Gen-Probe: A Business Transformation Study

  • Source: SAP
  • Written By:
  • Published:
  • (Originally Published On:) )
Gen-Probe Incorporated is a global leader in the development, manufacture, and marketing of nucleic acid tests, used primarily to diagnose diseases and screen donated blood. In 2004, thanks to rapid growth, it needed applications to support its customers’ ever-rising performance demands. In addition, it required advanced business applications for continued focus on product innovation and expansion into new geographic markets.

Featured Software Research:

Case Study: Blackbaud Inc

Blackbaud Inc is a provider of on-demand software and services for nonprofit organizations and offers an online constituent relationship management solution. This case study points to the business issues that Blackbaud was able to overcome using FinancialForce professional services automation (PSA) and identifies the project results. Read More

Case Study: IGX Global Corp

IGX Global provides solutions to develop, deploy, and sustain effective long-term network and information security plans. This case study identifies the business issues that IGX Global was able to overcome using FinancialForce supply chain management (SCM). Learn about the project results. Read More

From VAR to Solution Provider: Five Strategies for Business Transformation

  • Source: Computer Economics, Inc.
  • Written By:
  • Published:
The traditional value-added reseller (VAR) business—comprised of companies that add features or services to an existing product and then resell it as an integrated product or complete solution—has become more challenging, with declining product margins, increasing competition, and lower-cost alternatives to proprietary products. The pressures are causing many VARs to grow their businesses from simply selling products to offering more comprehensive solutions built on a richer set of services and recurring revenue models.

For decades, VARs have been an important channel for original equipment manufacturers (OEMs), like computer manufacturers and software vendors, to reach customers. The “value-add” can simply be to provide local implementation and hands-on support or it can involve adding other hardware, software, and services to tailor the OEM’s product to a specific industry, problem, or use. In many markets, customers prefer buying from VARs instead of directly from OEMs, as VARs are closer to the customer, offer local support, and are in a better position to develop long-term relationships.

The VAR business model has been attractive in the past, as it was profitable to resell OEM products. Over the past decade, however, product margins have been shrinking as the result of several long-term trends. In this report, learn about five strategies for making the transformation from VAR to solution provider. The changes needed require a new view of the business and a new mindset, to move from a deal mindset to long-term customer relationships, become invested in customer success, and transition from cash up front to realizing revenue over the life of a contract. Read More

You may also be interested in these related documents:

SAP Business Transformation Study: Energen Corporation

  • Source: SAP
  • Written By:
  • Published:
Oil company Energen wrestles with volatile energy prices and their effect on operations. Energen’s key challenges included reducing operating costs and improving efficiency. Many tasks related to plant maintenance and purchasing were done manually—both cumbersome and limited in analysis abilities. After an enterprise resource planning (ERP) implementation, Energen has a system that is integrated and automated. Learn more. Read More

SAP Business Transformation Study: DIRECTV

  • Source: SAP
  • Written By:
  • Published:
DIRECTV is one of the largest broadcast satellite providers in the US. Faced with increased competition, the company decided to transform its supply chain by synchronizing its material requirements with its main equipment providers and automating its return materials authorization (RMA) process. With the help of SAP Solutions and Services, DIRECTV has improved its processes and reduced nonqualified returns by 20 percent. Read More

Under Armour Inc.: A SAP Business Transformation Study

  • Source: SAP
  • Written By:
  • Published:
As the creator of performance apparel, Under Armour has become the fastest-growing designer and distributor of its category of apparel in the world. In 2005, to sustain growth and compete on a global scale, it needed a flexible IT landscape that could offer better visibility to data and scale over time. With an out-of–the-box scalable solution, Under Armour is on its way to reaching the $1 billion (USD) revenue mark. Read More
 
comments powered by Disqus