...are not new. What is new are the efforts underway in many businesses to tam difficult business processes that represent cash and resource sinkholes into competitive advantages. No matter the enterprise or industry, customers are attacking-and changing-root causes of difficult business problems. And in doing so, Selectica helps enable executives to invest in projects that accelerate cash conversion, reduce costs and significantly improve profitability.

Compressing the Cash Conversion Cycle

Converting goods and services into cash is fundamental business concept. Invest cash in a business to build a product or service, sell the product, invoice the customer and collect the money with a profit.

In downturns the cycle slows, which results in fewer cycles and resources.

Therefore, companies must find ways to:

* Develop new products, services, or expand sales resources;

* Reduce the Cost of Goods Sold (COGS);

* Sell more products and services and protect existing margins; and

* Reduce the number of Days Sales Outstanding (DSO)

In theory, this sounds basic. In reality however, executives must also support partners, distributors and employees; maintain sell-through in multiple channels with multiple requirements; accurately predict market direction; and maintain a competitive advantage. And to balance all of these imperatives, managers have to deal with processes that run on a frightening array of tools and infrastructure.

Now the...

NOTE: All illustrations and photos have been removed from this article.



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