Content analytics is using rules, mathematical, statistical, and semantic models to automate how content is captured, analyzed, and governed over its lifecycle
Leading IT analyst firm Enterprise Management Associates (EMA) conducted global research with 400 executives and ITSM shareholders to provide actionable understanding of the appetite, adoption, maturity, and near-term plans for these technologies and their transformational impact on ITSM.
These slides based on the webinar provide highlights from this new research!
Get insights into EMA’s most recent research findings on enterprise service management (ESM) when you check out these webinar slides. This research examines ESM as both a logical, evolutionary extension of ITSM and as a revolutionary outgrowth of the digital transformation culture.
Salesforce and Remedyforce ISV Tech Talk: Pushing New Versions of your AppBMC Software
BMC Remedyforce was asked to present at Dreamforce 2015 on our seamless upgrades to thousands of users using the Salesforce App Cloud Push mechanism. Remedyforce is seen as a leader in the IT Service Management and Help Desk SaaS markets. Remedyforce help desk and service management is built on Salesforce and integrates with Service Cloud and other Salesforce App Cloud and AppExchange apps. Learn more: http://www.bmc.com/remedyforce
Content analytics is using rules, mathematical, statistical, and semantic models to automate how content is captured, analyzed, and governed over its lifecycle
Leading IT analyst firm Enterprise Management Associates (EMA) conducted global research with 400 executives and ITSM shareholders to provide actionable understanding of the appetite, adoption, maturity, and near-term plans for these technologies and their transformational impact on ITSM.
These slides based on the webinar provide highlights from this new research!
Get insights into EMA’s most recent research findings on enterprise service management (ESM) when you check out these webinar slides. This research examines ESM as both a logical, evolutionary extension of ITSM and as a revolutionary outgrowth of the digital transformation culture.
Salesforce and Remedyforce ISV Tech Talk: Pushing New Versions of your AppBMC Software
BMC Remedyforce was asked to present at Dreamforce 2015 on our seamless upgrades to thousands of users using the Salesforce App Cloud Push mechanism. Remedyforce is seen as a leader in the IT Service Management and Help Desk SaaS markets. Remedyforce help desk and service management is built on Salesforce and integrates with Service Cloud and other Salesforce App Cloud and AppExchange apps. Learn more: http://www.bmc.com/remedyforce
Annual commentary on future of corporate B2B purchasing considering organization, technology and supply base with specific challenges for purchasing leaders identified,
EMA research places AI and automation initiatives at the top of C-level technology priorities. But resistance to change, lack of experience, and the complexity of training models all hold back progress.
These slides, based on the webinar, address 5 common misconceptions about AI-powered ITSM automation and present a practical way to revolutionize IT support without changing platforms, processes, or user habits.
Managing a professional services firm is hard work. Firm leaders must juggle marketing, business development, client service, staff recruiting, development and retention to a successful outcome for everyone involved. There is one thing that
firm leaders must feel comfortable with that links all of these firm management initiatives together — technology.
PepsiCo needed to:
Enable dashboards and selected applications on smart phones
Increase the usability and richness of custom applications
E.g. Port Demand Resource Planner from a thick client to an RIA
Establish a division of responsibilities between rich applications and portal umbrellas
Future of Document Management Day in BelgiumJohn Newton
Speculations on the future of document management 10 years into the future. What will drive the management of documents, information and business processes? What are the implications for European organizations and businesses? What will really break the Productivity Gap? Presented at the Amplexor Future of Document Management Day.
Informa Tech’s 2019 IT Buying Research was developed to gain critical insight into business technology decision makers, and delves into:
- The profile of the modern IT professional and their organizations
- Vendor engagement
- The collaborative IT purchase process
- Work habits and more
IT Integration Done Right
It may or may not surprise you, but about 70% – 90% of M&As fail, for one reason or another. The integration of two companies into one functional unit inevitably involves great change. Culture, business strategies, and many other variables need to be adapted to fit new environments, people, and goals.
Are you prepared to take on the pressure and complexity of an IT M&A? Our new M&A Playbook for IT is your roadmap to navigating the biggest IT integration challenges and driving business goals.
In this strategy brief, find out:
-The three common M&A pitfalls that CIOs must avoid
-How to improve synergy, lower costs, and shorten time to market
-How to determine the right level of IT integration for your company
Procurify welcomes KPMG to discuss trends in procurement with regard to SaaS, cloud and mobile technology.
This slide deck will address opportunities for adopting SaaS to enable the procurement process. It is no longer about IF, it is about WHEN small and Medium businesses will shift to the cloud to enable business processes such as procurement/purchasing. We will explore benefits and use cases of how organizations have taken advantage e-purchasing solutions such as Procurify.
