| 1. |
The Role of Sales Training Requirements Definition and Requests for Proposals in the Success of Technology Companies (6 Pages)
by Dave Stein and Al Case
Nov 4, 2005
Abstract : The first step in choosing an effectiveness service provider (ESP) that best meets your company's needs is to develop a requirements definition. When used as a request for proposal, the requirements definition can be a powerful evaluation and negotiation tool.
Type: Article
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| 2. |
Great Plains ASP - Evolution, Revolution, Innovation (3 Pages)
by A. Turner
Oct 4, 2000
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
Type: Article
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| 3. |
Sales Force Automation, Customer Relationship Management, and Sales Training: A Fusion of Methodology and Technology (3 Pages)
by Dave Stein and Al Case
May 23, 2006
Abstract : Many organizations find it challenging to adopt sales force automation and customer relationship management solutions. Formal sales training and the related reinforcement tools can make the difference. We examine the key challenges and propose some solutions.
Type: Article
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| 4. |
Best Software Delivers More Insights To Its Partners (As Well As To The Market) (4 Pages)
by P.J. Jakovljevic
Jul 24, 2003
Abstract : Several months after having unveiled its 'customer and/or partner for life' strategy blueprint at the end of 2002, Best Software recently organized its first annual Insights 2003 conference and briefed its partners on the actual steps of executing its strategy to prop itself up against the inevitable face-off against Microsoft Business Solutions.
Type: Article
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| 5. |
Jamcracker Dredges a New Channel (3 Pages)
by A. Turner
Aug 9, 2000
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.
Type: Article
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| 6. |
IBM and Partners Load the Guns in Europe (3 Pages)
by R. Krause
Sep 21, 2000
Abstract : IBM has launched a service provider initiative in Europe, a move that underlines the growing trend to 'coopetition' behavior among service providers and technology partners; however, it will be on a scale much vaster than the one-on-one relationships that have been the vogue for the past couple of years. The implications of a partnership between a legacy giant and emerging new players are worldwide.
Type: Article
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| 7. |
Innovative Approaches in the Free-for-all World of Value-added Resellers (4 Pages)
by P.J. Jakovljevic
May 18, 2006
Abstract : The universe of existing applications partners is relatively stable; some occasional movement from dropping one product in favor of another occurs naturally, and no vendor is immune to losing partners. But some innovative vendors are doing their best.
Type: Article
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| 8. |
High Tech Computer Manufacturer On-Boards Global Supply Chain Partners, Increases Visibility and Coordinates Inbound Execution by Click Commerce
Abstract : When a global high tech manufacturer of desktop and portable PCs sought to reduce their inbound supply chain lead-time and costs, they came to Optum for help improving their visibility to, and coordination with, inbound suppliers, and contract manufacturers. Learn how it integrated partners and its system into the supply chain to achieve its competitive advantage.
Type: White Paper
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| 9. |
Addressing Channels and the Low-End Market (5 Pages)
by P.J. Jakovljevic
Aug 24, 2005
Abstract : Microsoft announced plans to increase resources and provide new tools and offerings for MBS independent software vendors (ISV) and value-added resellers (VAR). These efforts are designed to accelerate the MBS Group's partner-driven vertical strategy, providing stronger opportunities for partners to align their services and solutions with their customers' specific needs. Microsoft has to be in the small business market, which is a springboard or a feeding ground for more scalable products as these businesses grow over time.
Type: Article
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