Close
  • Latest News
  • Artificial Intelligence
  • Video
  • Big Data and Analytics
  • Cloud
  • Networking
  • Cybersecurity
  • Applications
  • IT Management
  • Storage
  • Sponsored
  • Mobile
  • Small Business
  • Development
  • Database
  • Servers
  • Android
  • Apple
  • Innovation
  • Blogs
  • PC Hardware
  • Reviews
  • Search Engines
  • Virtualization
Read Down
Sign in
Close
Welcome!Log into your account
Forgot your password?
Read Down
Password recovery
Recover your password
Close
Search
Logo
Logo
  • Latest News
  • Artificial Intelligence
  • Video
  • Big Data and Analytics
  • Cloud
  • Networking
  • Cybersecurity
  • Applications
  • IT Management
  • Storage
  • Sponsored
  • Mobile
  • Small Business
  • Development
  • Database
  • Servers
  • Android
  • Apple
  • Innovation
  • Blogs
  • PC Hardware
  • Reviews
  • Search Engines
  • Virtualization
More
    Home IT Management
    • IT Management

    Manugistics Poses New Pitch to IT Buyers

    Written by

    Jacqueline Emigh
    Published April 18, 2005
    Share
    Facebook
    Twitter
    Linkedin

      CIOs, IT managers and other enterprise buyers are getting a new sales pitch these days from supply chain vendor Manugistics Group Inc.

      Under the helm of Joe Cowan, who joined Manugistics last July as CEO, Manugistics is trying to switch from a “software” approach to a vertically focused “solutions” strategy aimed at thwarting both the lower pricing of SAP AG and the high specialization of some smaller players.

      “Companies that dont view the supply chain as a core competency might go to SAP. But companies that do view the supply chain as a core competency will come to us,” said the CEO, during an interview with CIO Insight.

      Under a recently announced restructuring led by Cowan, sales is no longer a distinct division at Manugistics.

      Instead, sales functions—along with products and services—have been wrapped into each of four new SBUs (Specialized Business Units): CG (Consumer Goods), Retail, Government and Revenue Management, a unit that also folds in travel and hospitality.

      “Manugistics used to chase after any opportunity it could find,” Cowan told CIO Insight. “[Salespeople] would go into a [customer organization] and try to find whatever [Manugistics] software would fit. Then, theyd move on to the next customer.”

      Instead, Manugistics has now begun urging salespeople to build long-term relationships with users, according to the CEO.

      Through the new SBUs, supply chain technology is being touted as a “dynamic” entity—adaptable to quickly changing business needs—as opposed to a “static” system only requiring replacement every 10 or 15 years.

      Although Manugistics is in cost-cutting mode, the reorg hasnt involved massive layoffs, according to Cowan. But in February, Jeffrey L. Holmes resigned as executive vice president of sales operations. Holmes has stayed with the company as a consultant.

      New personnel are in place—including Ronald Kubera, who was hired in March to oversee the new CG SBU.

      Cowan is now on the lookout for someone to head up the Retail SBU. “I want someone who can talk solutions,” he said.

      Plans are also in the works to hire a crop of recent college grads, and ultimately, to start grooming some of them for sales positions.

      “Well be hiring new, lower-priced people we can train. I love young, aggressive Type A people. Well bring them into support and services first, and then turn some of them loose into sales,” he told CIO Insight.

      At the same time, some salespeople—viewed by Cowan as “unproductive”—have been let go.

      /zimages/4/28571.gifClick here to read more about Manugistics outlining plans after posting a $13.3 million third-quarter loss.

      Products based on Manugistics new Web-based architecture—such as IPO (Inventory Product Optimization), rolled out in March—are also key parts of the revised equation.

      But beyond “out of the box” product components, Manugistics will also be working with customers on co-developed product extensions.

      Some of these will be custom extensions, for specific clients, yet other deals with clients will “extend the functionality of products, [while not being] client-specific.”

      During a recent Webcast, Cowan pointed to the U.S. Navy as one of the organizations in this emerging set of co-development partners.

      Manugistics is also eyeing a “risk-based” scenario, in which pricing will revolve around users “success with the solution,” Cowan said.

      /zimages/4/28571.gifRead the full story on CIOInsight.com: Manugistics Poses New Pitch to IT Buyers

      /zimages/4/28571.gifCheck out eWEEK.coms for the latest news and analysis of enterprise supply chains.

      Jacqueline Emigh
      Jacqueline Emigh

      Get the Free Newsletter!

      Subscribe to Daily Tech Insider for top news, trends & analysis

      Get the Free Newsletter!

      Subscribe to Daily Tech Insider for top news, trends & analysis

      MOST POPULAR ARTICLES

      Artificial Intelligence

      9 Best AI 3D Generators You Need...

      Sam Rinko - June 25, 2024 0
      AI 3D Generators are powerful tools for many different industries. Discover the best AI 3D Generators, and learn which is best for your specific use case.
      Read more
      Cloud

      RingCentral Expands Its Collaboration Platform

      Zeus Kerravala - November 22, 2023 0
      RingCentral adds AI-enabled contact center and hybrid event products to its suite of collaboration services.
      Read more
      Artificial Intelligence

      8 Best AI Data Analytics Software &...

      Aminu Abdullahi - January 18, 2024 0
      Learn the top AI data analytics software to use. Compare AI data analytics solutions & features to make the best choice for your business.
      Read more
      Latest News

      Zeus Kerravala on Networking: Multicloud, 5G, and...

      James Maguire - December 16, 2022 0
      I spoke with Zeus Kerravala, industry analyst at ZK Research, about the rapid changes in enterprise networking, as tech advances and digital transformation prompt...
      Read more
      Video

      Datadog President Amit Agarwal on Trends in...

      James Maguire - November 11, 2022 0
      I spoke with Amit Agarwal, President of Datadog, about infrastructure observability, from current trends to key challenges to the future of this rapidly growing...
      Read more
      Logo

      eWeek has the latest technology news and analysis, buying guides, and product reviews for IT professionals and technology buyers. The site’s focus is on innovative solutions and covering in-depth technical content. eWeek stays on the cutting edge of technology news and IT trends through interviews and expert analysis. Gain insight from top innovators and thought leaders in the fields of IT, business, enterprise software, startups, and more.

      Facebook
      Linkedin
      RSS
      Twitter
      Youtube

      Advertisers

      Advertise with TechnologyAdvice on eWeek and our other IT-focused platforms.

      Advertise with Us

      Menu

      • About eWeek
      • Subscribe to our Newsletter
      • Latest News

      Our Brands

      • Privacy Policy
      • Terms
      • About
      • Contact
      • Advertise
      • Sitemap
      • California – Do Not Sell My Information

      Property of TechnologyAdvice.
      © 2024 TechnologyAdvice. All Rights Reserved

      Advertiser Disclosure: Some of the products that appear on this site are from companies from which TechnologyAdvice receives compensation. This compensation may impact how and where products appear on this site including, for example, the order in which they appear. TechnologyAdvice does not include all companies or all types of products available in the marketplace.

      ×