| 81. |
How Some ERP Vendors Demonstrated - Warts And All Part 2: Results (4 Pages)
by P. Jakovljevic, L. Talarico, & B. Spencer
Dec 14, 2001
Abstract : This is part two of a case study from a recent selection engagement for an ETO mid-size manufacturer; we assess Oracle, J.D. Edwards, SAP, and IFS in terms of their ability to demonstrate alleged functionality of their products.
Type: Article
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| 82. |
Improving Your Demo-To-Win Ratio - Bridge Building (6 Pages)
by Bob Riefstahl
Oct 10, 2001
Abstract : Ask yourself this simple question: “Have I ever lost a deal to an inferior product?” If your answer is yes, I’ll guarantee that one of the prime reasons for your defeat was because your competitor was a more effective Bridge-Demonstrator.
Type: Article
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| 83. |
IFS' Tamed Growth + Continued Losses + Increased Competitors' Lobby Talk = Decreased Customer Confidence (3 Pages)
by P.J. Jakovljevic
Jun 15, 2001
Abstract : While IFS has become a notable global competitor as witnessed in the Computerworld IT Company of the Year award in Brazil, it has been showing signs of stalling in the important North American market primarily owing to protracted losses and increased 'lobby talk' campaigns from incumbent mighty vendors.
Type: Article
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| 84. |
A Case Study and Tutorial in Using IT Knowledge Based Tools Part 1: Decision Support Discussion (3 Pages)
by E. Robins
May 30, 2001
Abstract : In going through a business decision process for complex technology selections, more and more use is being made of technologically driven processes using Decision support tools and captured knowledge. The use of these systems and the capability to drive a solution from them assumes an ability to accurately express business requirements and business value within these tools. In this article, we explore the marriage of knowledge management and decision support in forming knowledge based selection systems and procedures that can assist in reducing the current appalling record of IT project failures. This is illustrated by the process to select a Personal Digital Assistant (PDA).
Type: Article
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| 85. |
Demonstration Post-Mortem: Why Vendors Lose Deals (3 Pages)
by Steve McVey
Mar 21, 2001
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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| 86. |
Reduce IT Procurement Time And Risk (5 Pages)
by J. Dowling
Mar 12, 2001
Abstract : All one has to do to get with the best product at the best price is to identify every requirement, find a product that meets all of the criteria, negotiate the best price and get it all done before the product becomes obsolete or the supplier goes out of business. Many successful and not so successful selections have been made. Learn from those efforts and remove time and risk from your next selection.
Type: Article
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| 87. |
Intentia Possibly Seeing Daylight (3 Pages)
by P.J. Jakovljevic
Nov 22, 2000
Abstract : Intentia hopes it is entering a new growth phase, with a new product portfolio and a rapid increase in license revenue. The company finally seems determined to expand concurrently with achieving profitability.
Type: Article
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| 88. |
Traffic Audits Make Strange Bedfellows: Part II - The Audit Process (5 Pages)
by D. Geller
Sep 14, 2000
Abstract : With traffic being the lifeblood of an e-commerce site the Marketing crew knows that the traffic numbers are going to be audited. And they look to the CIO to make sure that the numbers will pass muster. If thereﾒs a problem with the numbers, the CIO may be blamed. So itﾒs important to understand what auditors want to see, and to make sure that your collection and reporting procedures are appropriate. The greatest danger is having to restate numbers that youﾒve already provided to advertisers.
Type: Article
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| 89. |
Anatomy of a Technology Selection (5 Pages)
by J. Dowling
Apr 14, 2000
Abstract : Dell Computer Corporation spent millions preparing to deploy an ERP system before realizing that the solution to one set of issues created a more severe problem. Note based on discussion among Michael Dell, Kevin Rollins, and Morten Topfer of Dell Computer Corporation and Dellﾒs Platinum Counsel of customers.
Type: Article
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| 90. |
Web-based Solution Steps Out for Cohesive Retailer Sourcing (3 Pages)
by P.J. Jakovljevic
Aug 2, 2006
Abstract : TradeStone recently announced the commercial availability of its Unified Buying Engine, a technology platform that should enable user companies to streamline all purchasing into a single view and business process.
Type: Article
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