Table of Contents
Preface
................................................................................................................
1
Chapter One: Executive Summary
.....................................................................
3
Identifying Best Practices in Sell-Side/Demand Chain Management
.............3
The Demand-Driven Seller Must Empower the
Buyer....................................3
Sell-Side/Demand Chain Management
Landscape........................................5
Identifying Sell-Side/DCM
Best
Practices.......................................................8
Chapter
Two: Summary of
Findings.................................................................
10
A Dozen Drivers of
Success.........................................................................10
Other
Key Findings and
Observations..........................................................14
Enterprises
Increase Their Focus on Web-Enabling
Their Sales Channels; Much Work Remains
to Be Done.......................14
Enterprises Embrace a Common Commerce
Platform ..........................16
Tighter Focus on Inventory Management
..............................................18
Overview of Returns by DCM
Category .......................................................19
Chapter
Three: Market Definition and Dynamics
............................................... 24
The Sell-Side and CRM:
Convergence or Collision? .............................24
Chapter Four:
Supplier
Profiles..........................................................................
31
Full Degree: Orchestrating Multichannel Product Information
Management
Is the WayToBe Customer-Centric
.........................................32
Aqueduct, Inc.: Channeling
Sharp’s Aftermarket Goods
and Current Product Information to Downstream
Customers.......................39
Extinguishing the Flames of Order
Management and ERP Integration:
HAHT Passes MSA’s Smell Test
..................................................................46
Omaha
Steaks and eOneGroup: Delivering Premium E-commerce
from the Heartland of
America......................................................................54
Size
Really Does Matter: Staples and IBM Secure More Cost-Effective
Customer Order
Flows
.................................................................................60
Ironside
Rigs Tighter Order Processing Flows
for Day-Brite Capri
Omega...........................................................................65
Author
Profile.....................................................................................................
72
Appendix A: Lexicon of Acronyms and Abbreviations
........................................ 73
