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Abstract:
Using the highest degree of professionalism and integrity, you can protect your value proposition from competitive attack
by setting traps for the competition. By knowing the competition's actions, behavior, and practices, you can identify damaging
behavior. After exploring the potential risks and reward (...)
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... Later, when the customer realized the gaps, the competitor would come back
with a proposal for customization of the software and additional professional ...
Published:
2005-02-05
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Excerpt related to
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... Occasionally couples have disagreements and need to get away from each other to sort things out then
come back to the table with new perspectives. ...
Published:
2009-11-09
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Abstract:
Last minute discounting has become so prevalent that many companies have come to depend on it as their default sales strategy.
Employing a go-to-market strategy of being the lowest cost provider is one thing, but dramatic, tactical discounting on every
deal will erode your company's margins and leave you (...)
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Last minute discounting has become so prevalent that many companies have come to depend on it as their default sales strategy.
Employing a go-to-m...
Published:
2004-06-14
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Abstract:
When Lipton Brisk hired web expert Agency.com over JWT it got them more than it bargained for: an agency full of ideas that
clashed with their image. JWT's persistence at getting its account back is an example that new and exciting and technology
expertise doesn't buy much for pure plays if they don't u (...)
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When Lipton Brisk hired web expert Agency.com over JWT it got them more than it bargained for: an agency full of ideas that
clashed with their ima...
Published:
2000-08-16
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Abstract:
More and more companies today face a significant challenge in integrating multiple business applications. This is the natural
result of fewer companies running a single, all encompassing business application, either in a lone facility or across multiple
sites of a multinational, multi-organizational ente (...)
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More and more companies today face a significant challenge in integrating multiple business applications. This is the natural
result of fewer comp...
Published:
2004-04-14
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Abstract:
Without sound business process analysis, design, and possible re-design or full-blown reengineering in place before you bring
in technology, your CRM (or any IT) efforts are doomed to fail. (...)
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Without sound business process analysis, design, and possible re-design or full-blown reengineering in place before you bring
in technology, your ...
Published:
2001-08-21
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Abstract:
Coremetrics’ approach to visitor tracking is a hosted service that incorporates industry best practices to provide profiling
of site visitors to support media analysis, merchandizing and segmentation. (...)
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Coremetrics’ approach to visitor tracking is a hosted service that incorporates industry best practices to provide profiling
of site visitors to s...
Published:
2000-04-25
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Abstract:
Knowing how many people visit your website can help you improve the site and increase revenues. Counting them can be easy
or accurate, but not both. (...)
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Knowing how many people visit your website can help you improve the site and increase revenues. Counting them can be easy
or accurate, but not both.
Published:
1999-11-01
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Abstract:
Today's business climate is all about competition - we're lean, we’re mean, but competing on price is not where it’s at.
How do you create a lasting identity and relationship with your customer through your processes from marketing, sales and
supply chain to keep them loyal? A fascinating discussion (...)
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Today's business climate is all about competition - we're lean, we’re mean, but competing on price is not where it’s
at. How do you create a lasti...
Published:
2004-06-22
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Abstract:
Organizations providing billable services to their clients can benefit from an enterprise resource planning solution. But
what makes ERP for services different from solutions known as product portfolio management for professional services automation?
And which is best for your organization? (...)
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Organizations providing billable services to their clients can benefit from an enterprise resource planning solution. But
what makes ERP for servi...
Published:
2009-07-15
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Abstract:
MBS is both a threat and an opportunity for the most nimble vendors, and mid-market CRM vendors might have acquired another
lease of life extension in the medium term to redefine their value proposition, especially given that some have recently secured
new funds and/or found solace in a partnership with (...)
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MBS is both a threat and an opportunity for the most nimble vendors, and mid-market CRM vendors might have acquired another
lease of life extensio...
Published:
2002-11-05
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Abstract:
"Manugistics is not a software company." This was among many of the interesting statements that Joe Cowan shared in our interview
during Manugistics user conference, Envision 2005, in Atlanta, GA. (...)
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"Manugistics is not a software company." This was among many of the interesting statements that Joe Cowan shared
in our interview during Manugisti...
Published:
2005-09-06
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Abstract:
Having seemingly paved a solid ground for its successor, it is likely that this time J.D. Edwards founder and CEO Ed McVaney
might not have to come back from oblivion like in 2000 (...)
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Having seemingly paved a solid ground for its successor, it is likely that this time JD Edwards founder and CEO Ed McVaney
might not have to com...
Published:
2002-01-28
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Abstract:
IFS has much to offer customers. Its IFS Applications suite now boasts an asset lifecycle management module for quick data
retrieval. IFS also has a strong commitment to international standards, and with its acquisition of iSC, expertise in naval
and marine operations. (...)
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IFS has much to offer customers. Its IFS Applications suite now boasts an asset lifecycle management module for quick data
retrieval. IFS also has...
Published:
2008-04-18
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Abstract:
There is certainly room to ask the fundamental question of whether the traditional practice of RFI/RFP-based selection processes
has been adequate for the task of selecting complex systems. The record indicates there is much room for improvement. In essence,
for complex selections like in the case of ent (...)
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There is certainly room to ask the fundamental question of whether the traditional practice of RFI/RFP-based selection processes
has been adequate...
Published:
2003-10-27
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Abstract:
While Pivotal might have temporarily mitigated its protracted troubles by having the privilege to choose between three potential
suitors, the time for some decisive moves is now, given that competitive pressures will not go away, but rather will intensify. (...)
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While Pivotal might have temporarily mitigated its protracted troubles by having the privilege to choose between three potential
suitors, the time...
Published:
2004-02-06
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Abstract:
This is the transcript of an audio conference conducted by TEC on May 22 and again on May 30. The conference discussed the
recent experiences of TEC consultants in conducting an ERP Selection. (...)
Excerpt related to
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This is the transcript of an audio conference conducted by TEC on May 22 and again on May 30. The conference discussed the
recent experiences of ...
Published:
2001-06-22
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Abstract:
Karl Fogel is a founding developer of the Subversion project and is employed by CollabNet. In the following interview, Karl
covers key social aspects of coordinating developers as well as the difficulties and advantages of managing an open source,
distributed development project. (...)
Excerpt related to
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Karl Fogel is a founding developer of the Subversion project and is employed by CollabNet. In the following interview, Karl
covers key social aspe...
Published:
2005-07-27
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Abstract:
Simple questions often have complex answers. Whether they are speaking with you on the phone or placing an order on a Web
storefront, your customers expect immediate gratification. They want to know when their order will ship the moment it is placed.
How do you respond? (...)
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... go elsewhere. If your lead-time is too optimistic and you miss the delivery date, your customer may never
come back. And if you ...
Published:
2001-11-24
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Abstract:
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. (...)
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... They can take the customer's exact specs and requirements, come back
(often in real time), and conceptually present a simulated model to the buyer to verify ...
Published:
2008-11-28