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The Customer-Focused Business Care

The Customer-Focused Business Care

Craig LeClair
Copyright: © 2005 |Pages: 23
ISBN13: 9781591408055|ISBN10: 1591408059|EISBN13: 9781591406013
DOI: 10.4018/978-1-59140-805-5.ch006
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MLA

Craig Le Clair. "The Customer-Focused Business Care." How to Succeed in the Enterprise Software Market, IGI Global, 2005, pp.106-128. https://doi.org/10.4018/978-1-59140-805-5.ch006

APA

C. Le Clair (2005). The Customer-Focused Business Care. IGI Global. https://doi.org/10.4018/978-1-59140-805-5.ch006

Chicago

Craig Le Clair. "The Customer-Focused Business Care." In How to Succeed in the Enterprise Software Market. Hershey, PA: IGI Global, 2005. https://doi.org/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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