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Instead of Discounting, Back Some Value Out of Your Proposal
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

what is value proposal  the customer all of what they need (and a few wants) Budgeted level of investment. This is aimed right at the prospect's budget level. Most or many of the features, modules, components, capabilities Proven, talented and dependable resources Quick time to value An attractive ROI Other perks, such as quarterly meetings with your VP of Service, special invitation events When your prospect tells you your competition has come in with a very low price, you discuss calmly with them the fact that you have an Read More
Discrete Manufacturing (ERP)
The simplified definition of enterprise resource planning (ERP) software is a set of applications that automate finance and human resources departments and help manufacturers handle jobs such as or...
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Documents related to » what is value proposal


How To Write a Winning Proposal
Your proposal should prove your case, and motivate the client to buy your services or applications. But all too often, reading a proposal is almost as painfully

what is value proposal  credibility.) The Primacy Principle What is the primacy principle ? It's the tendency we all have to judge future experiences based on our first one. You might call it the principle of first impressions. For example, if we go to a new dry cleaner in our neighborhood, and they end up losing a couple of our shirts or blouses and are rude to us, we'd have to be masochists to go back. It may be that they are normally very efficient and polite, and a combination of circumstances conspired to produce a Read More
CRM: What Is It and Why Do It? Part One: Historical Background
Many consultants, vendors, and analysts today define CRM in terms of being a customer-centric business strategy that is enabled by a set of applications that

what is value proposal  What Is It and Why Do It? Part One: Historical Background Historical Background Customer relationship management (CRM), a concept that has been around since the mid 90s, has its roots in the technology of sales automation and call center operations. At that time, it was thought that merging the customer data from the field (sales) with the call center interactions would result in more informed interactions with the customer. The concept resonated with user organizations and soon mergers and Read More
Measuring the Business Value of IT
Many organizations do a poor job of measuring the business value of their IT investments. Simple financial metrics are not good enough. But there are a number

what is value proposal  axiom: You can't manage what you don't measure. Yet many organizations do a very poor job (or no job at all) of measuring the business value of their IT investments; but maximizing the business value of IT investments is the primary objective of good IT governance. A number of formal measurement methodologies exist for measuring the business value of IT. Simple ROI or other financial metrics are not good enough. By employing a consistent, repeatable, credible methodology that both the business users and Read More
LeveragePoint Adds Value to B2B Pricing - Part 2
Part 1 of this blog series introduced LeveragePoint as a cloud-based newcomer to the business-to-business (B2B) pricing market with a novel pricing approach

what is value proposal  the whole solution – what is the package of goods and services that the customer needs to maximize differentiated value and how much will it cost to deliver this. Value-based approaches help product managers think through trade offs. Companies using value-based pricing are able to launch products at higher prices and actually win those prices in negotiations. Value driver and data libraries that are developed as companies use LeveragePoint provide an important source of customer and competitor Read More
Is Newer Really Better?
Earlier this month, TEC analyst Aleksey Osintsev posted a short piece about the perceived shortcomings of the venerable IBM AS/400 (now the IBM System i). It

what is value proposal  not an issue. So what do you think? Is newer necessarily better? Is your company still getting tier-1 performance out of “vintage” systems? Let us know in the comments. Read More
When Passwords Aren't Enough: The Need for Strong Online Authentication That Is Easy to Use
For public-facing Web sites or those with a large consumer audience, finding a way to implement strong security that is easy to use is a great challenge. This

what is value proposal  Passwords Aren't Enough: The Need for Strong Online Authentication That Is Easy to Use For public-facing Web sites or those with a large consumer audience, finding a way to implement strong security that is easy to use is a great challenge. This paper examines the security threats associated with weak authentication practices on the Web, why businesses need to strengthen online authentication, and new approaches for delivering one-time passwords and two-factor authentication. Increase your Web site Read More
Mobile Supply Chain Management: The Dream Is Becoming a Reality
Mobile computing is changing the way companies manage their entire business. The development of ultra-portable computing devices is geared to support a slew of

