Towards a Strategic Sales Channel Partnership: A Case Study from the IT Services Industry

Strategic partnerships have become a key to competitive advantage and success in a dynamic, global business environment. Partnering provides a strategic response to complex offerings that need multiple sources of technology and knowledge, allowing companies to offer a wider range of services and solutions to meet their customers’ needs. Companies that collaborate with strategic partners in sales channels may significantly grow their business and improve their prospects of winning major contracts. As a consequence, companies are increasingly transforming their go-to-market strategies and sales channel structures to align with the need to create added value to customers together with a business partner. The research objective of this case study is to review and assess the success of an established sales channel partnership in IT services industry and to find ways how to develop it towards a strategic collaboration. The research consists of two main parts. The first part reviews the literature, concluding with the identification of the critical success factors for partnering. The second part sets out for the case findings, focusing on how the success of the established sales channel partnership is perceived by key executives within the partner organizations, and further what actions are required to make the sales channel partnership and joint go-to-market more strategic.

Development of sales invoicing process in industrial services

The objective of this Master’s thesis is to find ways to streamline the invoicing process of the case company. In order to streamline the process, the bottlenecks and development areas of the present invoicing process needs to be identified. The bottlenecks are based on interviews made to personnel. The thesis also offers solutions to overcome the identified bottlenecks. The problem is the slowness of the invoicing process which should get rid off. The slow invoicing process causes delays in obtaining payments. There are many reasons for the slowness and inefficiency of the invoicing process. One of the biggest reasons is that the information systems are not deployed entirely. It causes additional work for everyone. Practices with the customers affect also to the smooth flow of invoicing. The contracts determine when the customer can be invoiced but also work approvals, missing work orders and customer’s own invoicing basis slow the process. The fastest and cheapest solution is to deploy the systems better and do things correctly. Thus duplicated work would decrease and resources would be saved. The work allocation should be modified and the practices with customer should be influenced too. In the future the meaning of IT should be highlighted and new devices exploited.

Textual communication in Virtual Environments for real world interaction

Ever since man invented writing he has used text to store and distribute his thoughts. With the advent of computers and the Internet the delivery of these messages has become almost instant. Textual conversations can now be had regardless of location or distance. Advances in computational power for 3D graphics are enabling Virtual Environments(VE) within which users can become increasingly more immersed. By opening these environments to other users such as initially through sharing these text conversations channels, we aim to extend the immersed experience into an online virtual community. This paper examines work that brings textual communications into the VE, enabling interaction between the real and virtual worlds.

Mudanças na Natureza do Comércio no Mundo conectado através do E-commerce

The Internet has taken the world by storm. It has eliminated the barriers of technology, and unlocked the doors to electronic commerce and the 'Virtual Economy'. It has given us a glimpse into the future of 'Business' itself, and it has created a bewildering variety of choices in our personal and professional lives. It has taken on a life of its own, and we are all frantically trying to keep up. Many overwhelmed companies are asking questions like: 'What should our Internet Strategy be?' Or 'How do we put our business on the Internet like everybody else is doing?' or 'How do we use this thing to make money without spending any?'. These questions may seem reasonable on the surface, but they miss the point because they focus on the technologies rather than the core issues of conducting day-to-day business. The Internet can indeed offer fast returns in marketing reach, speed, director consumer sales and so on, and many companies are using it to good advantage, but the highest and best use of any such technology is to support, enhance and even re-invent the fundamentals of general business practice. When the initial excitement is over, and companies gain experience and confidence with the new business models, this larger view will begin to assert itself. Companies will then start to position their 'Internet Strategies' in context of where the business world itself is going over time, and how they can prepare for what is to come. Until now, the business world has been very fragmented, its collective progress limited (in part) by the inability to communicate within and between companies. Now that the technical remedy seems to be at hand and standards are beginning to emerge, we are starting to see a trend toward consolidation, cooperation, and economic synergy. Companies are improving their internal business processes with Intranets, and Electronic Commerce initiatives have sprung up using EDI, the World Wide Web, E-Mail, secure credit card payments and other tools. Companies are using the Internet to talk to each other and to sell their goods and services to the end consumer. Like Berlin, the walls are coming down because they have to. Electronic 'Communities of Common Interest' are beginning to surface, with the goal of supporting and aligning similar industries (such as Government, Insurance, Transportation and Health care) or similar business functions (such as Purchasing, Payments, and Human Resources). As these communities grow and mature, their initial scope will broaden and their spheres of influence will expand. They will begin to overlap into other communities, creating a synergistic effect and reshaping the conduct of business. The business world will undergo a gradual evolution toward globalization, driven by economic imperatives and natural selection in the marketplace, and facilitated by Electronic Commerce and Internet technologies. The business world 'beyond 2000' will have a substantially different look and feel than that which we see today.

