 |
 To
view PDF files in our library you need an updated version of Adobe® Acrobat® Reader®.
To download
the application click on the image link (to the left) and follow
the steps to download and install the application for free.
|
|
|
|
|
 |
|
 |
| Leveraging the Sales Channel: What Services Marketing Can Do to Improve Sales Productivity |
 |
 |
 |
 |
Document
Type: Update
Pub. Date: February 1, 1998 Ref. Number:
U0013 |
|
|
|
| The Gumby Syndrome: How Reality Pulls Services Marketers Every Which Way But Loose |
|
|
|
|
Document
Type: Update
Pub. Date: January 1, 1998 Ref. Number:
U0012 |
|
|
|
| IT Services Marketing Enters a New Era |
|
|
|
|
Document
Type: Update
Pub. Date: November 1, 1997 Ref. Number:
U0011 |
|
|
|
| NCR Corporation: Building Market Value through a Formal Partnership Process |
|
|
|
|
Document
Type: Case Study
Pub. Date: Ref. Number:
C0012 |
|
|
|
| Sybase, Inc.: Creating an Integrated Sales Approach to Grow the Professional Services Business |
|
|
|
|
Document
Type: Case Study
Pub. Date: October 1, 1997 Ref. Number:
C0011 |
|
|
|
| ROI Based Sales and Marketing |
|
|
|
|
Document
Type: Update
Pub. Date: September 1, 1997 Ref. Number:
U0010 |
|
|
|
| Value Migration in IT Services Marketing, Victor E. Millar, AT&T Solutions |
|
|
|
|
Document
Type: Viewpoint
Pub. Date: Ref. Number:
V0004 |
|
|
|
| Maximizing Customer Loyalty: The Role of Services Marketing |
|
|
 |
|
Document
Type: Focus Report
Pub. Date: August 1, 1997 Ref. Number:
F001 |
|
|
|
| IBM: Managing Customer Relationships as a Disciplined Process |
|
|
|
|
Document
Type: Case Study
Pub. Date: July 1, 1997 Ref. Number:
C0010 |
|
|
|
| ITSMA Introduces the Services Marketing Performance Index |
|
|
|
|
Document
Type: Update
Pub. Date: June 1, 1997 Ref. Number:
U0009 |
|
|
|
| Marketing Services Internally: Highlights from March 1997 Executive Forum |
|
|
|
|
Document
Type: Update
Pub. Date: April 1, 1997 Ref. Number:
U0008 |
|
|
|
| General Electric Medical Systems: Establishing an Ongoing Dialogue with Customers |
|
|
|
|
Document
Type: Case Study
Pub. Date: March 1, 1997 Ref. Number:
C0009 |
|
|
|
| Growing the Services Business |
|
|
|
|
Document
Type: Update
Pub. Date: February 1, 1997 Ref. Number:
U0007 |
|
|
|
| Services Marketing as a Driver of Corporate Strategy, John. R. Harris, EDS Corporation |
|
|
|
|
Document
Type: Viewpoint
Pub. Date: Ref. Number:
V0003 |
|
|
|
| A Discussion of Todays IT Services Challenges Ann M. Livermore, Hewlett-Packard’ |
|
|
|
|
Document
Type: Viewpoint
Pub. Date: December 10, 1996 Ref. Number:
V0002 |
|
|
|
| Part II: IT Services Marketing: One Approach or Many |
|
|
|
|
Document
Type: Update
Pub. Date: November 1, 1996 Ref. Number:
U0006 |
|
|
|
| Part I: IT Services Marketing: One Approach or Many |
|
|
|
|
Document
Type: Update
Pub. Date: October 1, 1996 Ref. Number:
U0005 |
|
|
|
| What Roles Do Services Play? |
|
|
|
|
Document
Type: Update
Pub. Date: August 1, 1996 Ref. Number:
U0004 |
|
|
|
| Computer Horizons Corporation: Redefining the Service Opportunity |
|
|
|
|
Document
Type: Case Study
Pub. Date: July 1, 1996 Ref. Number:
C0008 |
|
|
|
| Managing the Professional Services Marketing Effort |
|
|
|
|
Document
Type: Update
Pub. Date: June 1, 1996 Ref. Number:
U0003 |
|
|
|
| PeopleSoft Corporation: Delivering Outrageous Customer Service |
|
|
|
|
Document
Type: Case Study
Pub. Date: May 1, 1996 Ref. Number:
C0007 |
|
|
|
| Electronic Data Systems Corporation (EDS): Foundation for a Value-Based Business Model |
|
|
|
|
Document
Type: Case Study
Pub. Date: March 1, 1996 Ref. Number:
C0006 |
|
|
|
| Cisco Systems, Inc.: Leading the Way in Delivering Electronic Support Services |
|
|
|
|
Document
Type: Case Study
Pub. Date: October 1, 1995 Ref. Number:
C0005 |
|
|
|
| Leveraging the Sales Force to Sell Services |
|
|
|
|
Document
Type: Update
Pub. Date: September 1, 1995 Ref. Number:
U0002 |
|
|
|
| Hewlett-Packard Company: Developing and Packaging Marketing-Friendly Services |
|
|
|
|
Document
Type: Case Study
Pub. Date: June 1, 1995 Ref. Number:
C0004 |
|
|
|
