Saturday, July 31, 2010

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Employee Training in a Recession

As organizations reassess their staffing levels, many employees are being asked to do more with less. Aside from reducing headcount, many organizations are cutting back on employee-related expenses, even if they can provide long-term benefits. Examples include application training and travel to user groups in which employees can network and exchange best practices. This article discusses the increased importance, benefits, and risks related to employee training in a recession with respect to enterprise systems.

Growing Organization Risks

While understandable and often imperative for the continued survival of an organization, the aforementioned cutbacks promote a vicious cycle of increased organizational risk:

* Organizations reduce or eliminate formal training and informal opportunities for users to learn how to better utilize enterprise systems.
* This solidifies many users' bad habits and suboptimal processing methods.
* At the same time, organizations trim staff, resulting in more work among fewer employees. This means even less time for cross-pollination where employees are trained in multiple jobs.

Organizational risk is compounded if key employees leave the organization and, as is often the case, user documentation is lacking. For example, incumbents may scramble to figure out how Alex ran regular interfaces, Neil matched invoices, Julian filed tax reports with the government, and Nancy created database backups. If Alex, Neil, Julian, and Nancy are no longer with their organizations, then they are, in all likelihood, unable or unwilling to assist their former employers in the event that their help is needed.

Often, the best case scenario is that jobs performed by ex-employees are partially understood by their replacements. Nonetheless, this may very well result in increased risk of error, financial irregularities, expensive engagements with external consultants, or some other highly undesirable outcome. In the extreme, a single employee's departure may result in a missed payroll, an eventual government audit, or security breaches.

Opportunities and Benefits

Organizations with tight budgets may not need to reduce headcount at present. There is a fundamental tension between lean staffing levels and organizational bench strength. Lack of widespread end user application and technical knowledge is dangerous in the event that a key employee decides to walk. Yes, even in these economic times some employees voluntarily leave their jobs for whatever reason.

To this end, organizations should consider expanding employee training, not cutting back. Whether employees are being cross-trained in different functions or learning new technologies altogether, the benefits of training can more than offset their costs. First and foremost, training mitigates the risk of key employee turnover. Second, the mid- or long-term savings of training may more than pay for itself. Two super users with substantial skills and a global perspective may be able to do the work of three or four limited end users, especially if they are skilled in different automation methods. Finally, while hardly tantamount to reassuring nervous employees about their employment futures, training can send a strong message to attendees: the organization wants you to develop your skills. And the message becomes "despite current economic challenges, we are committed to growing our employees' skills and abilities." This attitude may reduce the likelihood of voluntary employee attrition.

Types of Classes: Public versus Private

Once the organization has decided to move forward with training, it has a fundamental decision to make. Where will the class be held?

Organizations that want to build internal expertise in new applications have two choices: They can either send their employees to public or private training classes. Public classes typically take place at vendors' offices or at vendor-approved locations. These classes cost in the neighborhood of $500 per day per student. Many organizations in different stages of an implementation send users to public classes to learn how their systems work in a generic sense. In other words, a payroll manager should not go to a public class intent on learning how to set up and process payroll at her company, although she should walk away with more than a few ideas from the class. Because payroll personnel from other organizations attend public courses, the instructor will discuss the payroll application in general terms.

For public classes, clients travel to vendor sites, sometimes incurring significant travel costs. To the extent that client end users are out of the office, they should be able to focus exclusively on the class and the applications being taught. From a technical perspective, vendors should have sufficient computer terminals and training data areas. In other words, clients need no organizational IT involvement to attend a public class, nor do they necessarily need to bring laptops with the applications already on them.

Private classes are very different than public ones, both in terms of costs and content. For one, it's not uncommon for a vendor to charge upwards of $3,000 or more per day for a customized class at the client's site, because vendors know that client end users will not have to incur travel costs. Thus, from a strict cost standpoint, a private class with more than six people will probably be cost-effective for the organization. As for content, instructors will typically customize agendas specifically for each client. In a private payroll class, for example, the payroll manager can ask many specific questions related to her company's payroll setup and processing.

While, it may be less expensive for clients to host private classes in which trainers come to them, understand that employees attending private classes are in the office. Crises or emergencies can take them away from the class, reducing overall learning. Also, from a technical perspective, the trainer is not going to bring laptops configured with the software and training data areas. Consequently, the amount of IT involvement is much greater than that of a public class. The organization that brings in an instructor at $3,000 per day should ensure well before trainer's arrival that its hardware and software are "up to snuff". Nothing inhibits a class and frustrates all concerned more than "buggy" software and the lack of a proper training data area. The last thing that a client's management wants from a public class is a disaffected end user base.

Outside of a formal class (whether public or private), independent learning has become more populate. Recent advents such as web-based training (WBT) have become increasingly popular. While the cost savings are obvious and the convenience factor is high, remember that employees at their desks are often distracted by daily calls, e-mails, and old-fashioned door knocking. Consequently, the cost of a public course can sometimes be justified by the additional learning that tends to take place in an isolated environment.

Considerations and Caveats

Training for training's sake is fruitless. Organizations need to ensure that their training investments will result in tangible benefits. Users may learn a robust new technology over the course of a three day class. However, this certainly does not equate to mastering it or deploying it in the organization, even for highly motivated and skilled attendees.

Consider two examples. Boris attends a class on Cognos PowerPlay, a robust business intelligence (BI) tool. Patty attends a class on Crystal, a powerful reporting application. Boris and Patty are both highly skilled users who have long expressed to their managers a desire to learn more about each application. During and after their classes, they are excited about the new features and possibilities now available to them. Both are excited to begin using their new toys in their jobs.

This is where the similarities end. Boris simply has no time to use PowerPlay. Building cubes of data takes time and he is simply swamped with his daily responsibilities. While he finds half hour increments every two weeks or so to play around, the phone invariably rings and he forgets much of what he has learned. His excitement for—and knowledge of—the product wanes and PowerPlay never gains traction in the organization.

On the other hand, Patty immediately begins writing Crystal Reports and distributing them to others throughout the organization. She builds on the knowledge and excitement from class and joins online discussion groups promoting best practices. She is able to "kick the tires" on new reports and experiment with different ways of extracting, manipulating, and presenting her organization's data to her internal clients. As a result of her efforts, many users have freed up additional bandwidth; they no longer have to manually compile reports from disparate sources of information. Now, reports arrive via e-mail as attachments with no further manipulation of the data required. Patty's employer saves thousands of dollars in overtime and now has access to accurate and actionable business information. In this case everybody wins: Patty gains valuable skills that will help her be more productive. For its part, the organization will recognize a significant return on investment (ROI) on the course and might even unearth new knowledge through data mining.

Conclusion

The benefits of employee training cannot be viewed in isolation or in a vacuum; they must be considered within the context of the real world. The organization that sends an overworked, overwhelmed end user to class is wasting its money. Forget the fact that the attendee's mind may be back at work throughout the class. Knowing what an application can do—but ultimately not having the time to play around with it at work—will result in attendees not utilizing their newly acquired skills and knowledge. Ultimately, neither the user nor the organization will reap the benefits from the class. Even if the user returns to the application six months or a year later, it is highly unlikely that she or he will remember.

While there are no guarantees that an employee will use a new technology in his or her job after class (much less effectively), organizations can take steps to maximize the chances of this happening. Ensuring that employees have the time to use new technologies is essential. Holding those employees accountable to deploying them via annual objectives and performance reviews can also ensure that employers actually benefit from their training investment. Along with potentially reduced risk from key employee turnover and greater internal system knowledge, application training can be a wise investment for an organization even in a tough economic environment.

SOURCE:http://www.technologyevaluation.com/research/articles/employee-training-in-a-recession-19516/
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PeopleSoft: Giving Fervent Hope To The Market And Jitters To The Competition. Part 1: The News

PeopleSoft is seeking to make bigger strides in the CRM, SCM and B2B software markets with its recent spate of product releases. The rhetoric and hype aside, the fact is that PeopleSoft has become a fearsome enterprise applications provider. PeopleSoft has joined the elite group of vendors that can deliver a majority of the components of a complete e-business framework. If one considers all aspects of a CRM or SCM evaluation, PeopleSoft has earned the license to be evaluated along with market leaders. Possibly more encouraging is PeopleSoft's upbeat prediction for the rest of the year, optimism only a few of its competitors can currently exhibit.