Designed for: Procurement Professionals, Controllers, IT Applications leads, head of IT and CFOs.
Learn more about Procurify: http://bit.ly/Procurify
Watch the Webinar Recording: http://bit.ly/ProcurifyKPMG
EMA’s research report, “Network Performance Management Strategies for the Digital Enterprise,” offers IT professionals a guide toward understanding NPM technology. EMA surveyed 250 IT professionals and conducted a half-dozen phone interviews to identify best practices and successful strategies for NPM solutions.
Check out these slides--based on the webinar featuring EMA Research Director Shamus McGillicuddy --to get some of the results of this research.
Rajesh Garg IE Essay H - What do you believe are the greatest challenges facing the sector or industry you would like to specialize in at IE? What role do you hope to be able to play in this sector or industry in the medium term?
CIO Advisory Services Guide | White Paper from Brittenford SystemsBrittenford Systems
IT departments are under stress as the need for financial resources becomes overwhelming and technology departments are required to do more with less, using existing IT systems while having to also move or keep systems online. This white paper serves as a guide to CIO advisory services and discusses the current stress on the IT industry.
Successful Processes for Selecting a Content Management System: How to Become...Scott Abel
Presented at DocTrain East 2007 by Mary Laplante and Geoff Bock, The Gilbane Group -- A critical skill set for any content management professional relates to the successful acquisition of technology that solves business problems. If your currentor futureחresponsibilities include identifying the right solutions for your company or client, this is a dont-miss session for you.
A content management solution that delivers business value starts with choosing the right technology. Even with consolidation, the CMS market continues to grow, presenting buyers with an overwhelming number of options from which to choose. Mary Laplante and a panel of senior content management analysts and consultants provide you with insight and advice on acquisition processes that will help you map a path to success, set mile markers to guide your way, and reach your goal of choosing the right content technologies for your organization.
Topics to be covered include:
* Making the business case for investment in content technologies: cost savings PLUS revenues equal the big picture for executives.
* Distilling the key requirements: how to focus the technology investigation and avoid distraction.
* Developing an acquisition strategy: tools such as RFIs, RFPs, vendor-supported discovery processes, benchmarking peer organizations, conference-room pilots, and proof-of-concepts can help or hinder your acquisition process.
* Funneling vendors from short list to partner: what you need to know about the last mile to vendor-of-choice.
* Understanding technology delivery options: how software-as-service offers should be evaluated in the technology acquisition process.
DocTrain attendees will have a unique opportunity to shape the content delivered in the session. Prior to DocTrain East, the session moderator and panelists will host discussions and surveys related to technology acquisition processes on http://cmprofessionals.org and http://gilbane.com. You will have a chance to pose your questions in advance and to participate in surveys on key challenges you face in bringing content technologies into the enterprise.
Annual commentary on future of corporate B2B purchasing considering organization, technology and supply base with specific challenges for purchasing leaders identified,
EMA research places AI and automation initiatives at the top of C-level technology priorities. But resistance to change, lack of experience, and the complexity of training models all hold back progress.
These slides, based on the webinar, address 5 common misconceptions about AI-powered ITSM automation and present a practical way to revolutionize IT support without changing platforms, processes, or user habits.
Managing a professional services firm is hard work. Firm leaders must juggle marketing, business development, client service, staff recruiting, development and retention to a successful outcome for everyone involved. There is one thing that
firm leaders must feel comfortable with that links all of these firm management initiatives together — technology.
PepsiCo needed to:
Enable dashboards and selected applications on smart phones
Increase the usability and richness of custom applications
E.g. Port Demand Resource Planner from a thick client to an RIA
Establish a division of responsibilities between rich applications and portal umbrellas
Future of Document Management Day in BelgiumJohn Newton
Speculations on the future of document management 10 years into the future. What will drive the management of documents, information and business processes? What are the implications for European organizations and businesses? What will really break the Productivity Gap? Presented at the Amplexor Future of Document Management Day.
Informa Tech’s 2019 IT Buying Research was developed to gain critical insight into business technology decision makers, and delves into:
- The profile of the modern IT professional and their organizations
- Vendor engagement
- The collaborative IT purchase process
- Work habits and more
IT Integration Done Right
It may or may not surprise you, but about 70% – 90% of M&As fail, for one reason or another. The integration of two companies into one functional unit inevitably involves great change. Culture, business strategies, and many other variables need to be adapted to fit new environments, people, and goals.
