jonerp + strategy   109

Things I’d Like To See Go Away – Distrust by Default
"If we start with distrust, it means communications between vendors and customers will always be stilted. One or the other party will always wonder what is being held back, what to believe. It actually creates an environment where trust is likely to be broken–because it was never there in the first place (okay if it was never there, it can’t be broken, but you get the picture)."
go-to-market  customers  marketing  sales  strategy  trust 
2 days ago by jonerp
All Revenue Is Good Revenue Attitudes Force Compromises
"This discussion is almost always a short term vs. long term perspective. Short term, there is pressure to “make the number.” And that scales across the company as you go from sales rep, to manager, to team, to division, etc. But long term, I believe that most, but not all, of these questionable deals to more harm than good."
go-to-market  ideal  customer  profile  revenue  strategy 
7 days ago by jonerp
The Illusion of Control
"Once you recognize that control, at least total control, is an illusion, you can start to change. Even though Gartner recommends, as part of the Challenger methodology that sellers teach, tailor, and take control, the reality is that this can only be done in small chunks."
go-to-market  challenger  control  strategy 
17 days ago by jonerp
Why Microservices Will Become a Core Business Strategy for Most Organizations
"Microservices, by virtue of offering a well-structured way to engage and integrate with the world at large in scalable, digital terms, now appear to hold the answer to enabling faster digital transformation, lowering our levels of of tight coupling and technical debt, and substantially increasing much needed levels of IT integration. More centrally to business impact and growth, they also make it possible for us to build and cultivate bigger and more robust digital ecosystems with our stakeholders. This includes 3rd party developers and business partners to our very own workers and customers."
featured  posts  apis  business  strategy  cdo  cio  ecosystem  enterprise  architecture  microservices  platform 
5 weeks ago by jonerp
Story Centered Marketing – A New Approach to Marketing Strategy?
"Create a great story and you’ll building a following–a following that you can then turn into leads and opportunities. What if your entire marketing strategy was built around the story—starting with your fictional company, then creating custom stories that bring in your prospects (as prospects) and then customers. Every campaign, every tactic, links to the story."
go-to-market  marketing  storytelling  strategy 
9 weeks ago by jonerp
Monday’s Musings: Seven Common Failures Plague Board Room Strategy In Digital Transformation
"Laggard market perception cascades failure and customer disillusionment. Declining brands and organizations in laggard industries stripped of brand equity enter an era of negative market perception. Instead of redefining the mission and purpose with new business models, orgs often take a short cut of branding without substance. Seen as devoid of innovation with a commoditized non-differentiated offering, every stakeholder from employee, customer, partner, supplier, and investor lowers expectations of success. The result – leaders who focus on short term gain, declining employee morale, lack of interest by investors, and lower quality from suppliers. Partners lose interest in creating co-innovation and co-creation ecosystems with laggards. Customers no longer find an affinity for a brand that has sold its soul and will not pay for premium pricing when they no longer see value."
"Laggard  market  perception  cascades  failure  and  customer  disillusionment.  Declining  brands  organizations  in  laggard  industries  stripped  of  brand  equity  enter  an  era  negative  perception.  Instead  redefining  the  mission  purpose  with  new  business  models  orgs  often  take  a  short  cut  branding  without  substance.  Seen  as  devoid  innovation  commoditized  non-differentiated  offering  every  stakeholder  from  employee  partner  supplier  investor  lowers  expectations  success.  result    leaders  who  focus  on  term  gain  morale  lack  interest  by  investors  lower  quality  suppliers.  Partners  lose  creating  co-innovation  co-creation  ecosystems  laggards.  Customers  no  longer  find  affinity  for  that  has  sold  its  soul  will  not  pay  premium  pricing  when  they  see  value.2018  apps  strategy  best  practices  board  room  boardroom  priorities  promises  transformation  c-suite  cdo  ceo 
may 2018 by jonerp
Cloud Foundry Summit – Scale, End Users and Business Outcomes
"Most importantly, as my colleague, Stephen O’Grady, has written before Cloud Foundry and Kubernetes are different tools for different jobs. Then, as now, it is not an either-or choice. Choosing the right tool for the right job is key – and with that we come back around to the business outcome question."
api  business  cio  cloud  foundry  native  cto  strategy 
april 2018 by jonerp
Things I’d Like to See Go Away – The Differentiators List
"What makes us special?

Our people
Our experience
The fact that we care about our customers
and other general meaningless comments

There are a few problems with this approach. First, they are pretty much what anyone would say. Like others have said about strategy, if the opposite of your statement is not true, then it’s not relevant. Would any of your competitors say “Our people are lousy”, “We are inexperienced”, “We just want your money, we don’t care about you”."
go-to-market  b2bsales  competition  differentiation  sales  strategy  trust 
april 2018 by jonerp
The Disappearing Opportunity
"With relates to the third point, vendors must constantly assess the customer situation and connect with or create urgency. It’s not just about establishing preference for you vs. competitors on the situation you are focused on; its establishing preference for that project vs. others."
go-to-market  bant  buying  process  enterprise  agility  opportunity  sales  strategy  urgency 
april 2018 by jonerp
EPM, Project Orion, and the Beginner’s Mind - by @kellblog
"While as EPMers, we take great pride in our category and, at Host, in our ability to move enterprise-class EPM to the cloud, we must recognize that at some level EPM has failed to deliver against its broad vision of accountability and empowerment. To get to the bottom of this, as Clayton Christensen has often observed, you can’t just talk to your customers to understand your market, you need to understand non-consumers as well. All those Excel-only or primarily-Excel users are Christensen’s non-consumers, so we decided to talk to them. Here’s an example of what we heard."
