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U.S. INFORMATION SERVICES MARKETANALYSIS PROGRAM Sales and Marketing Information Services Opportunities in Cross-Industry Markets 1992-1997 INPUT* 1280VillaStreet, MountainView,CA94041, (415)961-3300 OCTOBER 1992 INFORMATION SERVICES OPPORTUNITIES IN CROSS-INDUSTRY MARKETS 1992-1997 EXCERPT SalesandMarketing INPUT' 1280ViUaStreet,MountainView,California94041-1194 (415)961-3300 INFORMATIONSERVICESOPPORTUNITIESINCROSS-INDUSTRYMARKETS.1992-1997 INPUT Publishedby INPUT 1280VillaStreet MountainView,CA94041-1194 U.S.A. U.S.InformationServices MarketAnalysisProgram (MAMAP) InformationSeMcesOpportunitiesin Cross-IndustryMarkets,1992-1997 SalesandMarketing Copyright©1992byINPUT.Allrightsreserved. PrintedintheUnitedStatesofAmerica. Nopartofthispublication may be reproduced or distributedinanyform,orbyanymeans,orstoredinadata baseor retrievalsystem, withoutthepriorwritten permissionofthepublisher. Theinformationprovidedinthisreportisproprietaryto INPUT.Theclientagreestoholdasconfidentialallsuch information, andcontrolaccesstotheinformationto preventunauthorizeddisclosure.Theinformationshallbe usedonlybytheemployeesofandwithinthecurrent corporatestructureoftheclient,andwillnotbedisclosed toanyotherorganizationorpersonincludingparent, subsidiary,oraffiliatedorganizationwithoutpriorwritten consentofINPUT. INPUTexercisesitsbesteffortsinpreparationofthe informationprovidedinthisreportandbelievesthe informationcontainedhereintobeaccurate. However, INPUTshallhavenoliabilityforanylossorexpensethat mayresultfromincompletenessorinaccuracyofthe informationprovided. MAACM•504•1992 INFORMATIONSERVICESOPPORTUNITIESINCROSS-INDUSTRYMARKETS.1992-1997 INPUT Abstract ThisdocumentextractsChapterIX,SalesandMarketing,fromINPUT'S fullreport.InformationServicesOpportunitiesinCross-Industry Markets,1992-1997. TheexcerptcontainstheIntroduction(ChapterI) andSalesandMarketing(ChapterIX)chaptersfromthefullreport,and alsoprovidesAppendixA,D^nitionofTerms,andthemarket-specific financialsfromAppendixB,ForecastDataBase. TheexcerptdoesnotcontaineithertheExecutiveOvervieworConclu- sionsandRecomendationschaptersfromthefullreport,sincethese sectionsaddressallcross-industrymarketsectorsatanoverviewlevel. Theextractisintendedforreaderswhohaveaninterestinasinglecross- industrymarketsector. Ifdataandanalysisofothercross-industry marketsectorsisrequired,itcanbeobtainedbypurchasingthefull report.InformationServicesOpportunitiesinCross-IndustryMarkets, 1992-1997. MAACH e1992byINPUT.ReproductionProhibited. 1 INFORMATIONSERVICESOPPORTUNITIESINCROSS-INDUSTRYMARKETS,1992-1997 INPUT Table ofContents Introduction I-l A. PurposeandOrganization I-l 1. Purpose I-l 2. Organization 1-2 B. ScopeandMethodology 1-3 1. Cross-IndustrySectorDefinitions 1-3 2. DeliveryModeDefinitions 1-3 3. Methodology 1-4 C. ForecastAssumptions 1-4 1. EconomicOverview 1-4 2. EconomicImpact 1-5 D. RelatedReports 1-6 1. U.S.Markets 1-6 2. EuropeanMarkets 1-6 DC SalesandMarketing DC-l A. Definitions IX- B. InformationServicesMarkets IX-2 1. ApplicationsSoftwareProducts IX-3 2. TurnkeySystems IX-5 3. ProcessingServices IX-6 C. UserDepartmentDirections IX-8 D. Trends/TechnologyRatingsofImportance IX-9 E. VendorsandCompetitiveEnvironment IX-12 1. VendorCharacteristicsandTrends IX-12 2. LeadingandEmergingVendors IX-12 3. VendorProfiles IX-13 a. AcxiomCorporation IX-13 b. Early,Cloud&Co. IX-14 c. SalesTechnologies,Inc. IX-15 MAAGM e1992byINPUT.ReproductionProhibited.