| 61. |
InsideOut Firewall Reporter Unravels the Mysteries of Your Firewall Logs (5 Pages)
by Troy Thompson
Jun 22, 2003
Abstract : The most important piece of hardware that protects your network from intruders, hackers, and outside traffic is your firewall. Firewalls process an enormous amount of data, that when converted to useful information, can tell you many things about the packets traveling in and out of your network.
Type: Article
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| 62. |
Selecting PLM Software Solutions Part 5 - User Recommendations (7 Pages)
by Jim Brown & P.J. Jakovljevic
May 27, 2003
Abstract : This tutorial points out the significance of buyers researching PLM technology vendors before determining the short list and vendors researching the viability of the opportunity before committing time and money to a sales effort. Since a 'one-size-fits-all' product is still not quite a viable possibility, almost every product can win provided certain set of requirements. The Catch 22 for both buyers and vendors/VARs is to pinpoint the right opportunity in this ongoing 'dating game'.
Type: Article
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| 63. |
Selecting PLM Software Solutions Vendors Part 3 - A Timesaving Solution (6 Pages)
by Jim Brown & P.J. Jakovljevic
May 24, 2003
Abstract : In PLM, there is no single vendor that can meet all of the requirements, and the market is still immature, so almost every product can be the right solution provided a certain set of requirements. The Catch 22 for both buyers and vendors is to pinpoint the right opportunity in this ongoing 'dating game'.
Type: Article
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| 64. |
HR Software Selection: It Ain’t Rocket Science (6 Pages)
by F. Jay Fox
Oct 29, 2007
Abstract : With the right approach and some guidance, you can evaluate and select a human resources management system application that is right for your organization. Here is a guide to help you through the process—it ain't rocket science.
Type: Article
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| 65. |
Success Keys for Proposal Automation (3 Pages)
by Tom Sant
Sep 25, 2006
Abstract : Proposal writing has become a common requirement throughout the entire business world. And for many sales people, they are a necessary evil. If you're thinking about automating your proposal process, there are ten critical success keys to a successful implementation.
Type: Article
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| 66. |
Making the Team Work (4 Pages)
by Dave Stein
Jul 2, 2005
Abstract : Early in the campaign, the important thing is to get all your team members on the same page, share available knowledge, and plan ways to gather other required information. The first few meetings should be formal, with a printed agenda, including clear goals and time constraints. This process, of course, is called 'discovery.'
Type: Article
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| 67. |
Demonstration Post-Mortem: Why Vendors Lose Deals (3 Pages)
by Steve McVey
Jan 1, 2005
Abstract : In competing for client dollars, one failing makes demonstrations deadly for large and small vendors alike: lack of preparation.
Type: Article
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| 68. |
Knowing Your Prospect's Influencers (4 Pages)
by Olin Thompson
Nov 15, 2004
Abstract : A prospect is listening to many different people at the same time. While you are doing your best to influence the decision, the prospect sees you as only a single input to decision-making. Prospects listen to many, with each type of influence having a different degree of trust and therefore of influence. Understanding where you stand and how to influence the influencers can help you win.
Type: Article
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| 69. |
Find the Software's Fatal Flaws to Avoid Failure (5 Pages)
by Olin Thompson
Sep 6, 2004
Abstract : For any business, software needs exist which will prove difficult to satisfy. Application packages will have fatal flaws where they do not meet these needs. When evaluating software, start with the potential fatal flaws and continually look at the details surrounding them.
Type: Article
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| 70. |
Be Bold with Benefits but Subtle with Pains (3 Pages)
by Bob Riefstahl
Nov 3, 2003
Abstract : While prospects often justify their purchases because you show them how your software solves their pain, they do not appreciate being told how bad they really operate. How can you be bold about your benefits and subtle about the prospects' pain.
Type: Article
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