budgeting  cpm  design  epm  fcpm  forecasting  innovation  planning  product  strategy  scpm  shoshin 
march 2018 by jonerp
End with How - by @barnes_hank
"The best combination. Start with why (and consider highlighting some product capabilities that help achieve that why). Then once you have initial interest, connect the why to the how by putting your features and capabilities in the context of how they help you achieve results. Offer proof points–not just of results, but of how they were achieved."
go-to-market  messaging  storytelling  strategy  why 
february 2018 by jonerp
Positioning Is Not Messaging - by @barnes_hank
"Positioning should be simple and clear. If you want to throw in adjectives, load them into the discussion of the customer’s needs and wants–not the description of your value and differentiation. You may not be able to eliminate all adjectives (after all they are descriptive), but try to minimize them."
go-to-market  messaging  positioning  strategy 
january 2018 by jonerp
Research Report: Constellation’s Futurist Framework (PESTEL) – The Political Outlook Pre @Davos #WEF18 - by @rwang0
"Global governments face a confluence of forces with worldwide chronic unemployment, stagnant economic performance, growing social program obligations and continued polarization of political ideology. A generation of voters are jobless at the beginning of their careers. OECD statistics show over 73 million, or 12.6 percent, of global youth are unemployed. Political trends play a role in the acceleration or hindrance of business disruption. Amid those forces, governments seek to address social unrest and quell the impact of failed policies and disenfranchised citizenry"
featured  posts  trends  &  concepts  #davos18  #davos2018  #wef  #wef18  #wef2018  apps  strategy  big  ideas  board  room  boardroom  priorities  c-suite 
january 2018 by jonerp
Digging Deeper Into Technology Buying in 2018 - by @barnes_hank
"Our team has just received the preliminary results from our latest research effort and the data is fascinating. It will make its way into a wide variety of research notes and presentation throughout the year. Among the things we’ll be exploring include:

The number of planned and ad hoc buying efforts enterprises contemplate, cancel, and complete over a two year period.
The drivers for ad hoc projects
Buyer communications strategies with vendors
Whether individual interest is consistently a buying signal
A deeper look at buying paths, including span of authority for typical buying team members"
go-to-market  buying  cycle  communications  customer  life  cycel  demand  generation  sales  strategy  situational  awareness 
january 2018 by jonerp
The Commodity Container Story - by @fintanr
"This actually raises one of the thornier questions around using bleeding edge software such as Kubernetes. Enterprises, even the most forward looking, are somewhat conservative – and as such are generally going to be running at least one release behind (in areas such as operating systems we frequently see upgrades, beyond security patches, running out at least 18 months and beyond). There is a reason long term support is a lucrative source of revenue for vendors."
aws  business  cio  cloud  native  cto  devops  infrastructure  orchestration  research  serverless  strategy 
december 2017 by jonerp
Voice and the Future of the Platform Companies - by @fintanr
"We have entered into an era where massive scale is a differentiator – and companies are happy to share the underlying work that has facilitated them operating at scale. Much of the emerging technology landscape, from cloud native to artificial intelligence, is being shaped by projects that companies, like Google and Facebook, have had a hand in either inspiring or creating. But if their revenue streams begin to be threatened will the model of openly publishing research and contributing to various projects change?"
aws  business  cio  cloud  native  deep  learning  strategy 
december 2017 by jonerp
The Hidden 80/20 of IT Spend: Where to Mine for Savings - by @jasondbusch
"On the webinar, I’ll be sharing quite a bit more on the topic of how best to drive IT category savings, as well as picking the brains of category experts who have much deeper knowledge than I do. But for now, I’ll tease you with a few ideas below on the category savings side. (Hint: Driving IT category savings starts with the same strategies and techniques that you would apply to other areas from a strategic sourcing and category management perspective.)"
business  category  management  general  news  l2  procurement  strategy  &  planning  technology  twenties 
december 2017 by jonerp
Monday’s Musings: What’s Top Of Mind From SAP Customers - by @rwang0
"Consequently, customers remain cautious and reserved in working with SAP sales reps to resolve this issue for fear of nullifying previous agreements and resulting in accidentally raising their overall total account value. Customers should work with their user groups such as the UK and Ireland SAP User Group have created a SAP Licensing Transparency Centre and other influencers familiar with the process."
#techoptimization  2017  amazon  web  services  apps  strategy  best  practices  blockchain  technology  boardroom  priorities  c-suite  c3  iot  cdo 
december 2017 by jonerp
The High Cost of Buying Complexity - by @barnes_hank
"I spoke to one attendee about this. She was in a sales enablement leadership role for a large financial institution and spoke about when the shoe was on her foot–trying to purchase technology for her organization. The frustration in her voice was palpable when she described a purchase that took two years."
go-to-market  buying  cycles  decision  making  delays  sales  strategy 
october 2017 by jonerp
Setting Strategies – Where to Focus - by @barnes_hank
"That, to me, is the most important thing to focus on in setting strategies. And not just the nebulous idea of the enterprise buyer, but your ideal customer (Gartner clients: See my research on this). This is one of the reasons to stress less about the competition. In most cases, it is unlikely that your ideal customer profile will be the same as your competitors. You may target companies with different infrastructures, different resource levels, different personalities, or other factors. If your ideal customers are different, then your sales model and marketing approaches may be different."
