-
Abstract:
Applications are more often outsourced than infrastructure, and this is increasingly done through software as a service (SaaS).
Vendors such as WebEx, Webcom, MCA Solutions, and Ariba are delivering applications as SaaS. (...)
Excerpt related to
sales terms management:
Applications are more often outsourced than infrastructure, and this is increasingly done through software as a service (SaaS).
Vendors such as We...
Published:
2006-03-17
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Abstract:
Despite its product's notable functional scope, Centive is committed to being the leader in on demand sales compensation
management. The vendor believes it now has sufficient resources to fund research and development, as well as business initiatives. (...)
Excerpt related to
sales terms management:
Despite its product's notable functional scope, Centive is committed to being the leader in on demand sales compensation
management. The vendor be...
Published:
2007-05-09
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Abstract:
Business performance management (BPM) includes setting key performance indicators, using data mining to discover data patterns
and using software to help drive business decisions and develop corporate strategy. For an organization, there are many benefits
to implementing a BPM solution. (...)
Excerpt related to
sales terms management:
... Additionally, performance management software provides organizations with ...
Knowing what those terms mean, however, does ... processing (OLAP) cubes, sales
data can ...
Published:
2009-04-27
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Abstract:
Previously price management was an overlooked area by vendors because they lacked the native capabilities to meet this need.
However, through partnerships and acquisitions, they are creating viable products, which are enabling enterprises to see greater
return. (...)
Excerpt related to
sales terms management:
Previously price management was an overlooked area by vendors because they lacked the native capabilities to meet this need.
However, through part...
Published:
2006-05-03
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Abstract:
In addition to growing at a breakneck pace for the last few years, Vendavo has recently rounded out its suite for price and
margin management. The market should take notice, while the competition should indeed watch out. (...)
Excerpt related to
sales terms management:
In addition to growing at a breakneck pace for the last few years, Vendavo has recently rounded out its suite for price and
margin management. The...
Published:
2008-05-02
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Abstract:
The on demand paradigm and enterprise incentive management market seem to have established a viable cross-section to the
extent that, going forward, some players feel comfortable enough to opt solely for the software-as-a-service, subscription-based
delivery model. (...)
Excerpt related to
sales terms management:
The on demand paradigm and enterprise incentive management market seem to have established a viable cross-section to the extent
that, going forwar...
Published:
2007-05-07
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Abstract:
Understanding market drivers is key to managing customer behavior. To do this, organizations must state and qualify their
assumptions about the real drivers of sales performance. An improvement strategy can then be created, and with integrated
budgets, success metrics, etc. (...)
Excerpt related to
sales terms management:
Understanding market drivers is key to managing customer behavior. To do this, organizations must state and qualify their
assumptions about the re...
Published:
2006-03-22
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Abstract:
Centive's strategy is to form a limited number of strategic partnerships with leading management consulting firms to ensure
customers receive the highest levels of service and support. Pertinent alliances made include one offering sales performance
incentive funding formulas (SPIFFs). (...)
Excerpt related to
sales terms management:
Centive's strategy is to form a limited number of strategic partnerships with leading management consulting firms to ensure
customers receive the ...
Published:
2007-05-11
-
Abstract:
Many organizations find it challenging to adopt sales force automation and customer relationship management solutions. Formal
sales training and the related reinforcement tools can make the difference. We examine the key challenges and propose some
solutions. (...)
Excerpt related to
sales terms management:
Many organizations find it challenging to adopt sales force automation and customer relationship management solutions. Formal
sales training and t...
Published:
2006-05-23
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Abstract:
Major vendors are noting the growing demand for software as a service. However, smaller providers are forging new ground
by offering services for inventory and collaborative planning. (...)
Excerpt related to
sales terms management:
Major vendors are noting the growing demand for software as a service. However, smaller providers are forging new ground by
offering services for ...
