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Knowing Your Prospect's Influencers
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

key market influencers  sales efforts. So, a key question has to be, Can you influence the influencers? The answer is some yes and some no. For those influencers who you are confident will help your cause, how do you make certain that they talk to the prospect and that their message is assigned a high value? Your customers, partners, and friendly analysts and consultants can usually be expected to deliver a positive message. You can introduce them to the prospect yourself or, even better, introduce one of them and have that Read More...
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Documents related to » key market influencers


Getting Management to Buy-in on Positioning
Lack of consensus about the marketing message is a common, especially when the message differs between top management and the rest of marketing communications.

key market influencers  management team communicate with key market influencers, are they delivering the right message? Or are they winging it? Are your product people muttering that management doesn't listen to them—or worse? Ouch! Did I hit a sensitive nerve? If the message that key influencers hear from top management is different from the one going out to the rest of your marketing communications, you've got a problem and a half. Not only is confusion inevitable, but your brass, the folks in upper management , are not Read More...
Managed Hosting in Europe: A Review of the Managed Hosting Market and Suppliers in Europe
The increasing use of virtualization allowed managed hosting providers to reduce costs by sharing infrastructure between customers, creating the earliest

key market influencers  provide as being a key differentiator. 4.6 Redundancy The reason that MHPs offer such high service levels is because their business would fail if they did not. Their organisations and business processes are based around keeping IT going 24 hours a day, 7 days a week, 52 weeks a year. To achieve this, MHPs have to have built-in redundancy at all levels. This includes hardware, network access, power supply and the data centre itself (see section 5). For one-to-one hosting, redundancy is relatively Read More...
Audit Your Message Strategy by Answering Three Questions
Most companies create a new marketing plan every 12 months. At the same time, they should audit their message strategy to stay on top of competitors’ marketing

key market influencers  developed a list of key problems, you need to rank them. If you ask customers to rank these problems when you survey them, they can do so pretty quickly, but be alert for repetition (the same problem described in different words) and broad generalizations. The act of ranking the list of customers' problems gives you a gauge to measure your positioning statement. The test is simple: does the statement address the target audience's most pressing problem? If it doesn't, you may need to go back to the Read More...
IT Sales Lead Generation: Understanding the Complex Sales Needs of the IT Industry
The sales lead generation process for technology companies is very different from lead generation in other industries. Technology sector needs are more precise,

key market influencers  development can be the key to the success or failure of an enterprise prospecting campaign. If you don't define the basic parameters of your target audience properly at the beginning, the rest of the prospecting process can be futile. Simply, if you are talking to the wrong customers, it doesn't matter how good your sales process is, or indeed how good your product is. Enterprise prospecting is about finding potential customers with the right budgets and/or needs that make them possible future leads. Read More...
Next-generation Fibre Channel Storage Systems: 2007-2011 Market Forecast
At the macro level, the fibre channel storage systems market is mature and slow-growing. However, the market is actually undergoing tremendous architectural and

key market influencers  generation Fibre Channel Storage Systems: 2007-2011 Market Forecast At the macro level, the fibre channel storage systems market is mature and slow-growing. However, the market is actually undergoing tremendous architectural and technological transition. This report provides a quantitative market-sizing analysis based on the direction and scope of the overall fibre channel storage systems market, and analyzes next-generation fibre channel storage systems segments and their growth prospects. Read More...
Market Impact of Lawson-Intentia Merger
The Lawson and Intentia merger might create a much-needed, strong statement for the market, and provide the mid-market with more options. It may also decrease

key market influencers  Impact of Lawson-Intentia Merger Market Impact While we do not indulge in speculating who is likely to merge with whom in the highly tectonic enterprise applications market, we have to admit that the merger of Lawson Software , Inc . (NASDAQ: LWSN) with Intentia International AB (XSSE: INT B) had not crossed our mind before it actually happened. (For details on the merger announcement, see New Lawson Software's Transatlantic Extended-ERP Intentions ). The move was quite a surprise, since both Lawso Read More...
Phone Systems Market Primer
Get up to speed quickly and easily with the Phone Systems Market Primer.

