| 1. |
The Reinvention of Software Vendors and End-User Value ( Pages)
by Olin Thompson
May 9, 2003
Abstract : Application vendors are focusing on their install base as their primary source of revenue while cutting costs to provide profitability. Most vendors will tell you that they are both new account and customer oriented, and some have struck this balance. But the vast majority have been worshipping at the Wall Street idol of new accounts for so long that the reality is, they have a new account business model.
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| 2. |
SAP Users Speak Out on Credit and Collections Shortcomings ( Pages)
by Steve McVey
Feb 1, 2000
Abstract : A recent survey of companies which have implemented SAP Accounts Receivable reveal more than a few areas where the system failed to deliver. Although nearly all reported one or more influences on credit and collections that did not relate to SAP, 70% of them felt shortcomings of SAP's A/R module were at least partly to blame for the observed rise in Days Sales Outstanding.
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| 3. |
E-Business Sell Side Success at H.B. Fuller ( Pages)
by Olin Thompson
Oct 1, 2001
Abstract : Chemical company H.B. Fuller has leveraged the Internet to increase their ability to sell.
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| 4. |
Customization Drives Complexity - Why It's Hard to Design, Sell, and Produce "Simple" Products ( Pages)
by Jim Brown
Sep 9, 2003
Abstract : It seems counterintuitive, but the process of selling, designing, and producing what appear to be
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| 5. |
Fill 'er Up, Check the Battery and Sell Me an iMac ( Pages)
by D. Geller
Jul 11, 2000
Abstract : Ten Square will be delivering digital content to a gasoline pump near you. And that’s only the beginning.
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| 6. |
Can Network Associates Sell Gauntlet? (99 Pages)
by L. Taylor
Aug 4, 2000
Abstract : Network Associates decides to resell the SonicWall
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| 7. |
IBM to Sell Aptiva Direct ( Pages)
by R. Krause
Oct 20, 1999
Abstract : IBM announced plans to stop selling its Aptiva line of PCs through retail outlets.
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| 8. |
Stand Up, Sit Down...Don't Fight,Fight,Fight ( Pages)
by Ross Jacobsen
Sep 3, 2002
Abstract : Can you relate to the following software demo situation? Jennifer, the sales engineer, is at the keyboard. She’s on a roll. She’s been setting the stage to show how her price matrix capability will eliminate costly errors. This is all-important to the prospect. She has the audience’s full attention and is steadily moving them toward her objective. Suddenly Robert, the account executive, interrupts from the back of the room. “Jennifer, I think this would be a great time to show how the information you’re working with updates the data warehouse and is immediately available for sales analysis purposes.” Everybody shifts their attention from Jennifer and the all-important price matrix capability to Robert and the equally important data warehouse function. In an instant, the momentum Jennifer has been building dies.
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| 9. |
Back to the Future: Olde JWT Comes Back and Agency.com Feels the Pinch ( Pages)
by R. Krause
Aug 16, 2000
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 understand their clients. And the world is changing –back.
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