| 1. |
Facing A Selection? Try A Knowledge-Based Matchmaker Part 4: User Recommendations ( Pages)
by P.J. Jakovljevic, Louie Talarico
Mar 11, 2002
Abstract : This tutorial identifies the significance of researching technology vendors to both buyers and vendors/VARs. Buyers require research to determine the short list and vendors/VARs can use research to assess the viability of opportunities before committing time and money to a sales effort. Since a 'one-size-fits-all' product is still not a viable solution for most clients, the ability of technology products to meet clients' needs depends on client requirements. The Catch 22 for both buyers and vendors/VARs is to pinpoint the right match in this ongoing 'dating game'.
|
| 2. |
ACCPAC -- Being Much More Than Meets The Eye Part Four: Challenges and User Recommendations ( Pages)
by P.J. Jakovljevic
Feb 7, 2003
Abstract : One has to see how ACCPAC’s moves to nurture the relationship and the morale of its VARs and to make them more successful (profitable), will play against MBS’ and Best’s enticing financing arrangements for their VARs and customers, particularly during these days of cash scarcity.
|
| 3. |
Will Glovia Glow Again Through Its Hub And VARs? ( Pages)
by P.J. Jakovljevic
Sep 9, 2002
Abstract : While Glovia continues its revamping as a holistic B2B e-business provider for manufacturers and service companies beyond core ERP, its ongoing management reshuffling, its fledgling channel and traction for multiple products will be challenges to be tamed.
|
| 4. |
Will Glovia Glow Again Through Its Hub And VARs? Part 2: Challenges and User Recommendations ( Pages)
by P.J. Jakovljevic
Sep 10, 2002
Abstract : While the Fujitsu/Glovia relationship has worked well in Japan, a difficult market for many other ERP vendors to penetrate, it may prove to be quite a different case in other markets. Further, until recently, Glovia’s middle and top management team had long been in a state of flux and often poached by recently higher-flying competitors in the markets it attempts to regain. Further, one cannot help feeling that Glovia’s knowledge of its target market has always been deeper than its market visibility and share.
|
| 5. |
IBM Express-es Its Candid Desire For SMEs Part Two: Market Impact ( Pages)
by P.J. Jakovljevic
Aug 5, 2003
Abstract : SMEs have recently begun to seek integration platforms that address the end-to-end business process management (BPM) rather than the traditional pesky point-to-point interconnectivity solutions. IBM's strategy of selling WebSphere Express through local VARs and of letting smaller enterprises deploy only what they need in an incremental fashion, should go a long way with the current buying patterns.
|
| 6. |
Epicor Conducts Its Own ROI Acquisition Rationale Part Three: Challenges and User Recommendations ( Pages)
by P.J. Jakovljevic
Aug 25, 2003
Abstract : Despite notable functional and technological initiatives, the challenge for Epicor and its affiliate channel also remains the management of multiple flagship ERP product lines. Also, while the products may have their separate niches, they will in many more instances be similar enough to confuse former separate Epicor and ROI Systems' direct sales reps and value-added resellers (VARs) in selling the combined portfolio.
|
| 7. |
SalesLogix and ACT! Officially Branded As Best Software Part 2: Challenges and User Recommendations ( Pages)
by P.J. Jakovljevic
Jul 30, 2002
Abstract : The company must clearly articulate its plans and the timeline for integration for each of its products. Otherwise it may face confusion and/or anxiety amongst both its current and potential customers as well as within its VARs.
|
| 8. |
Epicor Reaches Better Vista From This Vantage Point Part Two: Market Impact ( Pages)
by P.J. Jakovljevic
Jun 13, 2003
Abstract : With its solid and improving cash position and current development work in progress for contemporary Internet-based, 'software as a service' enterprise and collaborative commerce applications, and given its intentions to continue to sell both directly and indirectly with accredited VARs within certain vertical segments, a return to better days does not seem as a far-fetched possibility for Epicor.
|
| 9. |
Selecting PLM Software Solutions Part 5 - User Recommendations ( 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'.
|
CART 
