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The TEC Newsletter is packed with articles, reports, white papers, and case studies; links to podcasts and webcasts; and listings for live events. Our research covers a variety of topics, including enterprise trends, market news, management information, and product and vendor reviews. Scroll down to read past newsletters. Not subscribed yet? What are you waiting for? Register for free today.

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Stand Up, Sit Down...Don’t Fight, Fight, Fight
12/18/2004 12:00:00 AM
Can you relate to the following software demo situation? Jennifer, the sales engineer, is at the keyboard. She's on a roll. She's been setting the stage to show how her price matrix capability will eliminate costly errors. This is all-important to the prospect. She has the audience's full attention and is steadily moving them toward her objective. Suddenly Robert, the account executive, interrupts from the back of the room. "Jennifer, I think this would be a great time to show how the information you’re working with updates the data warehouse and is immediately available for sales analysis purposes." Everybody shifts their attention from Jennifer and the all-important price matrix capability to Robert and the equally important data warehouse function. In an instant, the momentum Jennifer has been building dies.

Read Stand Up, Sit Down...Don’t Fight, Fight, Fight

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Epicor's Mid-Market Pitch Becomes Higher For (One) Scala - Part Five: More Challenges & User Recommendations
12/17/2004 12:00:00 AM
Competition is also flying from many directions since the parent company now competes in many diverse markets, and it now has a number of competitors that vary in size, target markets, and overall product scope.

Read Epicor's Mid-Market Pitch Becomes Higher For (One) Scala - Part Five: More Challenges & User Recommendations

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Epicor's Mid-Market Pitch Becomes Higher For (One) Scala - Part Four: Merger Synergies and Challenges
12/16/2004 12:00:00 AM
The acquisition has at least the following two synergies between the two merged companies 1) geographical coverage, and 2) the strong relationships that both independently have with Microsoft.

Read Epicor's Mid-Market Pitch Becomes Higher For (One) Scala - Part Four: Merger Synergies and Challenges

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Epicor's Mid-Market Pitch Becomes Higher For (One) Scala - Part Three: Market Impact
12/15/2004 12:00:00 AM
Scala, with main direct office coverage in Europe and the Far East, and through its network of partners and dealers in most remote, esoteric, and still low-penetrated markets, perfectly fits the description of an ideal Epicor supplement.

Read Epicor's Mid-Market Pitch Becomes Higher For (One) Scala - Part Three: Market Impact

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Epicor's Mid-Market Pitch Becomes Higher For (One) Scala - Part Two: How Scala Complements Epicor
12/14/2004 12:00:00 AM
The merger looks like a positive move for both companies and their customers, since Epicor obtains a foothold in some complementary geographic regions, and in certain discrete manufacturing and service industries it has not really penetrated in the past by acquiring a reasonably run vendor without much excessive baggage.

Read Epicor's Mid-Market Pitch Becomes Higher For (One) Scala - Part Two: How Scala Complements Epicor

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Epicor's Mid-Market Pitch Becomes Higher For (One) Scala - Part One: Event Summary
12/13/2004 12:00:00 AM
One should imagine Epicor has carefully thought out the rationale for the recent acquisition of its European counterpart Scala. The merger seems to have much of a strategic merit as opposed to a knee-jerk, ‘me too’ impulse owing to the ongoing consolidation craze in the market.

Read Epicor's Mid-Market Pitch Becomes Higher For (One) Scala - Part One: Event Summary

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Demand at the Fount of Open Source - Part Two: A Primer Based in Demand Trends
12/11/2004 12:00:00 AM
Organizations globally, are contributing to increased demand for Free and open source software but vendors may not yet be meeting this demand. This article highlights FOSS fundamentals with the goal of adding clarity for the uninitiated.

Read Demand at the Fount of Open Source - Part Two: A Primer Based in Demand Trends

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Demand at the Fount of Open Source - Part One: A Primer Based in Demand Trends
12/10/2004 12:00:00 AM
As we witness the inexorable increase in demand for Free and open source software (FOSS), many organizations have yet to glean the FOSS fundamentals. This series highlights fundamentals for the enterprise as manifested in global customer demand trends.

Read Demand at the Fount of Open Source - Part One: A Primer Based in Demand Trends

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Vertical Marketing--What Is A Vertical?
12/9/2004 12:00:00 AM
What is vertical marketing? Vertical marketing is product and promotion efforts targeted at specific industries. Many benefits are derived from vertical marketing. These include messages that are better received, credibility, marketing budgets that go farther, less competition, etc. A common mistake is the failure to understand the verticals you choose to target. The definition of a vertical is not what the vendor thinks; it is what the prospects think.

Read Vertical Marketing--What Is A Vertical?

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Understand J2EE and .NET Environments Before You Choose
12/8/2004 12:00:00 AM
The Microsoft .NET versus J2EE platform argument often takes on the vehemence of a religious debate. Choosing one may amount to "betting the farm", whereas choosing neither or both typically forces unwieldy workarounds or excruciating duplicate development efforts.

Read Understand J2EE and .NET Environments Before You Choose

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