Are you prepared to take on the pressure and complexity of an IT M&A? Our new M&A Playbook for IT is your roadmap to navigating the biggest IT integration challenges and driving business goals.
In this strategy brief, find out:
-The three common M&A pitfalls that CIOs must avoid
-How to improve synergy, lower costs, and shorten time to market
-How to determine the right level of IT integration for your company
Procurify welcomes KPMG to discuss trends in procurement with regard to SaaS, cloud and mobile technology.
This slide deck will address opportunities for adopting SaaS to enable the procurement process. It is no longer about IF, it is about WHEN small and Medium businesses will shift to the cloud to enable business processes such as procurement/purchasing. We will explore benefits and use cases of how organizations have taken advantage e-purchasing solutions such as Procurify.
Designed for: Procurement Professionals, Controllers, IT Applications leads, head of IT and CFOs.
Learn more about Procurify: http://bit.ly/Procurify
Watch the Webinar Recording: http://bit.ly/ProcurifyKPMG
EMA’s research report, “Network Performance Management Strategies for the Digital Enterprise,” offers IT professionals a guide toward understanding NPM technology. EMA surveyed 250 IT professionals and conducted a half-dozen phone interviews to identify best practices and successful strategies for NPM solutions.
Check out these slides--based on the webinar featuring EMA Research Director Shamus McGillicuddy --to get some of the results of this research.
Rajesh Garg IE Essay H - What do you believe are the greatest challenges facing the sector or industry you would like to specialize in at IE? What role do you hope to be able to play in this sector or industry in the medium term?
CIO Advisory Services Guide | White Paper from Brittenford SystemsBrittenford Systems
IT departments are under stress as the need for financial resources becomes overwhelming and technology departments are required to do more with less, using existing IT systems while having to also move or keep systems online. This white paper serves as a guide to CIO advisory services and discusses the current stress on the IT industry.
Successful Processes for Selecting a Content Management System: How to Become...Scott Abel
Presented at DocTrain East 2007 by Mary Laplante and Geoff Bock, The Gilbane Group -- A critical skill set for any content management professional relates to the successful acquisition of technology that solves business problems. If your currentor futureחresponsibilities include identifying the right solutions for your company or client, this is a dont-miss session for you.
A content management solution that delivers business value starts with choosing the right technology. Even with consolidation, the CMS market continues to grow, presenting buyers with an overwhelming number of options from which to choose. Mary Laplante and a panel of senior content management analysts and consultants provide you with insight and advice on acquisition processes that will help you map a path to success, set mile markers to guide your way, and reach your goal of choosing the right content technologies for your organization.
Topics to be covered include:
* Making the business case for investment in content technologies: cost savings PLUS revenues equal the big picture for executives.
* Distilling the key requirements: how to focus the technology investigation and avoid distraction.
* Developing an acquisition strategy: tools such as RFIs, RFPs, vendor-supported discovery processes, benchmarking peer organizations, conference-room pilots, and proof-of-concepts can help or hinder your acquisition process.
* Funneling vendors from short list to partner: what you need to know about the last mile to vendor-of-choice.
* Understanding technology delivery options: how software-as-service offers should be evaluated in the technology acquisition process.
DocTrain attendees will have a unique opportunity to shape the content delivered in the session. Prior to DocTrain East, the session moderator and panelists will host discussions and surveys related to technology acquisition processes on http://cmprofessionals.org and http://gilbane.com. You will have a chance to pose your questions in advance and to participate in surveys on key challenges you face in bringing content technologies into the enterprise.
Research Assignment #4 Topic Security Management .docxronak56
Research Assignment #4
Topic: Security Management
1. Search the Web and locate three (3) Web sites that relate to the topic. These sites could be white
papers or research documents found on research databases, commercial or non-commercial sites that
have something to do with the topics, or news articles that discuss the topics. For each URL write a one-
paragraph summary of the Web site focusing on how it relates to the topic.
2. Create a Word document containing the following
A title page containing your name, course, assignment and date.
Abstract
A Background Section (minimum two pages) discussing what you found in your research from
reading the text and performing research on Internet. This is what the author’s think about the
topic and where most the readings should be cited. Don’t just reiterate your summaries here,
the point is to synthesize the readings into a coherent analysis that could be presented to an
executive.
An Analysis Section (minimum one page), which is what you learned about the topic. Other
authors may be cited here as well to support your analysis.
A URLs section containing the three URL’< s with their accompanying paragraph from step
Reference section.
This paper should follow APA guidelines with a title page; and APA style citations and reference
page. No table of contents or abstract is required.
