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A Lexicon for Customer Relationship Management Success
Despite technological advances, users are dissatisfied with customer relationship management (CRM) systems. Ambiguous terms do not provide the vocabulary for

sfa article  force automation (SFA). The SFA industry picked up on this idea and soon there was massive consolidation among SFA, customer service, and field service software providers. Each vendor (left standing) claimed to have an integrated set of capabilities and the phrase customer relationship management became a bi-word in the world of technology. On a separate path, Peppers and Rogers (currently a strategic division of Carlson Marketing) popularized one to one marketing which established a marketing Read More...
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...
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Documents related to » sfa article


SaaSy Discussions (Part Ia)
Part I of this blog post introduced the common software deployment models and Consona CRM's approach in that regard. To the end of enabling Total Customer

sfa article  CRM (i.e., BPM, BI, SFA, customer service, customer data management and customer data integration [CDI]), KNOVA (i.e., self-service and knowledge management [KM]) and the partnership with Million Handshakes (part of Portrait Software ) for marketing automation. The combination of Onyx and KNOVA allowed Consona to combine service resolution management (SRM, not to be confused with supplier relationship management!) and CRM offering, whereby SRM adds resolution and case management process to core CRM and Read More...
Sales Force Performance
Understanding market drivers is key to managing customer behavior. To do this, organizations must state and qualify their assumptions about the real drivers of

sfa article  it is true that SFA can introduce mechanisms that encourage follow-through on deals, it is absolutely ridiculous to assume that software alone is going to somehow magically reduce the length of the sales cycle. For every purchase decision there is a corresponding buy decision on the part of the customer. The most effective way to shorten the sales cycle is to reduce the buy cycle. Understanding the customer's buy cycle is fundamental. Once this is understood, there are ways to leverage technology to Read More...
J.D. Edwards On The Mend; This Time Might Be For Real Part 2: Market Impact
A small-to-medium enterprise simply wants to manufacture and deliver a product in a most efficient way and by utilizing minimal necessary resources, therefore

sfa article  keen on purchasing an SFA solution. YOUcentric 's YOUrelate product has indeed one of the best SFA modules for the market segment. Nevertheless, the acquisition bears its challenges too. The major one is that YOUcentric has had only a handful of customers that have integrated their new SFA software to an ERP system including J.D. Edwards' one, whereas other CRM modules have yet to create a live reference. To be fair, J.D. Edwards, on its hand, has long offered parts of CRM functionality such as Read More...
SaaSy Discussions (Part I)
Much has been said and written lately, on TEC's web site as well as on many other peer sites, about the on-demand deployment model, especially about multi

sfa article  that the realm of SFA doesn't cover a full-fledged CRM scope, and such corporate-wide CRM processes are hard to deploy via this model except for quite a small company. For more shining examples of good SaaS uses, see my earlier article entitled Software as a Service's Functional Catch-up . Finally, the single-tenant on-demand model is basically for someone who needs the similar things mentioned above for on-premise, but wants someone else to host it for the company. It is basically just an outsourcing Read More...
How the Mining Industry Benefits from ERP Systems
Integrated enterprise resource planning software normalizes the reporting requirements for a mining company’s various departments. This article loosely shows

sfa article  the Mining Industry Benefits from ERP Systems Originally Published - March 26, 2008 Mining is a multifaceted business, one that in many ways parallels a repetitive manufacturing business. The analogy is that exploration and marketing for a mining company, for example, is similar to the marketing research performed by a manufacturer, although a noted difference between the two is that most mines are of sizes to support decades of operation, whereas a manufacturer’s production runs last for much Read More...
The Demo Crime Files!
This article is part of the continuing education all software demonstrators need to ensure their fundamental skills remain sharp. It points out three common

sfa article  Demo Crime Files! Originally published - November 7, 2001 Please forgive me. I'm normally optimistic and maintain a positive outlook. This article, however, is devoted to the negative aspects of demonstrations. It's important to point out the common crimes made in demonstrations because most people don't recognize them. Just like in real life, some crimes are minor offenses while others carry the death penalty. I'm not suggesting any demo crime is acceptable. Crimes aren't acceptable in society, nor Read More...
Deltek Providing Clarity for Government Contractors
TEC’s mid-2011 article, which reported on the Deltek Insight 2011 conference, indicated that Deltek has lately become the leader in market intelligence for

sfa article   Read More...
Do We Already Know Whether You’re Going To Read This Article?
SLP InfoWare announced a product that can predict which of an ISP’s customers are likely to leave.

sfa article  SLP InfoWare,SLP InfoWare's ISP/CPS product,ISP/CPS product,urn-prediction product,product performance,cellular phone industry,wireless industry,Communications Service Providers,Churn Management Solution,Predicting churn,SLP InfoWare's software solution Read More...
Software Evaluation, Selection, and Procurement Part Two: Recommendations for Improvement
Pursuing an alternative strategy for software evaluation and selection, based on the capital investment paradigm and the principles outlined in this article, is

sfa article  Evaluation, Selection, and Procurement Part Two: Recommendations for Improvement Recommendations for Improvement Take a Guide Software evaluation and selection is a learning process. The selection team will learn a great deal about itself, the company requirements, external software vendors, application software tools, and outside consultants. During this journey of discovery it is often helpful to take a guide someone who has been there before and can lead you through the process. When looking Read More...
Software Evaluation, Selection, and Procurement
The statistics for completing packaged software implementation projects are grim. This article examines how the software evaluation, selection, and procurement

sfa article  Evaluation, Selection, and Procurement Introduction A 1995 Standish Group research study based on over 8000 software implementation projects found that nearly one third of the projects were canceled before completion. And over 50% of the projects cost nearly twice their original estimates. The study further concluded that only 16% of all software projects are completed on time and on budget (only 9% for large companies) 1 . With these grim statistics firmly in hand, a plethora of books, white Read More...
The Future of Secure Remote Password (SRP) Part Two: Overcoming Obstacles to Success
This article explores the possibilities for the Secure Remote Password (SRP) in today’s multi-channel world, specifically how it improves upon the inherent

sfa article   Read More...
The Blessing & Curse of SharePoint’s “Grandma’s Attic” - Part 2
Part 1 of this blog series analyzed the runaway success and genesis of Microsoft SharePoint or Microsoft Office SharePoint Server (MOSS). The article outlined

sfa article  Blessing & Curse of SharePoint’s “Grandma’s Attic” - Part 2 Part 1 of this blog series analyzed the runaway success and genesis of Microsoft SharePoint or  Microsoft Office SharePoint Server (MOSS) . The article outlined the main reasons for the product’s widespread use and analyzed its evolution. So, what is it that SharePoint’s treasure trove of tools (a la “grandma’s attic”) can (and can't) do for companies? What Can SharePoint Do for an Enterprise? SharePoint has been implemented Read More...
An Indian’s view on the Chindian software outsourcing condition
I was positively staggered to read the article “Should North Americans Send More Software Development Work to China?” Perhaps my opinions are underlined with a

sfa article  Indian’s view on the Chindian software outsourcing condition I was positively staggered to read the article “ Should North Americans Send More Software Development Work to China? ” Perhaps my opinions are underlined with a bias of the South Indian (you’ll find Bangalore in those parts) variety, a fierce one at that too (which is why I have long abstained from writing the article “Why Indian outsourcing is the next best thing to sliced bread”). Nevertheless, I maintain that the article does Read More...

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