Covers the Bases of Price Optimization and Management
P.J. Jakovljevic 6/11/2007 12:00:00 AM
What are the solutions that enable Zilliant's customers to gain a better understanding of their markets' price response and translate this into more profitable pricing? Zilliant Precision Pricing Suite encompasses distinct solutions geared for each step of the pricing process.

Read How One Provider's Solution Covers the Bases of Price Optimization and Management

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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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A Dynamic Answer to Enterprise Resource Planning for Services
Neil Stolovitsky 6/4/2007 12:00:00 AM
Enterprise resource planning (ERP) vendors do battle to win business and Epicor is leveraging Microsoft's technology to deliver a mid-market solution to services industries. Despite Microsoft's competing ERP offering, Epicor continues to build a Microsoft-centric solution with its partners' support.

Read A Dynamic Answer to Enterprise Resource Planning for Services

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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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Customer Relationship Management and Social Networks—They're Related How, Again?
Paul Greenberg 5/28/2007 12:00:00 AM
No company today can afford to ignore the value of its customers' natural social networking behavior. The advantages that these social networks can bring to a company's customer relationship management platform are powerful tools that can ultimately improve its products.

Read Customer Relationship Management and Social Networks—They're Related How, Again?

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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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