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Software Functionality Revealed in Detail
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 benchmarking proposals


How to Outsell the Competition: The Benchmarking Edge for Successful Sales Execution
Benchmarking is a process where companies compare their performance over time against their competition. In doing so, they can identify where their strengths

benchmarking proposals  months. The result of benchmarking was a much greater return on the $20M marketing spend. The cost per closed lead dropped from $2,500 to $1,000 in just over a year, helping the profitability of the company grow from 15% to over 20%. As seen here, applying such metric-based methodologies to the sales department will produce dramatic results. For more information and updates on sales effectiveness benchmarking, please subscribe to the SBI newsletter at www.salesbenchmarkindex.com. Appendix A: Sales

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Software Functionality Revealed in Detail

We’ve opened the hood on every major category of enterprise software. Learn about thousands of features and functions, and how enterprise software really works.

Get free sample report
Compare Software Solutions

Visit the TEC store to compare leading software by functionality, so that you can make accurate and informed software purchasing decisions.

Compare Now

Sales Force Automation (SFA)

Sales Force Automation (SFA) systems help sales and marketing teams with functions related to taking orders, generating proposals or quotes, managing territories, managing partners, and maintaining contact data. Systems often include various levels of analytic and reporting capabilities. 

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Emptoris: Powered Up to Empower Global 2000 Users


Since its founding in 1999, Emptoris has evolved into a world leader in strategic supply, category spend, and enterprise contract management solutions, and was recently acquired by IBM. TEC principal analyst P.J. Jakovljevic takes a close-up look at the functionality—and at telecom expense management (TEM) in particular—that makes Emptoris solutions a success among Forbes Global 2000 companies.

benchmarking proposals  purchasing market analyses, and benchmarking new suppliers against market standards. Once new suppliers have been registered, the next phase is their classification (categorization or segmentation) to identify high-impact suppliers based on their profiles. The goal is to provide cross-organizational transparency with regard to supplier importance and the ability to view and assign classification by organization and category. Logically, resources should be directed towards strategically more important and Read More

Compliance Exposures in ERP Systems Part 1


This paper examines key issues for CFOs and CEOs in managing ERP systems in the new world of SOX, IFRS, Basle II. While most IT management attention seems to be on document retention, reporting quality, and security, there are broader issues to be considered toward ensuring good governance and compliance with regulations such as Sarbanes-Oxley, IFRS and Basle II.

benchmarking proposals  as carrying out the benchmarking analyses described earlier, the enterprise compliance management process should ensure that lessons are learned from past problems. A strong recommendation would be to formally review and approve all ERP implementation plans from the compliance perspective. Certainly this would include any proposals to develop custom software instead of using vendor code. It should also include the reverse situation - a cost/benefit analysis of using only a small part of any particular ven Read More

CRM: Creating a Credible Business Case and Positioning It with the CEO Part Two: Linking CRM with Organizational Direction


An effective business case must link CRM with achieving organizational objectives; but this step is just the beginning. Credibility implies that the document clearly delineates assumptions regarding cause and effect plus the mechanism that will be used to assess results and declare success.

benchmarking proposals  the argument, such as benchmarking or other objective data? Does the approach and positioning appear to be appropriate within the culture? Is there a historical precedent that relates to this situation? Does the thrust of the initiative fit within the person's mental model of the organization? Is this the correct timing? Who is the sponsor? What is at stake? Before continuing this discussion regarding credibility, a note of caution is in order. It is possible to sell CRM within an organization through the Read More

Some Belated Insights from, well, Deltek Insight 2010 - Part 2


Part 1 of this blog series started with me lamenting my inability to attend the Deltek Insight 2010 conference. However, I recently had an in-depth post-event recap instead with Deltek’s in-the-know staff members. What then followed in Part 1 were descriptions of the major developments that transpired at Deltek Insight 2010 in terms of already released products and those

benchmarking proposals  survey and its industry benchmarking results . Another example of Deltek evolving to continually meet its customer’s needs could be these new Clarity studies. The vendor’s thesis was that the GovCon market is now moving at a lightning-fast pace, and growth-oriented contractors were hungry for information about their industry. Hence, they were also eager to  benchmark  themselves against the market leaders and their peers. Based on Deltek’s strong relationships with its GovCon customers, the Read More

Leveraging 3-D for Sales Automation


Product knowledge is now readily available to buyers online, so it’s no surprise that salespeople are seeking new tools and new skills to close sales. A powerful new set of tools has taken its place in the salesperson’s arsenal: 3-D applications.

benchmarking proposals  3-D for Sales Automation Originally published - November 9, 2007 The Googlization of information has leveled the playing field between sales representatives and prospects. With easy access to information, buyers are initiating purchasing cycles by performing extensive product research on the Internet long before inviting a sales representatives into the process. Increasingly, buyers today know as much, if not more, about the product and the competition's products as the seller knows. Product Read More

Current Trends in Supply Chain Analytics Systems


Supply chain analytics is gaining popularity with organizations, as it is an effective mechanism to monitor and track supply chain performance. And with new technological innovations promising to enhance these tools, businesses can look forward to benefiting more fully from this area of supply chain management.