go-to-market  competition  ideal  customer  profile  positioning  strategy 
october 2017 by jonerp
In Digital Transformation, The Art-of-the-Possible and Average Practice Are Diverging - by @dhinchcliffe
"This herd mentality of digital actually has numerous causes: Proven best practices for digital are too few and far between, successful experiments are often hoarded for competitive motivations, digital innovators by definition take on often untenable risks we’d prefer to avoid, and perhaps most of all, we are still trying to get used to the rapid pace of learning that digital requires to stay abreast."
featured  posts  trends  &  concepts  analysis  digital  transformation  online  community  strategy  the  enterprise 
october 2017 by jonerp
Microsoft Quantum: A Trudeau Moment for the Wider Industry? - by @fintanr
"Announcements from Microsoft aside, it is important to note that IBM made a splash around their Quantum Computing work last year, and have an environment you can access today via the IBM Quantum Experience. As with Microsoft, the work of IBM is the result of years of research across multiple disciplines by scientists such as Dr Charles Bennett and Dr Jerry Chow."
business  cio  cloud  infrastructure  leadership  research  strategy 
september 2017 by jonerp
Art of Possible vs. Proven Paths to Success - by @barnes_hank
"That works great early in the buying process, to help stimulate interest. But a continued push toward this as you get deeper into buying efforts is not helping the customer.

They don’t want to know what is possible. They want to know exactly how they achieve that possibility–or their own version of it. They want proven paths to success."
go-to-market  customer  buying  process  innovation  strategy  success 
september 2017 by jonerp
The Many Uses of Product Reviews - by @barnes_hank
"This is a missed opportunity. Reviews can be a great resource for vendors. Savvy vendors are aggressively leveraging reviews to:

Grab quotes and anecdotes for Web sites and marketing collateral
Provide a supplement to more traditional forms of references
Provide visibility into strengths and weaknesses to refine product plans
Understand the motivations, and frustrations, of customers around the entire experience (and thereby used to enhance implementation and service capabilities)
Deepen competitive understanding
Explore acquisition targets"
go-to-market  planning  reviews  strategy  user 
september 2017 by jonerp
Monday’s Musings: Part 1 of 4 – What Top CMO’s Care About (Demand Gen Persona) - by @rwang0
"These top CMO’s have coalesced around these seven concerns:

Dealing with convergence of marketing ops and sales ops. As new business models emerge and B2B and B2C models converge to P2P approaches, the traditional functional fiefdoms of marketing and sales seem quite antiquated. Organizations must decide if inside sales should belong in marketing or customer success reside with sales. This convergence and orchestration creates havoc on traditional structures but ultimately provide a customer centric approach."
2017  apps  strategy  cdo  chief  marketing  officer  cmo  constellation  research  content  context  customer  engagement  experience  management  cx  cxm 
august 2017 by jonerp
Can You Solution Sell without Selling Solutions? - by @kellblog
"You can solution sell without a single packaged solution in your product line. To again answer the question posed by the title of this post: Yes, you can solution sell without selling solutions.

Solution selling is simply an approach to how you sell your product. Certainly it can be easier to solution sell when you are selling solutions. But one it is not required and one is not tantamount to the other."
chasm  crossing  sales  startups  strategy  uncategorized  bowling  alley  customer-centric  selling  geoffrey  moore  michael  bosworth  solutions  solution 
august 2017 by jonerp
Digital Disruption Demands Demystification (Hype Cycle Season) - by @barnes_hank
"And finally, one last point that many people seem to forget. If a technology falls off the hype cycle, it is not a bad thing. It means that that technology has made it to the mainstream market. Customers can be comfortable that there are a variety of choices, proven paths to success, and the possibility of cost savings. For providers, it means they are at the stage where most of the spending happens. The investments in getting to that point can now pay off. (Note: The only exception to this is for technologies that become “obsolete before the plateau.” That, indeed, is not a great thing.) The mainstream is where the real money is made."
go-to-market  disruption  hype  cycle  strategy 
august 2017 by jonerp
Adobe EOL Flash, Everything Continues To Move To Mobile - by @fintanr
"The web has morphed from the early days of flash to a mobile first environment. One only must spend a few moments looking around in any public location to see how people are consuming content. We recently had the opportunity to get a behind the scenes look at some of the operations for Wimbledon courtesy of IBM, and one status screen particuarly caught my attention."
business  cio  javascript  mobile  strategy 
july 2017 by jonerp
Digital Transformation and the Leadership Quandary - by @dhinchcliffe
"However, just like startups have a high failure rate (8 out of 10 don’t make it typically) in trying to do something new that’s relatively unproven, digital transformation is a endeavor fraught with high hurdles for success in any organization."
featured  posts  trends  &  concepts  analysis  digital  transformation  strategy  the  enterprise  modern  cio 
july 2017 by jonerp
Women In Sales – A Missed Opportunity? - by @barnes_hank
"Two weeks ago, I spent time at CEB (now Gartner) with a group of sales and marketing thought leaders that participated in the #CEBInfluencers program. One of the most interesting discussions centered around the issue of diversity in sales, specifically regarding women. The discussion was lead by Victoria Koval (CEB-Now Gartner) and Lori Richardson. Lori is also the president of WOMEN Sales Pros."
future  of  sales  go-to-market  #cebinfluencers  #womeninsales  diversity  growth  strategy  women  in 
july 2017 by jonerp
The Soul of Lean Startup is Not MVP - by @barnes_hank
"But, if you listened closely and really work to understand, the reality is that lean startup really isn’t about MVP. MVP is a key tool for lean startup, but that is all it is.

