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Sales and Marketing - 2008

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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Leveraging 3-D for Sales Automation
Christina Park,Wayne Thompson 11/28/2008 12:00:00 AM
Product knowledge is now readily available to buyers online, so it’s no surprise that salespeople are seeking new tools and new skills to close sales. A powerful new set of tools has taken its place in the salesperson’s arsenal: 3-D applications.

Read Leveraging 3-D for Sales Automation

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The Basics of Quote-to-order Systems
P.J. Jakovljevic 11/28/2008 12:00:00 AM
Global competition means more choice for consumers and increasing customer demands. Manufacturers and distributors must develop a better understanding of what customers want so that they can configure, produce, and deliver products and services faster and more cost-effectively.

Read The Basics of Quote-to-order Systems

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The Demo Crime Files!
Bob Riefstahl 11/26/2008 12:00:00 AM
This article is part of the continuing education all software demonstrators need to ensure their fundamental skills remain sharp. It points out three common “crimes” made in demonstrations, how to recognize them, and suggests alternative approaches.

Read The Demo Crime Files!

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War Looms in the On-demand CRM Market (and Beyond)—But Will You Profit from It?
David Clark,P.J. Jakovljevic 10/13/2008 12:00:00 AM
Salesforce.com is now an almost unstoppable force in the world of on-demand customer relationship management. However, it may be the architect of its own downfall—and Microsoft is poised to take advantage. But will you profit from the Salesforce.com-versus-Microsoft war?

Read War Looms in the On-demand CRM Market (and Beyond)—But Will You Profit from It?

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Quote-to-order: A Newcomer Causes a Stir in the Market
P.J. Jakovljevic 8/20/2008 12:00:00 AM
A crop of next-generation, Web-based, on-demand, startup quote-to-order systems providers has lately flourished, spearheaded by BigMachines, whereas some traditional vendors that once defined the product configuration space in the 1990s have since left the market.

Read Quote-to-order: A Newcomer Causes a Stir in the Market

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Quote-to-order: New Ingredients in the Recipe for Success
P.J. Jakovljevic 8/18/2008 12:00:00 AM
Quote-to-order (Q2O) systems can address the increasing demand for personalized and customized products. Complex product specification, quoting, and ordering processes—as well as the software applications catering to those processes—can benefit from the use of the Web, collaboration tools, and lean thinking.

Read Quote-to-order: New Ingredients in the Recipe for Success

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Security Risk Assessment and Management in Web Application Security
Caleb Sima 6/6/2008 12:00:00 AM
Corporations are at risk because Web applications and servers make them susceptible to hackers and cyber crooks. However, companies can perform security risk assessments that mitigate risk by applying security risk management policies designed to protect a company’s data.

Read Security Risk Assessment and Management in Web Application Security

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How to Evaluate a Sales and Operation Planning System
Anand Chatterjee 2/1/2008 12:00:00 AM
The features available in today’s sales and operations planning (SOP) systems make these systems indispensable assets for an organization. Reporting tools and graphical representations are just a couple of these key features. Find out what else to look for in an SOP system.

Read How to Evaluate a Sales and Operation Planning System

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Software Selection: A Third Alternative Part One: The Buyer’s Perspective
Joseph J. Strub 1/21/2008 12:00:00 AM
There are two prevailing approaches for selecting enterprise-wide software: the functions and features approach and the business processes approach. Yet a third alternative does exist—one that takes the best aspects of these two to provide the assurances needed by the buyer and the efficiency desired by the vendor.

Read Software Selection: A Third Alternative Part One: The Buyer’s Perspective

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A Veteran Mid-market ERP Vendor with a Pragmatic Vision Chimes In
P.J. Jakovljevic 12/31/2008 12:00:00 AM
Joining our growing list of vendors willing to provide their opinions and commentary on our thought-provoking questions on market trends, SYSPRO takes part in our ongoing question-and-answer series, where the vendor responds from the viewpoint of a mid-market veteran.

Read A Veteran Mid-market ERP Vendor with a Pragmatic Vision Chimes In

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