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Mar 07, 2014

Ask The Right Questions for Configuration Success!

“There are no right answers to wrong questions.” ~Ursula K. LeGuin A common challenge when creating a new product configurator is to decide the right set of user questions. Configurators are designed to support the users driving the sales process, but the knowledge of the product...

Categories: SAP Solutions, Manufacturing Industry Insights

Tags: Configuration, Variant Configuration

Feb 24, 2014

GO NATIVE! Avoid the Legacy Trap

Part 1 of the 3 part series on Going Native. I have been implementing packaged business systems (ERP, CRM, PLM, etc.) for nearly twenty years.  Over that time, I have seen some companies with very successful implementations while many others have struggled mightily.  What causes...

Categories: SAP Solutions, Manufacturing Industry Insights

Tags: Go Native, SAP

Dec 19, 2013

The Top Five Mistakes that can kill any CRM Project

Implementing CRM in your business isn’t as simple as buying a piece of software off the shelf - CRM implementations are complex projects, full of pitfalls that the uninitiated may not have planned (or budgeted!) for. Customer Relationship Management (CRM) software is a powerful tool...

Categories: Microsoft Solutions, Manufacturing Industry Insights

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Jul 10, 2013

Knowledge Based Commercial Excellence - Configuration - a Game Changer

The idea for this topic came from a number of conversations I’ve had with thought leaders in the configuration space over the past few years. In the course of these discussions it became clear that they believed that this space could become more relevant by becoming a forum for both...

Categories: Manufacturing Industry Insights

Tags: CTO, Differentiate, DTO, ETO, MTS

Jul 02, 2013

Will You Differentiate?

Many companies with complex products have attempted to standardize in order to streamline the supply chain. But most of these attempts have failed to fully deliver and many are outright failures. Customers want the best value that meets their needs. And since price is related to perceived value,...

Categories: Manufacturing Industry Insights

Tags:

Jun 20, 2013

Knowledge Based Commercial Excellence - What's Holding You Back

So what’s been holding companies back when it comes to EXCELLING at differentiation? In summary, it’s been a combination of factors. First and foremost, historically, the cost of differentiation has been high in terms of productivity, cycle time and quality. It has taken...

Categories: Manufacturing Industry Insights

Tags: CTO, Differentiate, DTO, ETO, MTS

Jun 05, 2013

Moving from "sell what you make" to "make what you sell"

Moving from SELL WHAT YOU MAKE to MAKE WHAT YOU SELL (where the customer drives the solution at the quote and order level)– what are the drivers for differentiation in this segment? There are several: Industry Standards – many product designs can meet the performance...

Categories: Manufacturing Industry Insights

Tags: CTO, Differentiate, DTO, ETO, MTS

May 03, 2013

Knowledge Based Commercial Excellence - Change the Game

Full leverage of configuration technology is the KEY to success for many companies in today’s ultra specialized markets. This is a trend that will continue, so mastering the best practices and developing the game-changer solutions is worth every bit of your attention. The major...

Categories: Manufacturing Industry Insights

Tags: CTO, Differentiate, DTO, ETO, MTS

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