Beyond the Hype: E-nabling the Sales and Marketing Force

This report describes the impact of e-nabling, defined as the implementation of digital and communication technologies for the purposes of improving performance and creating the real-time enterprise.

Document Highlights

While the over-hyped e-commerce bubble may finally have burst, substantial benefits have accrued to firms who e-nable themselves. This report describes the impact of e-nabling, defined as the implementation of digital and communication technologies for the purposes of improving performance and creating the real-time enterprise. Based on survey responses, executive in-depth interviews, case studies, and a review of the secondary literature, it specifically examines the impact of e-nabling on the sales and marketing functions.

Topics covered:

• Technology and the Sales and Marketing Organization
• The Web Site and the Distribution Partner
• Customer Relationship Issues
• Measuring Results
• Brave New Worker?

Full report also includes:

• Case Study: Xerox
• Profile of Survey Respondents
• More Than 30 Tables and Charts