benchmarking proposals  some predefined logic. 4. Benchmarking Benchmarking is an important feature for organizations that want to measure their performance against industry standards. Thus, the system should be able to capture data from various publications that publish KPI benchmark figures for various industries. 5. Predefined KPI models Organizations anticipate the benefits of out-of-the-box, predefined KPIs that are based on popular industry-standard supply chain models, such as the supply chain operations reference (SCOR) Read More

Should interBiz Mean Intelligence And Prediction Beyond ERP? - Part 2: Challenges and Market Impact


InterBiz remains one of the most widely used of the upper-mid-range ERP vendors. It has done much to rejuvenate its acquired enterprise applications arsenal. What remains is disseminating a clear message on which market the combined set of products has been targeting.

benchmarking proposals  enhancements and a free benchmarking service. The announcements were: A free benchmarking service for businesses in durable goods industries General availability of MK Manufacturing version 8.4 Premium Services Plans which provide maintenance for modifications and the migration of modifications to new versions of interBiz software applications This, Part Two of a two-part note, discusses the Challenges faced by interBiz and makes User Recommendations. Part One discussed these announcements and their Read More

The High-tech Supply Chain Challenge


Supply chain operations play a vital role in the success of any consumer or high-tech original equipment manufacturer (OEM). But some companies consistently outperform in the field. Find out how these companies are making their supply chains more effective and efficient by supporting sophisticated business processes with technologies like integrated enterprise resource planning (ERP) systems and demand management software.

benchmarking proposals  maintain this competitive advantage? Benchmarking studies can help provide the answer. Studies examining supply chain operations reveal a strong correlation between supply chain performance and the adoption of industry best practices. But questions remain. What are those best practices? How can your company benefit from the lessons learned by industry leaders? This SAP Executive Insight examines how the adoption of industry best practices can add value to your organization by answering the following Read More

Ooh La La! From France, W4 Business First for BPM Joins the TEC Certified Elite


We are pleased to announce that Business First from W4 is now available for online evaluation of business process management (BPM) solutions in the Project Portfolio Management Evaluation Center, joining the ranks of TEC Certified systems providing BPM functionality. You can see TEC’s vendor showcase for a profile of W4 Business First. I’ll be glad to provide a complete report on

benchmarking proposals  (including strengths, weaknesses, and benchmarking analysis of each module) regarding W4’s Business First BPM applications. In the meantime, let me just give you a brief overview, and remind you that typical BPM suite functionality includes the following: Process collaboration Form management Workflow portal Monitoring and management Process analytics Screen Capture: W4 Business First Process Modeler In the screencap above we see an example of the W4 Business First process modeler, which provides the Read More

InfiniteKM: Knowledge Management for Sales Channels and Contact Centers


InfiniteKM, a cloud (and on-premise)-based sales and service enablement platform, helps organizations’ sales channels and contact centers run smoothly and optimally. The platform has been developed by Infinite Media, and has evolved over the 15 years of experience the vendor has amassed working with some of the best-known brands in the world, such as Xerox, GE Mabe, ScotiaBank, John Hancock

benchmarking proposals   Read More

Managing Risk through Financial Processes: Embedding Governance, Risk, and Compliance


Initiatives to automate and streamline financial processes often focus more on reducing costs than adding value. Adding the kind of value you should have in your financial processes stands at the heart of a broader initiative known as governance, risk, and compliance (GRC). Learn why embedding the components of GRC within your financial processes can help you track financial flows and alert you when things might go awry.

benchmarking proposals  Financial Management Solutions , Benchmarking Improving Major Financial Processes , Consolidated and Efficient Finance Processes , Webcast Financial Process Automation , Optimising Your Financial Processes , Future of Financial Processes , Pay and Financial Management Solutions , Connection Financial Processes , Ease Financial Processes , Discover Easy-to-Use Solutions , Financial Processes to Extend , Efficient Finance Processes , Financial Processes Applications , Standardizes and Integrates Financial Read More

Deltek Vision


Deltek Vision CRM provides a complete business development and marketing solution targeted at project-based, professional service organizations. With Vision CRM, professional services organizations can manage and leverage centralized client, contact, opportunity data, and previous project history to make more effective business development decisions while increasing client satisfaction and revenue. In addition to a flexible configuration model for supporting a firm's unique process requirements, Vision CRM also delivers proposal automation functionality, which helps organizations to efficiently produce custom proposals, request for proposal (RFP) responses, and government proposals that include the firm's most recent and relevant experience.  

benchmarking proposals  Vision Deltek Vision CRM provides a complete business development and marketing solution targeted at project-based, professional service organizations. With Vision CRM, professional services organizations can manage and leverage centralized client, contact, opportunity data, and previous project history to make more effective business development decisions while increasing client satisfaction and revenue. In addition to a flexible configuration model for supporting a firm's unique process Read More

Seven Magic Questions: How to Improve Your Win Ratio by Selling Value Instead of Price


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.

benchmarking proposals  Magic Questions: How to Improve Your Win Ratio by Selling Value Instead of Price There are lots of consultative sales methods around. You may have been trained in one, or read a book about one that you particularly like. Each has its unique strengths and techniques. But they all have at least one thing in common. They try to get sales people to focus on what matters to the customer. You build sales momentum by demonstrating that you are delivering an important solution to an important problem. That Read More