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Sapphire Now: It's a Mobile, Social, Cloudy, Collaborative World May 15, 2012 
The Sapphire Now conference kicked off Monday in Orlando, Fla., with 60,000 customers, partners and employees of SAP participating, either at the conference facility or watching it online. The first day of the event offered the usual lineup of celebrity speakers -- corporate and otherwise -- with Tour de France winner Lance Armstrong featured in the morning and SAP Co-CEO Bill McDermott in the afternoon.
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BPM and CMOs: A Match Made in Heaven May 08, 2012 
There's been a lot of talk recently about how BPM is gaining traction across a wide variety of industry verticals. BPM's surge is part of the larger trend of agile development; organizations are weary of growing top-heavy and employing a number of individuals to perform tedious, manual processes.
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Getting What You Want From ERP in the Cloud May 07, 2012 
Through the Ariba Network, Cox Enterprises manages multiple ERP systems for an improved e-procurement strategy. The $15 billion communications, media, and automotive services company has moved toward more efficient indirect spend efforts to improve ongoing operations and drive future growth across more than 50,000 employees.
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Insidesales.com Aims to Keep Leads on the Front Burner May 04, 2012 
Imagine walking into a department store on a Wednesday morning and spotting a pair of shoes you feel that you must acquire, or life will have no meaning. You excitedly ask the sales rep if you can try on a pair in your size and she says, "Sure, why don't you come back on Friday?" That deflating experience occurs all the time on the Web, said Ken Krogue, president of
InsideSales.com.
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SugarCRM 6.5 Adds Just a Touch of Sweetener April 27, 2012 
SugarCRM has just debuted a controlled release of version 6.5 of its flagship open source CRM offering. In many ways, the release is an iterative change -- it does not represent the same major shift in functionality and user interface as version 6 did, when it was launched in 2010.
In one key way, however, the new version is significantly different: The user interface is much more oriented to search technology.
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Match the Big Data Job to the Big Data Solution April 27, 2012 
In the rush to play in the Big Data game, it's easy to forget the fundamentals. The fear of being left behind can cause enterprise IT teams to move directly into pilot projects with a choice of products and technologies that may not be best designed to solve the identified business problem.
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Oracle's Big Pivot Point April 25, 2012 
This might be the year we look on in hindsight as the time Oracle got its groove back. It is well known that CEO Larry Ellison thinks in 10-year cycles and about how the industry seems to morph like a caterpillar about every decade. He's not the only one. Marc Benioff, CEO of Salesforce.com, has referenced the decade cadence, and others have too.
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Harnessing Big Data Through Customer Intelligence April 24, 2012 
Driving revenue performance and applying data in order to influence/generate buying behavior throughout the customer life cycle is not new -- it's an ongoing goal. Real-time marketing, which relies on capturing data in real time, improves revenue performance and is the optimal way to drive 1:1 customer interaction throughout the customer life cycle.
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When It Pays to Start With Mobile April 18, 2012 
CRM vendors that have wondered about the necessity of porting their applications to the small screen should take note of last week's acquisition of Instagram by Facebook. Instagram is the tip of a big iceberg and is perhaps a signal of yet another disruption in a disruption-prone industry.
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Taking Digital Analytics to the Limit April 17, 2012 
Managers must overcome several complex issues to build successful digital analytics teams that can deliver on the high expectations placed on them by upper management. For one, there is currently a significant supply/demand imbalance in the digital analytics talent pool. Also, a wide range of skills are necessary in the end-to-end process of online analytics and optimization.
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Look Who's Going to the Big Data Party April 13, 2012 
The exponential growth of data from a widening array of sources is making the term "Big Data" a hot topic among corporate executives from businesses of all sizes across nearly every industry.
The Big Data phenomenon is being fueled by new social networks, mobile devices and increasingly powerful applications that can apture every keystroke and convert it into valuable information.
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A Tale of Two Decision-Making Systems April 11, 2012 
Thanks for the overwhelming response to last week's post, "Why CRM Works." It was surprising and gratifying that so many people read and tweeted about it, given its length -- almost double my usual contribution. Since it was based on Daniel Kahneman's groundbreaking work, I give all the credit to him and his great career in trying to understand how we think.
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Oracle Trumpets Analytics Bona Fides April 06, 2012 
Oracle President Mark Hurd delivered a speech before Oracle OpenWorld Tokyo that emphasized the rapid buildup in analytical functionality the company has made in recent months. He touched upon previous developments, such as the Big Data Appliance announced at the start of the year, as well recent news, such as its update of Oracle Hyperion Enterprise Performance Management.
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Why CRM Works April 04, 2012 
I have great admiration for the work of Daniel Kahneman. He's an Israeli psychologist whose work with the late Amos Tversky won the Nobel Prize in Economics in 2002, even though neither was obviously an economist. The pair built the foundation for behavioral economics and did early work on framing, or how we perceive issues based on what other information surrounds them.
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Federal Agencies Struggle With Protecting IT Supply Chain April 03, 2012 
Managers of information technology systems in both the private and public sectors have had their hands full dealing with security breaches that come from hackers invading IT systems. Increasingly, however, IT systems are becoming vulnerable from another channel -- the actual supply chain sources of both hardware equipment and software programs. Federal agencies are just as vulnerable as commercial enterprises to supply chain security breaches.
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Customer Relationship Metrics Takes On the Unstructured Data Challenge April 02, 2012 
Customer Relationship Metrics has launched Text BI, its latest offering in its suite of managed analytics solutions. Text BI enables companies to take unstructured text-based data from surveys, emails, social media, CRM systems and other applications, and organize it into a format that makes it easier to analyze.
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5 Fast Fixes for Business Knowledge Optimization March 30, 2012 
Can you tell me exactly where your employees are and what they are doing? Do you know what the top 10 most profitable projects were for your company last year? Can you make a bid on a project that has little or no margin of error? If you can't answer these questions, then you should know that someone else can and the business advantage lies with them. Fortunately, gaining this type of insight is not particularly difficult.
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10 Tips for Smooth Landings March 28, 2012 
Effective landing pages are an essential component of successful online marketing campaigns and are probably the single biggest factor in determining whether or not you will convert a Web visitor into a prospect who is willing to provide contact information. Landing pages are custom-designed single Web pages a visitor arrives at after clicking on a link or advertisement.
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