Use the Right Intelligence to Reduce Sales Data Complexity
REDWOOD
SHORES, Calif., May. 25, 2001 - / Oracle /
-
According to Oracle Corporation, one of the greatest factors contributing to
failed CRM implementations is a lack of information in critical areas such as
sales efficiency, effectiveness and focus. While most sales force automation
systems can provide generic customer information, they lack analytic data that
is needed to truly run an effective sales force. Many systems can't answer
questions such as:
- Is the right salesperson working on the right deal?
- How accurately and consistently are we meeting our sales targets?
- Are our compensation plans designed to motivate the sales team?
Historically,
the processes required to access this type of information have been long and
complex, requiring that data be pulled from many disparate sources.
Oracle® Sales
Intelligence helps reduce the complexity of these processes, giving sales
managers hard facts on which to base their decisions. Predefined alerts and
workflows help keep managers on top of changes that may affect quarterly results
and strategic goals. And, by staying on top of the selling process and
performance measurements, sales managers can help their sales teams meet their
quotas while improving sales productivity.
Nearly 1 Billion Internet Users Will Fuel More Than $5
Trillion in Internet Commerce by 2005
May 23, 2001 - / IDC
/
- Internet commerce is on the rise - an explosive rise.
According to IDC, nearly 1 billion people,
about 15% of the world's population, will be using the Internet by 2005. Their
use will fuel more than $5 trillion in Internet commerce, a staggering 70%
compound annual growth rate (CAGR) from Internet spending of $354 billion in
2000.
"With the dot-com stock crash and U.S. economic doldrums so much
in the news, it's easy to lose sight of the explosive growth in Internet usage
and commerce taking place below the surface," said John Gantz, IDC's Chief
Research Officer. "More than 100 million new users come onto the Web every
year, and corporate volume purchasing over the Web is just getting cranked up.
Add to that the proliferation of mobile phones and other Internet access devices
that will allow people to access the Internet anytime, anywhere, and you have a
scenario for explosive growth."
Today, the United States accounts for just under half (46%) of total
ecommerce. By 2005, however, its share will dip to 36%. Growth in ecommerce in
all regions will be healthy, but Asia/Pacific and Western Europe will grow the
fastest between 2000 and 2005.
IDC's recently published report The Global Market Forecast for
Internet Usage and Commerce: Based on Internet Commerce Market Model, Version
7.1 (IDC #W24538) analyzes the ecommerce industry.
Catalyst Foundation Launched at Customer Relationship
Management 2001 Conference & Exhibition 23rd-24th May 2001, Olympia 2,
London
click
for more info
- A new methodology and industry foundation
was launched today at Europe's largest and most sophisticated Customer
Relationship Management.
The Catalyst Foundation has published an
overview of the
Methodology together with the ECCS and a copy of the full document can be
downloaded from the ECCS website
Avoid the "Panic" Syndrome and Maintain Marketing and PR
Spending, Politis Advises; Companies That Cut PR and Marcom Spending are
Destined for Problems
DRAPER,
Utah - May 15, 2001 - / BUSINESS WIRE /
- "The
first thing many companies do when times are hard is panic and cut back
spending. Every study in every discipline -- marketing, advertising, public
relations, etc. -- shows that in a downturn, companies that increase marcom
spending always gain market share."
Such was the message
delivered by David Politis, leading expert in high-tech public relations and
president of Politis Communications, at
this year's Technology to Market (T2M) Advanced BaseCamp on Friday, May 4, 2001
at the Marriott City Center in Salt Lake City.
Politis also said
many businesses stop distributing news releases and company announcements, and
pull back from generating publicity and placing advertisements during
economically challenging times, which further accelerates the downward spiral.
He urged companies to show their livelihood to customers, partners, investors
and the media by alternatively maintaining such programs.
