Management and New Technology

Paper Summary:

This paper examines how GE Lighting was able to attain its five strategic objectives. The paper highlights these objective and then describes the steps the company took in order to achieve them. The paper also states that the strategic goals were aimed squarely at creating higher levels of sales productivity and as a result, loyalty, for GE Lighting products.

Outline:
Current Technology Approaches in GE Lighting
Technology Strategies Anticipated To Accomplish Business Goals
Summary

From the Paper:

"This led to a 30% increase in lead closure rates in the first month, on a global scale. The ability to tie leads to quotes is also a critical workflow for resellers, and to accomplish this goal, GE Lighting implemented a quote-to-order workflow that spanned both lead closure and quoting completion applications, which gave resellers a significant boost in productivity overall. As AMR Research (2003) has stated, the ability of quote-to-order systems to traverse the simplistic to the most complex product configuration requirements and encapsulate them into a quote for commercial customers is critical for long-term competitive advantage. Further, quoting for customized products also allows for greater potential for higher margin product sales as well. The last objective, which is the automating of the Return Material Authorization (RMA) process, also was accomplished through the use of the PRM system installed, once integrated to the services systems."

Sample of Sources Used:

• AMR Research (2003) - Configuration is the Heart of Customer Fulfillment for Complex Product Manufacturers. AMR Research Report. Monday March 31, 2003. Retrieved from the Internet on May 31, 2007 from: http://lwcresearch.com/filesfordownloads/ConfigurationIstheHeartofCustomerFulfillmentforComplexProductManufacturers.pdf
• Columbus (2003) - Squeeze the revenue out of your Special Pricing Requests. AMR Research Alert. Tuesday November 11, 2003. Retrieved from the Internet on May 31, 2007: http://lwcresearch.com/filesfordownloads/SqueezetheRevenueOutofSPRs.pdf

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