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Results 85-98 of 134 for Louis Columbus.

Hiring an Analyst Firm Is Like Buying an SUV

There are many common threads that tie together shopping for an analyst firm and kicking the tires of a sports utility vehicle. The power promised by the marketing behind both is impressive. The trick is finding one that fits what you want to accomplish. Both have high expectations associated with t...

INDUSTRY ANALYSIS

ERP Consolidation Is a Cop-Out

It's time the software industry quit ducking the tougher questions of growth by blindly claiming that every segment will either be conquered by or collapse into the domain of enterprise resource planning systems. It's getting tiresome to have so many industry insiders, financial analysts, journalist...

INDUSTRY ANALYSIS

Wanted: CEOs with Skin in the Game

It is often said what separates one company's ability to develop, execute and sustain a CRM strategy is the active involvement of the CEO. But it goes deeper than that. Too many times channel management, pricing, order capture and even order management initiatives fail because the CEO pays lip servi...

INDUSTRY ANALYSIS

Outsourcing Order Management – The Ins and Outs

Many people consider order management the heart of any enterprise resource planning (ERP) system. It's heresy in many manufacturing companies even to talk of changing from a home-grown order-management system to an outside ERP system. One world-class distributor is an example of one reason why. It h...

INDUSTRY ANALYSIS

Quit Treating Industry Analysts as Quote ATMs

Too many companies take a very automated, ATM-like approach to the ROI they get from industry analyst organizations they work with. For all the cash these companies deposit, they expect only a quote from time to time from their industry analysts, hopefully generated with the same efficiency of a 24/...

INDUSTRY ANALYSIS

Value-Based Pricing: Proceed at Your Own Risk

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...

OPINION

Earning Respect from Your Customer Channels

You have to love the irony. Manufacturing companies spend months and thousands of dollars to select a channel management application that will cure many of the ills that years of neglect have created. These manufacturers -- fighting with inconsistency of policies, lack of channel focus and leadershi...

INDUSTRY ANALYSIS

Lack of Service Sows Seeds of Outsourcing

Let's face it. For many companies, the level of service to customers is lacking across the entire spectrum of their customer base, and service to internal customers is even worse. The cruel irony of all the maneuvering inside companies to protect departments is that the only goal that matters -- ser...

INDUSTRY ANALYSIS

Why 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...

INDUSTRY ANALYSIS

Outside Consultants Are Not Always Better

Companies looking at new CRM, order capture and even distributed order-management systems tend to give too much credibility to the vendors outside their company first, dismissing their own internal resources. What's troubling about this is that the answers to their toughest questions may very well b...

INDUSTRY ANALYSIS

Legalizing Respect for the Consumer

Look long enough at any company's Web site, C-level presentations, earnings conference calls or marketing efforts, and you'll find the phrases like, "customer-centered," "The customer comes first always," and "The customer is the center of the business." They are all noble thoughts to be sure, but t...

INDUSTRY ANALYSIS

Explaining CRM’s Credibility Gap

Let's face it: CRM continues to be the Rodney Dangerfield of enterprise applications. It doesn't get nearly the respect it deserves. Despite many research firms' take on the aggressive growth of customer-based initiatives inside manufacturing and services companies alike, CRM itself continues to go ...

INDUSTRY ANALYSIS

Can You Trust Your CRM Data?

It's time to leave behind the hype of each new application release and get fundamental about what you are doing with your CRM strategies in the first place. Here's the bottom line: You will only be able to reach your goals if the processes that feed your CRM applications with verifiable, reliable, r...

ANALYSIS

Will the Real Siebel Please Stand Up?

Trying to make the disjointed pieces of Siebel's product strategy fit together is comparable to deconstructing a kaleidoscope and trying to create a mosaic from the pieces of randomly shaped colored glass. You'll get a colorful picture that's more abstract art than realism. You can't fault Siebel fo...

CRM Buyer Channels