While Wall Street praises the vendor's new product initiatives and its strong first quarter results and optimism for the future, its direct competitors are far from feeling easy.

About this Article: This is a two part note, the first part discusses the news from PeopleSoft about new products and its first Quarter results. Part two discusses the Market Impact of this news and how it affects Users.

Product Bonanza

Recently, PeopleSoft (NASDAQ: PSFT), one of the largest business applications providers, launched a spate of new product releases with an idea to bolster its foray into customer relationship management (CRM), supply chain management (SCM) and business-to-business (B2B) collaboration areas and to give a pause to respective leading software vendors. PeopleSoft is seeking to make a bigger brand name in these markets where it traditionally had low market recognition.

Customer Relationship Management

On June 4, PeopleSoft 8 CRM, a comprehensive Internet-based solution, made its debut at the PeopleSoft Leadership Summit 2001 in Las Vegas. PeopleSoft cites that its pure Internet architecture, embedded analytics and seamless integration of enterprise data and business processes will change the paradigm of CRM and propel it to the forefront of the industry. PeopleSoft 8 CRM's pure Internet technology should allow for universal access from any Web device, anywhere in the world, at any time, while the embedded business analytics should provide real-time insight into critical business processes. The support for multiple platforms brings a true collaborative spirit to the enterprise, integrating business processes between applications inside and outside enterprise boundaries. Connecting marketing, sales, and customer service to supply chain, financials and human capital management systems, PeopleSoft 8 CRM might be able not only to fulfill customer requests, but to also anticipate customer expectations.

"Today, we have delivered on our promise to bring a complete, pure Internet CRM solution to market," said Craig Conway, PeopleSoft president and CEO. "We completely re-architected our existing CRM applications to create a best-of-breed CRM solution based entirely on pure Internet architecture. No other vendor can offer customers this level of access and collaboration in a CRM solution."

PeopleSoft 8 CRM has long been aggressively announced and eagerly anticipated and, as a result, it already has the following key strategic alliances in place:

* Cap Gemini Ernst & Young is extending its offerings within the PeopleSoft practice to provide business consulting and implementation services for PeopleSoft 8 CRM.

* KPMG Consulting revealed its role in the launch of PeopleSoft 8 CRM for Communications, a billing-integration solution exclusively for the communications market. KPMG will be providing implementation and support services for the software.

* PeopleSoft 8 CRM on it primary IBM DB2 database software is available across all PeopleSoft-supported operating systems. As a result, PeopleSoft 8 CRM on DB2 is available on IBM AIX, zOS, OS/390, Sun Solaris, HP-UX and Windows NT.

* Deloitte Consulting will leverage its CRM business process experience with its PeopleSoft implementation skills and methodologies to help customers maximize the return on their PeopleSoft 8 CRM investment.

Generally available on June 29, the PeopleSoft 8 CRM suite includes Sales, Marketing, Field Service, Help Desk, Interaction Management and Support applications. PeopleSoft currently expects to deliver the following 10 languages within thirty days of general availability: French, French Canadian, German, Spanish, Italian, Dutch, Japanese, Brazilian Portuguese, traditional Chinese (Taiwan) and Swedish. While IBM DB2 is the primary development platform for PeopleSoft 8, it will also support Microsoft SQL Server and Oracle databases on IBM mainframe, UNIX and Windows NT platforms.

E-Procurement

On May 30, PeopleSoft announced new functionality for PeopleSoft 8 eProcurement that will automate the entire purchasing process from requisition to payment, giving employees self-service capabilities to purchase goods and services. Business intelligence (analytics) will enable purchasing managers to strategically evaluate every aspect of the procurement cycle, including their spend by category, the value of their suppliers, and the effectiveness of their workflow. Based on information provided by the analytics, organizations should be able to quickly renegotiate deals with key suppliers, driving bottom-line savings. In addition, organizations might be able to modify procurement methods in real-time to improve operational efficiency.

Supplier Relationship Management

The PeopleSoft 8 Supplier Relationship Management (SRM) suite, which should allow business partners to communicate their inventory, design and buying plans over the Web through a roles-based, collaborative portal, was announced generally available on May 29. As a follow up to this product, PeopleSoft plans the release in Q1 2002 of new sourcing application, which should let buyers search for suppliers and buy direct materials online over the Web. Embedded analytics should again help organizations evaluate the strategic value of their suppliers by providing insight into key supplier performance metrics.

With the ability to access critical performance indicators almost instantaneously, companies could continuously monitor their business processes ensuring effective management of supplier relationships across the enterprise. PeopleSoft 8 SRM utilizes PeopleSoft's advanced portal technology, bringing an organization's customers, suppliers, and employees directly into critical day-to-day business processes. Possible benefits of real-time interaction could be: reduced costs in product design; improved time to market; and faster response to changes in customer demand.

SkillsVillage Acquisition

On May 1, PeopleSoft acquired services procurement vendor SkillsVillage for $32 million in stock and cash. The company hopes that adding SkillsVillage's system for locating and hiring services and contingent staff will be a strong enhancement of its proverbially strong human resource (HR) product. The addition of the SkillsVillage functionality should provide PeopleSoft with the opportunity to offer an end-to-end system for the sourcing, selection, administration, and management of enterprise services.

SOURCE:http://www.technologyevaluation.com/research/articles/peoplesoft-giving-fervent-hope-to-the-market-and-jitters-to-the-competition-part-1-the-news-16407/
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An Analyst's View of Process Industry SMB Challenges

The process industry provides many of the products we use in our daily lives for food, shelter, and health. Such products are created as materials and transformed through the use of energy resources and chemical products. In addition, the process industry manufactures products that are essential to advanced industries such as computing, biotechnology, telecommunications, automotive, scientific, and space exploration.

These industries are facing major pressures not only to meet the present needs of our global economy, but also to do so without compromising future generations by ensuring that processes

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meet environmental guidelines
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optimize energy resources efficiently
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result in products that are safer, more reliable, and more functional
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provide features that meet both industry and consumers needs

This article focuses on how enterprise resource planning (ERP) vendors are helping the process industry meet both the needs of today and deliver on anticipated functional requirements that will help meet the needs of tomorrow.

Process Industry Manufacturing Challenges

Manufacturers in the process industry are at a difficult crossroads. Although the industry is not facing any imminent substantial decrease in its overall profit margins, there is concern in the industry according to a recent study by the Canadian Manufacturers and Exporters Association, which cites the following issues:

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increased global competition
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foreign currency fluctuation
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changing patterns of customer demand
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escalating business costs
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problems in implementing new technologies
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competitive business pressures
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shortage of skilled workers

To address these issues, process industry manufacturers and distributors must manage the following key activities, and ensure they use an enterprise system that supports these activities:

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Planning production for both materials and capacity—to develop a production plan, manufacturers must ensure that there are sufficient available resources and materials, production capacity, and labor.
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Inventory tracking and controlling work-in-process (WIP)—monitoring material consumption and tracking work order progress is the basis of manufacturers' being able to meet sales order, demand, and delivery dates.
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Replenishment and demand planning—the ability to review variances between forecasted and actual sales is the basis of managing vendor lead times and raw material replenishment.
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Managing the supply chain for order fulfillment—reviewing the global supply chain provides manufacturers with the ability to coordinate logistics and operational activity to meet customer order fulfillment expectations.

Specific Requirements of an ERP System for the Process Industry

Here's an overview of how some of the functionalities of an ERP system for process industries help manufacturers better perform the activities listed above.

1. Conversion process capability
In the process industry, the bill of materials (BOM) used in discrete manufacturing is replaced by the master product formula, or simply the formula. The formula requires a conversion table for measures, such as weights from grams to pounds, and must have the ability to record liquid units of measure, in both metric and US-standard. The formula must also record specific information related to product characteristics that can affect manufacturing processes. For example, in the blending process, the system can record product information such as percentage calculations of raw materials, and the effective specific gravity, potency, density, and number of reactives of those raw materials.

