We spent some time with the two top guys at WorkWise, Michael Dunham, Chairman and Wayne Wedell, President. They discussed their business model in detail and we were pleased to see how well these execs understand their business, the business model and their dedication to the users.
Dunham has experience as the CEO of a public software company in the 1990s and pointed out the advantages of being a private company and running a company dedicated to existing customers not to the on-going search for new accounts. "Our business objectives and those of our customers are very much in alignment. For example, we drive our development strictly off what our existing customers need. The history of public, new account driven companies has been driving development by responding to the competition or stretching for new markets to chase after even more new accounts."
Wedell has been involved with the TCM product for years starting as an implementation consultant and moving up within the organization in consulting and support management roles. The fact that Wedell has a consulting and support background as compared to the typical sales and marketing background of most software company executives tells us that this business is different. Wedell pointed out, "We are not investing in the sales and marketing required for a new account objective. That yields a significant impact on our P&L, allowing us to invest in efforts that are more closely aligned with what our customers need."
The conference theme was "Taking Care of Business" and WorkWise defined their business as a "Strategic focus on the TCM customer base". In keeping with their focus on the customer base, management noted that they would pursue select, "opportunistic" new sales defined as opportunities with companies that approach WorkWise, normally through the introduction by an existing customer. In the last year, WorkWise added four new customers with this limited approach.
Approximately 300 users attended the conference, held in Milwaukee WI. The two-day event included keynote speakers, breakout sessions, a solution center and post conference training. Also present were application partners offering products and services to extend or enhance TCM.
Key announcements included support for existing customers plus application and technical enhancements. The company announced continued support for all Y2K enabled versions of TCM on all current platforms (Windows, Open VMS and Unix). Although not announced at the conference, customers discussed WorkWise's array of offerings geared to existing users included refreshes and upgrades, modifications, application and technical consulting and a variety of training, including refresher, courses.
Application enhancements include Supply Chain Management (SCM) and Manufacturing Execution Systems (MES) directions plus increased Access to TCM Data via Report Writing and Business Intelligence tools. WorkWise is also enabling Partner Products through TCM Data Import & Export plus Connectivity to the Internet. Applications announced for eCommerce included TCM eSales and TCM eFrontOffice.
Dunham has experience as the CEO of a public software company in the 1990s and pointed out the advantages of being a private company and running a company dedicated to existing customers not to the on-going search for new accounts. "Our business objectives and those of our customers are very much in alignment. For example, we drive our development strictly off what our existing customers need. The history of public, new account driven companies has been driving development by responding to the competition or stretching for new markets to chase after even more new accounts."
Wedell has been involved with the TCM product for years starting as an implementation consultant and moving up within the organization in consulting and support management roles. The fact that Wedell has a consulting and support background as compared to the typical sales and marketing background of most software company executives tells us that this business is different. Wedell pointed out, "We are not investing in the sales and marketing required for a new account objective. That yields a significant impact on our P&L, allowing us to invest in efforts that are more closely aligned with what our customers need."
The conference theme was "Taking Care of Business" and WorkWise defined their business as a "Strategic focus on the TCM customer base". In keeping with their focus on the customer base, management noted that they would pursue select, "opportunistic" new sales defined as opportunities with companies that approach WorkWise, normally through the introduction by an existing customer. In the last year, WorkWise added four new customers with this limited approach.
Approximately 300 users attended the conference, held in Milwaukee WI. The two-day event included keynote speakers, breakout sessions, a solution center and post conference training. Also present were application partners offering products and services to extend or enhance TCM.
Key announcements included support for existing customers plus application and technical enhancements. The company announced continued support for all Y2K enabled versions of TCM on all current platforms (Windows, Open VMS and Unix). Although not announced at the conference, customers discussed WorkWise's array of offerings geared to existing users included refreshes and upgrades, modifications, application and technical consulting and a variety of training, including refresher, courses.
Application enhancements include Supply Chain Management (SCM) and Manufacturing Execution Systems (MES) directions plus increased Access to TCM Data via Report Writing and Business Intelligence tools. WorkWise is also enabling Partner Products through TCM Data Import & Export plus Connectivity to the Internet. Applications announced for eCommerce included TCM eSales and TCM eFrontOffice.