The soul of Lean Startup is Customer Validation and Development. Without it, there is no Lean Startup."
go-to-market  customer  development  validation  lean  startup  mvp  strategy 
june 2017 by jonerp
The Strategy Compiler: How To Avoid the “Great” Strategy You Couldn’t Execute - by @kellblog
"If you view strategy as the plan to win, then successful strategies include only those strategies that your organization can realistically execute from both a resources and skills perspective. Instead of doing a single-pass process that moves from strategic objectives to budgets, use an iterative approach with a strategy compiler to ensure your strategic code compiles before you try to execute it."
entrepreneurship  fpa  silicon  valley  startups  strategy  venture  capital 
june 2017 by jonerp
#transformCIO – a new live streamed interview series of leading CIOs & CTOs - by @dt
"I first met Finbarr several years back when he was talking at a techUK event about how he transformed William Hill, an 80 year old UK brand, from an 18-24 month time to market for new products to 3 weeks! We talk about that “fail fast” story, along with his attitude to Cloud Computing, data centres, agile, DevOps, shadow IT, holding on to talent, low-code solutions, emerging tech and more."
#entdigi  interview  series  digital  transformation  strategy  cio  comparethecloud  ctc  cto  disruptive  tech  tv  finbarr  joy  lebara  superbet  william  hill 
june 2017 by jonerp
Strategic Technology: Cloud Native Data Science - by @fintanr
"But there are serious difficulties. Standing up and maintaining Hadoop infrastructure is not for the faint hearted. As my colleague, James Governor, recently noted “that giant sucking sound is the sound of Hadoop being sucked into the cloud”. To paraphrase the “infrastructure as a product” mantra that we heard from the team at OpenAI, your big data infrastructure needs to be self-service and easily extendable. We have noted in the past that your big data infrastructure is just dial tone. The ability of your team to use it efficiently is far more important."
aws  business  cio  cloud  native  containers  cto  data  deep  learning  machine  strategy 
june 2017 by jonerp
Research Summary: Artificial Intelligence Delivers Mass Personalization In Commerce - by @rwang0
"Lack of relevance leads to lack of engagement. Contextual relevancy can be correlated to an immediate effect on the top line. Constellation estimates that lack of content relevancy often results in 83 percent lower response rates in the average marketing campaign. Conversely, personalized contextual relevancy by time of day, geo-spatial location, weather, and identity improves commerce conversions between two to three times over normal non-personalized campaigns."
2017  ai  anticipatory  analytics  apps  strategy  artificial  intelligence  augmented  humanity  b2b  e-commerce  b2c  big  ideas  bigdata  business  transformation  cadence 
april 2017 by jonerp
News Analysis - SAP reshuffles Executive Board - sets up for next 5 years - by @holgermu
"This morning SAP surprised us with the news of re-organizing its executive board, largely initiated by the departure of Steve Singh. As often with organizational press releases – you have to read it from the bottom up, but we will follow our customary process of dissecting the press release."
constellation  research  holger  mueller  hybris  mcdermott  reorg  sap  ariba  strategy  successfactors 
april 2017 by jonerp
Quality and Comprehensiveness Matter Most for Account Based Marketing - by @barnes_hank
"With an effective ABM program, you are reaching deeper and broader into accounts, through a wide variety of channels and forms of interaction. Quality counts more than ever. Sending the lousy e-mails that dominate e-mail marketing and social selling (see #FridayFails on LinkedIn) is a recipe for disaster."
go-to-market  abm  account  based  marketing  b2b  gartnertgi  strategy  sales 
april 2017 by jonerp
Don’t Start a Customer Relationship with a Lie - by @kellblog - on "free" trials etc
"If you put a Free Trial button on your website, when I press it I expect to start an online process to get a free trial — not get a form that, once filled, replies that someone will be in touch. That button should be called Contact Us, not Free Trial."
crm  okr  saas  startups  strategy  venture  capital  15five  7geese  betterworks  goals  mbo  objectives 
march 2017 by jonerp
Event Report: #GoogleNext17 On Path To Enterprise Ready - by @rwang0
"Just two years ago, analysis of Google’s enterprise efforts showed very little enterprise credibility. The sales team barely understood enterprise, the products were rife with transient talent, and customers had no input into the product direction. With the recent house cleaning in the management and product teams, a commitment to enterprise by Eric Schimdt, and a host of new enterprise class alliances and partnerships, Google is rapidly building a worthwhile option for clients across the five entry points to cloud maturity."
