For Business Process & Applications Professionals

To Invest Wisely, Know The Business Value Of Diverse CRM Solutions

by William Band, September 30, 2009

To help customer relationship management (CRM) professionals make smart decisions and navigate the complex CRM technology landscape, Forrester surveyed 286 companies. The goal was to determine the business value-add adjusted for uncertainty of 19 types . . .

For Business Process & Applications Professionals

TechRadar™ For BP&A Professionals: The Extended CRM Application Ecosystem, Q3 2009

Social Applications Stimulate Innovation But Sales, Order Management, And Service Hold The Keys To Your Revenue Engine

by William Band, July 9, 2009

Locking in customer loyalty through deeper engagement and differentiated experiences will continue to be critical priorities for organizations in all sectors in the decade ahead, but navigating the complex customer relationship management (CRM) technology . . .

For Business Process & Applications Professionals

The Forrester Wave™: Sales Force Management, Q4 2008

Our Evaluation Uncovers Several Leaders That Suit A Variety Of Sales Needs

by Pete Marston, October 3, 2008

Forrester evaluated leading sales management solutions against 214 criteria and three scenarios: 1) multichannel sales force management; 2) direct sales force management; and 3) indirect sales force management. Our analysis identified seven Leaders in . . .

For Business Process & Applications Professionals

Market Overview: SFA And PRM Solutions

Use Three Questions To Cut Your Vendor Shortlist Down To Size

by Pete Marston, March 21, 2008

In a recent survey, Forrester discovered that 25% of businesses rate their direct and indirect selling practices as poor/below average. Finding the right technology solution to boost your sales teams to best-in-class status can be daunting. To untangle . . .

For Business Process & Applications Professionals

Indirect Sales Best Practices Adoption

by William Band, January 10, 2008

We surveyed 58 business and technology decision-makers and influencers to discover their strengths and weaknesses compared to 18 indirect sales best practices capabilities. We found that adopting best practices is a challenge for organizations that sell . . .

For Business Process & Applications Professionals

Salesforce.com Is A Strong Performer In The PRM Tools Market

The Forrester Wave™ Vendor Summary, Q2 2007

by William Band, April 6, 2007

Salesforce.com is growing quickly by making customer relationship management (CRM) solutions available through the software-as-a-service (SaaS) deployment model. Its partner relationship management (PRM) offering, which debuted in mid-2006, supports all . . .

For Business Process & Applications Professionals

Oracle's Siebel CRM Is A Leader In The PRM Tools Market

The Forrester Wave™ Vendor Summary, Q2 2007

by William Band, April 6, 2007

Siebel's new owner, Oracle, is intent on sustaining the Siebel leadership position in the CRM market. Along with Oracle's Siebel CRM for enterprise customers, the product family includes Oracle's Siebel On Demand and Oracle's Siebel CRM Professional Edition . . .

For Business Process & Applications Professionals

Oracle's Siebel CRM On Demand Is A Strong Performer In The PRM Tools Market

The Forrester Wave™ Vendor Summary, Q2 2007

by William Band, April 6, 2007

Oracle's Siebel CRM On Demand has achieved success in the market by offering the same benefits as other customer resource management (CRM) software-as-a-service (SaaS) solutions: quick time-to-value, usability, and low upfront costs. This value proposition . . .

For Business Process & Applications Professionals

The Forrester Wave™: Partner Relationship Management Tools, Q2 2007

Oracle And SAP Lead, But Buyers Have Several Choices For Specialized Needs

by William Band, April 6, 2007

Forrester evaluated leading enterprise partner relationship management (PRM) solutions across 158 criteria and found that Oracle's Siebel CRM and SAP's mySAP CRM are the clear Leaders. They offer broad and deep functional capabilities, industry specialization, . . .

For Business Process & Applications Professionals

BlueRoads Is A Strong Performer In The PRM Tools Market

The Forrester Wave™ Vendor Summary, Q2 2007

by William Band, April 6, 2007

BlueRoads is a rapidly growing young company, created in 2001, that offers partner relationship management (PRM) capabilities through the software-as-a-service (SaaS) deployment model. The focus of its solution is driving increased revenues through complex . . .

For Business Process & Applications Professionals

NetSuite Is A Strong Performer In The PRM Tools Market

The Forrester Wave™ Vendor Summary, Q2 2007

by William Band, April 6, 2007

NetSuite is the only SaaS vendor that offers tightly integrated customer resource management (CRM), enterprise resource planning (ERP), and eCommerce — meaning that it can support end-to-end processes and functionality that CRM specialists can't, such . . .

