The Customer-Focused Business Care

The Customer-Focused Business Care

Craig LeClair (ADP Brokerage Services, USA)
Copyright: © 2005 |Pages: 23
DOI: 10.4018/978-1-59140-805-5.ch006
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Abstract

This chapter first describes challenges that software companies face in making a strong business case to prospective customers. These include a history of solutions falling short of projected business case expectations, the customer’s unique perspective of costs and the difficult issue of technology adoption. Secondly, a process for building the software company’s business case in the new era is discussed. The process uses strategic frameworks to estimate and validate strategic objectives. Lastly, we look at a case study of e-docs that developed a unique way to manage unpredictable technology adoption.

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