Archive for March 2004
Metering Billing CRM/CIS Americas
The Metering Billing CRM/CIS Americas 2004 conference organized by Spintelligent was distinguished by a depth of information provided through speaker sessions, development of professional relations created during refreshment breaks, and identification of opportunities and possibilities through the matching of needs. Entering with the voice of reason, Compos Mentis clarified the importance of this meeting and…
Read MoreBlood Lust over AMR
In spurts and fits, industries change rapidly. The conversations and sessions at the recent Metering Billing CRM/CIS Americas 2004 organized by Spintelligent once again indicated how fast this industry is evolving. The opening session kicked off a fury of concerns over who would be paying for the deployment of Automatic Meter Reading (AMR) and Demand…
Read MoreWhere are you going CIS?
The Utilities Customer Information System (CIS) industry appeared to be in a funk at The Metering Billing CRM/CIS Americas 2004 Conference. In many ways, this industry is tracking with that of the CRM and ERP industry cohorts. Worrisome Market Prospects Even during the Pre-conference Executive Workshop presented by Warren B. Causey, Ltd, it became suspect…
Read MorePinpointing that Center of Value in AMR
Several speakers at The Metering Billing CRM/CIS Americas 2004 Conference had thoughts about the origin of the value in this industry, but the fun of it was that each speaker had a slightly different take on the subject. Consider the following quotes. Ross Malme, President of PLMA, stated the “product isn’t the meter, the product…
Read MoreRelationships vs. Deliverables
Which drives revenue success, the ability to forge strong customer relationships or the ability to create a compelling products and services? Not long ago, a noted speaker at the Chicago Business Marketing Association claimed that in business markets, relationships drive everything. In support of this claim, informal discussions with sales and marketing executives in a…
Read MoreUnderstanding the Fundamentals of Managed Availability
The amount of data at our disposal can only be described as fantastic, increasing dramatically every day, as does the degree to which we depend on it. But data without applications and systems are but 1s and 0s on magnetic media. Integrate the pieces and you have information. Information is an asset. It is powerful,…
Read MoreThe Case for Price Discrimination
It is a simple fact: different customers will place different values on your offering. Some will greatly value your product or service while others will value it less. There is little to profit in driving all customers towards a homogeneous demand level, but there is much to profit in taking advantage of the heterogeneity in…
Read MoreThe Licensing Model
In an earlier edition of The Wiglaf Journal Bob Brill and Carmen Patti, of Patti and Brill LLC, discussed the key role of the patent attorney in defining effective patent claims and prosecuting the patent application for a new and innovative development. They also introduced the concept of commercializing patented inventions by licensing. In this…
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