key market influencers  Systems Market Primer With recent dramatic advances in business telephone technology are you aware of all the different systems and options currently available to your company? Get up to speed quickly and easily with the Phone Systems Market Primer . In this comprehensive guide, you’ll get the inside story on vendors and products, basic and advanced features, hosted vs. on-premise systems, implementation and support, and cost considerations. You'll even get a full glossary of business telephone Read More...
Mobile BI Market Survey
Take our mobile BI survey. The business intelligence (BI) space is finally seeing mainstream adoption of mobile capabilities, and increasing numbers of software

key market influencers  BI Market Survey Take our mobile BI survey.  The business intelligence (BI) space is finally seeing mainstream adoption of mobile capabilities, and increasing numbers of software providers are developing mobile BI capabilities to meet the demands of their customers. This evolution is shifting the way people consume and use data. TEC is currently preparing a report that captures the landscape of mobile BI. Mobile BI applications enable anytime, anywhere access to data for analysis, improving the Read More...
Has Market Been Too Harsh On Great Plains?
On June 27, Great Plains Software, Inc., a leading mid-market provider of back-office and e-business solutions, announced financial results for the fiscal

key market influencers  Market Been Too Harsh On Great Plains? Has Market Been Too Harsh On Great Plains? P.J. Jakovljevic - August 3, 2000 Event Summary As published in the company's press release from June 27, Great Plains Software, Inc., a leading mid-market provider of back-office and e-business solutions, announced financial results for the fiscal quarter and fiscal year ended May 31, 2000. Great Plains' fourth quarter revenues increased 48% over the same period last fiscal year. Revenues for the fourth quarter of fiscal Read More...
Security Information Market Heading for Growth
The growth of security vulnerabilities is creating a new market for security information. With link sharing and cooperation among sites, it is not clear that

key market influencers  Information Market Heading for Growth Security Information Market Heading for Growth L. Taylor - August 31, 2000 Event Summary It is estimated that the security information market will grow to a $1.5 billion by 2003.[1] With a dearth of security professionals available, viewing online security articles offers companies the opportunity to gain information, and improve system security knowledge at low overhead and a fast pace. Via the web, IT organizations can find out about security bugs, patches, Read More...
SAP as a Retail Market Force: More Fact Than Fiction
Can SAP, a market and technology leader in business management software, translate its success in the manufacturing industry to retail? TEC principal analyst P

key market influencers  from our competitors. Some key differentiators that come to mind are as follows: SAP provides pre-built, native, real-time integration across all of its solutions that run on a single, technology-agnostic platform. This integration should not be underestimated, as it helps retailers avoid the time, cost, and risk associated with trying to stitch together a number of disparate applications. In addition, since SAP solutions run on a wide range of platforms, retailers can avoid “burning” Read More...
A Veteran Mid-market ERP Vendor with a Pragmatic Vision Chimes In
Joining our growing list of vendors willing to provide their opinions and commentary on our thought-provoking questions on market trends, SYSPRO takes part in

key market influencers  your mind, will the key success factors (KSFs) be in this market, and what have you additionally been doing there? SYSPRO : For over 25 years SYSPRO has been in the mid-market space. Having lived in the space for such a long time, we have had the benefit of being able to identify and target a SYSPRO-specific buyer category. SYSPRO has founded a new IT buyer category that it calls PragmaVision —the pragmatic buyer looking for mid-market ERP solutions that are visionary with proven technology. These Read More...
Baan And SSA GT Merge To Form A Mid-Market Empire With An ''Iron Side'' Part Four: Market Impact Summary and User Recommendations
SSA GT has many times surprised even the biggest skeptics by turning around seemingly non-viable vantage products (which iBaan and Ironside certainly are not

key market influencers  And SSA GT Merge To Form A Mid-Market Empire With An ''Iron Side'' Part Four: Market Impact Summary and User Recommendations Market Impact Summary Baan , once one of the leading independent providers of enterprise application solutions for industrial enterprises, and subsequently part Invensys plc. (London Stock Exchange: ISYS), was sold on June 3 to an investment group consisting of Cerberus Capital Management, L.P. and General Atlantic Partners, LLC, two of the world's leading private investment Read More...
Dell Takes Over the #1 Spot in the U.S. PC Market
Dell Computer takes #1 position in US PC market share, passing Compaq.

key market influencers  Takes Over the #1 Spot in the U.S. PC Market Event Summary Latest figures show that Dell Computer Corporation has now passed Compaq Computer Corporation, and taken the top spot for U.S. PC market share. This is the first time Dell has reached this position for the overall PC market, and symbolizes the leadership fight between Compaq and Dell. The numbers for the market, both US and worldwide, are shown in Tables 1 and 2, below. In addition to gaining the top US spot, Dell has increased its share of Read More...

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