2. Interface to other modules
The master formula can also be linked to submodules like quality assurance (QA), procurement, inventory, and accounts payable (A/P) for government compliance and safety issues. Also, the manufacturer must be able to trace products in order to manage dating of inventory lot control and the amount of inventory available at the distribution level. Furthermore, there are government and regulatory concerns that deal with the nature of the materials, as there may be a controlled substance with specific shipping, handling, and storage regulations. Or, the manufacturing process may emit hazardous by-products. Or, there may be logistical concerns within the manufacturing process itself.

3. QA module and flexible formula adjustments
A process industry ERP system must also have a formulation-balancing operation based on the premise that the QA group tests random samplings of production batches. The system needs the ability to adjust, through a program logic control (PLC) interface, any variations in materials used and external factors such as humidity, temperature, cool-down speeds, etc. Also, the material flow and consumption is recorded back into the ERP system. The system's routing functionalities reflect those capabilities as a requirement or not, depending on the user's specifications.

4. Reworking all co-products and scrap materials
As a result of manufacturing processes, residual materials (by-products) may be created. These by-products can be collected as waste and reused. This is the case within the plastics industry, for which the collection and re-entry of materials into process creates very specific criteria. In the process industry, due to a continuous production flow operation, the production process generates a theoretical production yield, which may be calculated by the downstream packaging operation as units for case-pack quantities. The residual amount generated from the production process may vary within a percentage point, but in the downstream conversion process, the residual quantities may be aligned to complete full, case-size box quantities. By using flexible formulas, process ERP systems can demonstrate how the residual materials can be reworked from waste back into materials used in production.

5. Supply chain management (SCM)
Collaborative forecasting and planning are essential features of the process industry ERP system, especially for the automotive and consumer products industries. Some the most important functionalities include

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visibility over inventory across the global supply chain
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enterprise-wide planning in the areas of sales and marketing, procurement, and production
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the ability to integrate planning for what-if scenarios
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the ability to benchmark quality and vendor performance issues
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detailed reporting that highlights areas where parameters may be out of scope
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real-time available-to-promise (ATP) information for customer service

6. Process industry costing
The financial system for the process industry must also be able to provide for multiple-level formulas on the same production work order, and for outside processing at subcontract facilities. Given the nature of process industry products, most plants must operate on a continuous basis, which drives maintenance costs up. As a result, maintenance costs usually comprise 30 percent of a process industry plant's operating budget. Thus, an ERP system must integrate with some type of best-of-breed system to meet the requirements of the operation, and with some form of asset management system, which takes into account predictive and preventative maintenance.

ERP System Constraints in the Process Industry

For lack of an available solution designed for their needs, some process manufacturers have attempted to implement an ERP system for discrete manufacturing. As there are several fundamental differences between the operations and practices of process and discrete manufacturing, opting for such a stop-gap measure is not always effective. Process manufacturers have no doubt noted the constraints that are placed on their operations as a result of using a system that was not designed for their needs.

The nature of the process manufacturing business is such that it is difficult to manage inventories and profits. Process manufacturers experience large quantities of finished product in transit and of raw inventory. The products often have low yields with substantial scrap (fine chemicals, pharmaceuticals, or plastics).

Business dynamics is putting demands on ERP systems to help with

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maintaining a lead over competition
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simplifying the product lines
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responding to shorter product life cycles
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providing mass customizations (car options, computer system accessories, etc.)
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complying with regulations compliances

In an attempt to meet these demands, many manufacturers have looked at ways to improve supply chain optimization by re-examining manufacturing processes, relocating closer to markets, and looking at cheaper energy, transportation, and labor. The businesses' needs are such that an ERP system must be powerful enough and diverse enough in functionality to do more than simple process manufacturing.

With ingenuity, many of the raw material manufacturers have turned to vertical market integration, moving from pure process manufacturing to mixed mode. Their factories now produce raw product for industry and sell finished goods by the item (counting). An example is toothpaste, where the finished good is sold by the pallet, case, or individual package. The ERP system must allow manufacturing processes to batch products in order to achieve product consistency (two examples are textiles, with "dye lots and finishing," and bakeries, with oven scheduling, and aerospace, with electroplating, etc.).

That some factors are out of the control of process manufacturing vendors is exemplified by the retail industry. In this industry, the vendor has a many-stop supply chain, and plays a role almost like that of the caboose at the end of a long train.

For example, chain stores track sales at the cash register, and use that information to replenish inventory from branch warehouses. The warehouses get their product from distributors. In the case of multilevel distribution networks, this explosion process percolates upward through the various levels from the retail store to regional warehouses (master warehouse, factory warehouse, etc.). The demand is input to the master production schedule at the level of the manufacturer. The process is not always real-time, meaning that a lot of product is out in the supply chain. This process of upward percolation is most common in the pharmaceutical and retail grocery industries. Since everyone in the supply chain strives to minimize and frequently turn inventory, any ERP system has to manage with these constraints.

SOURCE:http://www.technologyevaluation.com/research/articles/an-analyst-s-view-of-process-industry-smb-challenges-19936/
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Playing Devil’s Advocate with an Innovative Vendor’s “Techies”

The series of articles where Technology Evaluation Centers (TEC) asks vendors to provide their input on a number of market trends has received much attention and reaction from readers and vendors. Infor and IFS were the first to respond (see Two Stalwart Vendors Discuss Market Trends), followed by Progress Software (see Open Platform Provider Answers Questions about the State of the Market), xTuple (see A Semi-open Source Vendor Discusses Market Trends), and The Sage Group (see A Traditional "Local Touch" Leader Espouses a More Global Vision).

As detailed in some of TEC's previous articles, enterprise applications have evolved from mainframes via client/server to service-oriented architecture (SOA) and Web service paradigms (see Architecture Evolution: From Mainframes to Service-oriented Architecture).

According to some of the latest developments, the user interface (UI) has improved and evolved on the server side (i.e., "under the hood"), especially lately. But in any enterprise application, the aim should be to reduce interaction with the system and make it as "lights out" as possible (i.e., reduce human intervention to the maximum degree possible). The only thing users should use the system for is studying the data and making the right decisions (if we don't count the heads-down folks that focus only on capturing transactions).

Then again, the interface should be adapted to the analysis being done. Poor interfaces and the inability to search for the right information are time wasters in business applications. Generally speaking, the best way to users' hearts and minds is via an intuitive UI that helps with the "zero training" and "self-evident applications" themes. The need for agility in business and the ability to continually make the changes in processes to accommodate the demands of the market means that the user ought to have intuitive tools that require minimal system training and re-training.

In evolutionary terms, from character-based "green screens," the next step was a Microsoft Windows-like "fat/rich" graphical user interface (GUI) during the client/server era. Lately, many vendors have been betting on Microsoft Office's familiarity. For instance, Microsoft Dynamics CRM's UI emulates working within Microsoft Outlook, and Duet emulates working in SAP from Microsoft Word, Excel, or Outlook, while Alloy (previously code-named Atlantic project) will emulate working in SAP from IBM Lotus Notes (see Application Giants in Duel—and Duet—for Users' Hearts, Minds… and Wallets). Moreover, Lawson Smart Client leverages a number of common Microsoft Office products (most notably Microsoft Office Groove).

However, the other school of thought is that Microsoft Office is not necessarily the only familiar "inspiration." With the help of interactive tools like Asynchronous Java and XML (AJAX) and JavaScript that provide "richness" to Web applications, Salesforce.com and other software as a service (SaaS) players use the Web browser familiarity to build their UIs. In other words, if a UI resembles Amazon's, Google's, or eBay's Web pages, who needs any formal software training?

Other similar products such as IQMS Smart Page and Smart Search, IFS Enterprise Explorer (IEE, part of the ongoing Project Aurora venture), Microsoft Dynamics Client for Office (DCO), Lawson Smart Office and Enterprise Search, Epicor Productivity Pyramid and Enterprise Search, and Infor MyDay revolve around themes such as role-based portals, contextual analytics, key performance indicators (KPIs), alerts, dashboards, etc.

Below is a list of TEC's recent blog entries that touch on the topic of "vendors trying to win users' minds and hearts."

