Creating a Differentiated Services Business

April 10, 2008 – 8:11 pm by Abhijeet Khadilkar

What comes to your mind when you think of high tech firms such as IBM, Cisco, HP, and Sun? For most people, the answer is products such as servers, boxes, routers and software. But in addition to these products lines, high tech firms have also been developing and selling a ...

Posted in Service Business Management | Permalink | 1 Comment » |

Finance Transformation: The Return of Finance as a Business Partner

April 10, 2008 – 5:55 pm by Gretchen Atherton

Background Statement: A Changing Landscape In spite of today’s strong regulatory compliance imposed through mandates like Sarbanes-Oxley (S-Ox), Finance’s value to the business has always been clear: manage the core finance operations, provide counsel on optimizing resources, provide visibility and accurate reporting of financial performance, align and support organizational growth with ...

Posted in Finance Operations | Permalink | 1 Comment » |

A Perspective on Pricing and Discounting

April 10, 2008 – 5:39 pm by Alex Saghatelian

High tech companies face continuous price pressures associated with technology innovation that lead to shortened product lifecycles.  Couple these product lifecycle pressures with company lifecycle pressures, and maturing high tech companies face the challenge of sustaining or improving sales growth rates with less than optimal margins and overall profitability erosion.  ...

Posted in Sales and Channel Operations | Permalink | No Comments » |