what is value proposal  broke through new boundaries. What tablet computers bring today is an entirely new format that marries the looks of a large smartphone with specs akin to netbooks. Apple made the case in point with its iPad . And, clearly, imitation is a sign of envy, as the slew of tablets looking to gain market entry in 2011 is tantamount to the gold rush of the olden days. Screen sizes range mostly from 5 to 12 inches. Wi-Fi is just about standard for all models, followed closely by Global Positioning System ( GPS ) Read More
Business Value of Network and Application Visibility
Find out in Achieving Business Value with Network and Application Visibility.

what is value proposal  develop new partnerships. But what are the business drivers and challenges facing network administrators? And how are companies leveraging their networks for competitive advantage? Find out in Achieving Business Value with Network and Application Visibility . In this IDC report based on a survey of Riverbed Cascade users, you'll discover how businesses were able to achieve: 3-year ROI of 365% and a payback period of 5.5 months 34% fewer downtime incidents per month 2.1 hour mean time to repair, down from Read More
IFS Applications 8 Is Now TEC Certified in Multiple Areas
Technology Evaluation Centers (TEC) is pleased to announce that IFS Applications version 8 is now TEC Certified. IFS Applications is one of the few software

what is value proposal  with TEC analysts. Beyond what is becoming the standard with respect to core ERP capabilities available from the majority of ERP solutions, IFS also offers extensive EAM/CMMS capabilities and strong support for services-oriented organizations or organizations that need to manage their business with deep project-based and asset-intensive resources tracking. A previous version of the software had already been TEC certified in multiple areas, and the new version of IFS Applications has inherited and Read More
Intellicus Is Now a TEC Certified Business Intelligence Solution
We are pleased to announce that the Intellicus Enterprise Reporting and Business Insights Platform is now available for online evaluation in the Business

what is value proposal  Is Now a TEC Certified Business Intelligence Solution We are pleased to announce that the Intellicus Enterprise Reporting and Business Insights Platform is now available for online evaluation in the Business Intelligence and Data Management Evaluation Center , joining the ranks of other TEC Certified systems providing BI functionality. In a few weeks I’ll be providing a complete report on the TEC Web site to go over Intellicus’ features in depth (including strengths, weaknesses, and analysis Read More
Marketing without Analytics: Is It Really Analytics?
You can have the best sales pitch in the world, but if you don’t know who your audience is, or what they’re looking for, your strategy is based on chance

what is value proposal  your audience is, or what they’re looking for, your strategy is based on chance. Marketing—smart, cost-effective marketing—is about listening to what a specific person or group of people are looking for and responding to their needs or desires. Learn how to use analytics to focus your marketing efforts, for more effective and efficient results. Read More
SAP Releases Value Maps for Easier SAP Enterprise Support Navigation
SAP has announced SAP Enterprise Support value maps. The value maps are delivered via the SAP Enterprise Support Academy program, a dedicated portal with

what is value proposal  Releases Value Maps for Easier SAP Enterprise Support Navigation SAP has announced  SAP Enterprise Support value maps . The value maps are delivered via the SAP Enterprise Support Academy program, a dedicated portal with flexible entry points and aggregated views on learning assets and services content combining training, support, and deployment of best practices. They are an intelligent selection mechanism to help customers find the right services and tools. With more than 350 single services, SAP Read More
To Upgrade, or Not To Upgrade: That Is Not The Question-But How To Upgrade Is
Companies can easily spend hundreds of thousands of dollars implementing an enterprise resource planning (ERP) package. After completing this rollercoaster ride

what is value proposal  more gray hair (of what little they have left). Many companies cannot afford to upgrade to the newer, componentized version of the vendors' software solutions, and if they could, they would have to pay a new license fees for their difficulty. This transition may force more companies to go off maintenance, via the simple reasoning, Why pay for something that we can never get to use? But that's another story for another day. The bottom line is that managing new releases and implementation of Read More

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