3. Submit the Word document to the appropriate assignment in the Blackboard
Assignments area.
4. Refer to grading Rubric for how you will be graded.
THE TIPPING POINT I
BY WOODY DRIGGS AND ROB HOLLAND
Putting Customers Before Politics
COOs struggle to navigate a siloed culture
TO TRULY ADDRESS
BUSINESS
CHALLENGES,
ORGANIZATIONS NEED
TO VIEW CUSTOMER
OPERATIONS AS
A WHOLE.
T
H E C H I E F operating officer of a global
HR and payroll services provider threw up
her hands in despair. Month after month, she
received reports indicating that more than half
of the company's sales orders had errors. Sometimes it
was bad customer data; other times, the service options
offered to the customer had been bundled or priced incor-
rectly. For every error, the salesperson would return to the
customer to redo the order. This was incredibly inefficient
and eroded customers' confi-
dence in the company, some-
times to the point of canceling
orders altogether.
The COO had twice attempted
to implement a technology solu-
tion that would reduce the error
rate. Both times, the effort failed
because the business allowed
for inconsistent processes. Sales
processes and IT infrastructure
were slightly different from one business unit to the next,
and business unit leaders jostled to prioritize pet projects
over what was in the best interest of the organization as
a whole.
Navigating a culture built on silos, and challenging fief-
doms that ultimately hamper productivity and profitable
growth is an experience many COOs face. The key is to
involve the right stakeholders and el ...
Towards strategic learning and development - oeb2009Mike Deschildre
Organizations facing severe budget restrictions, and a requirement to build relevant competencies rapidly require to approach their learning strategy differently. They must understand the business imperatives for learning, have an optimized learning design and delivery model for workforce learning at various skill levels and align learning programs to performance metrics.
During the case study, we review at a first stage, how different business imperatives require different learning approaches. We associate pedagogical method, buying behavior and key decision factors in the selling process to each of 4 business imperatives.
Next we will discover at more depth what blended learning mix is necessary to address the business need and achieve the learning solution goals.
At third instance we apply a method of learning effectiveness measurement (LEM) to develop, document and validate the strategy to:
- quickly produce a learning measurement plan
- communicate the importance of learning effectiveness measurement
- generate various LEM scenarios to evaluate alternative options.
At the end of this session, you should be able to:
- apply a framework for mapping learning solution to business imperatives
- understand a patented model for optimized workforce learning
- understand the basic elements of learning effectiveness measurements.
Michigan Marketing Minds - September 9, 2014 - Expressing Thought Leadership:...AnnArborSPARK
The Three Keys to Modern Marketing: Content, Content, Content...
Panelists will tell how their companies’ innovative content marketing strategies have helped them:
-establish thought leadership within their industries,
-get found by the right kinds of customers,
-build strong brands that stand apart from the competition,
-increase preference among customers ready to buy.
Top 10 Security Product Manager Interview Questions That You Should Know.pptxinfosec train
The product market has grown to create solutions that improve the quality of life on both an organizational and individual level.
https://www.infosectrain.com/courses/pmp-certification-training/
Companies today need to drive performance from every aspect
of their IT investments. Find out how skills drive performance
results and how IBM is building skills for a smarter planet in
partnership with IBM Global Training Providers
How to Successfully Manage High Risk, High Reward Learning Projects!Tatainteractive1
http://tatainteractive.com/ - Tata Interactive Systems provides more detail on best practices that help you learn how to manage projects which involves high risk and making it high rewarding initiative at the same time. Any initiative that starts out with a limited timeline automatically increases the risk of achieving a successful outcome. Learn more on how you can manage your valuable projects!
Pluto7 - Tableau Webinar on enabling Organization to be Data Driven in 201...Manju Devadas
Big Data and BI initiatives needs a holistic strategy and execution. The content walks through how an organization became data driven in less than 6 months with Tableau, Alteryx, Splunk and traditional BI enabled by Pluto7 ( www.pluto7.com )
Similar to How to sell MCS - Managed Content Services (20)
We are seeing a massive change in how organizations identify, procure, and implement solutions. This changes the role of the B2B sales rep. Learn how to be ready for the change.
Smartphones are changing customer and staff behavior. Information needs to be aware from everywhere, at anytime, and from any device. But don't do random acts of mobile - consider instead the strategic role of mobile for your staff and customers.
This presentation explains Information Governance. Learn what it takes to improve the value of information, manage information risks, and reduce information costs.
Riding the wave of socal media to grow your businessAtle Skjekkeland
This presentation will guide you through some tips and tricks for engaging in the social media world, with the intention of growing your business, not just sharing your photos and what you ate last night.
