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Published Articles

Management Processes

Sales Strategy

• Harness sales drivers to increase sales productivity
  Kevin B. Long, Regional Vice President, Sales, SBC Communications, Inc.
  Ravi Kathuria, President, Cohegic Corporation

Metrics

• Put customers first when designing business performance metrics
  Brady Murphy, Vice President of Supply Chain & Management Systems, Halliburton Energy Services
  Ravi Kathuria, President, Cohegic Corporation
• Engraining a Business Performance Process and Culture
  Manuel J. Perez de la Mesa, Director, Chief Executive Officer and President, SCP Pool Corporation
  Ravi Kathuria, President, Cohegic Corporation

Work Processes

Sales

• Addressing risk is critical to selling technology
  Kevin B. Long, Regional Vice President, Sales, SBC Communications, Inc.
  Ravi Kathuria, President, Cohegic Corporation

Standardization

• Increasing competitive advantage by standardizing critical business-processes across the enterprise
  Connie M. Spiess, Vice President, Supply Chain Integrated Solutions, Worldwide Operations, Hewlett-Packard
  Ravi Kathuria, President, Cohegic Corporation

Coordination

• Capital Reinvestment: Balanced Decision-Making
  O. I. Mikhail, PhD, Chief Strategic Officer, St. Lukes Episcopal Health System
  Ravi Kathuria, President, Cohegic Corporation

Culture 

• Creating a high-performance culture
  Robert R. Peiser, Imperial Sugar Company, Chief Executive Officer.
  Ravi Kathuria, President, Cohegic Corporation