-
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
channel sales strategy:
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
-
Abstract:
There is a clear distinction between the market dynamics within the respective MBS and Sage/Best channels. (...)
Excerpt related to
channel sales strategy:
There is a clear distinction between the market dynamics within the respective MBS and Sage/Best channels.
Published:
2005-08-26
-
Abstract:
One of the most effective and efficient ways to develop a successful marketing position for B2B software is to begin with
the sales channel, especially if you have limited time and resources. (...)
Excerpt related to
channel sales strategy:
One of the most effective and efficient ways to develop a successful marketing position for B2B software is to begin with
the sales channel, espec...
Published:
2005-02-28
-
Abstract:
The star above small and medium businesses (SMB) has never been so bright. CRM solution vendors are courting this market
segment extensively. This is the second of a series of articles that look at strategies deployed by major enterprise solution
vendors to attract the SMB decision makers and whether t (...)
Excerpt related to
channel sales strategy:
The star above small and medium businesses (SMB) has never been so bright. CRM solution vendors are courting this market segment
extensively. Th...
Published:
2003-06-30
-
Abstract:
Traditional enterprise-level sales strategies are no longer sufficient in bringing new customer accounts. Today's self-directed
buyers delay sales contact and pre-qualify solutions via the Internet. Sales can leverage this medium by understanding the
buy cycle to deliver value and begin an influential on (...)
Excerpt related to
channel sales strategy:
Traditional enterprise-level sales strategies are no longer sufficient in bringing new customer accounts. Today's self-directed
buyers delay sales...
Published:
2006-03-30
-
Abstract:
On September 18, 2000, Great Plains (Nasdaq: GPSI), announced the expansion of its Application Service Provider (ASP) initiative.
Great Plains has evolved its ASP partner program to better meet the diverse needs of its ASP partners and their customers (...)
Excerpt related to
channel sales strategy:
On September 18, 2000, Great Plains (Nasdaq: GPSI), announced the expansion of its Application Service Provider (ASP) initiative.
Great Plains has...
Published:
2000-10-04
-
Abstract:
Multichannel retailers must be able to flawlessly execute a full range of services to engage, transact, and fulfill on Web
placed orders. Hence, most successful multichannel retailers of today had to either build a complete set of the services in-house
or outsource some or all of them. (...)
Excerpt related to
channel sales strategy:
Multichannel retailers must be able to flawlessly execute a full range of services to engage, transact, and fulfill on Web
placed orders. Hence, m...
Published:
2005-04-12
-
Abstract:
Having stemmed the tide of losses and returned to profitability in 2001, will in 2002 market witness Baan's return to former
ERP stardom given the company's recent product enhancements, new partnerships and customer base retention/expansion initiatives? (...)
Excerpt related to
channel sales strategy:
Having stemmed the tide of losses and returned to profitability in 2001, will in 2002 market witness Baan's return to
former ERP stardom given the...
Published:
2002-02-18
-
Abstract:
If there's a disconnect between your channel and your marketing team, neither will reach their full potential. In this column,
you’ll see how involving your channel in the positioning process is a key ingredient in successful marketing and sales. (...)
Excerpt related to
channel sales strategy:
... brainstorming, and the iterative process of converging on the right positioning statement and message
strategy. Invite the channel or your sales department to ...
Published:
2005-03-07
-
Abstract:
If there's a disconnect between your channel and your marketing team, neither will reach their full potential. In this column,
you’ll see how involving your channel in the positioning process is a key ingredient in successful marketing and sales. (...)
Excerpt related to
channel sales strategy:
... brainstorming, and the iterative process of converging on the right positioning statement and message
strategy. Invite the channel or your sales department to ...
Published:
2005-03-07
-
Abstract:
A customer relationship management (CRM) system is inherently valuable for supporting customer acquisition and retention
by gathering data from each contact with customers and prospects. Collecting data, however, cannot be isolated from a strategy
for actually using that data. Here is an overview of how (...)
Excerpt related to
channel sales strategy:
A customer relationship management (CRM) system is inherently valuable for supporting customer acquisition and retention by
gathering data from ea...
Published:
2003-07-03
-
Abstract:
In addition to putting the problems of blending two former independent organizations together behind, the company is still
entangled in figuring out how best to bring different technologies and industrial experiences to bear. Further, the new company
is left with multiple products whose brand recognition (...)
Excerpt related to
channel sales strategy:
In addition to putting the problems of blending two former independent organizations together behind, the company is still
entangled in figuring o...
Published:
2002-10-01
-
Abstract:
MAPICS remains at a critical point in time, where immaculate execution without much space for missteps will determine its
future. Despite notable functional and technological initiatives, the biggest challenge for MAPICS and its affiliate channel
remains the management of still dual flagship ERP product (...)
Excerpt related to
channel sales strategy:
MAPICS remains at a critical point in time, where immaculate execution without much space for missteps will determine its
future. Despite notable ...
Published:
2002-11-21
-
Abstract:
Jamcracker, an ASP providing business services for HR management, expense management and sales force automation solutions
has announced a new program to increase sales. Jamcracker’s Channel Program offers sales and implementation training to its
new channel partners. (...)
Excerpt related to
channel sales strategy:
Jamcracker, an ASP providing business services for HR management, expense management and sales force automation solutions
has announced a new prog...
Published:
2000-08-09
-
Abstract:
In anatomic terms, J.D. Edwards has been showing some muscles on top of its solid but unexciting ERP skeleton and XPI-based
connective tissue, chords and cartilages. (...)
Excerpt related to
channel sales strategy:
In anatomic terms, JD Edwards has been showing some muscles on top of its solid but unexciting ERP skeleton and XPI-based
connective tissue, cho...
Published:
2002-01-16
-
Abstract:
One of the most effective and efficient ways to develop a successful marketing position for B2B software is to begin with
the sales channel, especially if you have limited time and resources. (...)
Excerpt related to
channel sales strategy:
One of the most effective and efficient ways to develop a successful marketing position for B2B software is to begin with
the sales channel, espec...
Published:
2005-02-28
-
Abstract:
While competitive costs (low and flexible software license pricing and implementation costs) and outstanding global service
(proven fast implementations and customer loyalty) will remain important requirements for success, particularly in the lower
end of the market, vertical focus will be the key factor (...)
Excerpt related to
channel sales strategy:
While competitive costs (low and flexible software license pricing and implementation costs) and outstanding global service
(proven fast implement...
Published:
2003-10-14
-
Abstract:
During the last few years, Made2Manage has evolved from a vendor of traditional MRP/ERP software to a provider of ‘one-stop-shop’
enterprise business applications. (...)
Excerpt related to
channel sales strategy:
During the last few years, Made2Manage has evolved from a vendor of traditional MRP/ERP software to a provider of ‘one-stop-shop’
enterprise busin...
Published:
2003-01-21
-
Abstract:
The job of gaining traction will by no means be easy for the merged companies, while the competition will not ease any time
soon. (...)
Excerpt related to
channel sales strategy:
The job of gaining traction will by no means be easy for the merged companies, while the competition will not ease any time
soon.
Published:
2003-02-17
-
Abstract:
Software vendors strive to be leaders in their areas of expertise and Retalix seems to be no exception. But how do we recognize
a segment pack leader and what are the key elements that characterize a supply chain pack leader? (...)
Excerpt related to
channel sales strategy:
Software vendors strive to be leaders in their areas of expertise and Retalix seems to be no exception. But how do we recognize
a segment pack lea...
Published:
2005-10-18