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Dan's Blog

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    Dan's Blog: Why do businesses "flock" to trendy technology, even when it doesn't meet their needs?

     On a recent trip to England, a group of us took a hike up a hill past a flock of sheep.  Sheep are so charming:  pleasant to see on the side of a hill, not terribly wild or boisterous, and very compliant when it is time to get their wool sheared.  At one point, the farmer pulled up to a corner of the very large field the sheep were occupying and they started bleating and running toward the truck.  They clearly were trained that this was feeding time, and responded with the enthusiasm of my 19-year-old son under similar circumstances.  This was, without meaning to sound too trite...so stick with me here...an example of when it's a good idea to follow the flock.  However, we all know that sheep are, in fact, too compliant for their own good, and can walk willingly to be slaughtered.  That' …



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    Dan's Blog: Multi-Product Brand Extension

    Americans can be some of the laziest language users on earth, creating nicknames and abbreviations for everything from celebrities to common phrases.  Texting can be blamed for some of this, certainly, but it doesn't explain our penchant for cutting syllables out of our speech.  Furthermore, there are people texting all over the world who still take the time and effort to use lots of words in their speech to make their thoughts clear.  Being married to a native speaker of another language has provided an at-home testing platform for my claim.  Many other languages seem to require more words to express something that an American will use fewer words to express.  Is it because American English is so rich that we have a word for everything?  I don't think so.  There are many words in Spanish …



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    Dan's Blog: The Gift of Criticism

    Recently, my wife needed to go back to a doctor's office where she'd had some minor surgery done some months earlier.  She was in pain and was concerned about infection.  She called the office to find out when they could see her but was met with the proverbial "please leave a message" announcement, rather than being answered by a human.  Instead of leaving a message and sitting by the phone for the rest of the morning, she decided to drive to the office and see them face-to-face and ask in person for a last-minute appointment.  I decided to join her so we could chat on the way.

    When we walked into the office, I knew we were going to have a less-than-pleasant customer service experience.  It was written all over the face of the receptionist.  She was cool, aloof, and lacking in compassion. …



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    Dan's Blog: Invite Us Over for Dinner and We'll Look at Your Leaky Faucet

       

    How many of us have ever dreamed of having a chiropractor in the family?  Or a carpenter?  Or a mechanic?  As it turns out that neither my wife nor I are any of these things, I have often mused at how nice it would be if one of our offspring would fall in love with such a person.  I can just imagine inviting the kids over for dinner and just mentioning a drippy faucet we have in a sink upstairs to the now-fed plumber and hearing those magical words, "Why don't I go and have a look?"

    Perhaps others of us wish we had a computer expert in the family.  Most of my colleagues with aging parents become the de facto helpdesk for their parents' computer issues.  When I go visit my father and watch him at his computer, I am sometimes amazed at the habits humans form which cause us to do …



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    Dan's Blog: Subscriptions eCommerce

    Back in the late 1990s, companies wanted to create their own websites with their own ideas about how the site would be structured, the user experience, and the branding.  When we introduced our API to our clients in 1999, we would typically provide some training and documentation to their web team and they would go away happily integrating their website with Advantage using the API.  Time marched on and the API became bigger and more comprehensive. 

    Then in the last couple of years we noticed a trend among our prospects and clients.  Companies were no longer content to take on an API with over 5,000 methods, which ours has.  They wanted a platform which was already integrated with Advantage through the API.  The platform would have built-in eCommerce functions, self-service capabilities, …



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    Dan's Blog: There's More Than One Way to Skin ... Digital Content (Part II)

    In my last post I talked about ways of going beyond or cutting across digital editions and even titles and allowing a user to access content by a certain author, or packaging content with other components such as membership dues, books, e-books, subscriptions, and the like.

    The segment of publishing which is waaaaaay ahead of the others are the scholarly publishers, such as the STM and academic publishers. These publishers started digitizing their content back in the late 1990s. Initially, the digital "version" of the journal issue was available to print subscribers as part of a package. Eventually, however, they found that more and more of their readers were only interested in the digital content access and didn't really want print journals cluttering up their offices. Institutional …



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    Dan's Blog: Front-Office Functionality

    by Dan Heffernan

    Some time ago, a group of us at AdvantageCS were trying to come up with a short description for Advantage (the application) and were struggling to put it concisely, since Advantage is so many things. It has been described as a CRM, an ERP, a fulfillment system, and an order processing system. We made poor attempts at metaphors to help communicate conceptually what Advantage does – we tried a heart, or the engine of a car. These metaphors broke down quickly. Then we thought of four words that describe the broad areas that Advantage addresses: marketing, sales, distribution, and analysis. We turned this into a marketing campaign: Market, Sell, Deliver, Analyze. Repeat. This is a pretty accurate description of what Advantage does at a high level.

    But during this time, …



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    Dan's Blog: There Is More than One Way to Skin ... Digital Content

    With apologies for the distasteful cat reference, content creators (authors, publishers, editors, marketers, photographers, teachers, you get the idea) have more ways to represent, package, and sell digital content than they did just a few years ago. In fact, there are so many ways of even talking about digital content that we usually begin meetings with clients and prospects by defining the terms we all use. This exercise alone reveals the myriad ways of attacking this and often results in creative thinking about other ways of monetizing digital "stuff."

    Let's start with a straightforward example. A magazine publisher with a number of special interest magazines has three titles on woodworking. Of course, the publisher can digitize each issue of those three titles and sell the digital …



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    Subscription Management Software on Steroids

     Although the calendar says it's spring, I am looking at snow falling outside my window. Tens of millions of people in the U.S. could probably have written that first sentence, so I apologize for being so obvious. But weather always reminds me of travel (probably because it affects it so much), and travel is something we do more of now than our predecessors did. And travel is a big part of my life.

       Usually, I am travelling to visit a prospective client to show them how many business problems our software can solve for them. It is impossible to go through a thorough demonstration of our software in a day, because there are so many business problems that it addresses. It's a bit like exploring a mansion. Just when you thought you'd reached the end of the house, you open a door to …



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    Speed to Market

    One of the challenges of a company like ours is organizing ourselves in such a way as to be able to serve our existing clients well, implement Advantage at new clients effectively, and push our product into places where our clients will need it to be when they get there. This was brought home to me this week while visiting an AdvantageCS client who needs the products we are developing ASAP!

    This is the story at so many of the publishing companies we visit. They are under tremendous pressure to deliver new products to their audience in order to grow and thrive. They are looking to technology companies like AdvantageCS to provide what they need, and speed to market is of the utmost importance.

    We’ve made some changes to meet these increasingly crucial demands. Recently, a team of …



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