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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

negotiated market  factors. Such factors include negotiated (if not irresponsibly generous) discounting (a component of a price that represents a deduction from a baseline or list ); rebates and promotions; consignment costs; cooperative advertising; chargebacks; payment terms and cash discounts; online order discounts; performance penalties; receivables carrying costs; slotting allowances; stocking allowances; freight charges; volume incentives; and so forth. Each of the above factors places a unique fingerprint on Read More

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Documents related to » negotiated market


Essential ERP - Current Market Trends - Part II
ERP applications are designed to optimize an organization’s underlying business processes — primarily accounting/financial, manufacturing, distribution, and

negotiated market  the contract now at negotiated license fees, etc. 'Bolt-ons' should be selected only from official business partners of the primary ERP vendor, after making sure that partnership is not a mere marketing pitch. Finally, users should ensure that their critical requirements are unequivocally spelled out in a contract with a selected ERP vendor. Future clients are also advised to request the vendor's written commitment to promised functionality, length of implementation, and seamless future upgrades, Read More
Addressing Channels and the Low-End Market
Microsoft announced plans to increase resources and provide new tools and offerings for MBS independent software vendors (ISV) and value-added resellers (VAR

negotiated market  pass along significantly lower negotiated rates for products and services critical to partner success. Sage recently added seventeen new offerings such as wireless and teleconferencing phone services, trade show booth rentals, leasing, advertising, web site development, shipping, and hardware purchases. The Low-End Endeavors As for the not-to-be-neglected low-end of the market, Microsoft has been ramping up the marketing campaign for the upcoming Microsoft Office Small Business Accounting product, which Read More
TEC's Mid-market ERP-Distribution Buyer’s Guide
Midsize manufacturers and distributors now have access to an array of powerful software solutions that simply weren’t available before. But with so many choices

negotiated market  the company's transportation department negotiated rates for its corporate-wide transportation and sent the information to all locations each month. Dial's local shipment coordinators used this data to prioritize and select carriers for their location's shipments. At the end of each month, corporate transportation managers evaluated and measured each facility's performance. Unfortunately, this postevent analysis rarely produced the level of route guide compliance, and corresponding cost reductions, the Read More
Are Spend Management (or SRM) Apps Suited for the Mid-market? - Part 2
Part 1 of this blog series introduced common supply chain challenges and resulting spend management opportunities for companies of all sizes. The article then

negotiated market  to 15 percent, and negotiated average unit price reductions of up to 25 percent. Looking back at the five supply challenges mentioned in Part 1 , sourcing can help in large part with the first three. A separate article will analyze why the concepts of strategic sourcing and sourcing optimization are generally lost on smaller and mid-market companies, and why a different approach might be needed there. Namely, a single capital expense purchase for a sourcing software seems to outweigh (in mid-market Read More
Retail Market Dynamics for Software Vendors Part Two: Progress
ERP vendors are making their way into the retail market by bundling, acquiring point solutions or partnering strategically to embed retail-specific functions

negotiated market  Market Dynamics for Software Vendors Part Two: Progress Software Product Groupings for Retail Part One of this note described the distinct software requirements of retail enterprises, retail stores, and suppliers to the retail industry. Aspiring software vendors offer some or most of the following groupings of products: 1) As the modern retail enterprise is required to rapidly collect, organize, distribute, analyze, and optimize information throughout its organization, retail enterprise systems Read More
Microsoft Takes A Shot at the Business Intelligence Market
Microsoft Business Scorecard Manager 2005 has allowed Microsoft to enter the business intelligence (BI) market by using its client base to expand its offering

negotiated market  Takes A Shot at the Business Intelligence Market Introduction Although business intelligence (BI) touts itself as being able to provide analytics to the general user population within organizations, in most instances only a small portion of decision makers actually use BI tools and applications. Generally, applications are implemented in silos across an organization. In some cases, this means implementing various applications and vendor solutions based on the needs identified within individual Read More
Has The BI Market Consolidation Been Crystal-Clearly Actuated? Part Two: Market Impact
In addition to products' rationalization, the integration at sales and cultural levels will be challenging. In general, existing customers of involved merging

negotiated market  The BI Market Consolidation Been Crystal-Clearly Actuated? Part Two: Market Impact Event Summary The frantic first week of June that marked an outright internecine war in the ERP space, seems to have been somewhat repeated in the second half of July, but this time in the business intelligence (BI) market. The following acquisitions were announced: Business Objects will acquire Crystal Decisions Hyperion will acquire Brio Software Actuate Corporation has completed the acquisition of Nimble Technology Read More
Epicor's Mid-Market Pitch Becomes Higher For (One) Scala Part Three: Market Impact
Scala, with main direct office coverage in Europe and the Far East, and through its network of partners and dealers in most remote, esoteric, and still low

