
28 ◾ Implementing SAP
®
CRM
e oering-based deterministic enterprise uses highly structured systems or channels to
develop a plan that includes not only the product design but also the channels that will be used to
deliver the product to the customer. When enterprises do not have the exibility to respond to a
wide variety of needs, a dierent system must be established to meet each type of need. is makes
it very expensive to respond to new markets. In contrast, the customer-responsive enterprise tends
to build and use networks of resources that it can call upon to respond to a wide range of needs. e
customer-responsive enterprise is able to ...