Assessing the Drivers of Sales Performance

by Glen Petersen ... To break this pattern, companies should start with a limited number of macro performance drivers and make an assessment of their relative importance or impact. ... http:/.../Research/ResearchHighlights/CRM/2006/03/research_notes/MI_CR_XGP_03_20_06_1.asp - 17k Summary: Outmoded measures are being used to develop marketing strategies and allocate resources. Existing go to market models often fail to consider the customer's total experience, and provides little information for planning. The solution is to reorient performance metrics to become value-driven.

Why Most Balanced Scorecards are Subverted

by R. Lynch ... processes, and learning and growth - offer a balance between short-term and long-term objectives, between outcomes desired and performance drivers of those ... http:/.../Research/ResearchHighlights/ExecutiveView/2002/08/research_notes/MI_EV_RLL_08_02_02_1.asp - 11k Summary: Business and IT managers have failed to get at the root cause of Balanced Scorecard ineffectiveness. Getting the most from corporate data will continue to be elusive until business management strategy and data management architecture are aligned.

Sales Force Performance

by Glen Petersen ... The Assessment. The purpose of the assessment is to challenge the organization to quantify its assumptions regarding the real drivers of sales performance. ... http:/.../Research/ResearchHighlights/CRM/2006/03/research_notes/MI_CR_XGP_03_22_06_1.asp - 23k Summary: Understanding market drivers is key to managing customer behavior. To do this, organizations must state and qualify their assumptions about the real drivers of sales performance. An improvement strategy can then be created, and with integrated budgets, success metrics, etc.

TEC: Business Performance Management Systems Evaluation Center

... Business performance management should not be confused with business process management, also known as BPM. Business Performance Management Business Drivers. ... http://bi.technologyevaluation.com/business-performance-management/index.asp - 49k - 2007-11-26

TEC: Incentive and Compensation Management (ICM) Evaluation Center

... solution addresses a range of organizational drivers: Motivate and retain organizational talent. Manage reward strategies such as performance- and competency ... http://hr.technologyevaluation.com/incentive-compensation-management/index.asp - 49k - 2007-11-26

TEC: Business Intelligence (BI) and Business Performance ...

... Business Drivers: By setting metrics to monitor performance, and identifying how organizations stack up against their competitors in the marketplace ... http://bi.technologyevaluation.com/index.asp - 53k - 2007-11-26

Supply Chain Decisions - Make Sure You Understand the Dollars and ...

by Jim Brown ... The impact must be developed based on critical cost drivers, and then evaluated on the predicted impact on the companies' financials and key performance metrics ... http:/.../Research/ResearchHighlights/Scm/2003/07/research_notes/MI_SC_XJB_07_22_03_1.asp - 12k Summary: High-level strategic decisions often have multiple, cascading cost impacts. The reaction of the costs to changes in the supply chain system is not predictable in a simple relationship that is based on current standard costs, because strategic changes often involve step changes in costs that alter the ba

IBM's Four-CPU Wintel-Based Rack Servers High Performance, High ...

by R. Krause ... (Since one of the drivers for moving to a rackmount ... Customers should use Compaq's and Dell's superior price and price/performance figures as negotiating tools. ... http:/.../Research/ResearchHighlights/HardwareOS/1999/09/research_notes/PN_HW_RAK_9_99_2.asp - 14k Summary: IBM's four-CPU servers, the Netfinity 5500 M20 and 7000 M10, yield top notch web-focused benchmark figures, but also very high price/performance figures for mainstream applications.

Operational Business Intelligence and Performance Management: Key ...

by Lyndsay Wise ... manage performance. OBI allows BI to be leveraged to provide the data needed to answer essential business issues and to use the data as drivers to plan and act ... http:/.../ResearchHighlights/BusinessIntelligence/2007/11/research_notes/TU_BI_LW_11_19_07_01_1.asp - 15k Summary: The distinction between business performance management and operational business intelligence is sometimes unclear. Many vendor offerings overlap in terms of features and functionality, making it difficult to distinguish between the two. However, there are some differences worth exploring.

Captured by Data

by Daryl Mather ... the principal drivers. However, for most businesses the goal remains that of maximum value from their investment. This means getting the maximum performance ... http:/.../Research/ResearchHighlights/ExecutiveView/2006/08/research_notes/MI_EV_08_23_06_1.asp - 19k Summary: The benefits case for enterprise asset management (EAM) has been used to justify huge sums in EAM investment. But to understand this reasoning, it is necessary to explore how asset data can be used to further the aims of maintenance.