2017  apps  strategy  artificial  intelligence  big  data  business  transformation  cdo  chief  collaboration  officer  digital  financial  hr  information 
march 2017 by jonerp
Mark Zuckerberg Takes on Fake News, the Importance of the News Industry And the Rise of Filter Bubbles in New Manifesto
"Facebook CEO Mark Zuckerberg emphasized the importance of a “strong news industry” in his 5,000-plus word manifesto published this afternoon. Calling the news “critical to building an informed community,” Zuckerberg said Facebook will do more “to make sure this vital social function is sustainable.”
content  strategy  social  media  web  advertising  dollars  business  models  facebook  fake  news  local  mark  zuckerberg 
february 2017 by jonerp
The Evolution of Marketing Thanks to SaaS - by @kellblog
"Tomorrow, as more marketers will be measured on the health of the overall ARR pool, they will be focused on cost-effectively generating not just opportunities-that-close but opportunities that turn into the best long-term customers. (This quadrant helps you do just that.)"
ipo  management  marketing  saas  startups  strategy  venture  capital  conversion  rates  evolution  funnel  leads  ltv 
february 2017 by jonerp
Strategic Technology: Utilisation versus Business Velocity - by @fintanr
"here are four common problem threads that generally emerge once you start to dig into the companies. The first two are almost always immediately obvious – a very traditional IT department and business units operating in very discrete silos. The third is a little more insidious, it is the culture of blame embedded in the overall organisation. Most companies will talk of openness and transparency in their culture, but few companies have organisations that genuinely facilitate this openness and transparency. The final thread is that of mistaking tactical projects for strategic initiatives."
business  cio  cloud  cto  infrastructure  leadership  strategy 
january 2017 by jonerp
It’s Time to Transform ERP into a Systems of Engagement - by @dhinchcliffe
"When I look at most enterprise IT today however, it’s clear that the buyer is not the end-user but IT departments and other stakeholders who won’t have to use the systems themselves. The traditional ERP system, which runs much of the mission critical infrastructure, is possibly the worst offender and most in need of remediation in today’s era of highly consumable personal IT, which runs rings around most enterprise technology when it comes to usability, personalization, fitness to purpose, and responsive design."
featured  posts  technology  software  analysis  coit  digital  experience  strategy  the  enterprise  future  of  work  modern  cio  trends  and  statistics 
january 2017 by jonerp
Tuesday’s Tip: Seven Universal Factors Why Technology Firms Fail - by @rwang0
"Innovation. Vendors who fail to move to new platforms, slow the pace and quality of innovation, or not adapt to new trends would fail to make the transition to the next era. In many cases, the pile of technical debt from failing to innovate holds back the vendor’s ability to innovate. Slashing of R&D and innovation budgets, departure of key founders and executives, and the failure to attract new talent signify impending failure."
2017  adoption  apps  strategy  cause  cdo  ceo  chief  digital  officer  executive  information  marketing  technology  cio 
january 2017 by jonerp
On the Myth of the 10X Engineer and the Reality of the Distinguished Engineer - by @fintanr
"One of the greatest myths perpetuated in the software industry, particularly by recruiters, over the last number of years has been the idea of the 10X engineer. The idea that some rock-star or ninja can arrive into your team and will code his (and in the case of the self-described 10x engineer it is invariably a guy) way through everything you throw at them in an incredibly short time. A myth. A fallacy. And missing the real qualities of a truly great engineer."
community  cto  developers  leadership  management  strategy 
december 2016 by jonerp
Trust Breakdowns: Provider Claims Solutions Drive Strategy - by @barnes_hank
"When a vendor claims otherwise, most buyers will recognize that the vendor is putting their needs (selling their product) ahead of the customer needs. A marketing campaign to that effect could significantly damage the relationship and diminish trust–particularly when buyers tell us that they spend 65% of their time talking to people other than the providers they are considering."
go-to-market  messaging  strategy  trust 
december 2016 by jonerp
Why A Bi-Modal Approach to Digital Transformation Is Just Stupid - by @rwang0
"Like fake news, the over hyped, bi-modal approach to IT and digital transformation is a flawed fallacy perpetuated by ivory tower, non-pragmatic legacy research firms. Lessons learned from successful digital transformation projects emphasize an organizational design comprised of six key virtual or physical teams."
2016  adobe  ai  amazon  web  services  amazon.com  anticipatory  analytics  apple  apps  strategy  artificial  intelligence  augmented  humanity  bi-modal  it 
december 2016 by jonerp
Monday’s Musings: Secrets Behind Building Any AI Driven Smart Service - by @rwang0
"Anticipatory analytics, catalysts, and choices interact to power mass personalization at scale. Anticipatory analytics allow customers to “skate where the puck will be”. Catalysts provide offers or triggers for response. Choices allow customers to make their own decisions. Each individual or machine will have their own experience in contexts depending on identity, historical preferences, and needs at the time."
2016  adobe  ai  amazon  web  services  amazon.com  anticipatory  analytics  apple  apps  strategy  artificial  intelligence  augmented  humanity  big  data 
november 2016 by jonerp
EPM: Now More Than Ever - by @kellblog
"If you cannot predict the future, you should at least be able to respond to it in agile way. If your company takes 6 months to make a budget that gets changed once a year, you will be very exposed to surprise changes."
featured  posts  technology  software  agile  planning  budgeting  epm  modeling  scenario  analysis  strategy  uncertainty 
november 2016 by jonerp
UK government vows to sink $2.3 billion into new cybersecurity plan
"The UK government has promised to spend nearly £2 billion over the next five years to try to tackle the growing problem of cyber attacks in the country."
ministry  of  innovation  risk  assessment  cyber  security  strategy  cyberattacks  gchq  philip  hammond  talktalk  treasury 
november 2016 by jonerp
Can You Target Too Much? - by @barnes_hank
"But, in many markets, it is critical for growth. In fact, for emerging markets, the majority of your ideal target segment is likely to fall into these categories. If that is the case, and your investments are targeted at “shoppers” or “buyers”, your missing the mark and potentially wasting money."
