Online Marketing

Paper Summary:

The paper discusses how the automating of the quote-to-order processes has become central to many companies' strategies to better serve their customers. The paper describes how this approach is generating significant cost and time savings for those companies engaging in B2B (business-to-business) commerce both on a national and global level. The paper includes tables of research which validate that automating the quote-to-order process between companies delivers significant results.

Outline:
Executive Summary
Comparing Quote-to-Order and Guided Selling in B2B Online Marketing
Summary

From the Paper:

"Given the fact that quotes drive production to the Bill of Materials level in virtually every manufacturing center, the criticality of this process in B2B marketing and commerce transactions is seen in Figure 1, Manual Quote-to-order Workflow. The manually-oriented approach to this process is costing manufacturers weeks of lost time from taking an order to scheduling it for manufacturing and fulfillment. AMR Research (2003) has profiled this process in the context of guided selling, sales, and product configurators, in addition to work completed by Askegar and Columbus (2002)."

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 November 22, 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 November 22, 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. Retrieved from the Internet on November 22, 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 November 22, 2006: http://lwcresearch.com/filesfordownloads/SqueezetheRevenueOutofSPRs.pdf

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