For Business Process & Applications Professionals

Oracle's E-Business Suite CRM Is A Strong Performer In The PRM Tools Market

The Forrester Wave™ Vendor Summary, Q2 2007

by William Band, April 6, 2007

Oracle's E-Business Suite (EBS) CRM, a comprehensive enterprise application suite, includes a broad range of customer relationship management (CRM) capabilities. Oracle is investing heavily in a next-generation product strategy, Fusion Applications, to . . .

For Business Process & Applications Professionals

Oracle's PeopleSoft Enterprise CRM Is A Strong Performer In The PRM Tools Market

The Forrester Wave™ Vendor Summary, Q2 2007

by William Band, April 6, 2007

Oracle's PeopleSoft Enterprise CRM product line has a significant base of loyal customers that value the integration benefits and usability of PeopleSoft's HR and ERP suite. Oracle's Applications Unlimited announcement gives those customers much-needed . . .

For Business Process & Applications Professionals

mySAP CRM Is A Leader In The PRM Tools Market

The Forrester Wave™ Vendor Summary, Q2 2007

by William Band, April 6, 2007

SAP has steadily built out comprehensive functionality in the mySAP product. Most recently, the company has focused on improving usability and deepening support for strategic business processes as part of the mySAP Business Suite. mySAP CRM offers very . . .

For Business Process & Applications Professionals

Click Commerce Is A Strong Performer In The PRM Tools Market

The Forrester Wave™ Vendor Summary, Q2 2007

by William Band, April 6, 2007

Click Commerce is a provider of supply chain management solutions that enable organizations to collaborate with business partners across the extended enterprise. The company was acquired in late 2006 by Illinois Tools Works (ITW). ITW is a $12.8 billion . . .

Sun's New Partnership Play

Bringing ISVs Back Into Orbit Is A Big Step Forward

by Peter O'Neill, November 23, 2005

Sun Microsystems' many recent product and collaborative announcements are making it an attractive potential partner once again for independent software vendors (ISVs) of all sizes — both technically and on a go-to-market basis. Sun has announced its new . . .

For Business Process & Applications Professionals

CRM Squeezes PRM, Vendors Must Regroup

by Laurie M. Orlov, Bruce D. Temkin, Ryan Hudson, December 20, 2002

The channel management software market consolidation left a handful of vendors still standing. To gain differentiation against CRM, the survivors like Allegis, InfoNow, and ChannelWave Software must offer rich process support and channel analytics.

For Business Process & Applications Professionals

Focus on 'Value to Partner' First When Venturing Into Partner Relationship Management

by Chitra Mitra, May 20, 2002

Features that can help increase partner adoption include multi-channel notification, catalog and content syndication, partner community and collaboration tools, online order management and e-learning.

For Business Process & Applications Professionals

Criteria for Selection: Partner Relationship Management

by Chitra Mitra, March 27, 2002

Partner relationship management tools still lack functional parity, forcing companies to select a product that fits most business requirements and fill in necessary features. However, demand for end-to-end solutions is growing.

For Business Process & Applications Professionals

Knowledge-Sharing Tools Are Critical for Building Successful Partner Relationship Management Systems

by Chitra Mitra, March 25, 2002

The partner relationship management market is still maturing and vendors are offering knowledge-sharing tools with various degrees of functional depth. Therefore, determine short- and long-term goals before venturing into product evaluation.

For Business Process & Applications Professionals

Collaboration: A Key Component of Partner Relationship Management Systems

by Chitra Mitra, March 18, 2002

The potential benefits of collaboration with channel partners are well recognized. At minimum, it improves acceptance of PRM among the partner community, but at its best, it unifies and synchronizes demand chain processes.

For Business Process & Applications Professionals

Market Overview: Partner Relationship Management

by Chitra Mitra, March 5, 2002

Companies will have to select a PRM product that has the closest match with their business requirements as the base and stitch together needed best-of-breed functionality from other vendors to obtain a complete PRM solution.

For Business Process & Applications Professionals

What to Consider When Selecting a System Integrator for Partner Relationship Management

by Chitra Mitra, March 4, 2002

Since system integrators are key strategic partners in successfully delivering a PRM implementation, their expertise, skills and "ability to deliver" must be thoroughly evaluated before engaging them.

For Business Process & Applications Professionals

Making a Case for Partner Relationship Management

by Chitra Mitra, March 4, 2002

Without a clear focus on quantifiable financial benefits, a PRM initiative can get tangled in architectural and technological debates, project scope creep and continuous consensus-building among various constituents.

For Business Process & Applications Professionals

Cobranding With Channel Partners: Software Solutions Take Diverse Approaches

by Chitra Mitra, February 13, 2002

PRM vendors support three types of cobranding: content syndication, private label or microsites for partners, and building store in store with partners. Selecting the best-fit solution must be determined by the type of cobranding a company needs.