go-to-market  marketing  strategy  sales  segmentation  targeting 
october 2016 by jonerp
Turning APIs into Products: The Next Stage of Business Growth
"Last year at API Strategy and Practice in Austin, Texas, one of the key themes that arose from speakers across multiple streams was the next challenge in this typical rollout. Business leaders charged with the responsibility of (a) encouraging internal APIs to be used by engineering teams creating new products, and (b) facilitating open APIs to be used by partner and external developers found they needed to move beyond a pilot or innovation project mindset and treat their APIs as products."
analysis  top  stories  api  strategy  and  management  apis  azure  microsoft  productization  tns 
october 2016 by jonerp
The Differentiation Two-Step - by @barnes_hank
"Don’t get me wrong, functionality matters, but it rarely is the final decision factor. And in most cases, price is not either. It comes down to differentiation that matters to the prospect. A new way of doing things that addresses old challenges. A lower risk approach. An alternative that is easier to build consensus approval around."
go-to-market  differentiation  messaging  strategy 
october 2016 by jonerp
Big Data Analytics Not Just for the Big Guys
"Based on our experience as consumers, it is evident that these “big guys” know how to use “big data.” But what about small to midsize companies? Like large companies, they also need to better understand the market, target their best prospects, and better serve their customers. However, in the past, they have not had the computing resources to gather and store petabytes of data, nor the internal skills to analyze all that data."
hcm  software  selection  it  strategy  adp  bi  big  data  hr  infor  microsoft  workday 
september 2016 by jonerp
Aligned to Achieve: A B2B Marketing Classic - by @kellblog
"Aligned to Achieve includes the word “transparency” twenty times. Transparency is required in the culture, in collaboration, in definitions, in planning, in the reasons for plans, in process and metrics, in data, in assessing results, in engaging customers, and in objectives and performance against them. Communication is the lubricant in the sales/marketing relationship and transparency the key ingredient."
marketing  saas  sales  startups  strategy  uncategorized  venture  capital  alignment  data  execution 
september 2016 by jonerp
News Analysis: @Adobe @Microsoft Partner Up For Marketing Cloud, Azure and #AI #MSIgnite - by @rwang0
"While Adobe currently uses multiple providers and data centers for its cloud operations, the move to Microsoft Azure will provide a global, Tier-1 environment for work loads as well as security. More importantly, Adobe gains another tool for machine learning. However, access to SQL Server remains questionable as performance issues for SQL Server on Azure remain for heavy transactional apps."
2016  adobe  marketing  club  alliances  apps  strategy  artificial  intelligence  chief  data  officer  digital  executive  information  revenue 
september 2016 by jonerp
How Hard Do You Make The Enterprise Buying Decision? - by @barnes_hank
"As you think of your solution, are you forcing lots of groups to say “yes”? In those cases, is your solution compelling enough, across the board, to get all those “yes” votes? If you do have a broad solution, and are new to the market, you may want tominimize the number of “yes” votes you need to obtain. Focus on one key area that appeals to one group for entry–using the other capabilities as differentiation and sources of future value. Don’t push too hard for that broad commitment out of the gate."
go-to-market  customer  life  cycle  situational  awareness  strategy 
august 2016 by jonerp
Monday’s Musings: CXOs Seek Enterprise-Grade Mobile Solutions Despite Seven Barriers - by @rwang0
"Constellation’s annual survey of disruptive technologies among leading CXOs consistently places mobile enablement as a top three priority. In the 2016 survey, more than 58 percent of respondents revalidated that mobile enablement was their number one priority. Unfortunately, most CXOs and their organizations often find mobile solutions to lack the enterprise-grade capabilities required to move beyond consumerization."
2016  apps  strategy  cdo  ceo  chief  customer  officer  digital  executive  hr  information  security  marketing  people 
august 2016 by jonerp
News Analysis: Plex Adds Supply Chain Planning With DemandCaster Acquisition - by @rwang0
"Prospects can keep Plex in the short lists for Manufacturing Cloud. While large vendors such as Oracle and SAP try to move down market, prospects continue to complain about the high cost of ownership and complexity despite a cloud delivery. Smaller competitors Rootstock and Kenandy still lack the full functionality of Plex. Netsuite’s acquisition by Oracle may cause some distractions during post-merger integration. The result – limited players in the space."
acquisition  acquisitions  apps  strategy  ceo  chief  executive  officer  information  technology  cio  cloud  computing  suites  wars 
august 2016 by jonerp
News Analysis: Oracle’s $9.3B Acquisition Of Netsuite Is About Cloud Consolidation - by @rwang0
"Battle for cloud revenue continues. Oracle, as with every cloud vendor, seeks to grow their subscription revenues. Netsuite brings almost 800M in revenue and grows the overall market share. This adds to Oracle’s overall stock market valuations. Moreover, Larry keeps Netsuite in the family to avoid competitors from encroaching on the Oracle market."
acquisition  acquisitions  apps  strategy  chief  customer  officer  executive  information  marketing  technology  chro  cio  cloud  computing 
july 2016 by jonerp
The broader issues behind Brexit send a frightening message to the services industry - by @pfersht
"Moreover, this rebellion against the establishment can be clearly mirrored in many of our enterprises, where similar issues of disenfranchisement are rapidly permeating."
