Focus on Corporate Governance Requires a Business-Oriented Selling ...

by Dave Stein ... need to get your hands on those early, so you can build business value within that structure during the selling process. In some cases, your own company's ROI ... http:/.../Research/ResearchHighlights/ExecutiveView/2002/11/research_notes/MI_EV_XDS_11_25_02_1.asp - 15k Summary: If you are selling products or services that are critical to your prospect’s success or for that matter, their very survival, your proposal will likely be elevated to the board of directors level for final approval. How do you sell at the board level?

IBM PC Line Redrawn

by R. Krause ... a data protection and recovery solution; IBM Data Transfer, a tool for simple data transfer from an old PC to a new PC; and IBM Build Your Own, a configure-to ... http:/.../Research/ResearchHighlights/HardwareOS/2000/09/news_analysis/NA_HW_RAK_09_27_00_1.asp - 10k Summary: IBM has decided to combine its entire desktop PC line under one name. The NetVista brand, until last week the name for IBM’s thin clients and appliance desktops, will now cover the whole range, including newly-released models for home and business.

Technology Vendor--Can You Afford Credibility?

by Olin Thompson ... efforts, knowing how to gauge their own credibility, and utilizing methods to build and maintain ... Without credibility, your sales force spends more time ... http:/.../Research/ResearchHighlights/ExecutiveView/2004/04/research_notes/MI_EV_XOT_04_10_04_1.asp - 12k Summary: For Technology vendors, credibility is the ability to sell. Credibility is vital, is hard to build, and easy to lose. Building credibility doesn't have to be costly. This article touches on the concepts you can employ to build your credibility. These concepts are the basis for a seminar presented by Th

Technology Vendor - Can You Afford Credibility?

by Olin Thompson ... efforts, knowing how to gauge their own credibility, and utilizing methods to build and maintain ... Without credibility, your sales force spends more time ... http:/.../Research/ResearchHighlights/ExecutiveView/2002/10/research_notes/MI_EV_XOT_10_08_02_1.asp - 11k Summary: For Technology vendors, credibility is the ability to sell. Credibility is vital, is hard to build, and easy to lose. Building credibility doesn't have to be costly. This article touches on the concepts you can employ to build your credibility. These concepts are the basis for a seminar presented by Th

Can You Add New Life To an Old ERP System?

by William R. Friend ... If your old ERP system is not supported by a data warehousing solution product, you will need to "build your own" using a tool set provided by a data ... http:/.../Research/ResearchHighlights/Erp/2003/10/research_notes/MI_ER_XWF_10_31_03_1.asp - 13k Summary: Getting ERP transaction data into a summarized form that is useful to knowledge workers is one way to extend the value of your ERP system. This article discusses the advantages that can be gained by moving ERP and other transaction data to a data warehouse.

The ASP Decision

by P. Hennigan ... The ASP model is a rental model. It has lower entry costs than a purchase or build-your-own option. If you need the functionality ... http:/.../Research/ResearchHighlights/ExecutiveView/2000/12/research_notes/GA_EV_PEH_12_06_00_1.asp - 20k Summary: The ASP model is the latest in a long line of silver bullets that are supposed to simplify the delivery of technology’s benefits to the business world. This article provides some simple guidelines for determining if you should consider the ASP model along with thoughts on selecting an ASP.

TEC Talks to the Compiere ERP/CRM ProjectFree and Open Source ...

by Josh Chalifour ... "We need extensive security—that's something you need to build in, we ... are no publication requirements even if you distribute Compiere with your own extension ... http:/.../Research/ResearchHighlights/FreeOpenSource/2004/09/research_notes/VN_FS_JC_09_09_04_1.asp - 30k Summary: Compiere project leader, Jorg Janke, reveals to TEC the advantages and difficulties in developing an ERP solution as Open Source software. Jorg explains some of the intricacies in modeling a business around servicing mature Open Source software.

SYNHTESYS Business Process Management

... If you want to… …build your own Customer Interaction Management Solution without programming exactly along your Business Processes …map, deploy and ... http:/.../showcases/technology-Directory/D/15868/SYNHTESYS-Business-Process-Management.html - 6k - 2008-09-01

N-Tier Demand Management

by Bill McBeath ... Build-to-Consumption. ... For example, if you are a supplier to Ford, you would create your own forecast of demand for the whole light truck market and for Ford's ... http:/.../Research/ResearchHighlights/Scm/2004/12/research_notes/TN_SC_XBM_12_23_04_1.asp - 13k Summary: The classic bull-whip effect means that the further a supplier is removed from the end consumer, the worse are the fluctuations in demand that they see. This has led many to recommend an n-tier approach to demand management, where everyone gets visibility to the end-customer demand at the same time. In p

The Three Cs of Successful Positioning

by Lawson Abinanti ... Your patience and persistence can reward you with a position you own exclusively. ... companies create compelling message strategies that build awareness and ... http:/.../Research/ResearchHighlights/ExecutiveView/2005/02/research_notes/MI_EV_XLA_02_21_05_1.asp - 13k Summary: There is a method to take you through the positioning process, where success depends on understanding three Cs--your Customer, your Competition, and your Channel. This series of articles will explain how to use them to gather intelligence, challenge assumptions, and test your positioning.