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Douglas McWhirter


Articles By Douglas McWhirter
Knowledge Impact's CEO wants to teach you a thing or two about CRM.
Posted 28 Dec 2001 [January 2002 Issue]
Kana's CEO takes on the CRM big boys.
Posted 24 Nov 2001 [December 2001 Issue]
A close look at middleware -- what it is, how you get it, and most importantly, why today's companies need it.
Posted 06 Nov 2001
The CEO of White Pajama champions hosted CRM.
Posted 29 Oct 2001 [November 2001 Issue]
For the CEO of Acxiom, the business software industry is just another race to be won.
Posted 29 Oct 2001 [November 2001 Issue]
You arrive for five days of skiing in the Canadian Rockies, at a lodge managed by Intrawest Corp., one of the largest vacation resort operators in North America. It's peak season, and with the slopes as busy as anthills, you anticipate long lines for ski rentals, lift tickets and other resort services, but hey, the snow is deep and the sky is blue. Waiting in line is the price you pay this time of year.
Posted 17 Oct 2001
In the increasingly busy intersection where business data collides, middleware is the traffic cop that will direct your enterprise data to ROI Avenue.
Posted 02 Oct 2001 [October 2001 Issue]
Just two years ago PeopleSoft was dismissed as "struggling" or "lost." But it has charged back with PeopleSoft 8 CRM, a Web-architected enterprise solution featuring a new CRM component. And the competition is getting more than a little nervous. How nervous? Let's just say that the war rooms across Silicon Valley are open 24/7.
Posted 31 Aug 2001
The CEO of Applix strikes gold with CRM analytics.
Posted 22 Aug 2001 [September 2001 Issue]
The latest phrase to dance on industry lips is Demand Chain Management, a term which is, depending on your needs, either the next round of meaningless marketing jargon or a futuristic, well-thought-out approach to business.
Posted 14 Aug 2001
E-merchants hoping to use CRM technologies to improve that vitally important customer touch point, the contact center, beware: In their current state, many contact center functions may serve only to drive online customers away. And who among us cannot sympathize with these disgruntled customers.
Posted 14 Aug 2001
CRM stands poised to take B2B e-marketplace transactions to new levels of collaboration and efficiency. But will marketplaces embrace a new way of doing business?
Posted 19 Jul 2001 [August 2001 Issue]
With its release of PeopleSoft 8 CRM, the Lazarus of Silicon Valley reenters the major leagues.
Posted 19 Jul 2001 [August 2001 Issue]
Kurt Eichenwald's new book looks at what happened when a high-profile company declared war on its own customers
Posted 06 Jul 2001
The Internet-related death of a home delivery institution sends Hollywood alcoholics into spasms of grief.
Posted 20 Jun 2001 [July 2001 Issue]
What happens when one of America's largest, richest corporations declares war on its own customers? Read on...
Posted 22 May 2001 [June 2001 Issue]
Posted 16 May 2001 [September 1999 Issue]
The president of Nortel eBusiness Solutions gets the job done right.
Posted 25 Apr 2001 [May 2001 Issue]
From unicycles to the Internet, the head of Cisco's Customer Contact Business Unit pushes the entrepreneurial envelope.
Posted 25 Apr 2001 [May 2001 Issue]
What, if anything, can make George W. Bush seem like something other than an election-stealin' doofus? The answer: CRM, of course.
Posted 01 Mar 2001 [March 2001 Issue]
ASP United Messaging finds help through another ASP, Done.com, to implement a collaborative workflow solution with strong accountability.
Posted 02 Jan 2001
Are you comfortable turning over your customer information to strangers?
Posted 20 Dec 2000 [January 2001 Issue]
During the year 2000, profits and potential soar as the CRM industry races to define itself and its future.
Posted 21 Nov 2000 [December 2000 Issue]
A look at how B2B farming-oriented Web sites are trying to change the way the very traditional agricultural industry does business.
Posted 26 Oct 2000
Can lawsuits by victims of botched software implementations hold vendors and consultants to a higher standard?
Posted 25 Oct 2000 [November 2000 Issue]
Vertical industries ignore traditional rivalries and rush to establish online markets.
