Search Results for: consulting-firm

Marketing

The Small Vendor Versus Large Software Vendor Marketing Strategy
ByPrimary Researcher June 23, 2021June 24, 2021

… even a single product. This normally means increasingly marginal products are forced into the account based on some fallacious logic, such as the integration to the new marginal product will be eased.
Small vendors cannot play this game. First, the small vendor cannot obtain a recommendation from the major IT consulting firms because they are already spoken for. This is addressed in the Chapter: The Pitfalls of Partnering With Consulting Firms.
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The Necessity of Lower Cost of Sales for Smaller Vendors
Small software vendors need a shorter sales cycle because they do not make enormous sums from …

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Marketing

The Problems Smaller Software Vendors Run Into Trying to Leverage IT Media
ByPrimary Researcher June 23, 2021July 4, 2021

Executive Summary

Software vendors make frequent mistakes in their marketing.
We cover some of the major ones in this article.

Introduction
IT media is more concentrated than in the nation’s history. This poses problems for small vendors in obtaining fair coverage.
Our References for This Article
If you want to see our references for this article and other related Brightwork articles, see this link.
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Mistakes
A listing of the mistakes I have witnessed by software vendors and consulting firms would take a while to describe in full.
However, a few examples include the following.

Believing marketing …

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Marketing

The Problems Smaller Software Vendors Run Into Trying to Leverage IT Analysts
ByPrimary Researcher June 23, 2021June 24, 2021

Executive Summary

Software vendors make frequent mistakes in their marketing.
We cover some of the major ones in this article.

Introduction
This article explains the complications in leveraging IT analysts for smaller vendors.
Our References for This Article
If you want to see our references for this article and other related Brightwork articles, see this link.
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History of Witnessing Software Vendors
A listing of the mistakes I have witnessed by software vendors and consulting firms would take a while to describe in full. However, a few examples include.

Believing marketing companies that obtain hits on social media …

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Banking

Public Private Partnerships (PPP) and Privatization
ByPrimary Researcher June 17, 2021May 6, 2022

… consulting firms like McKinsey promote PPPs, pretending they do not have enormous conflicts of interest, as do private banking interest organization like the Word Economic Forum (WEF), which hides that it is a cat’s paw of international banking. “These public bodies sponsor a stream of publications and advice from international consultancy, accountancy and legal firms, such as McKinsey and PWC. These consultancies themselves make further profits from legal and consultancy work arising from the complex contractual processes involved in PPPs.” – Why PPs Don’t Work. This is an example of the finding of a paper by the WEF …

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Research Topics

How Microsoft Somehow Compensated NIST to Write Fake Research on Linux Security
ByPrimary Researcher February 24, 2021October 13, 2021

… We better check the NIST websites for what they think on this topic.
The US should have a US Government research entity that focuses on information technology, but NIST is not it. There are enormous opportunities to publish important work that would contradict the marketing drivel of software vendors and consulting firms. However, these interests would not allow such an independent entity. SAP would like everyone to get their information from The Hasso Plattner Institute (a real thing incidentally). Larry Ellison has yet to create his “institute,” but it can’t be far off. At this institute, you will learn …

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Comments

Comments on Brightwork Articles on DDMRP
ByPrimary Researcher February 15, 2021March 15, 2021

… books and recently visited a company near ours that implemented it, but still I have many of the doubts I had before and that you expressed in your article. I am now wondering if after those years and all the “hype” around it, you still have the same doubts (as I still have) and if you can share yr opinion about the topic.
Answering Second Part of The Question #2
You may or may not know that a lot of what I do is evaluate hype by software vendors and consulting firms. I noticed about DDMRP proponents that they made

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TCO Info Articles

Our Evaluation of the Information Quality Level on ERP ROI from Google Search Results
ByPrimary Researcher January 20, 2021March 15, 2021

… the installation of software.
Right. This means that Y2K, and an overblown Y2K fear, which was stoked by software vendors and consulting firms, as we cover in the article How ERP Vendors Deliberately Exaggerated the Y2K Issue, was used to scare companies into buying ERP systems. Many academics’ voices stated that the Y2K issue was being overblown, but industry drowned out those voices.
Overall, this was our highest scored article. It was refreshing to read an article on ERP ROI that was not simply trying to sugarcoat the topic.
Article #7: Acumatica’s ERP ROI Calculator How to Get …

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TCO Info Articles

What Do Popular Articles on Software ROI Leave Out on ROI?
ByPrimary Researcher January 20, 2021March 15, 2021

… Estimating ROI?
It is often vendors offering ROI estimations to customers and prospects, but this is extremely problematic as they are trying to sell software. ROI estimations made by consulting firms are not better as they are typically angling for systems implementation’s consulting business.
ROI Missing Item #4: Lack of Specificity as to What and How to Measure the ROI
Most of the articles were written with minimal effort and appeared to be designed for the company to have an article, but without putting much time into effort into the topic of ROI.
It’s very easy to …

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TCO Info Articles

Who Are the Usual Suspects Providing False Information on Software TCO?
ByPrimary Researcher January 18, 2021March 15, 2021

… calculation. Mostly they do not advance TCO, but simply declare its importance. Low

Gartner Pushes software buyers to the highest TCO solutions. Generally does not get into TCO quantification. Medium (With buyers)

Forrester Has produced some of the worst TCO calculations that we have reviewed. Unclear

IT Media Normally allows consulting firms to simply state the importance of TCO. The journalist typically does no attempt to contribute in any way to TCO. IT media articles typically rely on consulting firms without having anyway of verifying the information they are provided. Unclear

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Conclusion

The collective energies …

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TCO Info Articles

Software Vendors Often Want TCO Estimation, But Not Willing to Invest the Time To Perform The Analysis
ByPrimary Researcher January 16, 2021March 15, 2021

… not fully researched, what is the validity of the TCO calculation?

I have never come across a software vendor that was also good at research. They also do not employ researchers.
Getting Research and TCO Estimation from Ex Strategy Consultants?
The closest they have to these type of people are strategy consultants who have performed estimation, but who only know how to reverse engineer a conclusion and find the data that fits to support this conclusion. This is how strategy consulting firms work, and why no report by McKinsey has any validity. These are simply not research organizations, and …

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