X
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 solutions by funtionality, so that you can make accurate and informed software purchasing decisions.
Compare Now
 

 negotiation lewicki


Global Vendor Negotiation Strategies
TechnologyEvaluation.Com has defined 6 global negotiation categories and macro questions that should be reviewed in preparation for any major technology

negotiation lewicki  Vendor Negotiation Strategies Introduction Negotiating a software and services license is a multi-faceted endeavor in which many aspects of the vendors' strengths and challenges should be leveraged to the purchasers' advantage. In order to maximize the value and time spent negotiating information technology contracts, a project negotiator should never walk into a vendor negotiation without a clear plan and a prioritized set of goals. With that in mind, TechnologyEvaluation.COM has developed a two par

Read More


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

Documents related to » negotiation lewicki

Negotiating the Best Software Deal


TechnologyEvaluation.COM analysts have separated the software negotiation process into three discrete categories. All three are critical individually, yet should always be pursued within the context of the larger discussion.

negotiation lewicki  the most basic software negotiation tip is to treat the process as a combined system rather than a discrete set of individual point negotiations. In other words, do not walk into the negotiation without a plan. Rather, the lead negotiator must have a definitive structure in mind that encompasses all three components of a software negotiation - product pricing, product maintenance and vendor service and support. All negotiations should be conducted from two different but related perspectives - an absolute Read More

The Hidden Gems of the Enterprise Application Space Part Two: Sorting and Selecting SRM Software


No vendor provides all (if even a majority) of the required solutions for a full SRM initiative at this stage, so almost all solutions will involve best-of-breed components.

negotiation lewicki  suppliers, RFQ and contract negotiation, and monitoring and improving suppliers (which logically may happen both and after the contract signing). As companies continue to strive to reduce the internal costs of their products and services, more pressure is on the procurement group to source from the right supplier that can deliver as needed, at the right price, but also subject to many other measures some of which can be of a non-quantitative nature, such as product availability, specifications, freight Read More

A Sharp ASP


Sharp Microelectronics of the Americas has selected Harbinger as their Application Service Provider of choice. The multi-year contract will allow Harbinger to integrate e-Procurement and business applications across Sharp's e-Supplier community.

negotiation lewicki  electronic price forecasting and negotiation, just-in-time inventory management and real-time shipment logistics. Further, Harbinger is providing Business Community Integration services to broaden Sharp's reach into its supplier base. By choosing Harbinger as its ASP, Sharp is assured its e-Commerce program is technologically current, backed by 24/7 help desk support and a highly trained staff. Market Impact Harbinger's ASP business has gained momentum during the first half of 2000. The Read More

CallidusCloud Connections C3—Focusing on Sales and Marketing to “Lead to Money”


This year’s CallidusCloud Connections C3 conference in Las Vegas furthered CallidusCloud’s efforts to push the market awareness of its Lead to Money suite. While the incentive and compensation and configure price quote (CPQ) modules remain two main entry points for most customers, at the conference the vendor focused on the ability of the suite to make sales and marketing work as one in order to close deals faster.

negotiation lewicki  the customer in the negotiation process, with customers being educated by marketing materials rather than being tricked in buying through targeted marketing approaches from sellers. While giving customers more leverage may seem scary for salespeople, this ensures that the right customer will end up buying a company’s product, increasing the chances of contract renewal and satisfaction. That said, software alone will never suffice. A company’s approach and vision are also important when it comes to Read More

Are PLM and Global Sourcing Related? Duh, And How! (Part II)


Part I of this blog post analyzed the white paper entitled "Manufacturing Outsourcing: Seven Common Pitfalls to Avoid" , authored by Symphony Consulting and Arena Solutions. It also established an intrinsic connection with product lifecycle management (PLM) software technology as a global sourcing collaboration enabler. Indeed, several macroeconomic trends seem to be helping the PLM market

negotiation lewicki  quote-and-go approach (with contract negotiation), and revealing and eliminating the hidden costs of going offshore. Outsourcing or transferring production offshore is not for everyone, especially in light of the over $4 per gallon gas prices of today . Therefore, the total cost of ownership (TCO) model should encapsulate not only the list price OEMs pay for the product, but also: the transportation strategy (air versus ocean) that they will employ based on their product lead time and demand profile in Read More

GE and Commerce One Turn on the Lights - But You Ain’t Seen Nothin’ Yet


General Electric’s Global Exchange Services announces a far-reaching partnership with Commerce One. The first target market is the 100,000 current trading partners of GXS. After that, although plans aren’t final, you can be sure they won’t be hiding their light under a bushel.

negotiation lewicki  development by GXS and negotiation with prospective partners. GXS is also working out final details on a major announcement to be called EC Breakthrough. This is a comprehensive plan to enable smaller trading partners to join and fully participate in trading networks, including support for document exchange. The marketing for this service will focus on enabling small businesses to achieve significant ROI from participating in exchanges. Future plans for the marketplaces built through this partnership Read More

How Much Should You Pay for Your Business Phone System?


