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Results 101-120 of 134 for Louis Columbus.
INDUSTRY ANALYSIS

Why Special Pricing Strategies Fail

Many manufacturers rely on special pricing requests, or exceptions to standard pricing, for a large part of their indirect channel revenue. Even for direct accounts, many manufacturers have given their sales managers and regional directors control over price limits to increase responsiveness. But ...

INDUSTRY ANALYSIS

The Truth About SAP Integration

In discussing weight or golf scores it's easier to exaggerate the positive than to tell the truth. The same holds true when it comes to SAP ERP integrations. Integrating to any ERP system is hard work, but SAP integration around meaningful business processes can be much more challenging than integ...

The Paradox of Contract Management

What makes channel, sales and service partnerships messy? Contracts, lots of them, for office leases, for equipment, even to prove the partnerships' existence to local, state and national governments. Problems coordinating all these commitments -- buried in contracts that are stuffed into filing cab...

INDUSTRY ANALYSIS

Best Practices in E-Commerce

Too many companies seem to believe that the right technology is the key to e-commerce success. But the firms that really make e-commerce pay off don't simply hand over their e-commerce destinies to consultants, system integrators or vendors. Instead, they undertake the hard work of self-examination....

INDUSTRY ANALYSIS

Avoiding Worst Practices in Channel Management

Too often channel strategies ranging from the most tactical and short-term to the most strategic and multiyear fail. Success or failure of a channel management strategy has nothing to do with the time horizon and everything to do with perspective, timing and getting away from a "one-and-done" menta...

INDUSTRY ANALYSIS

SAP and Microsoft Focus on Integration

While all eyes were focused on Oracle closing the PeopleSoft deal this week, a series of announcements from SAP and Microsoft may prove to be even more significant to the IT industry overall and to CRM specifically in the long term. Within the next five years SAP and Microsoft will change the landsc...

E-Commerce and CRM: Resolutions That Matter

While January 1 is a great mile-marker in any business timeline, the urgency for change needs to be dictated by honest assessments rather than by the flip of calendar pages. We all have enough to do already, and no one wants another action item list. That's why resolutions can turn out to be counte...

BEST OF ECT NEWS

The Risks of Value-Based Pricing

Think of this scenario: You're shopping for a new home and instead of guiding you into a single-digit fixed-rate mortgage, lenders try to persuade you that an adjustable mortgage indexed to your income makes more sense. Structuring mortgages like that makes no sense, and it's making less and less se...

BEST OF ECT NEWS

Get the Truth About CRM Industry Analysts

Many companies question if the dollars spent with research and advisory firms are delivering unbiased, accurate guidance. This is particularly true in the CRM industry, where analysts influence short lists, sales cycles, and media coverage extensively. Analysts, in short, can make or break a start-u...

INDUSTRY ANALYSIS

Is Your E-Commerce Strategy an Asset or a Liability?

It's time for a reality check: When it comes to managing e-commerce strategies in your company, how do results line up with expectations? Too many companies hold on to incredibly inefficient Web sites chock full of order capture systems that lead nowhere except to someone's Outlook folders, or catal...

Your Customers’ Expectations Are Your Future

The CRM systems of many companies fail because they don't properly manage the expectations of prospects and customers. What's been missing is the ability to capture the moment of truth with every prospect or customer and then bring these insights into a broader mosaic of what the many segments of ...

Social Security Administration: The Next Salesforce.com?

In the last U.S. presidential election the candidates clashed on the issue of privatizing the Social Security system. I'll leave the political debate to the professional politicians, but I would like to address this matter from the standpoint of millions of U.S. workers. Many of them are already b...

BEST OF ECT NEWS

Outsourcing Is a Lot Like Golf

It's that time again; the earnings calls for CRM, ERP, hardware and services vendors are being scheduled, rehearsed and delivered to shareholders, industry and financial analysts. What's common across the more than two dozen calls I've listened to that span CRM, ERP and SCM software, hardware and se...

Analyst Firms Should Offshore Themselves

The irony is too strong to ignore. Gartner, Forrester, IDC and other analyst firms are all forecasting that outsourcing will continue growing rapidly. Yet not one is forecasting when industry analysis itself will move offshore. With so many conceptual thinkers in these companies, someone has got to...

Earning Kwan in the CRM Software Game

I'll never forget playing on a losing football team growing up and having my friends --my friends! -- yell from the sideline, "You guys stink!" Thankfully, I discovered a passion for baseball, played for years, and even won a city championship. Having your friends note your inability to compete alw...

INDUSTRY ANALYSIS

The Time Has Come for Hosted ERP

Making inroads into the next major market for software isn't going to happen from enterprise vendors trying to wedge expensive, large application footprints into a product strategy that appeals to medium-sized companies. Despite Oracle, Siebel and others proclaiming they can make this strategy work...

Making Processes Pay

There's a major disconnect between the expectations and results companies are getting when they realign processes aimed at serving their customers, as I've discovered in conversations with several manufacturers. There are several reasons why these unrealistic expectations take hold. First, nearly ev...

INDUSTRY ANALYSIS

Analyzing the Analysts

Research firms benchmark other companies, but they don't benchmark themselves. This is one of the biggest ironies of the research industry. Financial analysts are now benchmarked as they give their stock recommendations on CNBC. When you watch CNBC and see a positive endorsement of a stock from an ...

INDUSTRY ANALYSIS

Coaxing Users to CRM Cotillions

Two major CRM events took place this week, with Gartner and Siebel coaxing CRM users out of their cubicles to warm West Coast locations. Gartner's Customer Relationship Management Summit took place in Scottsdale, Arizona, while Siebel hosted its annual User Week in Los Angeles. Both tried to add a v...

INDUSTRY ANALYSIS

Oracle Needs PeopleSoft To Survive

The debate over whether Oracle will prevail in its attempt to acquire PeopleSoft is over. Mario Monti, the European Union's competition commissioner, is expected to approve the merger before October 31. With the European Union on board, Oracle has the legal momentum to make this merger happen. The d...

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