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May a New Day Begin for Mature Enterprise Applications – Part 2
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Intelligent Manufacturing Systems: Beating the Odds, Mightily – Part 3
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Microsoft's Underlying Platform Parts for Enterprise Applications: Somewhat Explained – Part 3
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Microsoft's Underlying Platform Parts for Enterprise Applications: Somewhat Explained – Part 4

IFS Appeals to Generation "Y"

Sweden-based IFS has surprised us pleasantly by going a step further to provide the familiarity of Apple's iPhone and Google search within the IFS Applications suite.

Who is IFS?

The following information was taken from the recent press release entitled IFS and Saab Sign Strategic Partnership Agreement.

IFS is a public company (OMX STO: IFS) founded in 1983 that develops, supplies, and implements IFS Applications™, a fully integrated, component-based extended ERP suite built on SOA technology.

The company has more than 2,000 customers in 54 countries and focuses on seven main industries: aerospace and defense, utilities and telecom, manufacturing, process industries, automotive, retail and wholesale distribution, and construction contracting and service management. IFS has 2,700 employees and net revenue in 2008 was SKr 2.5 billion [$330 million USD].

IFS straightened its balance sheet and profit and loss (P&L) statements well before the current economic onslaught, which in turn has produced good financial results (against the odds) and fewer layoffs than its competitors.

A few years ago, under the new chief executive officer (CEO) Alastair Sorbie, IFS organized its priorities via a number of wise initiatives. The first priority was to pick its research and development (R&D) battles in several asset-intensive and project-based industries. The idea was to address a number of recent industry trends with new functionality. One example would be to accommodate the new project-focused ways of working or the new business paradigm, with fewer being manufactured by the original equipment manufacturer (OEM) and more being produced via subcontracting and outsourcing—all that while delivering products more frequently.

The capital contract management functionality was another priority for IFS because many organizations develop a product and service according to their contract obligations. Moreover, each contract is managed as a project if it has its own P&L statement. Another particular example is the in-life service and maintenance of an asset; assets are being managed more by the OEM (i.e., the user rents the asset as a service) and less by the actual asset user.

Furthermore, any product endeavors had to be in line with revenues. In some cases, major customers were involved in R&D undertakings and both parties would benefit. For IFS's part, the vendor would end up with an intellectual property for a fraction of R&D costs (if it developed it on its own), while the major customer would have the first-to-market competitive advantage in terms of IFS's functionality.

IFS also decided to selectively rely on partners (resellers) to sell and implement IFS Applications in certain markets. This would include some major customers such as Saab. Partnering with Saab would mean that

Saab's support division, besides using IFS Applications for its internal processes, will also offer its customers various business models that include a broad spectrum of services involving IT and information management. As a result, Saab, as a support integrator in collaboration with IFS, can implement solutions at customer sites, provide the service as an application service provider, or manage the assignment with in the framework of its own internal systems. (See IFS and Saab Sign Strategic Partnership Agreement.)

Finally, being ahead of the SOA curve (due to the way its suite has long been structured as components) has enabled IFS to focus on the user experience (UX) innovation. IFS believes that small- and medium-sized companies can beat the larger competitors (like IFS does against SAP, Oracle, and Microsoft Dynamics) by reacting faster and adopting new and innovative ways of working by learning from iPhone's and Facebook's generation "Y." Usability leads to increased user productivity via intuitive, zero-training, and familiar interfaces such as enterprise search features like Google's Web-based search, but confined within the enterprise data and extended enterprise. IFS was one of the first vendors with the native enterprise application search capabilities, and the other vendors have lately been following suit, including the recently unveiled SAP BusinessObjects Explorer.

For more information on IFS's recent moves and philosophy, see the following TEC articles:

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Why Database-agnostic Enterprise Applications Are on the Way Out
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Is Your Enterprise Application on a Road to Nowhere?
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Blast Past Manufacturing Bottlenecks with Constraint-based Scheduling
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"Once Bitten" Vendor Is Not "Twice Shy" about New Acquisition
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Why Enterprise Application Search Is Crucial to Your ERP System

Instead of giving a ringing endorsement or criticism on IFS's moves and directions, we decided to pose a number of provocative questions to the vendor. The answers were provided by Rick Veague, chief technical officer (CTO) at IFS North America, and Dan Matthews, CTO at IFS AB.


SOURCE:http://www.technologyevaluation.com/research/articles/playing-devil-s-advocate-with-an-innovative-vendor-s-techies-19559/
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Reference Guide to Discrete Manufacturing ERP Software Functions and Features

Reference Guide to Discrete Manufacturing ERP System Functions and Features



1. Financials

General ledger
General ledger keeps centralized charts of accounts and corporate financial balances. It supports all aspects of the business accounting process. In this module, financial accounting transactions are posted, processed, summarized, and reported. It maintains a complete audit trail of transactions and enables individual business units to view their financial information, while parent companies can roll up all business subsidiaries and view the consolidated information.

Accounts Payable (AP)
Accounts payable (AP) schedules bill payments to suppliers and distributors, and keeps accurate information about owed money, due dates, and available discounts. It provides functionality and integration to other areas such as customer service, purchasing, inventory, and manufacturing control. The software should support the following functionality: AP company policies and procedures; suppliers/voucher master data; payment controls; invoice processing and aging analysis; payment processing; journal voucher processing; AP ledger posting; check processing; AP transactions and controls; and AP reporting.

Fixed Assets
Fixed assets manage depreciation and other costs associated with tangible assets such as buildings, property, and equipment. The software should support the following functionality: fixed assets records; asset transactions; asset depreciation; depreciation books; revaluation and interest calculation; and tax reporting.

Cost Accounting
Cost accounting analyzes corporate costs related to overhead, products, and manufacturing orders. It provides a variety of costing approaches such as standard, first-in-first-out (FIFO), last-in-last-out (LIFO), average, target, and activity-based costing (ABC). The software should support the following functionality: cost data; cost allocation definitions; cost allocation process; cost management; cost and sales price calculation; ABC; and ABC tracing and tracking.

Cash Management
Cash management involves the capability of the system to record cash charges or deposits, recording of cash payments and receipts, cash projection reporting, calculation of expected cash uses/sources, current cash availability, etc. It monitors and analyzes cash holdings, financial deals, and investment risks.

Budgeting
Budgeting involves budgetary controls, budget accounting, budget development, and budget allocation. The software should provide sufficient tools to enable detailed budget development and analysis. Additional functionality should be available to integrate with project management software applications, either natively or with external interfaces.

Accounts Receivable (AR)
Accounts receivable (AR) tracks payments due to your company from your customers. It contains tools to control and expedite the receipt of money from the entry of a sales order to posting payments received. The software should support the following functionality: AR company policies and procedures; customers/voucher master data; bill processing and aging analysis; credit management; cash/payment application, receipt processing; journal voucher processing; AR ledger posting; multicurrency accounting and conversions; AR transactions and controls; and AR reporting.

Financial Reporting
Financial reporting enables robust analysis of company performance through delivered reports. These reports allow individual business units to view their financial information, while parent companies can roll up all business subsidiaries and view the consolidated information. Additionally, solutions should provide you generated reporting tools that are easy to use and provide sufficient depth of and access to the financial data to permit comprehensive analysis.

Project Accounting
Project accounting uses financial practices to monitor the schedules and spending of projects process.



2. Human Resources (HR)

Personnel Management
Personnel management automates personnel processes including recruitment, personnel profile, organizational structure, career development and training, reward management, job position and wage profiles, and business travel and vacation allotments. The software should support the following functionality: recruitment management; personnel information and tracking; organizational structuring; job position and salary profile; career development, training and performance management; compensation management; budgeting and cost control; government compliance reporting; expenses management; union information; discipline actions and grievances tracking; and employment history/personnel reporting.

Benefits
Benefits functionality is used to administer a diverse range of benefit plans. Such plans typically cover accidental death and dismemberment (AD&D), disability, life, medical, retirement plans, flexible benefits, and profit sharing plans.

Payroll
Payroll handles accounting and preparation of checks related to employee salaries, wages, and bonuses. The software should support the following functionality: employee payroll profile; earnings and deductions; eligibility controls; user balances; tax deductions and calculation; payroll calculation; payroll and payment processing; check processing and printing; labor distribution and accounting; payroll and regulatory reporting; IRS documentation; security and audit; and automated timesheets.