business  process  outsourcing  (bpo)  digital  transformation  hfsresearch.com  homepage  hr  strategy  it  services  sourcing  change  management  the  as-a-service  economy  brexit  enterprise  irregulars 
june 2016 by jonerp
GE Digital Provides a Report of Progress on Digital Industrial Efforts
"GE Digital executives went to great lengths to point out their belief that industrial based IoT applications and network opportunities will be a far larger market segments that consumer focused IoT applications, pegging the latter segment as greater than $225 billion by 2020. That stated, during open Q&A, executives indicated a belief the 2017-18 timeframe will be the point of industry inflection in IoT enabled efforts. From this author’s lens, that is fairly consistent with comments and observations we’ve heard from other IoT focused technology and services providers."
asset  management  industrial  and  diversified  industry  supply  chain  internet  of  things  service  lifecycle  technology  general  electric  digital  group  efforts  predix  platform  adoption  strategy  providers  matters  blog 
june 2016 by jonerp
Digital labor will trim 1.4 million global services jobs by 2021 - by @pfersht
"The choice will largely be down to the workers figuring out whether they want to stay in this industry and learn new skills and ways of working, in order to continue to be effective. As the data plainly shows, the services industry, from an employee standpoint, is likely to be 10% smaller in five years’ time. That may be a significant number of workers, but this reduction is gradual and gives ambitious workers the chance to reorient their skills and job focus."
business  process  outsourcing  (bpo)  cognitive  computing  digital  transformation  hfsresearch.com  homepage  hr  strategy  it  services  robotic  automation  enterprise  irregulars 
june 2016 by jonerp
News Analysis: Acquisition Brings Salesforce Customers To The Commerce Party - by @rwang0
" Salesforce outbid many competitors to win over Demandware. The acquisition gives Salesforce.com ammo to fend off IBM Smarter Commerce and Hybris deals, despite Hybris mostly being on-premises based. The future of CRM includes commerce because at the end of the day, conversion rate optimization matters. Going forward, Salesforce could include the B2B commerce space adding partners such as Avangate, Cloud Craze, and Digital River as part of the overall industry vertical strategy. Meanwhile, expect Adobe and Microsoft to step up their efforts around B2C and B2B commerce."
2016  acquisition  acquisitions  adobe  amazon  web  services  appexchange  apps  strategy  avangate  b2b  b2c  e-commerce 
june 2016 by jonerp
The future of work is about capabilities you (should) already have - by @pfersht
"Frankly, I’m sick and tired hearing about “Digital Skills” and “Creative Capabilities” being some far-flung capabilities which you need to go to Millennial school to develop (whatever that is). Digital skills are about understanding your customers’ current experiences and intelligently leveraging every traditional, social and mobile channel touching your business to make them richer. Creative capabilities come from collaborating and challenging yourself with your colleagues and partners."
design  thinking  digital  transformation  hfsresearch.com  homepage  hr  strategy  robotic  process  automation  enterprise  irregulars 
may 2016 by jonerp
Event Report: Business Transformation Top Of Mind For Microsoft Envision #ENV16 Attendees - by @rwang0
"Financial institutions and technology providers have flocked to the promises of block chain technology made famous by BitCoin. However the risk of consumer grade technologies creating security and risk issues have hampered efforts. The goal is enterprise grade block-chain technology."
2016  apps  strategy  big  data  blockchain  technology  bots  business  disruption  transformation  ceo  chatbots  chief  digital  officer  executive 
april 2016 by jonerp
It’s time we started Being As-a-Service - by @pfersht
"Our industry is beset by fear, like never before. People are scared – they know their skills and capabilities could quickly become obsolete in a world where the job openings increasingly demand creativity, analytical prowess and an ability to pivot across domains. Suddenly, if you’re not a Digital native who talks about endless disruption and the coming robo-geddon, you’re a dinosaur… The gap between hype and reality has reached ridiculous proportions, and it’s time we stopped thinking about the fantastical future and focus on what we can achieve today."
2015  as-a-service  study  analytics  and  big  data  business  process  outsourcing  (bpo)  buyers'  sourcing  best  practices  cognitive  computing  design  thinking  digital  transformation  hfsresearch.com  homepage  hr  strategy  it  services  robotic  automation 
march 2016 by jonerp
The Long Game is Winning in Digital Ecosystems, and Other Global Tech Trends - by @dhinchcliffe
"I’ve traveled nearly 70,000 miles all over the world since the beginning of the year, talking with digital practitioners in the trenches. Most often these are passionate but often frustrated change agents, IT managers grappling with tech evolution, and corporate leaders on both the technology and business side looking towards their futures and feeling uncertain."
featured  posts  trends  &  concepts  analysis  network  effects  strategy  the  enterprise  web 
march 2016 by jonerp
Dear IT Department, Why Community Management Matters - by @dhinchcliffe
"While I’m singling out IT departments for sometimes not providing the right resources to make online communities successful, the reality is community management, what I’ve long called the essential capability for online communities, can be neglected or underserved by anyone. Yet long-standing research from highly respected organizations like The Community Roundtable have found to be a top successful factor in realizing a social business solution."
featured  posts  trends  &  concepts  analysis  online  community  social  business  collaboration  strategy  the  enterprise  future  of  work 
february 2016 by jonerp
Why 77% of the C-Suite really want provider-replacement therapy - by @pfersht
"Outsourcing is very much the direction the C-Suite wants to take to do the redesigning. 62% see a genuine need to bring in external specialists to redesign their operations, compared to only 24% of their middle layer. Clearly, leadership realizes their existing team just doesn’t have what it takes to do much more than keep the same old widgets turning."