This presentation describes how you can use social technologies to transform key business processes, but also required governance to reduce risks. For more information www.aiim.org
Become a Certified Information Professional (CIP), AIIM's newly-launched certification. Earning this designation demonstrates your ability to solve an organization's existing information-related problems as well as plan for the future.
This presentation provides you with an overview of how to implement Electronic Records Management (ERM) according to ISO15489. The slides are from AIIM's ERM Specialist and Master Certificate Programs. For more information visit www.aiim.org/training
This presentation provides you with an overview of Electronic Records Management (ERM). The slides are from the AIIM ERM Certificate Program covering technologies and global best practices for managing electronic records.
This presentation provides you with an overview of Email Management (EMM). The slides are from AIIM's EMM Certificate Program, which is a training program designed from global best practices among AIIM's 65,000 Associate and Professional members.
This presentation provides you with an overview of Business Process Management (BPM). The slides are from AIIM's BPM Certificate Program, which is a training program designed from global best practices among AIIM's 65,000 Associate and Professional members. The BPM program covers concepts and technologies for process streamlining and re-engineering; requirements gathering and analysis; application integration; process design and modelling; monitoring and process analysis; and managing change. For more information visit www.aiim.org/training
PHP Frameworks: I want to break free (IPC Berlin 2024)Ralf Eggert
In this presentation, we examine the challenges and limitations of relying too heavily on PHP frameworks in web development. We discuss the history of PHP and its frameworks to understand how this dependence has evolved. The focus will be on providing concrete tips and strategies to reduce reliance on these frameworks, based on real-world examples and practical considerations. The goal is to equip developers with the skills and knowledge to create more flexible and future-proof web applications. We'll explore the importance of maintaining autonomy in a rapidly changing tech landscape and how to make informed decisions in PHP development.
This talk is aimed at encouraging a more independent approach to using PHP frameworks, moving towards a more flexible and future-proof approach to PHP development.
Securing your Kubernetes cluster_ a step-by-step guide to success !KatiaHIMEUR1
Today, after several years of existence, an extremely active community and an ultra-dynamic ecosystem, Kubernetes has established itself as the de facto standard in container orchestration. Thanks to a wide range of managed services, it has never been so easy to set up a ready-to-use Kubernetes cluster.
However, this ease of use means that the subject of security in Kubernetes is often left for later, or even neglected. This exposes companies to significant risks.
In this talk, I'll show you step-by-step how to secure your Kubernetes cluster for greater peace of mind and reliability.
DevOps and Testing slides at DASA ConnectKari Kakkonen
My and Rik Marselis slides at 30.5.2024 DASA Connect conference. We discuss about what is testing, then what is agile testing and finally what is Testing in DevOps. Finally we had lovely workshop with the participants trying to find out different ways to think about quality and testing in different parts of the DevOps infinity loop.
UiPath Test Automation using UiPath Test Suite series, part 4DianaGray10
Welcome to UiPath Test Automation using UiPath Test Suite series part 4. In this session, we will cover Test Manager overview along with SAP heatmap.
The UiPath Test Manager overview with SAP heatmap webinar offers a concise yet comprehensive exploration of the role of a Test Manager within SAP environments, coupled with the utilization of heatmaps for effective testing strategies.
Participants will gain insights into the responsibilities, challenges, and best practices associated with test management in SAP projects. Additionally, the webinar delves into the significance of heatmaps as a visual aid for identifying testing priorities, areas of risk, and resource allocation within SAP landscapes. Through this session, attendees can expect to enhance their understanding of test management principles while learning practical approaches to optimize testing processes in SAP environments using heatmap visualization techniques
What will you get from this session?
1. Insights into SAP testing best practices
2. Heatmap utilization for testing
3. Optimization of testing processes
4. Demo
Topics covered:
Execution from the test manager
Orchestrator execution result
Defect reporting
SAP heatmap example with demo
Speaker:
Deepak Rai, Automation Practice Lead, Boundaryless Group and UiPath MVP
Smart TV Buyer Insights Survey 2024 by 91mobiles.pdf91mobiles
91mobiles recently conducted a Smart TV Buyer Insights Survey in which we asked over 3,000 respondents about the TV they own, aspects they look at on a new TV, and their TV buying preferences.
Le nuove frontiere dell'AI nell'RPA con UiPath Autopilot™UiPathCommunity
In questo evento online gratuito, organizzato dalla Community Italiana di UiPath, potrai esplorare le nuove funzionalità di Autopilot, il tool che integra l'Intelligenza Artificiale nei processi di sviluppo e utilizzo delle Automazioni.
