Sales performance tracking in solution-driven enterprises

Posted by on Jun 21, 2005 in Evolving Enterprises, Sales Activity Management, Workflow Management | 0 comments Sales cycles of solution-driven enterprises tend to be longer and more complex than sales cycles of product-driven enterprises, because they involve more detailed needs analysis and solution design. In such cases, assigning and tracking sales performance, in terms of targets and incentives also becomes more complex. This article discusses this issue and suggests a strategy for assigning and tracking sales targets and incentives for solution-driven enterprises.
read more

Why software projects fail – and how we make them work

Posted by on Jun 15, 2005 in Agile Development | 0 comments Software development projects have a high risk of failure. A large percentage of software projects are considered to be failures. Inspite of this high failure rate, the value expected by using software technology to automate business processes is so high that enterprises continue to commission software projects, and developer teams continue to venture into development projects. Why do software proejcts fail, and how we take precautions against these factors, is discussed in this article.
read more

The sales bottle-neck in solution-driven enterprises

Posted by on Jun 11, 2005 in Evolving Enterprises, Sales Activity Management, Workflow Management | 0 comments Solution-driven enterprises quickly recognize an opportunity in the form of a problem or pain-point in the market, and are able to design and deliver a solution. Every small company typically starts as a solution-driven enterprise. But as they grow, companies face a bottleneck in their ability to analyze needs and design solutions for a growing number of customers. Most companies then transform into product-driven enterprises, and lose their agility. This article enquires into this phenomenon, and discusses strategies that that solution-driven enterprises can use to grow without losing their agility.
read more

Making LIMS Work

Posted by on Jun 9, 2005 in Laboratory Information Management, Workflow Management | 0 comments LIMS - Laboratory Information Management Systems - specialized applications for automating and R&D Laboratory, are typically available as off-the-self products. However, most LIMS installations are expensive to implement and difficult to justify in terms of ROIs. This article explains how a combination of practical technology, workflow management, and XML databases can ease the process of LIMS implementations.
read more