| 1. |
Engage Helps Advertisers Fish for Best Prospects (3 Pages)
by D. Geller
Oct 11, 1999
Abstract : Engage announces a new service that lets advertisers target individual users.
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| 2. |
Be Bold with Benefits but Subtle with Pains (3 Pages)
by Bob Riefstahl
Nov 3, 2003
Abstract : While prospects often justify their purchases because you show them how your software solves their pain, they do not appreciate being told how bad they really operate. How can you be bold about your benefits and subtle about the prospects' pain.
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| 3. |
Invensys Production Solutions - Can Historic Strengths And The 'Protean Boost' Overcome Its Liabilities? Part Two: Liabilities, Strategy, and User Recommendations (5 Pages)
by P.J. Jakovljevic
May 14, 2003
Abstract : Invensys must communicate its successes and strategy to the marketplace, and must aggressively invest in customer satisfaction, marketing, and sales. IPS must convince customers and prospects that it is here to stay; while the functionally rich products are great advantages, many other considerations make some customers and prospects perceive these solutions a risk.
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| 4. |
Exact Acquires Vanguard Solutions Group (3 Pages)
by P.J. Jakovljevic
Jan 16, 2006
Abstract : With the acquisition of Vanguard, Exact Software expects to more tightly integrate Exact Business Analytics with its existing product family, and develop additional capabilities to meet the evolving needs of both Exact and Vanguard customers and prospects.
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| 5. |
Vertical Marketing--What Is A Vertical? (4 Pages)
by Olin Thompson
Dec 9, 2004
Abstract : 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.
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| 6. |
Inovis Delves into PIM by Snatching QRS Part Three: QRS Background (3 Pages)
by P.J. Jakovljevic
Nov 18, 2004
Abstract : As Inovis and QRS now review the prospects for their combined business, they might acknowledge expecting continued decline in the existing EDI-VAN component of the QRS business, which represents roughly $66 million (USD) in revenues over the past twelve months.
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| 7. |
Knowing Your Prospect's Influencers (4 Pages)
by Olin Thompson
Nov 15, 2004
Abstract : A prospect is listening to many different people at the same time. While you are doing your best to influence the decision, the prospect sees you as only a single input to decision-making. Prospects listen to many, with each type of influence having a different degree of trust and therefore of influence. Understanding where you stand and how to influence the influencers can help you win.
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| 8. |
SSA Global Forms a Strategic Unit with an Extended-ERP Savvy Part One: Event Summary (4 Pages)
by P.J. Jakovljevic
Sep 15, 2004
Abstract : SSA Global seems to be doing some proper thinking while continuing to acquire new software companies. Recent unification of its broadening collection of supply chain management (SCM) solutions under the SSA SCM brand and formation of a specialized Strategic Solutions division--which also includes other extended enterprise capabilities, such as customer relationship management (CRM), product lifecycle management ([PLM), and moreﾗare both aimed at nurturing existing customers while attracting new prospects with products that exceed far beyond mere enterprise resource planning (ERP) capabilities.
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| 9. |
Oracle Renders Its PLM Outline Part Two: Challenges and User Recommendations (3 Pages)
by P.J. Jakovljevic & Jim Brown
Jan 6, 2004
Abstract : Key concerns for PLM prospects will be domain knowledge in design and engineering-specific functions and integration, including currently poor connections from Oracle workflow to third-party business applications and CAD/PLM interfaces.
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CART 