Different buyers pay different prices for the same business phone system. While some buyers hesitate to negotiate the “special price” quoted to them, others leverage insider knowledge about the buying process to get a significantly better price for the same system. Our expert shares valuable phone system price negotiation techniques to empower you to get the best price on your business phone system equipment and service.

negotiation lewicki  valuable phone system price negotiation techniques to empower you to get the best price on your business phone system equipment and service. Read More

Know Thy Market Segment's Price Response


Since no variable can influence margins as much as pricing, almost all companies need to approach the management of selling prices, discretionary discounts, and potential price increases with the same firmness they use to manage manufacturing and procurement costs.

negotiation lewicki  for price optimization and negotiation guidance. The one-size-fits-all list price, coupled with the let the sales guy negotiate the best deal he can get pricing method, and further helped by a mega Microsoft Excel spreadsheet full of unexplainable exceptions and variations, is slowly being replaced by this data-driven approach. Also, given the growing awareness that a single item can have different prices for different customers and segments, a solid price management solution must take each Read More

Pricing Management Vendor Must Show Proven Payback from Clients


Vendavo’s recent growth is due to its reseller partnership with SAP, and the segmentation and optimization functionalities of its pricing solutions. But the vendor needs to stay on its toes, at least until its role in lifting almost every client profit margins is proven.

negotiation lewicki  deal execution and price negotiation (to arm sales teams with the ability to drive more profitable deals); and a generalized integration layer (to tie pricing to enterprise-wide business processes). In order to enable any of the above capabilities, Vendavo Process Integration Manager offers a number of out-of-the-box process integration modules that load and cleanse data- and map-pricing processes across disparate enterprise applications (not necessarily SAP’s) and link them to the Vendavo suite. In Read More

5 Common Hurdles During the ERP Selection Process-And How You Can Avoid Them


With so many different enterprise resource planning (ERP) applications on the market, selecting the right solution can be extremely time-consuming and daunting. In fact, according to a recent study, nearly three-quarters of manufacturers are dissatisfied with their current systems. However, following a clearly defined selection process—and learning from the mistakes of others—can drastically improve your chances of success.

negotiation lewicki  Prior to beginning the negotiation process, your organization has to outline the desired goals of the negotiation. Unfortunately, many organizations skip this step and their only goal is to squeeze every last dime and get the lowest absolute price from the vendor. This tactic and lack of strategy may save up-front costs, but in the end may cost you much much more! Partnerships work best when both parties have an interest in seeing the other one succeed and it's a win-win scenario. In the negotiation Read More

2006 PMI Research Conference Aims to Link Project Management Discipline with the Business Community


The 2006 PMI Research Conference was an excellent venue for gauging the direction in which project management research is heading. The presentations of the areas of portfolio management and program management confirm the rising demand for project portfolio management solutions.

negotiation lewicki  skills , focusing on negotiation and people skills for successful project execution and team building Learning , covering case studies and lessons learned from historical projects The three-day event was kicked off each day with different plenary presentations from a number of prolific speakers, including Robert G. Cooper, PhD, president of the Product Development Institute Inc ., and creator of the Stage-Gate process for new product development; Bent Flyvbjerg, PhD, professor of planning at the Departmen Read More

CallidusCloud Adds Contract Lifecycle Management to Its Portfolio


Callidus Software Inc. (a.k.a., CallidusCloud), a provider of sales and marketing effectiveness software, announced at its annual C3 customer conference the launch of its contract lifecycle management (CLM) solution. The CallidusCloud CLM solution is now an integral part the vendor's Lead to Money Cloud.

negotiation lewicki  to manage the creation, negotiation and signature of contracts are leaving money on the table,” said Leslie Stretch, president and chief executive officer of CallidusCloud. Contract terms, such as renewal and milestone dates, sales history, and legal compliance information, are often trapped in paper scans of contracts. By automating the management of contracts, this valuable information can be leveraged to speed up deal closings and reduce revenue leakage and business risk.   Integrated CLM and Read More

Ross Systems Ends Year On a Sour Note and Braces Itself For Survivor’s Game


Ross Systems’ transition from ERP to e-commerce has been a harrowing experience during the last 18 months. On September 14, the company announced yet another disappointing annual report and a consequential radical restructuring.

negotiation lewicki  the sake of gaining negotiation leverage. As for potential customers, we generally recommend including Ross Systems in a list of an enterprise application selection for mid-market companies (with $50M-$500M in revenue) within the following industries: chemicals, food & beverage, pharmaceuticals, forest products, and metals. Ross should be included on any package selection short list within the above markets where material management and process manufacturing are the main pillars of an enterprise Read More

SAP To Take Care Of All Suppliers


SAP's first major product delivery that leverages recently the recently endorsed technology foundation, allows it to offer a collaborative solution. This does not mean that the amount of time and resources required to implement and manage the supplier enablement process can be underestimated.

negotiation lewicki  supplier selection, and contract negotiation & management;   Enable the supply base for collaboration and automation through self service and content management; and   Engage supply relationships through the integration of cross-company processes such as operational sourcing, self-service procurement, plan-driven procurement, and relationship monitoring. Relationship monitoring in turn is integrated with supply strategy development, resulting in a full-cycle supplier management solution that is able to Read More