2015  as-a-service  study  analytics  and  big  data  business  process  outsourcing  (bpo)  buyers'  sourcing  best  practices  cognitive  computing  design  thinking  digital  transformation  hr  strategy  it  services  knowledge  &  robotic  automation 
january 2016 by jonerp
Become Data Driven: Embrace the Iconoclast in Your Organization 0 by @lcecere #scm #analytics
"No company on the call felt that they had a data strategy. One company was testing a non-relational solution. While companies desire real-time systems and new insights, many were just trying to get the planning systems that they had now working better. On the call, no company thought they had cracked the code of delivering on the promise of supply chain analytics."
big  data  supply  chains  customer-centric  demand  cognitive  learning  strategy  chain  analytics  excellence 
january 2016 by jonerp
News Analysis: In Search Of Growth Amidst Digital Disruption - by @rwang0
"Organizations focused on jump starting growth must begin their transformation to a digital business. With fewer and fewer companies surviving as margin based businesses, those organizations building new digital business models will be rewarded with growth valuations. As the winner takes all market continues, digital transformation is a key lever in the ability to grow profits, expand markets, and dominate a market."
apps  strategy  enterprise  applications  software  r  "ray"  wang;  vendor  rwang0  insider  softwareinsider  cio  cmo 
january 2016 by jonerp
10 issues defining the services industry in 2016 - by @pfersht
"We’ve pooled all the big discussion topics from our recent service buyers summit in Harvard and let our analysts loose to demand 10 big things the industry needs to address if we are going to drag ourselves away from legacy land and avoid becoming massage therapists… and venture into the promised land of the As-a-Service Economy"
2015  hfs  buyers  summit  analytics  and  big  data  business  process  outsourcing  (bpo)  buyers'  sourcing  best  practices  cloud  computing  cognitive  contact  center  omni-channel  crm  marketing  design  thinking  digital  transformation  global  services  hr  strategy 
january 2016 by jonerp
80% of outsourcing relationships fail to deliver collaborative value… so what can we do? - by @pfersht
"Design Thinking in services is based, primarily, on both service buyer and provider coming together to create business outcomes that are mutually beneficial – and motivational – for both parties. However, this must be established as ongoing collaboration across all key relationship stakeholders, and not simply two days of senior management putting sticky notes on each others’ foreheads."
business  featured  posts  2015  hfs  buyers  summit  process  outsourcing  (bpo)  buyers'  sourcing  best  practices  cognitive  computing  design  thinking  enterprise  irregulars  hfsresearch.com  homepage  hr  strategy  it  services 
december 2015 by jonerp
News Analysis: SAP User Base In The UK and Ireland Ready For Digital Transformation But Organizations Remain Cautious Of Vendor Claims To Assist
"
30% of SAP user organizations have a digital strategy in place, with 36% in progress of digital initiatives without a confirmed strategy
69% stated that digital transformation is a priority for their organizations
87% noted they digital transformation of front/or back office functions
69% plan to digitalize front and back office functions."
apps  strategy  boardroom  priorities  book  summary  brand  promises  ceo  chief  digital  officer  executive  financial  hr  information  marketing  people 
november 2015 by jonerp
Life beyond automation? Consider the H Factor - by @pfersht
"I woke up to an interesting piece by Everest’s Peter Bendor Samuel yesterday, where he describes how IT service providers have developed their delivery staff into, essentially, “human robots”. He goes onto say that, while providers have delivered real value serving up these “human robots” to their clients, their staff no longer wish to work in such a robotic fashion."
business  process  outsourcing  (bpo)  buyers'  sourcing  best  practices  design  thinking  digital  transformation  hfsresearch.com  homepage  hr  strategy  it  services  robotic  automation  security  and  risk  social  networking  change  management 
november 2015 by jonerp
Oracle v. Rimini Street Verdict Clarifies Ground Rules for Third-Party Maintenance - by @fscavo
"Earlier this month, the jury reached its verdict in the Oracle v. Rimini Street lawsuit, a closely-watched case involving third-party maintenance (3PM) in the enterprise software industry. Assuming the jury’s verdict stands up against potential appeals, the case sets an important precedent for how 3PM providers should operate to ensure they are not violating the intellectual property rights of the software owners. We expect customer use of third-party maintenance will increase as a result of this verdict."
erp  selection  implementation  consultants  it  strategy  oracle  rimini  street  sap  third  party  maintenance 
october 2015 by jonerp
Cannibalize or face extinction (if you want to survive in the As-a-Service Economy) - by @pfersht
"The legacy service providers (and those service providers who may not realize they are – actually – legacy) simply don’t know how to price, solution, assess the risk and pull it all together – they can’t, because they simply aren’t set up that way."
2015  as-a-service  study  analytics  and  big  data  business  process  outsourcing  (bpo)  buyers'  sourcing  best  practices  cloud  computing  hfsresearch.com  homepage  hr  strategy  it  services  knowledge  &  robotic  automation  saas 
october 2015 by jonerp
Monday’s Musings: Dealing With The Startup Who Went Public And Is Now Arrogant As Hell - by @rwang0
"Market leaders and fast followers now face challenges when dealing with west-coast VC backed startups who finally become newly minted public companies and extremely arrogant. This also happens in acquisition."
2015  apps  strategy  brand  promises  ceo  chief  digital  officer  executive  financial  hr  information  marketing  people  technology 
october 2015 by jonerp
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