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Configure Price Quote (CPQ)
Configure, price, and quote (CPQ) solutions (sometimes known as quote-to-order, or Q2O, systems) help drive sales effectiveness by supporting configuration and pricing activities and the generat...
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Documents related to » price realization


Know Thy Market Segment''s Price Response
Since no variable can influence margins as much as pricing, almost all companies need to approach the management of selling prices, discretionary discounts, and

price realization  of Pricing . A price rise of 1 percent, at constant volumes of sale and costs, should generate an 8 percent increase in operating profits, which is 50 percent greater than the impact of a decrease of 1 percent in variable costs (that is, materials and direct labor), and more than 3 times greater than the impact of a 1 percent increase in sales volume (even if one forgets that increased production typically increases costs) Thus, while there are many determinants of a companys success, no variable can Read More
It Isn''t the Fall, It''s the Sudden Stop
Skillful management of transitions is essential for IT professionals. It is not simple and it not recognized when it is done right, but when done wrong, the

price realization  share, the company''s share price increased by more than twenty percent. With all of this diligence, how could it be that one year later, customer service measures are at an all time low, profitability is only marginal and almost none of the critical employees of the acquired company remain?  On the other hand, the nation''s foremost multinational Call Center Company made a decision to reinvent itself to become the foremost eCare Company leveraging its essential capabilities and building a completely new, Read More
Lawson Means Business with HCM (But Wait, There''s More...)
Lawson Software (NASDAQ: LWSN), headquartered in St. Paul, Minnesota, the United States (US), and with offices around the world, provides software and service

price realization  hefty premium over the asking price). Therefore, Lawson''t motivation here is simple and clear, since it has a number of healthcare organizations (about 400 organizations, with over 7,000 hospitals) running on Lawson HR applications.  All these customers have scheduling needs, and VasTech 24/7  is a healthcare specific scheduling product (nurse shift bidding, for example).  All things being equal, these hospitals will likely buy this application from Lawson and not other providers (e.g., API , Kronos, Read More
Getting a More Exact Picture of, well, Exact Software Americas - Part 2
Part 1 of this series talked about my long-standing coverage of Exact Holding, and in particular about my recent update briefing with the Exact Americas

price realization  competitors’ ability to wage price wars of sorts (via aggressive discounting). In spite of some perhaps self-inflicting moves a few years back, Exact still can claim low customer attrition and high-touch relationships with its 12 customer advocates (dedicated employees). The vendor strongly believes to know its place in the small to medium enterprise (SME) world, especially in the “smaller” end of the market, where it has established itself as a trusted advisor. Dear readers, what are your views, Read More
Retailing Trends-Shopping Anyway and Everywhere
Multichannel retailers have to flawlessly execute a full range of services to engage, transact, and fulfill orders placed via Internet. Thus, they either have

price realization  service selection, and reasonable price incentives. Unless, of course, rising gasoline prices significantly changes the profit-loss equations of global versus local sourcing and deliveries. Read More
The Incredibly Shrinking Platform--and Price!
The transformation to a new supply chain technology market wave is already occurring. That’s good news for some and bad for others. This article describes the

price realization  Incredibly Shrinking Platform--and Price! Introduction When these technology waves occur, at the outset, there is never a whole solution , so people have to purchase a cluster of complementary parts to achieve the goal. Always, the solutions never quite catch up before we move on. As implementations role out and technology providers can fill out their solutions, the law of natural selection takes over, with the stronger, adaptable, nimbler and differentiated surviving and replacing. The Recent Read More
Margin Squeeze and Globalization in the Food and Beverage Industry
In the food and beverage industry, the channel master makes final volume decisions and mostly controls the unit price, with the manufacturer having limited

price realization  highly dynamic, affected by price changes, promotions, seasonality, and many external factors. Effective demand planning is necessary to optimize manufacturing and distribution asset utilization; reduce the cost of finished goods inventory; and promote high customer service levels by minimizing stock-outs. Globalization The food industry long thought it was safe from the impacts of globalization. It reasoned that the barriers of transportation cost, shelf life, and consumer taste would protect its local Read More
ERP: A Layman’s Guide
Every enterprise resource planning (ERP) implementation comes with risks. But a seven-figure price tag and a painful multiyear deployment don’t have to be part

