Checklist for capitalizing on customer movement to outsourcing

Article Abstract:

Marketers of information technology products must have an effective plan to woo outsourcing firms. Arrangements must be customized to the needs of the outourcing providers. Constant evaluation of support services may be provided. Value-added resellers, systems integrators and and outsourcing providers may be asked to contribute to research and development of new products. Sales policies and techniques may also be tailored to the specific needs of the outsourcing providers.

Information technology

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Lotus 'Notes' outsourcing's impact on software sales

Article Abstract:

Lotus Development Corp's marketing strategies now focus on the growing outsourcing trend. It has devoted more efforts into its Notes software, a workgroup computing program. Lotus is trying to modify its traditional reseller contractual agreements with large outsourcing firms like Andersen Consulting and Electronic Data Systems Corp. The software company is coordinating its Notes product development with systems integrators and outsourcing firms.

Computer integrated systems design, Lotus Development Corp., Lotus Notes 3.0 (Workgroup software)

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SPC sells convenience

Article Abstract:

Software Publishing Corp (SPC) is marketing its new word processing program by offering a free computer mouse for every purchase. However, SPC is really focusing on the user-friendliness of its 'Professional Write' word processing program in its marketing efforts. The free mouse offer serves to draw the attention of the viewer to the main point of the SPC advertisement. Viewers comment on the relatively simple but effective character of the ad.

Analysis, Advertising, Software Publishing Corp. (Teaneck, New Jersey)

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