Politis
also stressed companies must begin with PR and marketing basics including
research, positioning, branding, planning, etc. Once these basics have gained
momentum, companies should then begin to implement effective PR tools such as
editorial/analyst databases, news releases, analyst briefings, editorial
interviews, case studies and story pitches. Leveraging today's technology,
companies should then go beyond the basic PR to use such "new"
technology tools as satellite/virtual media tours, webcasts, chat
rooms/discussion groups and instantaneous feedback mechanisms to generate
results.
In his comments, Politis also shared results from a 2001
Politis Communications survey, "How to Tame a Junior PR Professional,"
in which he outlined the top six pet peeves of technology journalists in working
with PR professionals:
- 87 percent - failure to use email for first contact,
- 80 percent - irrelevant story pitches,
- 74 percent - unnecessary phone calls,
- 63 percent - not understanding the media outlet,
- 54 percent - not understanding the journalist's beat, and
- 45 percent - unsolicited email attachments
Editor:- see also -
Why I won't publish your
press release? - Common errors I see every day.
AIRS DeepWeb™ Finds Candidates in the Invisible Web
Hanover, NH -
May 10, 2001 - / AIRS /
-
AIRS - the global leader in
e-recruitment training, tools and information - announced its new DeepWeb™
technology initiative: A suite of tools to help recruiters hunt passive
candidates hidden in repositories beyond the reach of conventional search
engines and meta-search tools.
A winner of Human Resource Executive magazine's 2000 award for best HR
software, AIRS SearchStation already finds resumes, home pages, employee
directories, speaker's lists, executive bios and other people-related documents
in the 1.4 billion Web pages indexed by the major search engines. But there are
even more valuable documents hidden in an invisible Web - the billions of
dynamic Web pages that search engine spiders don't index or are dynamically
generated.
To reach this completely untapped pool of candidates, AIRS has
created a new DeepWeb™ technology focus. In addition to scouring the
Internet for resumes and Flipping or X-Raying the sites of over one million
companies, colleges and organizations, SearchStation now provides access to a
proprietary database of resumes spidered from outside the "known" Web.
Gartner Dataquest Says Worldwide Server Market Grew Nearly 18
Percent in the First Quarter of 2001
SAN JOSE,
Calif, May 7, 2001 - / Gartner Dataquest /
- Strong
growth in Europe and Japan helped the worldwide server industry grow 17.6
percent in the first quarter of 2001, according to preliminary statistics by
Dataquest Inc., a unit of Gartner, Inc. .
Worldwide server shipments reached 987,842 units in the first quarter of 2001,
up from 839,821 units in the first quarter of 2000.
Compaq remained in the top spot with a 25 percent market share. Dell
solidified its hold on the No. 2 position, garnering 16.9 percent of the market.
Despite the well-publicized failure of a number of dot-coms, Sun Microsystems
was able to keep pace in the market
In the U.S. server market,
shipments reached 325,472 in the first quarter of 2001, an increase of 2.1
percent over the first quarter of 2000 (see Table 2). Dell jumped into the No. 1
position in the United States based on shipments with a 29.1 percent market
share. Compaq slipped to the No. 2 position with a 25.7 percent market share,
followed by IBM at No. 3 with 17.9 percent of U.S. server shipments.
"Dell continues to gain ground in the U.S. market as it benefits
from its supply chain efficiency advantage and combines it with a strong
customer relationship focus," said Jeffrey Hewitt, principal analyst for
Gartner Dataquest's Servers Worldwide program. "Compaq lost ground in the
United States primarily to the focused attacks of opponents like Dell, while
Hewlett-Packard appears to be struggling with some product feature deficiencies
at the high end as well as effective sales execution."