Are real options a real option for real-world finance professionals? case study : the application of real options to evaluate investment projects in the latin american oil and gas field services industry

Brasil e outros mercados emergentes continuarão a apresentar muitas oportunidades de investimento nos próximos anos. Profissionais financeiros que gerenciam os processos de orçamento de capital nas empresas terão grandes desafios a enfrentar. Características específicas destes projetos como preços ligados a commodities (por exemplo: petróleo e gás e projetos agrícolas) e as incertezas habituais relacionadas com os mercados emergentes são desafios adicionais. Neste cenário, ferramentas mais sofisticadas de orçamento de capital como Opções Reais, oferece uma teoria mais robusta para lidar com incerteza, flexibilidade gerencial, e os resultados voláteis embutidas nestas oportunidades. A teoria de Opções Reais assume que o envolvimento dos gestores nos projetos gera valor à medida que potencializam os bons resultados ou reduzem as perdas por abandonar projetos com maus resultados. O objetivo principal desta pesquisa foi aplicar a análise de Opções Reais para um projeto de investimento e discutir o processo e os resultados da metodologia. O estudo de caso analisa retroativamente um projeto de investimento na Colômbia e compara os resultados sob o tradicional VPL e Opções Reais. As técnicas de avaliação foram realizadas como se estivessem sendo aplicadas no momento em que o projeto foi aprovado, e depois comparadas com o desempenho real do projeto. O estudo de caso avaliado possui dois tipos de Opções Reais: primeiro, o efeito de uma opção para cancelar um contrato que é analisado a partir da perspectiva do cliente que pode exercer essa opção, e o segundo, a opção de abandonar e adiar a partir da perspectiva da empresa que irá executar a investimento.

Analysis of quality in Brazilian e-commerce (B2C)

The business world has changed the way how people think and act on products and services. In this context, the most recent amendment of the scenarios of retail operations has been the use of technology in sales and distribution. The internet has revolutionized the way people communicate, and moreover as they purchase their goods and services. Thus, the e-commerce, specifically the relation business to customer, or simply B2C, has acted so convincingly in this change of paradigm, namely the purchases in the physical location for the virtual site. Quotes online, ease of payment, price, speed of delivery, have become real order winners of applications for companies that compete in this segment. With the focus on quality of services on e-commerce, the research examines the dimension related to the quality of services, and looks for what of these factors are winners of applications. © 2010 IFIP International Federation for Information Processing.

Ubiquity of virtual disguisers and potential impact on ethical behavior

The widespread availability of wirelessly connected portable computers, smartphones and other mobile devices, and the pervasive presence of computer services in our everyday environment, has brought the prediction of Mark Weiser of future ubiquitous computer systems closer to reality. Some of these - ever-present, anywhere, anytime - ubiquitous computer services mean easier and pleasant lifestyles for many people, but the generalized availability of some classes of these softwares and computer services, known as virtual disguisers and Virtual Robots, can pose new ethical problems in a world of explosive growth of social networking sites. The objective of the present article is to investigate some of these problems, from an interdisciplinary philosophical perspective. Special emphasis shall be given to the potential impact on human conduct caused by disguisers and Virtual Robots. © 2011 IEEE.

Services: a disquieting link between Latin America and the world economy

Includes bibliography

Semi-Automated Creation of Converged iTV Services: From Macromedia Director Simulations to Services Ready for Broadcast

While sound and video may capture viewers' attention, interaction can captivate them. This has not been available prior to the advent of Digital Television. In fact, what lies at the heart of the Digital Television revolution is this new type of interactive content, offered in the form of interactive Television (iTV) services. On top of that, the new world of converged networks has created a demand for a new type of converged services on a range of mobile terminals (Tablet PCs, PDAs and mobile phones). This paper aims at presenting a new approach to service creation that allows for the semi-automatic translation of simulations and rapid prototypes created in the accessible desktop multimedia authoring package Macromedia Director into services ready for broadcast. This is achieved by a series of tools that de-skill and speed-up the process of creating digital TV user interfaces (UI) and applications for mobile terminals. The benefits of rapid prototyping are essential for the production of these new types of services, and are therefore discussed in the first section of this paper. In the following sections, an overview of the operation of content, service, creation and management sub-systems is presented, which illustrates why these tools compose an important and integral part of a system responsible of creating, delivering and managing converged broadcast and telecommunications services. The next section examines a number of metadata languages candidates for describing the iTV services user interface and the schema language adopted in this project. A detailed description of the operation of the two tools is provided to offer an insight of how they can be used to de-skill and speed-up the process of creating digital TV user interfaces and applications for mobile terminals. Finally, representative broadcast oriented and telecommunication oriented converged service components are also introduced, demonstrating how these tools have been used to generate different types of services.

The silent services of the world ocean

The most recent comprehensive assessment carried out by the Intergovernmental Panel on Climate Change has concluded that “Human influence on the climate system is clear,” a headline statement that was approved by all governments in consensus. This influence will have long-lasting consequences for ecosystems, and the resulting impacts will continue to be felt millennia from now. Although the terrestrial impacts of climate change are readily apparent now and have received widespread public attention, the effects of climate change on the oceans have been relatively invisible. However, the world ocean provides a number of crucial services that are of global significance, all of which come with an increasing price caused by human activities. This needs to be taken into account when considering adaptation to and mitigation of anthropogenic climate change.