📕 Vedremo insieme alcuni esempi dell'utilizzo di Autopilot in diversi tool della Suite UiPath:
Autopilot per Studio Web
Autopilot per Studio
Autopilot per Apps
Clipboard AI
GenAI applicata alla Document Understanding
👨🏫👨💻 Speakers:
Stefano Negro, UiPath MVPx3, RPA Tech Lead @ BSP Consultant
Flavio Martinelli, UiPath MVP 2023, Technical Account Manager @UiPath
Andrei Tasca, RPA Solutions Team Lead @NTT Data
Accelerate your Kubernetes clusters with Varnish CachingThijs Feryn
A presentation about the usage and availability of Varnish on Kubernetes. This talk explores the capabilities of Varnish caching and shows how to use the Varnish Helm chart to deploy it to Kubernetes.
This presentation was delivered at K8SUG Singapore. See https://feryn.eu/presentations/accelerate-your-kubernetes-clusters-with-varnish-caching-k8sug-singapore-28-2024 for more details.
LF Energy Webinar: Electrical Grid Modelling and Simulation Through PowSyBl -...DanBrown980551
Do you want to learn how to model and simulate an electrical network from scratch in under an hour?
Then welcome to this PowSyBl workshop, hosted by Rte, the French Transmission System Operator (TSO)!
During the webinar, you will discover the PowSyBl ecosystem as well as handle and study an electrical network through an interactive Python notebook.
PowSyBl is an open source project hosted by LF Energy, which offers a comprehensive set of features for electrical grid modelling and simulation. Among other advanced features, PowSyBl provides:
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- Visualization tools to display your network;
- Grid simulation tools, such as power flows, security analyses (with or without remedial actions) and sensitivity analyses;
The framework is mostly written in Java, with a Python binding so that Python developers can access PowSyBl functionalities as well.
What you will learn during the webinar:
- For beginners: discover PowSyBl's functionalities through a quick general presentation and the notebook, without needing any expert coding skills;
- For advanced developers: master the skills to efficiently apply PowSyBl functionalities to your real-world scenarios.
Observability Concepts EVERY Developer Should Know -- DeveloperWeek Europe.pdfPaige Cruz
Monitoring and observability aren’t traditionally found in software curriculums and many of us cobble this knowledge together from whatever vendor or ecosystem we were first introduced to and whatever is a part of your current company’s observability stack.
While the dev and ops silo continues to crumble….many organizations still relegate monitoring & observability as the purview of ops, infra and SRE teams. This is a mistake - achieving a highly observable system requires collaboration up and down the stack.
I, a former op, would like to extend an invitation to all application developers to join the observability party will share these foundational concepts to build on:
Epistemic Interaction - tuning interfaces to provide information for AI supportAlan Dix
Paper presented at SYNERGY workshop at AVI 2024, Genoa, Italy. 3rd June 2024
https://alandix.com/academic/papers/synergy2024-epistemic/
As machine learning integrates deeper into human-computer interactions, the concept of epistemic interaction emerges, aiming to refine these interactions to enhance system adaptability. This approach encourages minor, intentional adjustments in user behaviour to enrich the data available for system learning. This paper introduces epistemic interaction within the context of human-system communication, illustrating how deliberate interaction design can improve system understanding and adaptation. Through concrete examples, we demonstrate the potential of epistemic interaction to significantly advance human-computer interaction by leveraging intuitive human communication strategies to inform system design and functionality, offering a novel pathway for enriching user-system engagements.
Transcript: Selling digital books in 2024: Insights from industry leaders - T...BookNet Canada
The publishing industry has been selling digital audiobooks and ebooks for over a decade and has found its groove. What’s changed? What has stayed the same? Where do we go from here? Join a group of leading sales peers from across the industry for a conversation about the lessons learned since the popularization of digital books, best practices, digital book supply chain management, and more.
Link to video recording: https://bnctechforum.ca/sessions/selling-digital-books-in-2024-insights-from-industry-leaders/
Presented by BookNet Canada on May 28, 2024, with support from the Department of Canadian Heritage.
Empowering NextGen Mobility via Large Action Model Infrastructure (LAMI): pav...