Employee Self-service
Employee self-service lets workers access their personal information and benefit allocations on-line to manage life events and benefit selections without having to send forms to human resources. The software should also support benefit enrollment programs and new hire initiation.

Employee Metrics
Employee metrics allow HR managers to analyze and report on such variables as staff headcount and movement, workforce planning, absences and leaves, wage and salary costs, competency profiles, and training requirements and histories.

Health and Safety
Health and safety provides the tools to administer compliance with the health and safety regulations, accident and injury reporting, and tracking of lost time by employee.

Workforce Management
Workforce management enables organizations to efficiently plan and organize their labor resources. It helps employers assess part-time employee labor, evaluate and project the contribution from individual employees, track time and expenses, as well as manage contracts.

Training
Training functionality covers the planning and administration of employee training programs, and allows administrators to track training schedules, training budgets, training costs, and more.



3. Manufacturing Management

Product Costing
Product costing analyzes product costs related to overhead, labor, material, and manufacturing costs. It provides a variety of costing approaches such as standard, actual, and average.

Shop Floor Control
Shop floor control is a system for using data from the shop floor to maintain and communicate status information on manufacturing orders and on work centers. Shop floor control can use order control or flow control to monitor material movement through the manufacturing facility.

Field Service and Repairs
Field service and repairs administers installed-base service agreements and checks contracts and warranties when customers call for help.

Production Planning
Production planning performs capacity planning and creates a daily/weekly/monthly production schedule for a company’s manufacturing plants. It involves forecasting, production scheduling, and material planning.

Project Management
Project management monitors costs and work schedules on a project-by-project basis. It usually includes the following sub-modules: project control, project analyzer, project budgeting, project timekeeping, project billings, contract management, and a workflow communicator.

Product Data Management (PDM)
Product data management (PDM) provides the ability to integrate at the engineering level to ensure accurate updated product information. It involves bills of materials and routings creation, and engineering change management. It also provides a consolidated view of the product.

Product/Item Configurator
Planning bill of materials (BOM) applies more to family BOMs (for example, what percentage of PCs with 20 GB, 50 GB or 100 GB drives will we make?). This is important during sales and operations planning, and forecasting phases. A software tool that simplifies order entry by asking which options the customer needs, then applies predefined rules to correctly configure the end products. The configurator populates the attributes of the newly configured item, tests for conflicts, and generates the appropriate BOM, routing, and price based on rules and calculations.



4. Inventory Management

Inventory Management—Online Requirements
Online requirements for inventory management include the ability to view, sort, or run a query and obtain ad hoc reports for different aspects of inventory-related activities, online (including the ability to derive a historical perspective).

Processing Requirements
Processing requirements include the ability to manipulate inventory data online, and to trace and separate stored items based on different criteria.

Data Requirements
Data requirements include the ability to obtain additional detailed item-related information from the inventory master file.

Reporting and Interfacing Requirements for Inventory Management
Reporting and interfacing requirements refer to types and categories of standard inventory reporting functionality as well as the ability to interface to the general ledger (GL) in order to obtain information from the GL and to update GL records.

Locations and Lot Control
Locations and lot control functionality provides you with the ability to create or modify system options related to storage location description, classification, usage, and setup. These parameters can then be linked to specific items and can trigger inventory processing functions.

Forecasting
Forecasting provides you with standard system functionality for deriving purchasing or manufacturing item requirement forecasts along with forecasting parameters and massive data calculation capabilities.

Reservations and Allocations
Reservations and allocations refer to the processes that allow you to link items ordered by a customer with finished items that have already been manufactured or purchased, and that are usually located in a finished goods warehouse. When items are reserved or allocated, no other client can directly use those items, unless they are properly unreserved or unlinked.

Adjusting Inventory
Inventory adjusting functionality allows you to change quantity, storage locations, or any other parameters associated with particular items, via either a manual or a batch process.



5. Purchasing Management

Profile of Suppliers
Functionality for profiling suppliers refers to the system's capability for entering, storing, and retrieving master data information related to suppliers. This may include bank data, preferred payments, shipping conditions, etc. This data is used by the system when transactions with the supplier are generated.

Rating of Suppliers
Functionality for rating suppliers refers to the system's ability to define comparison parameters, and to analyze, compare, and rank suppliers according to performance. The results of supplier comparison can be leveraged when revising existing contracts or when planning new supply contract assignments.

Requisitions and Quotations
Functionality for requisitions and quotations refer to built-in procedures for the creation, processing, and approval of requisitions and requests for quotation (RFQs) that the user organization sends to its existing and prospect suppliers in order to obtain the most favorable prices and supply conditions for procurement.

Purchase Orders
Functionality for purchase orders (POs) provides you with the ability to set up parameters; create, modify, and maintain various types and numbers of purchase orders; and to perform conversions of manufacturing requirements planning (MRP) items and other requirements into purchase orders.

Pricing
Pricing functionality allows you to define, group, and maintain prices for purchasing goods that are further used in purchase orders. It also includes functionality for price discount calculation.

Vendor Contracts and Agreements
Functionality for vendor contracts and agreements allows you to enter, store, and maintain specific information used in contracts with your suppliers and in other supplementary documents.

Management of POs
Functionality for the management of POs allows you to maintain, modify, and close previously created purchase orders. They can also classify items, categorize orders, maintain purchasing history, etc.

Procurement Reporting and Online Reporting
Procurement reporting and online reporting refers to built-in procurement reporting functionality that requires no additional programming or supplementary online reporting tools. All reports can be run online. Reporting information includes purchase order history and tracking, sorting, status reporting, alerts setup, etc., for items received. User-defined report modifications are also included.

Repeat Procurement
Procurement is the process of acquiring the goods and services required by an organization to fulfill its objectives (manufacture products, maintain assets, etc). Depending on the type of resources and their use, the frequency of procurement can vary from very low (as for capital goods) to very high (as for raw materials). This criterion refers to medium- or high-frequency procurement.

Receipts for Procurement
Receipts for procurement refers to the criteria related to the reception of ordered goods from the supplier. Between the moment when goods arrive and the moment when they are physically stored in the warehouse, there are a few factors that need to be taken into consideration, such as the quantity of the good received (Does it correspond to the quantity ordered?); the quality of the goods (Were the goods damaged during transportation or handling? Did perishable goods expire before getting shipped?); and pricing (Did the price of the goods delivered change due to unexpected factors?).

Online Requirements for Purchasing Management
Online tools and portals are increasingly used by organizations for supplier interactions. In order to make communication efficient for both parties, these tools should provide functionality such as information on all available suppliers; the possibility of creating purchase orders with advanced options (e.g., define frequency, define delivery method, define payment methods, etc); collaboration that will allow changes to be easily communicated to suppliers, etc.).

Reporting and Interfacing Requirements for Purchasing Management
In order to track the efficiency of the purchasing department, organizations need to access statistics and reports on what has been ordered compared to what has been received; the quality of the services provided by each supplier; price comparisons between different suppliers, etc. These reports are useful not only for the purchasing department, but also for other departments that depend on goods received, such as production, sales, and accounting.



6. Quality Management

Production Quality Management
Production quality management activities relate to the production process, starting with raw materials or components, and ending with the finished product. Inspections need to be performed at all stages of production flow where the quality of the final product may be altered. Workflows need to be defined in order for you to know when and how to test the quality of the product, and corrective actions need be defined depending on what happens, and when.

Non-production Quality Management
Quality management should start before the production process and end after the finished products are created. Downstream quality management is related to purchasing: companies need to make sure that they receive the best-quality raw materials and components, in the right quantity and on time. Upstream quality management concerns the delivery and shipment processes, including returns, customer service, warranties, etc.

Inventory Quality Management
The quality of the goods in inventory (either received or produced) has an impact on the quality of the final goods or services delivered by your company. If raw materials are damaged during storage or manipulation, the quality of the finished goods created using them will suffer. Also, improper storage of finished goods can damage them before they get shipped to the customer, or delay the delivery process.



7. Sales Management

Online Requirements
Online functionality for sales management allows all types of users (employees, salespeople, customers, partners, etc) to easily perform sales-related activities such as searching for customer information; looking for available products in inventory; creating quotes and orders; managing sales documents; displaying sales history for one or more customers, etc. When these options are available online, all authorized users can access them from a Web browser, without requiring that a special program be installed on their computer.