negotiated market  s Mid-Market Pitch Becomes Higher For (One) Scala Part Three: Market Impact Market Impact Epicor Software Corporation (NASDAQ: EPIC) and Scala Business Solutions (formerly Euronext: A.SCALA), an Amsterdam, the Netherlands-based provider of collaborative enterprise software for mid-size enterprises and subsidiaries of global corporations, have completed a merger that began in late 2003. The merger creates the largest independent global mid-market provider of collaborative ERP, customer relationship Read More
PeopleSoft Internationalizes Its Mid-Market Forays
There has been an intensifying hullabaloo in the mid-market, with all Tier 1 players delivering solutions tailored for small-to-medium enterprises (SMEs) and

negotiated market  Internationalizes Its Mid-Market Forays PeopleSoft Internationalizes Its Mid-Market Forays P.J. Jakovljevic - September 26, 2002 Event Summary On August 26, at its annual user conference, Connect 2002, PeopleSoft Inc. (NASDAQ: PSFT), one of the leading business applications providers, announced the expansion of its mid-market offering, PeopleSoft Accelerated Solutions . The solutions will be available in France, the United Kingdom, the Netherlands, Australia, New Zealand and Canada. PeopleSoft Read More
A Semi-open Source Vendor Discusses Market Trends
A response to trends in the open source software market comes this time from relative newcomer provider xTuple. This vendor’s footprint isn’t entirely in the

negotiated market  Semi-open Source Vendor Discusses Market Trends TEC's continuing question and answer (Q&A) series, in which we solicit vendors' responses to our questions and observations on market trends (see previous articles in this series: Two Stalwart Vendors Discuss Market Trends and A Partner-friendly Platform Provider Discusses Market Trends ), has become quite popular with readers and vendors alike. Another market player that has voiced its opinions is Norfolk, Virginia, (US)-based xTuple (formerly OpenMFG ). Read More
10 Strategies for Choosing a Mid-Market ERP Solution
Find out in 10 strategies for choosing a mid-market ERP solution.

negotiated market  Strategies for Choosing a Mid-Market ERP Solution Are you a midsized company looking for an enterprise resource planning (ERP) solution? Now's a great time to buy. Not only are the traditional mid-market ERP vendors hungry for your business, but so are the big players. Top-tier ERP vendors like SAP, Oracle, and Microsoft are chasing midsized buyers like never before. And everyone's willing to compete to make you their customer. So how do you make the most of this information? Find out in 10 Strategies Read More
Market Impact of Lawson-Intentia Merger
The Lawson and Intentia merger might create a much-needed, strong statement for the market, and provide the mid-market with more options. It may also decrease

negotiated market  Impact of Lawson-Intentia Merger Market Impact While we do not indulge in speculating who is likely to merge with whom in the highly tectonic enterprise applications market, we have to admit that the merger of Lawson Software , Inc . (NASDAQ: LWSN) with Intentia International AB (XSSE: INT B) had not crossed our mind before it actually happened. (For details on the merger announcement, see New Lawson Software's Transatlantic Extended-ERP Intentions ). The move was quite a surprise, since both Lawso Read More
Examples Of How Some Mid-Market Vendors Might Remain Within The Future Three (Dozen)? Part Two: Agilisys Market Impact
The most recent merger looks initially like a positive move for both companies and their customers, since Agilisys further enlarges a foothold in the discrete

negotiated market  Of How Some Mid-Market Vendors Might Remain Within The Future Three (Dozen)? Part Two: Agilisys Market Impact Market Impact While the ongoing consolidation frenzy is by no means the end of smaller vendors, the number of survivors is certainly limited to only a selected few dozen. Amid ongoing seismic consolidation tremors, smaller application vendors are left with only a few choices, such as going (or remaining) private albeit under a wealthy financial backer's wing that is also committed to Read More
Surado! A Rising Mid-market CRM Provider
Our quest for quality and well-priced mid-market CRM software solutions, takes us this week to review Surado Solutions Inc. developers of Surado CRM Solutions

negotiated market  A Rising Mid-market CRM Provider Event Summary Surado, a Riverside , CA company, has been in operation since 1995 and thus far can be considered a deep-rooted mid-market solution provider. Surado CRM comes loaded with features that cover most SMB's CRM needs. The software is quite easy to install and to customize. Surado's Web self-service module based on Microsoft .NET technology and Surado Integration Module 2.0 provide the means to integrate third party back-office applications and give it an Read More

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