Posted 24 Oct 2000 [November 2000 Issue]
A former dot commie reflects on the hard lessons of the Internet gold rush.
Posted 27 Sep 2000 [October 2000 Issue]
A look at how the automobile industry has embraced the Internet--and radically changed the way it does business.
Posted 01 Sep 2000
Will the latest crop of B2B farming-oriented Web sites change the way the agricultural industry does business, or will these initiatives die on the vine?
Posted 28 Aug 2000 [September 2000 Issue]
Looking back over the past year of alliances, record-breaking revenues and continuing red ink, there is little doubt that significant changes are still in store for the CRM marketplace.
Posted 20 Jun 2000
The ability to provide millions of small businesses with sales and marketing automation solutions via the Web at rock-bottom prices has sparked new interest in the low end of the CRM market. Several companies are now aggressively staking out this market with Web-hosted, basic function offerings designed specifically for the needs of small companies with small budgets.
Posted 17 Apr 2000
Will your CRM vendor be around in five years? Ask those who invest in CRM companies for a living: venture capitalists.
Posted 01 Jan 2000 [September 1999 Issue]
Give your sales reps the CRM tools they really need.
Posted 01 Jan 2000 [July 1999 Issue]
The language of technology isn't exactly poetry. In fact, it isn't even English.
Posted 01 Jan 2000 [August 1999 Issue]
SalesAutopsy.com wants salespeople to feel better. It also wants their money.
Posted 01 Jan 2000 [December 1999 Issue]
Which SFA technology is right for your company? Try asking the people who will use it.
Posted 01 Jan 2000 [October 1999 Issue]
Posted 01 Jan 2000 [July 1999 Issue]
Posted 01 Jan 2000 [August 1999 Issue]
In 1999, the CRM industry continued its long march toward consolidation.
Posted 01 Jan 2000 [December 1999 Issue]
Is marketing automation a legitimate industry or an Internet-based free-for-all or both?
Posted 01 Jan 2000 [November 1999 Issue]
When your CRM vendor goes public, will the brains behind the company cash out and leave customers high and dry?
Posted 01 Jan 2000 [October 1999 Issue]
Is the Bendata/GoldMine merger a match made in heaven, or a marriage of convenience?
Posted 01 Jan 2000 [July 1999 Issue]
During the past year, CRM software maker Vantive Corp. suffered bruising managerial upheaval, lackluster earnings and plummeting stock values. In the wake of such tumult, industry observers think Thomas L. Thomas, the man Vantive's beleaguered board recently hired to resuscitate the company, has his work cut out for him.
Posted 01 Jan 2000 [July 1999 Issue]
Diebold and Naviant turn ATMs into sellers.
Posted 01 Jan 2000 [August 1999 Issue]
Siebel Systems CEO Tom Siebel sizes up the market, his new management team and the competition (or lack thereof).
Posted 01 Jan 2000 [August 1999 Issue]
SalesLogix and IBM join forces in the emerging ASP market. That's a smart move...isn't it?
Posted 01 Jan 2000 [September 1999 Issue]
Despite their interest, companies keep CRM at arm's length.
Posted 01 Jan 2000 [September 1999 Issue]
Is the overlooked low-end market viable? More and more CRM vendors seem to think it is.
Posted 01 Jan 2000 [December 1999 Issue]
Vantive's new CEO Tom Thomas talks about the past, the present and the future of the company he calls "the most undervalued game in town."
Posted 01 Jan 2000 [October 1999 Issue]
With their acquisitions of Clarify and Vantive, Nortel and PeopleSoft dive into uncharted waters.
Posted 01 Jan 2000 [January 2000 Issue]
SAP sues Siebel over alleged "poaching." Then there's that chocolate thing, too...
Posted 01 Jan 2000 [January 2000 Issue]
Attune imposes order on marketing campaign chaos.
Posted 01 Jan 2000 [January 2000 Issue]
To compete against Bank of America, Bayshore National Bank trains its employees to sell-and gives them the CRM tools they need to close the deal.
Posted 01 Jan 2000 [August 1999 Issue]
Looking for a summer escape...or competitive advantage? Our panel of CRM experts reviews the latest and greatest business technology books.
Posted 01 Aug 1999 [August 1999 Issue]
 
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