How to sell MCS - Managed Content Services
1. Atle Skjekkeland
Chief Evangelist
AIIM
askjekkeland@aiim.org
www.aiim.org
AIIM – The Global Community of Information Professionals
2-Day Training Course
in How to Sell
Managed Content Services
“One of the best training sessions I
have attended in a long time. Useful
and powerful information, critical to
what we are trying to accomplish”
- ECM director, leading MFP provider
2. A Need for Digital Transformation
Corporations need a digital
transformation to improve
productivity
We are seeing weak growth in both
jobs and productivity (both before
and after the recession)
Annual productivity gains have
declined from 3.3% to 1.8%
Many corporations have over the
last 10 years failed to leverage IT to
improve productivity.
Source: Federal Reserve Bank of San Francisco http://www.frbsf.org/economic-research/files/wp12-18bk.pdf
4. Replace Legacy Systems
“Significant” or “very significant” business
problem:
High Cost of Ownership – 91%
Difficult Upgrades – 87%
Poor Cross-Functional Processes – 86%
What the Apps Deliver Doesn’t Match Business
Requirements – 80%
Inflexibility Limits Process Change – 75%
Source: Forrester survey among 111 businesses, 2010
Legacy Systems: New Systems:
5. Achieve Operational Excellence
The Role of Managed Content Services (MCS):
Automation – Improve productivity of administrative staff by 33.5% (in average)
with using work-flowed scanned forms and documents
Control – Reduce legal costs, fines and damages by 25% (in average) by applying
best practice procedures to records management, security and e-Discovery
Engagement - Improve customer service levels and response times by 32.2% (in
average) by providing immediately access to all customer related and case-
related information that you hold
Insights - Improve productivity of professional staff by 30.9% (in average) by
ensuring they can find internal information and documents as quickly and as
easily as they find information on the web
Source: AIIM.org
6. 6
Be Proactive to Grow Your Business
“A recent Corporate Executive Board study
of more than 1,400 B2B customers found
that those customers completed, on
average, nearly 60% of a typical purchasing
decision—researching solutions, ranking
options, setting requirements,
benchmarking pricing, and so on—before
even having a conversation with a supplier”
Implications? You need to create
relationships with an organization before
the customer requirements are set.
Source: http://hbr.org/2012/07/the-end-of-solution-sales/ar/1
7. 7
Target Business Leaders
Provocation-Based Selling:
Challenges the prevailing point of view
Addresses unacknowledged angst
Targets strategic problems
Begins with the business case and then
provides technical proof
Starts an executive-level dialogue
Uses an insightful hypothesis to provoke a
response
Is proactive in leading, and forcing issues
out
Compels often project investments
outside an existing budget
Source: http://hbr.org/2009/03/in-a-downturn-provoke-your-customers/ar/1
8. 8
What are the two
biggest factors that
would make you
amenable to a
discussion with a sales
representative from a
non-incumbent at any
time in the cycle? (Max
TWO)
Provide New & Unique Insights
9. Tailor Your Approach
Identifying the actual decision makers.
Identify purchase initiator, gatekeepers, influencers,
deciders, purchaser and the user.
Determining how buyers view their self-interest.
All buyers act selfishly, but they sometimes
miscalculate.
Identify financial, product or service, social or
political, and personal benefits
Gathering and applying psychological intelligence.
Make sure that sales calls are highly productive and
informative
Listen to the sales force
Reward rigorous fact gathering, analysis, and
execution
Source: http://hbr.org/2006/07/major-sales-who-really-does-the-buying/ar/6
10. 10
Challenge Your Customers
According to a global study of sales rep
productivity among 6,000 reps across nearly
100 companies by the Sales Executive
Council:
1. Every sales professional falls into one of
five distinct profiles.
Relationship Builders
Hard Workers
Lone Wolves
Reactive Problem Solvers
Challengers
2. Challengers dramatically outperform
the other profiles, particularly
Relationship Builders.
Source: http://blogs.hbr.org/cs/2011/09/selling_is_not_about_relatio.html
11. Customers value the Challenger
approach according to research; The
biggest driver of B2B customer loyalty
is a supplier’s ability to deliver new
insights.
Source: Corporate Executive Board
Drive B2B Customer Loyalty
12. 12
Reduce Uncertainty / Increase Value
In the most general and fundamental sense,
what the professional service organization
really has to offer to corporate clients is the
reduction or minimization of uncertainty.
Clients look at the following 3 uncertainties
when buying professional services:
1. Identifying uncertainty
2. Confronting concrete problems
3. Identifying true professionals
Source: http://hbr.org/1966/03/how-to-buysell-professional-services/ar/1
15. AIIM training in information management
technologies and best practices
Close to 30,000 course attendees
Self-paced or live courses
1 in 4 students are from IT solution or
service providers
AIIM Training Courses
Job posting by Oracle Germany;
• 89% of course
attendees say AIIM
training made them more
effective at identifying
and engaging prospects
• 78% became more
effective at demonstrating
how their solution
matches the customer
requirements
• 97% found the
course content to be
excellent, good, or
satisfactory.