Reporting and Interfacing Requirements
Reporting for sales management is used to generate statistics about who has ordered what and when; or about how much of the ordered quantity has been shipped, returned, canceled, etc. This functionality provides you with the ability to print invoices, either individually or as a batch (per customer, per product, per date range, etc.). Another important aspect is the ability to generate comparisons between quantities ordered and shipped by the same customer or for the same product in different periods of time (weekly, monthly, yearly, etc) In order to generate these reports, integration with other systems holding sales data is required.

Available-to-Promise (ATP)
Available-to-promise (ATP) refers to the quantity of product that can be ordered without affecting existing orders. In other words, when a certain quantity of a product has been ordered but not yet shipped and paid for, that quantity is reserved and will not be taken into account when another customer orders the same product. For instance, suppose that a product has 100 pieces in stock, but 30 have already been ordered by a customer: the ATP is 70 pieces (100 - 30).

Pricing and Discounting
Pricing and discounting modules help automate the data entry process of your customers’ orders and track the status of orders. It involves order entry, order tracing and status reporting, pricing, and invoicing. It also provides basic functionality for lead tracking, customer information, quote processing, and pricing and rebates.

Customer Service and Returned Goods Handling
Goods may be returned by customers either because of their low quality or simply because the customers do not need the products they received. Depending on the situation, organizations define workflows to accept or reject the returned products. Functionality for customer service and returned good handling include tracking customer complaints, creating and managing documents for returns, and reporting statistics on what has been returned, by whom, for what reason, etc.

Customer Relationship Management and E-commerce Requirements
Customer relationship management (CRM) covers a wide range of functionality, including campaign and leads management, sales force automation, customer service, etc. Most ERP solutions cover basic CRM functionality, including functionality for electronic commerce (online catalogs, Web-based interfaces for orders) and CRM (interfacing with phone systems, personal digital assistants [PDAs], e-mail tools, etc.).

Order Entry
Order entry functionality refers to the ability to create orders manually or automatically, including validation rules (for instance, a US customer should not be able to order goods that are only available in Europe).



8. Product Technology

Architecture
Architecture refers to the framework for organizing the planning and implementation of data resources. It also refers to the way the system is designed and how the components are all connected to one another.

User Interface
User interface refers to the manner in which people access and interact with the software. It includes usability and configurability of the software. The user interface should facilitate the easy operation of the software

Platforms
The platform refers to the framework, both the hardware (e.g., type of processor) and the operating system that allows a computer or set of computers to function. For a compatibility reason, it’s important you pay a special attention to this category.

Application Tools
Application tools are the components that provide the ability for an application or program to work.

Workflow and Document Management
Workflow and document management automate the manual processing of paper. It provides flexible control and supports cooperation on a workflow level, while taking versioning into account.

Reporting
Functionality for reporting refers to technical options for generating and delivering reports.

SaaS and Hosting Options
This category refers to features for software-as-a-service (SaaS) or hosted solutions.


SOURCE:http://www.technologyevaluation.com/research/articles/reference-guide-to-discrete-manufacturing-erp-software-functions-and-features-20587/
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Mid-Market ERP Vendors Doing CRM & SCM In A DIY Fashion Part 1: Recent Announcements

In today's highly competitive environment, providing accurate and up-to-date information on item availability should be critical to a manufacturer's ability to meet customer expectations. Therefore, they must have accurate and timely information to make delivery date promises that can be kept. Frontstep Capacity Promiser, a single site capacity availability engine, provides a way for make-to-order (MTO) manufacturers to promise their customers, at order entry time, a delivery date that can be met. By filling the gap between simple available-to-promise (ATP) applications and robust advanced planning and scheduling (APS) applications, Frontstep Capacity Promiser provides capable-to-promise (CTP) dates based on inventory and capacity without necessarily having the data for manufacturing bills of material (BOM) and routings.

Frontstep Capacity Promiser provides realistic CTP dates that consider manufacturing constraints such as materials, parts production, family production, shift schedules and business priorities. Frontstep Capacity Promiser furthermore provides:

* Real-time availability information based on unallocated inventory, planned supplies and capacity
* Comprehensive constraint representation for accurate availability information
* Integration with different order entry systems
* 24x7 visibility for accurate promise dates for orders entered not only during the day, but also at night or over weekends
* Minimal data entry needs, supported with a simple spreadsheet upload using Microsoft Excel
* Additionally, depending on the customer's requirements, Frontstep Capacity Promiser will report either the date that the requested quantity of an item is available, or the quantity of an item that is available by a requested date.

Frontstep CRM

A day earlier, on March 18, Frontstep announced the release of Frontstep CRM, its new business process-driven customer relationship management (CRM) solution. By providing companies with an integrated view of prospect, customer, product and service information, Frontstep CRM hopes to help companies maximize the value of existing relationships.

Frontstep CRM, built specifically for manufacturers and distributors of discrete products, is a Web-based application that provides a consistent view of customer and order information across the enterprise to improve and extend sales, marketing, and support business processes. Frontstep CRM reportedly goes beyond traditional sales force automation (SFA) and contact management tools and allows organizations to realize the true benefits of CRM with integrated product catalog, configuration, quotation, inventory availability, ordering and support capabilities. Frontstep CRM offers the following traits:

* Cross-departmental access to data - Multiple departments, including sales, customer service, support, and marketing can act as one team by managing complete business processes using common customer and order data.
* Order management - Sales or customer service representatives can search product catalogs, create new orders, leverage previous orders, configure products, and prepare or change quotes, complete with complex pricing and item availability.
* Integrated - Frontstep CRM seamlessly integrates with SyteLine, Frontstep's flagship extended ERP solution, and is also architected to integrate with other ERP and supply chain management (SCM) systems. Frontstep CRM consolidates the information from multiple back-end systems including: customer and product data, product availability, pricing data, estimate and order transactions, and return material authorization (RMA) status information.
* Flexible user interface - User interfaces can be tailored for specific job functions and departments to meet the unique requirements of different organizations. These personalized attributes migrate forward when Frontstep CRM is upgraded.
* Complementary tools - Productivity tools, like Microsoft Outlook and Microsoft Excel, used in sales, marketing and service areas can be leveraged to support current business processes and enhance team effectiveness.

Syspro Group - IMPACT CRM 3.5

Also on March 18, the Syspro Group, a privately held provider of enterprise software for small to medium enterprises (SMEs), with its US headquarters in Costa Mesa, CA (www.sysprousa.com), announced a major new release of IMPACT CRM 3.5, which features numerous system enhancements as well as IMPACT eCRM, an option that enables remote on-line access.

IMPACT CRM is an enterprise software system that enables a business to manage internal resources, customer, supplier and prospect relationships, marketing campaigns, sales opportunities as well as service contracts and incidents within a single, CRM/SRM program. IMPACT CRM is part of Syspro's IMPACT Encore, its flagship ERP solution. In addition to the IMPACT eCRM option, significant new features in IMPACT CRM 3.5 include:

* Business Process Automation -- IMPACT CRM 3.5 features a built-in Process Definition Language (PDL), a new table-based tool for modeling complex business processes. Syspro touts PDL expands the use of IMPACT CRM beyond traditional CRM to true "computer aided management." Using PDL, businesses can, e.g., automate the following functions: Automatically trigger processes; Automatically generate alerts to employees and customers; Automate marketing campaigns; Schedule proactive service calls; Automatically respond to Web-based leads; Run telemarketing scripts; and Automatically follow up on important activities.
* Related Accounts, Activities, Tasks -- A new facility allows the tracking of vertical account relationships (e.g., parent company that owns a subsidiary) and horizontal relationships (e.g., accounts which are referred to/from other accounts.) Activities and tasks can be linked to individual accounts and to "related accounts" on whose behalf the action was, or is to be performed. In addition, users can roll up details of "child" accounts from the record of the "parent" account.
* Interactive Scripting Capabilities -- IMPACT CRM 3.5 permits the easy creation of on-screen, interactive "scripts" for users involved in telemarketing campaigns. These scripts serve as guides and can contain instructional text and user-defined input fields, which can be captured during outgoing or incoming calls. The scripts are available at the push of a button directly from the activity screen.
* Added Microsoft Outlook Integration Features -- IMPACT CRM 3.5 extends Outlook email integration capabilities, while adding task and appointment synchronization. For users of Microsoft Outlook, IMPACT CRM 3.5 will optionally use the MS Outlook email editor for composing emails, making available the full editing, spell check, formatting and other facilities that Outlook provides. The contents of sent email messages are automatically copied as activities in IMPACT CRM. In addition, incoming MS Outlook email messages along with any document attachments can be automatically copied into matching account records. Furthermore, when tasks and appointments are created in IMPACT CRM, an option "Write to Microsoft Outlook," is offered. When this option is engaged, IMPACT CRM will automatically create a copy of the same task or appointment in Microsoft Outlook.
* Extended Customer Service System -- IMPACT CRM 3.5 offers an improved customer service management system that enables organizations to track and proactively support customers through an unlimited number of user-defined service contracts. Among the newly configured features are: Service Queue Management; Enhanced routing system; Simplified escalation system; Automatic triggering of service processes; Inclusion of a roles table; Tracking of user-defined milestones; Embedded RMA tracking; Improved item tracking; Item and serial number searching; Support for multiple service contracts per customer; and User-defined billing parameters.
* Improved Security and System Administration Tools -- IMPACT CRM 3.5 features a new, rights-based security system that enables system administrators to restrict access to any high-level function, specific feature, as well as access to any IMPACT Encore records, down to the field-level. For system administration, a new "merge" tool allows users to merge multiple account records into a single record. Duplicate records are automatically deleted, and all history and transactions associated with the deleted records are moved automatically to the main record. Another new utility enables the transfer of any data to or from any IMPACT CRM database - not just account records. This tool facilitates the transfer of data from other contact managers or customer databases into IMPACT CRM without losing any history or detail. It also eases the copying of specific accounts between IMPACT CRM databases. In addition, IMPACT CRM now includes the newer North American Industry Classification System (NAICS) for classifying business types. Users have the option of loading the entire six-digit set of NAICS codes into the ADAPT business types table.
* Remote User Support -- IMPACT CRM 3.5 introduces a new replication tool to support remotely located employees, including field salespeople and service technicians. For users who do not have Internet access and need to run IMPACT CRM "unplugged" from any network, IMPACT eCRM includes bi-directional database synchronization with the main office. Bi-directional, entity-level synchronization is achieved using Microsoft SQL 2000's database replication feature. The synchronization process can occur via any type of network connection, including LAN, WAN or VPN (over the Internet).

IMPACT eCRM

IMPACT CRM 3.5 also introduces IMPACT eCRM, which enables online collaboration via a browser-based interface into the main CRM database. The Web-based solution is divided into three key "portals," each intended for a specific type of user. Syspro is releasing the portals in two phases. A Mobile Employee Portal and Web Marketing Portal are included in the initial IMPACT eCRM offering, while a Customer Service Portal will be offered in a subsequent release.

The Mobile Employee Portal empowers employees in the field to interface with the IMPACT CRM system in real-time via web-enabled PalmOS, Windows CE equipped mobile devices or standard Web browsers. This technology allows users to instantly access and modify calendars, appointments, tasks, sale opportunities, marketing campaigns and ultimately service tickets.

The Web Marketing Portal automates the web-based lead capture process and provides facilities for linking to existing web forms or creating new ones without the need to write a single line of HTML or Java Script code. When a prospect enters details on a web site, the information is automatically "pulled" into IMPACT eCRM, eliminating duplicate data entry and the need to manually export/import data from a Web server into the CRM database. In addition, the Marketing Portal utilizes IMPACT CRM's built-in PDL to automatically reply to prospective or customers or consumers who submit data via the Web.

A Customer Service Portal, which completes the IMPACT eCRM offering by enabling customer self-service from the Web, is scheduled for release in Q2, 2002 and will be offered free of charge to existing IMPACT CRM customers.

SOURCE:http://www.technologyevaluation.com/research/articles/mid-market-erp-vendors-doing-crm-scm-in-a-diy-fashion-part-1-recent-announcements-16638/
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A Case Study and Tutorial in Using IT Knowledge Based Tools Part 1: Decision Support Discussion

Most business managers, whether vendors, vendor clients or implementers, are unaware of the fundamental capabilities that knowledge based decision support can provide to minimize project risk for all sides of technology utilization. Given that over 90% of IT projects fail on first attempt, according to the Standish Group, more thought and research on the evaluation and selection process is needed. Many of these failures - some 30% - are the direct result of poor selections, and represent upward of $30 billion in wasted investment annually.

On the vendor side, the challenge of educating the potential client of their offerings results in long sales cycles, meticulous and numerous RFI responses, and potential for a mismatch, resulting in projects that can go awry. These failed projects do not bode well for the vendor, since the sales cycle costs can only rise, and their reputation can suffer. Consequences can be more severe for the client where it can, in extreme cases, lead to business failure. For implementers, the issue is similar: having inadequate information for the implementation phase means an inability to properly plan and execute the implementation, or for a consultant to assist the end client in making proper technology decisions. Implementers (which can be internal IT departments as well as consultants) can also find that decision-maker indecision leads to lengthened sales cycles, missed opportunities, and risk of competitive intrusion. The root cause of this indecision is an inability of the implementer to give confidence to the stakeholders of their choice of solution.

All sides need thought and research to build data and process information in a meaningful context, which takes time and costs money for all participants going through the selection process. But without spending time, thought, research and money there is increased business risk to all.

To cut away from this devil-and-the-deep-blue-sea conundrum means looking under the hood of evaluation and selection practices, to determine if there are better ways of moving through them. There is certainly room to ask the fundamental question of whether the current practice of RFI / RFP processes, among other internal organizational procedures, are adequate to the task of selecting complex systems. The record indicates there is much room for improvement.

In essence, for complex selections, the human-machine combination has to work together to drive the solution. Both have to be understood and complement each other in the process. It is easy for the human to be overwhelmed, or simply run out of time, and the machine interface and engine to be inadequate to the task. However, the results must benefit the process if human and machine can function effectively together to process information and avoid the pitfalls of past selection processes.

In the second part of this article, we shall follow a simplified process as an illustration. This method was used by the author to conduct the selection on a personal device assistant (PDA). Though a PDA is far less complex than an ERP system, processes and procedures enabling narrowing down of solutions, and avoiding dissatisfaction, while taking on assessed risks, are part of the process embedded in Knowledge Based Selection methods.

About This Note: This is a two part note with Part 1 containing a discussion of the use of an IT Knowledge Based selection tool as part of a Decision Support System selection process. Part 2 is a tutorial which illustrates using such a system to select the personal device assistant (PDA).

Overview of Decision Support System

Traditionally, DSSs (Decision Support Systems) have largely been used for internal corporate support. However, there is a growing trend to combine DSS and knowledge bases for product and project evaluation that can benefit all sides, leading to a methodology called Knowledge Based Selection. Getting the methods and the technology right is important. This is the main focus of TECs value proposition through its research and tools development programs.

Maximizing the benefits from using knowledge driven selection processes requires two key components: accurate data and a clear process enabling stakeholders to navigate through the data to get to a solution. If the system provides these capabilities, the benefits can include:

1. Narrowing products down to a shortlist. Vendors benefit from not pursuing unfruitful clients, and clients benefit because the short list is usually reduced to a manageable size

2. Entering the end client business scenario early on enables a better fit and more rapid narrowing of product match

3. Identification of issues and negotiation perspectives are brought to the front, enabling more efficient and productive negotiations

4. Enabling the construction of scenarios and measuring scenario performance to reach the final decision

5. Building confidence in the decision among the client team

6. Building buy-in to a decision at the client site, easing political obstacles to the selection

7. Enabling the solution implementers to be better aware of the challenges

8. Enabling vendors to be aware of product gaps with client needs

9. Enabling expectations of the implementation results to be realistic

10. Enable better implementation planning

11. Creating a more reliable and realistic outcome

12. Enable future project discussions between the vendor and client to be processed more effectively, since past data is intact and in a form that is reusable and can be updated easily.

The result of the exercise is a decision in which the business risk is minimized and stakeholders have reached consensus, and mutual understanding in the minimum time. Implementers are more thoroughly aware of the issues they face, and the vendor has a better customer relationship as a result, leading to potentially more future business.