price realization  risks. But a seven-figure price tag and a painful multiyear deployment don’t have to be part of the package. This layman’s guide to ERP discusses how various industries, trends, challenges, and new tools are reshaping the ERP landscape. By developing an in-depth understanding of the technology, its benefits, and its risks, every organization can achieve ERP success. Read More
Pricing for Profit in the Hotel Industry: Empowering Pricing Managers for Greater Bottom-line Impact with Improved Market Price Intelligence
Competitive pricing, and its impact on revenue, is a mainstay of marketing in the highly-competitive hotel industry. The real-time nature of the Internet means

price realization  Impact with Improved Market Price Intelligence Competitive pricing, and its impact on revenue, is a mainstay of marketing in the highly-competitive hotel industry. The real-time nature of the Internet means that sales, pricing, and revenue managers must abandon inward-looking cost-plus pricing models in favor of more rigorous outward-focused knowledge-based strategies. A system that provides market intelligence data creates important advantages for pricing managers. BEGINLYX Read More
Leading Retailer Standardizes on SumTotal’s Integrated Solution
Dollar Tree, the leading operator of single price point dollar stores in the US, required a Web-based solution that provided 24x7 nationwide access to

price realization  leading operator of single price point dollar stores in the US, required a Web-based solution that provided 24x7 nationwide access to performance appraisals. Dollar Tree selected SumTotal’s integrated talent management platform due to its native integration of core talent management functions and relied exclusively on it for deep configurability to match the technology to its unique business processes. Read More
User Recommendations for Pricing Management
Price management might improve revenue (by a few percent) and gross margin (even by an umpteen percent), but the truly amazing benefits should only come when

price realization  growing demands of the price management market, SAP has entered another partnership, this time with Vendavo . The benefits SAP will gain from this partnership are similar to those previously held by SAP—which have often resulted SAP acquiring its partner. Past partnerships-turned-acquisition have included TopTier and TopManage for a portal and small business applications, respectively (see SAP Acquires TopTier to Further Broaden Its Horizons ); A2i for product content management (PCM) and master data Read More
Benefits of On-demand CRM over Traditional Installed-On-Premise CRM Software Solutions
The high price and complexity of traditional, installed, on-premise enterprise software has left small and medium businesses (SMB) unable to obtain true

price realization  Software Solutions The high price and complexity of traditional, installed, on-premise enterprise software has left small and medium businesses (SMB) unable to obtain true integrated customer relationship management (CRM) and enterprise resource planning (ERP) software. On-demand, software as a service is changing all that. The lower costs and the short implementation period for an on-demand customer relationship management solutions make it lucrative for smaller businesses. Read More
Reduce IT Procurement Time And Risk
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

price realization  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. There are few tasks that IT managers must undertake that present so much uncertainty and risk as is involved in the selection of a new Read More
Seven Magic Questions: How to Improve Your Win Ratio by Selling Value Instead of Price
There are many consultative sales methods. Each has unique strengths and techniques, but they all try to focus on what matters to the customer. To improve your

price realization  Selling Value Instead of Price There are lots of consultative sales methods around. You may have been trained in one, or read a book about one that you particularly like. Each has its unique strengths and techniques. But they all have at least one thing in common. They try to get sales people to focus on what matters to the customer. You build sales momentum by demonstrating that you are delivering an important solution to an important problem. That is the essence of all these consultative methodologies. Read More
CallidusCloud Releases Commissions and CPQ Salesforce1 Mobile Apps
CallidusCloud announced a that its commissions and configure price quote (CPQ) solutions are available for the Salesforce1 Mobile App. This social, mobile, and

price realization  its commissions and configure price quote (CPQ) solutions are available for the Salesforce1 Mobile App . This social, mobile, and cloud platform built for the Internet of Things (IoT) should empower sales employees to conduct business from their phone. They will now be able to accelerate sales cycles by producing value-rich quotes and proposals while seeing critical incentive and commission metrics to drive greater cross-sell and upsell.   CallidusCloud''s Commissions and CPQ for Salesforce1 integrates Read More

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