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Other news on this page
Use
the Right Intelligence to Reduce Sales Data Complexity
Nearly 1
Billion Internet Users Will Fuel More Than $5 Trillion in Internet Commerce by
2005
Customer Relationship Management 2001 Conference & Exhibition
23rd-24th May 2001, Olympia 2, London
Avoid the "Panic"
Syndrome and Maintain Marketing and PR Spending, Politis Advises; Companies That
Cut PR and Marcom Spending are Destined for Problems
AIRS DeepWeb™ Finds Candidates in the Invisible Web
Gartner
Dataquest Says Worldwide Server Market Grew Nearly 18 Percent in the First
Quarter of 2001
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Nibble
Re: What's in a name? and other symptoms of the IT Recession
I've
used the "R" word here, instead of my usual euphemism such as "slowdown"
because if it looks like a duck, walks like a duck and quacks like a duck, then
it probably is a duck. Half way through 2001, the US computer industry is in
recession, and while some segments, such as storage, are still growing, you
don't need me to tell you that a recession is where we are.
As a
publication, we get a different view of what's going on, and here are some of
the less obvious signs.
Companies are changing their names... For
example on June 4, 2001... 3 companies listed in this directory changed their
names within the space of 24 hours. That excludes storage companies which have
gone bust, or been acquired,
which is averaging about 2 a week at the present time. However, the total number
of storage companies is still growing, because everyone sees it as a better
place to be than where they currently are, and the flow of start ups continues
to be strong.
Back to name changes, the 3 which happened in 1
day were:-
- Applied MetaComputing - changed its name to Avaki
- HIARC - changed its name to everStor
- Spacedisk- changed its name to Accellion
Why do companies change their name?
Usually to
make it sound sexier, or to get away from an old fashioned sounding name which
sounded better at an earlier phase in the market. This is always a risky
process, because you can lose and confuse existing customers. Also, if like 2
out of the 3 companies mentioned above, you send out press releases about the
name change, but forget to have any mention of it on your web site, then your
marketing is deeply flawed and the name change may not have the effect which you
intended.
Another symptom of the recession is that the number of
press releases I receive daily from marketing agencies has dropped very
sharply from even a few months ago. Companies typically spend upwards of a
$1,000 getting a PR agency to write and distribute a single press release, and
last year some companies were doing this on a daily basis, not because they had
new products, but to increase their visibility and drive their share price up.
Well, in today's market, no-one is going to buy those shares anyway with the
idea of making a fast buck, and letting the PR agencies go is the first easy,
fatal step of massive cost cutting.
So why aren't you seeing less news
stories on this site? There are 2 reasons:
- most of the press releases we get are sent by marketing
people within vendor organizations, and not by PR agencies
- on slow news days, we trawl the web sites of the companies
in this directory to search for recent press releases. If a vendor has been
smart enough to put their latest release on their web site, and lucky enough for
us to see it within about 24 hours, there's a good chance we'll run it, and that
doesn't cost anything.
Another strategy that small to medium sized storage
companies are looking at is internationalisation. For example the
European computer market is not in recession, and may in fact continue growing.
Most larger companies are already there, and the results you see from HP,
Intel, Sun etc would be a helluva lot worse if it wasn't for their European
life rafts. But many small to medium sized manufacturers in the US can get an
immediate benefit by expanding into healthier markets. That's why you're seeing
more news stories about storage companies signing up distribution agreements in
Europe or buying European based VARS.
Because of the recession many
manufacturers which you wouldn't think of today as storage companies, are
rushing into the storage market, and will try to convince you that they believe
in the value of your data, and are going to offer you storage systems which cost
maybe 30% less than what you're currently paying, because they know better, and
are not trying to rip you off like the established vendors.
But a word
of warning. If they aren't making enough money in their core business, and are
buying market share by offering loss leaders to get into the storage business,
they may not hang around when the rest of the IT market picks up, even if they
survive that long. Storage is not someting like a PC, which you can throw away
easily when the next model comes along. It will be, but we haven't gotten
there yet.
How can you tell which companies are serious players in
the long term? You have to use your own judgement on that, but I hope that the
information you see on this web site helps you in that process.
PS - if
your company is expanding and you're looking for a
PR agency which is
effective in this market, we've got a directory of them. | |