Knowledge Based Selection is a Tool

The last thing a knowledge based selection method does is to make the decision for you. It is a tool that is part of a process, not the complete process. However, it can be a very revealing component essential in the overall quality of the result. The method consists of ways to rationally input information, and then to evaluate the information according to the value requirements of the stakeholders. Hence a component in the mix is a knowledge base to store information, and an evaluation engine then enables the stakeholders to navigate through it and estimate each solution's value and risk in the context of stakeholder requirements.

Intrinsic processes within the evaluation engine must enable at least five things:

1. Enable the inclusion of the value proposition to the end user

2. Enable a narrowing down to a few solutions with high probability of delivering core technology

3. Highlight the differences among the lead solutions to better understand the business tradeoffs that may have to be made

4. Enable a better and deeper understanding of the selected solution

5. Give confidence that the selected solution will meet at least minimum needs

Over the past few years, many decision support tools and systems (DSSs) have appeared on the Internet. In IT, most of these are based on 'value trees'. Value trees are intended to accurately measure the degree of worth of a solution to a business case, and if done correctly, will reflect the value proposition of a solution to the required solution. From the science perspective, most online DSS systems are simple and rarely provide the insight needed in making major decisions, suffering from at least one of five major flaws in IT solutions selection:

1. Methodologies do not adequately represent the value propositions that need to be met for each business case.

2. The depth of information (content) is inadequate.

3. The processing is done from a features and functions level, not a business objectives and required capabilities level

4. The processes to uncover and make sense of content are inadequate.

5. Vendor client match methods lacks appropriate internal processes. This often leaves many good niche players swamped by larger organizations who can claim they 'do everything': niche players do some things very well, and generally should be considered in particular business scenarios.

In essence, the human-machine combination has to work together to drive the solution. Both have to be understood and complement each other in the process. It is easy for the human to be overwhelmed, or simply run out of time, and the machine interface and engine to be inadequate to the task. However, the results must benefit the process if human and machine can function effectively together to process information and avoid the pitfalls of past selection processes.

SOURCE:http://www.technologyevaluation.com/research/articles/a-case-study-and-tutorial-in-using-it-knowledge-based-tools-part-1-decision-support-discussion-16387/
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'Collaborative Commerce': ERP, CRM, e-Proc, and SCM Unite! A Series Study: Oracle

ERP came of age. Everyone had to have the functionality ERP packages promised. Since then, as Web and Internet technologies have matured, CRM packages on the front end, and e-Procurement and Supply Chain Management packages on the back end, these packages have come into their own.

Now in 2001, the catchphrase is "Collaborative Commerce," where we unite all of the above elements into one coherent system within and between organizations. This is the Big Kahuna, the zero latency, fully transparent, 360 degree exposure that is the stuff systems integrators dream of. Is it here? Are the technologies mature enough? Simple enough?

This, the fifth in a series of articles on Collaborative Commerce (C-Commerce), takes a look at Oracle's vision of C-Commerce, a vision which some may consider expansive but myopic by nature.

Oracle's Database: Blurring the Lines Between Database and Application

Oracle has always been known for its robust database solutions, and less well-known for its suite of applications which, up until version 8i (released in March of 1999) was, in its most stable form, text-based, dumb-terminal style. Oracle made haphazard efforts in the mid 90's to bring its applications (primarily ERP - Financials, Manufacturing, and Logistics) to the browser, but its solutions were buggy, difficult to use, and often didn't match the feature and functionality set of its text-based brethren.

March 1999 saw the introduction of Oracle 8i ("i", for Internet) database, Oracle's first serious push toward web-oriented functionality. What was interesting from the start was how Oracle has chosen to define its functionality set for its products. Oracle 8i RDBMS extended Oracle's technology in the areas of data management, transaction processing, and data warehousing. Built directly inside the database, Internet features such as Java Server, an "Internet" File System, Internet Directory services, and Internet Security allowed companies to build Internet applications while blurring the definition of what a "database" means and represents.

In June 2001, Oracle introduced Oracle 9i, which further extended the database's functionality, and, as well, continued to blur the lines between database and application. Oracle 9i includes something they call Real Application Clusters, which enables multiple copies of the Oracle 9i database to be instantiated across multiple servers, acting as a single database in a cluster, for considerable performance improvement. Customers can add computers to the cluster, and the database software transparently adapts to utilize the new computing resources, significantly improving application scalability and availability without forcing the customer to modify their applications.

In addition to Oracle9i Real Application Clusters, other new key features of Oracle9i included improved database availability, functionality, enhanced security capabilities, and a more complete and integrated infrastructure for building business intelligence applications, with built-in capabilities for Data Warehousing, Extraction, Transformation, and Loading (ETL), OnLine Analytic Processing (OLAP), and data mining.

Oracle's Application Server: 9iAS Provides More Functionality at the Middle Tier

In June 2000, Oracle 8iAS Internet Application Server was introduced. Oracle billed 8iAS as "an open software platform for developing, deploying and managing distributed Internet software application programs."

Further refining and defining the Application Server functionality, Oracle released Oracle 9iAS Internet Application Server in October of 2000. 9iAS includes J2EE (Java 2 Enterprise Edition), XML, and JDBC support, as well as new caching technology. But it goes considerably beyond that, by including the following components:

* Oracle 9iAS Personalization- Provides the ability to personalize the customer web experience based on various criteria, for "true 1:1 marketing."

* Oracle 9iAS Portal - For customers, employees, and partners. Portal sites are assembled using portlets, which are reusable interface components that provide access to Web-based resources such as applications, business intelligence reports, syndicated content feeds, hosted software services or other resources.

* Oracle 9iAS Wireless - Provides wireless (including voice) access to Oracle applications.

* Oracle 9iAS Business Flows - Provides facilities for notifications, alerts, and escalations.

* Oracle 9iAS Email - A simple email handling package.

* Oracle 9iAS Unified Messaging - Provides multi-channel support (phone, web, fax, email).

Oracle E-Business Suite: The Top Layer

Oracle E-Business Suite Release 11i has been on the market for about a year. It integrates CRM, ERP, and SCM functionality components to the point where Oracle feels it can claim that it is "the only company to offer a fully integrated suite of business applications, managing the entire business cycle on a global basis and solving end to end business problems." Oracle breaks out E-Business Suite Release 11i in the following categories:

1. Business to Business
Enables trading Partners, through Oracle Exchange, a B2B Marketplace, to share data in the supply chain and product development processes.

2. Business Intelligence
Oracle lists Business Intelligence as part of the E-Business Suite, but the functionality is actually part of their 9i database. Take note that their literature says their business intelligence solution is "fully integrated with," but not part of, the E-Business Suite.

3. CRM
* Oracle Marketing - Campaign and events management.

* Sales - Direct-, Tele-, and Web-sales, as well as Incentive Planning.

* Service - Customer support, field service, depot repair.

* Contracts - Contract maintenance, in support of Sales.

* e-Commerce - Internet marketing, selling, and servicing. Includes Storefront functionality as well as Product Configuration.

* Oracle Interaction Center - multi-channel incoming support. Again note that, though this is listed under Oracle E-Business Suite, this functionality is actually provided in Oracle's 9i Application Server.

* Business Intelligence - Listed once again, and again, actually part of the 9i database.

4. Financials
Classic AP/AR , GL.

5. Oracle HRMS
Workforce intelligence and analysis, Payroll, Self-service.

6. Projects
Activity and Project based decision-making and analysis.

7. Verticals

* Aerospace and Defense

* Communications and Media

* Consumer Sector / Retail Financial Services / Banking

* Utilities

Oracle's Multiple Tier Approach: Confused Yet?

Basically, you need to buy all three products, Oracle Database, Oracle Application Server, and Oracle E-Business Suite, to have Oracle's complete C-Commerce solution. Oracle has split functionality that other companies include strictly at the application layer, across their three layers. Oracle, and Oracle alone, can do this; no one else in the marketplace has all three platforms across which to spread functionality.

SOURCE:http://www.technologyevaluation.com/research/articles/collaborative-commerce-erp-crm-e-proc-and-scm-unite-a-series-study-oracle-16520/