Published:
2006-03-16
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Abstract:
Despite technological advances, users are dissatisfied with customer relationship management (CRM) systems. Ambiguous terms
do not provide the vocabulary for concrete action and measurable expectations. Thus, CRM is perceived to be about intangibles,
and is approached with a let's-hope–for-the-best men (...)
Excerpt related to
sales terms management:
Despite technological advances, users are dissatisfied with customer relationship management (CRM) systems. Ambiguous terms
do not provide the voc...
Published:
2008-09-29
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Abstract:
Savvy and dynamically optimized pricing can mean the difference between survival and failure. In many environments it might
be smarter, quicker, and more useful to calculate pricing based on systematic analysis rather than on fuzzy thinking or human
emotions. (...)
Excerpt related to
sales terms management:
Savvy and dynamically optimized pricing can mean the difference between survival and failure. In many environments it might
be smarter, quicker, a...
Published:
2006-04-03
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Abstract:
Creating specific CRM strategies means developing measurable goals and calculating your ROI to achieve them. These in addition
to a technical framework, sales and marketing strategies, including Internet strategies, and customer satisfaction metrics
will create a smooth running CRM machine in your compan (...)
Excerpt related to
sales terms management:
Creating specific CRM strategies means developing measurable goals and calculating your ROI to achieve them. These in addition
to a technical fram...
Published:
2005-02-17
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Abstract:
With sales being the lifeblood of virtually any company, selling should be an accurately accountable process forming the
basis of overall strategic objectives. Still, the question remains: how much enterprise incentive management (EIM) do enterprises
need, and in what form? (...)
Excerpt related to
sales terms management:
With sales being the lifeblood of virtually any company, selling should be an accurately accountable process forming the basis
of overall strategi...
Published:
2006-11-28
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Abstract:
The distinction between business performance management and operational business intelligence is sometimes unclear. Many
vendor offerings overlap in terms of features and functionality, making it difficult to distinguish between the two. However,
there are some differences worth exploring. (...)
Excerpt related to
sales terms management:
The distinction between business performance management and operational business intelligence is sometimes unclear. Many vendor
offerings overlap ...
Published:
2009-07-31
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Abstract:
The market for enterprise incentive management (EIM) products is in its early stages and is rapidly evolving. Callidus Software
is the EIM vendor of choice for some of the largest companies in the world. (...)
Excerpt related to
sales terms management:
The market for enterprise incentive management (EIM) products is in its early stages and is rapidly evolving. Callidus Software
is the EIM vendor ...
Published:
2006-12-11
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Abstract:
The core components of a retail information system are inventory management, inventory optimization, revenue management,
sales management, and reports and inquiries. Non-core components can include financial, supply chain management, enterprise
resource planning, customer relationship management, and war (...)
Excerpt related to
sales terms management:
The core components of a retail information system are inventory management, inventory optimization, revenue management, sales
management, and rep...
Published:
2006-03-13
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Abstract:
Having started as a business-to-business integration provider for a few major retailers in the United Kingdom, Eqos has evolved
into a full-fledged, worldwide provider of global sourcing and supplier management solutions. (...)
Excerpt related to
sales terms management:
Having started as a business-to-business integration provider for a few major retailers in the United Kingdom, Eqos has evolved
into a full-fledge...
Published:
2007-10-12
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Abstract:
The business ecosystem has shifted focus from corporation to customer, and the location of value has changed with it. Where
value had historically been located in products and services, it is now located in the value produced by the customer. (...)
Excerpt related to
sales terms management:
The business ecosystem has shifted focus from corporation to customer, and the location of value has changed with it. Where
value had historically...
Published:
2006-09-21
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Abstract:
A tightly focused vendor, IRM Corporation, has fine tuned its products, services, its sales process and even its commercial
terms to match the realities of its sole market – food manufacturers who sell to the foodservice and vending markets. (...)
Excerpt related to
sales terms management:
A tightly focused vendor, IRM Corporation, has fine tuned its products, services, its sales process and even its commercial
terms to match the rea...
Published:
2003-01-06