Business Requirements Analysis

Paper Summary:

In this article, the writer notes that for manufacturing and service companies alike, the ability to quickly sense and respond to customer demand is critical for their growth and survival. For purposes of this analysis, examples from General Electrics' (GE) Lighting Division are used to both show how domestically and internationally this division uses information technologies to support business strategies. The writer points out that the two major business projects GE Lighting undertook globally was the development and implementation of a new website to support both channel selling partners or resellers and its direct outside sales force and to coordinate all sales activity with its inside sales force.

Outline:
Introduction
Partner Relationship Management Rationale
Partner Relationship Management Use Case
Order Capture and Management Integration to ERP System Rationale
Order Capture and Management Integration to ERP System Use Case
References

From the Paper:

"The second strategy was to re-vamp their order capture website and order management systems that tied back to their ERP system. This second project focuses on coordinating all inbound orders and creating a multi-channel management system capable of giving an identical response to an inquiry from a customer, no matter which channel the customer chooses to use. This necessitated creating more reliable links to their ERP system so pricing, availability, order status, returns processing and warranty management could all be handled more efficiently than through separate systems. "
"For GE Lighting, selling into Europe presented even greater challenges of becoming and staying demand or market-driven as there are entrenched competitors including Phillips Lighting and smaller competitors by country, many of which had partner relationship management and order management systems in place that had become part of how their channel partners, direct sales force, and resellers did business."

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. Retreived from the Internet on May 3rd, 2006 from: http://lwcresearch.com/filesfordownloads/ConfigurationIstheHeartofCustomerFulfillmentforComplexProductManufacturers.pdf
• Askegar and Columbus (2002) - Channel Management Best Practices: It's All About Orders. AMR Research Report. Monday September 9, 2002. Retrieved from the Internet on May 7, 2006: http://lwcresearch.com/filesfordownloads/SqueezetheRevenueOutofSPRs.pdf
• Columbus (2002) - The Sell-Side E-Commerce Market: It's All About Integration. AMR Research Report. Monday April 1, 2002. Retreived from the Internet on March 6, 2006: http://lwcresearch.com/filesfordownloads/SellSideECommerceMarketIsAllAboutIntegration.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 7, 2006: http://lwcresearch.com/filesfordownloads/SqueezetheRevenueOutofSPRs.pdf
• Djevizova and Atanassova (2004) - From the report eSTRATEGIES FOR PROMOTION OF END-USE EFFICIENCY PRODUCTS AND SERVICES IN THE LOCAL MARKET. Academic Open Internet Journal. Volume 12, 2004. Retrieved from the Internet on May 1, 2006: http://www.acadjournal.com/2004/V12/Part6/p1/

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