SOURCE: Aberdeen Group

Aberdeen Group

March 08, 2012 10:05 ET

Aberdeen Publishes Customer Management, Enterprise Apps, GSM, SCM, Marketing Effectiveness Research

Research Examines Partnership, Financial, and Expense Management, Sales Cycle Optimization, Supply Chain Visibility, Social Media Marketing

BOSTON, MA--(Marketwire - Mar 8, 2012) - Aberdeen Group, a Harte-Hanks Company (NYSE: HHS), today announced the publication of new research reports from its Customer Management, Enterprise Applications, Global Supply Management, Supply Chain Management, and Marketing Effectiveness and Strategy research practices.

The "Lead-to-Win 2012: Managing People, Process and Technology to Optimize the Last Mile of the Sales Cycle" research study by Peter Ostrow, Vice President & Research Group Director for the Aberdeen Group Sales Effectiveness and Strategy research practice, details how top performing organizations are able to achieve 92% of their overall sales quota, and reduce their sales cycles and increase their win/loss ratio. Companies that fail to optimize their sales cycle will find themselves in the difficult selling environment of the economic recession with a restricted ability to close deals at the bottom of the customer acquisition funnel. To obtain a complimentary copy of the report, made possible in part by DocuSign and Qvidian visit:

Also by Peter Ostrow, the "Partner Relationship Management: Channeling Better Sales Results" research study details how top performing organizations can enable 85% of their channel selling partners achieve their annual sales quota. In the real-world, post-Great Recession economy, every penny spent as a cost-of-sale item is analyzed for its overall effectiveness, with partner relationship management being no exception to the rule. As a result, successful partner-centric sales forces have put great effort into enabling not only the OEM, but their partner community members themselves, with significant tools of the selling trade. To obtain a complimentary copy of the report made possible in part by Avangate,, Avanade, CCI visit:

"Effective Financial Management for International Expansion" prepared by Nick Castellina, Research Analyst, Enterprise Applications, and William Jan, Senior Research Analyst, Financial Management & GRC, of Aberdeen, reveals that CFOs strive to maintain real-time visibility to financial data and information through a strategic mix of process innovation and technology implementation. These financial management initiatives include the effective management of global transactions and risks, among them the streamlining of procure-to-pay and order-to-cash processes, the improvement of financial accounting and reporting, and the improvement of resource management and workforce productivity. These initiatives, in conjunction with tools that enable accurate planning and forecasting, automated financial transactions, and proactive risk management, form the strategy companies are using to succeed in the global environment. To obtain a complimentary copy of this report, provided in part by Infor and Prophix, visit:

"T&E Expense Management: The Best-in-Class Pillars of Next-Generation Expense Management," prepared by Christopher J. Dwyer, Senior Research Analyst for the Aberdeen Group Global Supply Management research practice, highlights the growing strategic nature of travel and entertainment (T&E) expense management and its companywide effects on business growth. The research finds leading organizations relying on a series of "pillars," including mobile travel and expense management applications/portals, corporate card and expense management system integration, and automated analytics and business intelligence, to drive superior levels of business travel spend-under-management and corporate travel policy compliance. To obtain a complimentary copy of this report, made available in part by Apptricity, Concur Technologies, InterplX, Nexonia, and Spendvision, please visit:

"Supply Chain Visibility Excellence: Mastering Complexity and Landed Costs," prepared by Bob Heaney, Director for the Aberdeen Group Supply Chain Management practice, reveals that the increased complexity of global supply chains has led to longer lead times, more pipeline inventory, and the need to control downstream and upstream logistics. Recent supply chain visibility research indicates that growing supply chain complexity is the top business pressure (44%), contributing to increased supply chain management costs. This report focuses on gaining visibility into critical elements across the end-to-end logistics network for improving cost and service. Only then can it apply tools to agilely adapt to the information it collects. To obtain a complimentary copy of this report visit:

The B2B Social Media Marketing: Are We There Yet? benchmark report by Trip Kucera, Senior Research Analyst for the Aberdeen Marketing Effectiveness & Strategy research practice reveals not only that social media lead generation is the top strategy of leading companies, but that these top-performing companies generate over 240% more marketing generated leads from social media than all other companies. Aberdeen's research reveals that leading companies are more likely to have social media integrated with established marketing channels, processes and metrics, including email marketing, lead management and lead measurement. The next step for many B2B marketers is to make social media a more normalized part of their marketing campaign management. To obtain a complimentary copy of this report visit:

About Aberdeen Group, a Harte-Hanks Company

Aberdeen provides fact-based research and market intelligence that delivers demonstrable results. Having queried more than 30,000 companies in the past two years, Aberdeen is positioned to educate users to action: driving market awareness, creating demand, enabling sales, and delivering meaningful return-on-investment analysis. As the trusted advisor to the global technology markets, corporations turn to Aberdeen for insights that drive decisions.

As a Harte-Hanks Company, Aberdeen plays a key role of putting content in context for the global direct and targeted marketing company. Aberdeen's analytical and independent view of the "customer optimization" process of Harte-Hanks (Information - Opportunity - Insight - Engagement - Interaction) extends the client value and accentuates the strategic role Harte-Hanks brings to the market. For additional information, visit Aberdeen or call (617) 854-5200, or to learn more about Harte-Hanks, call (800) 456-9748.

© 2012 Aberdeen Group, Inc., a Harte-Hanks Company
451 D Street, Suite 710
Boston, Massachusetts 02210-1928
Telephone: (617) 854-5200
Fax: (617) 723-7897