| 1. |
Seven Magic Questions: How to Improve Your Win Ratio by Selling Value Instead of Price ( Pages)
by Tom Sant
Sep 25, 2006
Abstract : There are many consultative sales methods. Each has unique strengths and techniques, but they all try to focus on what matters to the customer. To improve your win ratio, there are seven questions you must first be able to answer.
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| 2. |
Oracle Makes A U-Turn At The 'All Things To All People' Exit ( Pages)
by P.J. Jakovljevic
Sep 24, 2001
Abstract : Oracle has been trying hard for some time to find a magic formula to revive its declining applications revenue. Abandoning its isolationist stance and opening the door to integration of third-party products while still targeting the lower end of the market with the simplicity tune might be the hit.
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| 3. |
Is MAPICS Getting the Magic of PLM? Part Three: Challenges and User Recommendations ( Pages)
by P.J. Jakovljevic and Jim Brown
Jul 22, 2004
Abstract : MAPICS hereby joins the raft of enterprise resource planning (ERP) vendors that are making their way into the product lifecycle management (PLM) market by bundling or partnering strategically to embed PLM functions within their suites.
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| 4. |
Is MAPICS Getting the Magic of PLM? Part Two: Strategy ( Pages)
by P.J. Jakovljevic and Jim Brown
Jul 21, 2004
Abstract : During our recent briefing, MAPICS' executives acknowledged that almost all enterprise software companies are either
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| 5. |
Is MAPICS Getting the Magic of PLM? Part One: Recent Events and Market Impact ( Pages)
by P.J. Jakovljevic and Jim Brown
Jul 20, 2004
Abstract : The former die-hard IBM AS/400-based enterprise resource planning (ERP) supplier to mid-market manufacturing companies, MAPICS, seems to have found its soul after the recent acquisition of its former competitor Frontstep and Frontstep's extended-ERP product line on a Microsoft .NET-based technology platform. While another acquisition of an ERP competitor is not very likely, MAPICS seems to have rather opted for lateral acquisitions of strategic extension products, starting with the MAGIK! PLM product.
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| 6. |
Oracle Claims The Worst Is Over And Turns To KISS For A Boost Part 1: The News ( Pages)
by P.J. Jakovljevic
Jul 10, 2001
Abstract : Oracle seems to have been trying hard to find a magic formula to ramp up its declining applications revenue. Targeting the lower end of the market with the simplicity hymn might be a part of the solution - provided that the approach is well tuned.
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| 7. |
PeopleSoft Building Muscles To Overcome The Rough Patch Part 4: Challenges and User Recommendations ( Pages)
by P.J. Jakovljevic
Jun 25, 2002
Abstract : It appears that a real magic bullet to attract smaller enterprises is yet to be produced, although the company has successfully addressed marketing and selling to both large and smaller enterprises. All in all, although on the right track, PeopleSoft has to be careful that it does not overstretch itself and lose focus going forward.
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| 8. |
PeopleSoft Building Muscles To Overcome The Rough Patch Part 2: Market Impact ( Pages)
by P.J. Jakovljevic
Jun 20, 2002
Abstract : With a large investment in architecture made early, PeopleSoft has so far resisted the downturn in the market and has gained ground by making its core applications a compelling choice. However, the company has tempted the fate with touting that its product architecture would make it bulletproof to the weak economy, making the market reward it at that stage for being the poster child of a success in the tough environment. One should not be surprised with the market’s harsh knee-jerk reprisal once the pure-Internet magic was dented with the latest tamed results.
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| 9. |
Besieged By The CRM Throne Aspirants, King Siebel Delivers "The Magic No.7" Part 2: Market Impact ( Pages)
by P.J. Jakovljevic
Dec 28, 2001
Abstract : Will the long awaited Siebel 7 product release help the until recently undisputed CRM leader withstand the pressure from ERP giants – SAP, Oracle and PeopleSoft?
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