16. MCS Sales Enablement Course
Learn best practices and technologies for Managed Content Services to
earn the AIIM ECMp designation
Identify vertical and horizontal opportunities for selling MCS
Horizontals: Finance (AR, Financial Close Process, AP, Procurement &
Purchasing, Contract Management); HR, etc.
Verticals: Banking (Lending, Audit/Compliance, Fraud Investigations,
Card Services, Check Processing), Insurance, etc.
Learn how to engage decision makers and influencers
Provide new and unique business insights
Demonstrate importance with research and case studies
Educate the customer about their requirements
Grow your MCS business
17. Feedback From Course Attendees
“One of the best training sessions I have attended in a long
time. Useful and powerful information, critical to what we
are trying to accomplish”
“A very direct approach to understanding ECM
opportunities”
“Excellent course for elevating the conversations with our
customers”
“This was a very content rich course that would benefit an
organization that provides ECM solutions”
“Giant step in knowledge”
“Great training and trainer, able to walk away feeling
confident to speak with customers”
“Integral factor of the success of your future as it relates to
your current and prospective customers”
Almost all
attendees
rate the
course 5
out of 5
points
18. Day 1 - Course Agenda
Selling Enterprise IT in the Age of Consumer IT
Exercise: Identify Possible Customers
Exercise: Anticipate Concerns
Discussion
Capture/ECM/BPM Technologies and Instruments
Introduction to Managed Content Services
19. Day 2 - Course Agenda
Provide New or Unique Insights
Case Studies from Different Industries
Role-play #2: How to Engage Stakeholders
Role-play #3: How to Handle Objections
Role-play #1: Identify Opportunities
Set Targets
The Sales Process
20. Course Instructor
"Working with Atle is like working with a MENSA Navy Seal -
failure is not an option. He adds sparkle and hope to every
initiative he undertakes." Thornton May, Futurist, Author,
Educator.
"He's one the most forward looking people in the business and
deeply understands the trends in our industry like few others.
Perhaps most importantly though, he's a go-getter and is
excellent at activating successfully on a strategic agenda.” Dion
Hinchcliffe, Dachis Group, InformationWeek, ZDNet.
"I have known Atle for about 5 years. During that time, he
revived the fortunes of AIIM in EMEA, sponsored many
worthwhile events there. We had him as a speaker at several
Gartner conferences and his presentations were very well
received, and highly rated. Atle is knowledgeable, likable and
motivated, especially skilled at getting people to work together.”
Debra Logan, Gartner.
Atle Skjekkeland, AIIM Chief Evangelist www.linkedin.com/in/skjekkeland/
21. 6 Months Access to ECMp Resources
Get:
• Unlimited 24/7 access for
6 months
• Downloadable resources,
checklists, and templates
• Online exam leading to the
ECM Practitioner
(ECMp) designation
22. Online ECMp Course Resources
1. How to Get Started with Enterprise Content Management (ECM)
2. How to Capture Enterprise Content
3. How to Improve Collaboration on Enterprise Content
4. How to Create and Manage Metadata
5. How to Organize Enterprise Content
6. How to Improve Access to Enterprise Content
7. How to Improve Content-Centric Processes Using Workflow and BPM
8. How to Secure Enterprise Content
9. How to Manage Enterprise Content throughout the Content Lifecycle
10. How to Ensure Digital Preservation
23. AIIM.org – Your Industry Partner
AIIM Executive Leadership Council – a think-tank for information management
with CxOs from leading solution providers like Fujitsu, Oracle, IBM and Microsoft.
This is an exclusive community to identify and discuss emerging trends and
opportunities. Futurist and IT Leadership Academy dean and CEO Thornton May
hosts the bi-annual meetings, and previous speakers include CIOs from T-Mobile,
Royal Caribbean Cruise line, Boeing, BP, Yale, and MIT.
AIIM Professional development - custom and standard training courses with more
then 25,000+ students. We also develop custom courses for large companies like
Chevron and HP. Another good example of this is Oracle Europe - we developed all
sales and professional services training for their first ECM solution. This helped
them meet their sales target by more than 50%.
AIIM B2B Marketing services - content marketing and lead generation for leading
solution providers like EMC, IBM, OpenText, and HP. This includes weekly webinars
with 450+ registrations, monthly research identifying market trends and
opportunities, and annual in–person seminars across the US and UK.