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Abstract:
Who are the key players in the market segment of Intel small servers? What are the strengths and weaknesses of each, and
when is one more appropriate than another? (...)
Excerpt related to
high probability selling:
Who are the key players in the market segment of Intel small servers? What are the strengths and weaknesses of each, and when
is one more appropri...
Published:
2000-05-31
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Abstract:
IT Sales Lead Generation. Download Free IT Report on the IT Sales Lead Generation. The sales lead generation process for technology
companies is very different from lead generation in other industries. Technology sector needs are more precise, and the target
market is almost exclusively business-to-busine (...)
Excerpt related to
high probability selling:
IT Sales Lead Generation. Download Free IT Report on the IT Sales Lead Generation. The sales lead generation process for technology
companies is ve...
Published:
2010-03-11
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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
high probability selling:
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
-
Excerpt related to
high probability selling:
... order-to-cash or lead-to-opportunity, instead of on traditionally selling CRM modules
... company could create a process so that when a high-probability large
deal ...
Published:
2010-02-10
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Abstract:
Razorfish is positioned to expand, but at what price? Razorfish faces challenges in organization, image, and perceived capabilities.
How well Razorfish succeeds in overcoming these challenges will determine how much it will grasp the very lucrative opportunities
of the DBSP market. (...)
Excerpt related to
high probability selling:
Razorfish is positioned to expand, but at what price? Razorfish faces challenges in organization, image, and perceived capabilities.
How well Raz...
Published:
2000-03-30
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Abstract:
The Internet has changed the buying process for enterprise level solutions and sales departments must learn to adapt to today's
self-directed buyer. The new, competitive sales high ground is to effectively manage a convenient on-line/off-line buy cycle
experience at every point of contact. (...)
Excerpt related to
high probability selling:
The Internet has changed the buying process for enterprise level solutions and sales departments must learn to adapt to today's
self-directed buye...
Published:
2006-03-31
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Abstract:
If the key financial metrics for creating corporate value relate to costs, capital charges and consumption, and profitability,
then the corporate capabilities or competencies required to drive those metrics must include controlling supply chain costs,
managing supply chain cycle time, and optimizing resp (...)
Excerpt related to
high probability selling:
If the key financial metrics for creating corporate value relate to costs, capital charges and consumption, and profitability,
then the corporate ...
Published:
2002-11-12
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Abstract:
Deciding that acquisition is the better part of valor, Numetrix cancelled its IPO to combine fortunes with ERP vendor J.
D. Edwards & Company. Though technologically adept in the areas of supply chain planning and optimization, Numetrix has lacked
a successful marketing strategy, a primary factor in its (...)
Excerpt related to
high probability selling:
Deciding that acquisition is the better part of valor, Numetrix cancelled its IPO to combine fortunes with ERP vendor JD Edwards
& Company. Tho...
Published:
1999-09-01
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Abstract:
In the battle between Microsoft Business Solutions (MBS) and the UK-based the Sage Group for the small-to-medium enterprise
(SME) market segment, technology choices will be a major factor. (...)
Excerpt related to
high probability selling:
In the battle between Microsoft Business Solutions (MBS) and the UK-based the Sage Group for the small-to-medium enterprise
(SME) market segment, ...
Published:
2005-08-27
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Abstract:
Baan, once a leading global provider of ERP software hopes its adoptive parent, Invensys, will put it back on the enterprise
software applications map. However, we believe Baan’s path to full recovery will be quite thorny. Part 2 examines Baan’s strengths
and challenges and makes specific bottom line (...)
Excerpt related to
high probability selling:
Baan, once a leading global provider of ERP software hopes its adoptive parent, Invensys, will put it back on the enterprise
software applications...
Published:
2000-11-30
-
Abstract:
In what may be the most significant event since the company's launch, Catalyst International has lashed its corporate ship
to ERP leviathan SAP in a new alliance. The deal could buoy the small Wisconsin vendor through unprecedented revenues or scuttle
it. (...)
Excerpt related to
high probability selling:
In what may be the most significant event since the company's launch, Catalyst International has lashed its corporate
ship to ERP leviathan SAP in...
Published:
2000-02-01
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Abstract:
IFS was one of the first ERP vendors to incorporate concepts of component technology and a high-level of integration with
both its own and other vendors' components, all providing for flexibility, modularity and ongoing post-implementation system
agility and incremental deployment. The Company supports m (...)
Excerpt related to
high probability selling:
IFS was one of the first ERP vendors to incorporate concepts of component technology and a high-level of integration with
both its own and other v...
Published:
1999-12-01
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Abstract:
Hewlett-Packard is one of the leading computer companies in the world, but they have fallen to fourth place in the Intel-based
server market. Will they move back to being a key player, or remain an also-ran? (...)
Excerpt related to
high probability selling:
... Although the first two products are interesting, and the HP 9000 is a high-performing
Unix system, we will be discussing only the NetServer in this Note. ...
Published:
2000-03-27
-
Abstract:
A guide to the benefits, technology and implementation essentials of CRM & SFA solutions.Secure Documents and Other Software
Dynamic System to Use In Your Dynamic System of CRM & SFA solutions. Companies spend staggering investments to make and
keep their offerings competitive. By providing a cent (...)
Excerpt related to
high probability selling:
A guide to the benefits, technology and implementation essentials of CRM & SFA solutions.Secure Documents and Other Software
Dynamic System to ...
Published:
2010-03-11
-
Abstract:
Great Plains has established very strong branding and penetration within the Small-to-Medium Enterprises (SME) segment of
the ERP market, with a large and loyal customer base and a uniquely developed, extensive partner channel within the industry.
A long presence on Microsoft's platforms ensures that R&a (...)
Excerpt related to
high probability selling:
Great Plains has established very strong branding and penetration within the Small-to-Medium Enterprises (SME) segment of
the ERP market, with a l...
Published:
1999-12-01
-
Abstract:
Dell Computer Corporation is the #2 Intel server manufacturer in the world. Can they beat Compaq and make it to #1? (...)
Excerpt related to
high probability selling:
... Mr. Dell started the company while still in college, selling PCs out of his dorm ...
One high-tech Chief Scientific Officer has likened Dell to a car lot, because ...
Published:
2000-02-01
-
Abstract:
Compaq Computer told financial analysts it plans to start selling more of its computers directly to customers, and this time
the company says it means it. (...)
Excerpt related to
high probability selling:
... Speaking to financial analysts in Houston, Compaq Computer stated it plans to start selling
more of its computers directly to customers ... 65% probability] (We are ...
Published:
2000-03-01
-
Abstract:
i2 Technologies is the largest and fastest growing vendor of supply chain management software with $751 million in revenue
over the last twelve months and a 105% average growth rate over the last five years. Fueled by a powerful sales and marketing
machine and aggressive strategies for corporate developm (...)
Excerpt related to
high probability selling:
i2 Technologies is the largest and fastest growing vendor of supply chain management software with $751 million in revenue
over the last twelve mo...
Published:
2000-10-18
-
Abstract:
Improved service management boosts revenue from both service offerings and new product sales, while improved customer service
and enhanced offerings increase customer retention, and draw new service business, providing an additional, low risk and likely
repeated revenue stream over a long period of owner (...)
Excerpt related to
high probability selling:
Improved service management boosts revenue from both service offerings and new product sales, while improved customer service
and enhanced offerin...
Published:
2005-08-02
-
Excerpt related to
high probability selling:
... the Future of Business is Selling Less of ... shortcuts and mastering
the full probability distributions of ... them, most companies cannot achieve high
service levels ...
Published:
2008-09-12