In consumer markets, prices are transparent. Anyone wanting to know the price of a good or service, competitors and prospective customers alike, can easily call for a price quote or look-up the list price. In contrast, prices are opaque in many business markets. Even in markets where price lists are available, the practice of discounting…

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Advocates of efficient market theories claim that all relevant information concerning a stock is included in the price. This may be true with respect to financial markets, but other markets require far more information than price in order to function. The success of buyers and sellers in transacting information affects the ability of market participants…

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The US is home to 294 million individuals living in 105 million households and working at 21 million businesses plus a number of government agencies. 70% of the businesses are sole proprietorships leaving under 6 million companies with more than one employee. Simply comparing the potential market size of the entire consumer base versus the…

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Are marketing ideas and practices from consumer markets readily applicable to business markets? Should we expect an expert consumer marketer to also be a high-performing business marketer? Clearly, the goal in consumer and business marketing is shared: to create customers and capture profitable revenues. But does a shared goal imply that the strategies and tactics…

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Datamatic seeks a beachhead in Commercial and Industrial (C&I) interval meter data collection and processing with CommSTAR, a product focused on matching industry trends. Will this one-product market be receptive to their entry? We investigate the CommSTAR solution (www.datamatic.com) and the resulting prospects for successful market entry in this highly specialized market. Background In the…

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Itron’s MV-90 meter data collection and processing application has had an unrivaled market presence in North America. Recently, a new entrant has chosen to challenge their dominance. Many factors indicate that Itron can defend their dominant market share, yet can one product meet all customer demands? We investigate the MV-90 solution (www.itron.com ), its evolution,…

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Preface Your financial business infrastructure needs to be made aware of the SOA “role” of its Internal Auditor, who has primary responsibilities of gathering, reviewing and analyzing its financial papers, as it relates to approvals or detailed reasons of disapproval. Here lies the beginning of internal control of financial reporting, as it interfaces with Section…

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