This document provides guidance for vendors on how to effectively engage with CIOs. It outlines that CIOs are under tremendous pressure with conflicting goals around innovation and cost-cutting. Their time is extremely limited due to high demands. The document recommends that vendors thoroughly research a company's needs and demonstrate how their solution can directly address a business priority or drive ROI. Rather than relying on sales pitches, vendors should establish trust and credibility by forming long-term partnerships where risks and rewards are shared.
IT strategy presentation by global leading CIO, Creagh Warrenbob panic
IT STRATEGY
This presentation outlines the steps required to produce a Technology enabled Business Strategy which will support your business goals to further Your Company’s successes into the future in this Digital age.
Revenue Operations centralizes the operational functions of all revenue focused groups across an org such as Marketing, Sales, and Customer Experience. Business Operations take this one step further and encompasses Product and internal operations groups such as Human Resources and Finance.
In this presentation, Joe Gelata reviews both models and how they can help increase alignment and effectiveness of teams across the organization:
- Delivering critical insights and business intelligence from across the business and market.
- Implementing process improvements to gain efficiency.
- Managing and integrating cross-function business technologies and data.
- Enabling employees and partners with knowledge and tools to do their jobs better.
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
This presentation is a collection of PowerPoint diagrams and templates used to convey 20 different digital transformation frameworks and models.
INCLUDED FRAMEWORKS/MODELS:
1. Ten Guiding Principles of Digital Transformation
2. The BCG Strategy Palette
3. Digital Value Chain Model
4. Four Levels of Digital Maturity
5. Customer Experience Matrix
6. Design Thinking Framework
7. Business Model Canvas
8. Customer Journey Map
9. OECD Digital Government Transformation Framework
10. Accenture's Nonstop Customer Experience Model
11. MIT's Digital Transformation Framework
12. McKinsey's Digital Transformation Framework
13. Capgemini's Digital Transformation Framework
14. DXC Technology's Digital Transformation Framework
15. Gartner's Digital Transformation Framework
16. Cognizant's Digital Transformation Framework
17. PwC's Digital Transformation Framework
18. Ionolgy's Digital Transformation Framework
19. Accenture's Digital Business Strategy Framework
20. Deloitte's Digital Industrial Transformation Framework
David Skok, General Partner at Matrix Partners, provides a simple model to understand a SaaS businesses, as well as the key levers founders, can leverage to drive SaaS success.
IT strategy presentation by global leading CIO, Creagh Warrenbob panic
IT STRATEGY
This presentation outlines the steps required to produce a Technology enabled Business Strategy which will support your business goals to further Your Company’s successes into the future in this Digital age.
Revenue Operations centralizes the operational functions of all revenue focused groups across an org such as Marketing, Sales, and Customer Experience. Business Operations take this one step further and encompasses Product and internal operations groups such as Human Resources and Finance.
In this presentation, Joe Gelata reviews both models and how they can help increase alignment and effectiveness of teams across the organization:
- Delivering critical insights and business intelligence from across the business and market.
- Implementing process improvements to gain efficiency.
- Managing and integrating cross-function business technologies and data.
- Enabling employees and partners with knowledge and tools to do their jobs better.
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
This presentation is a collection of PowerPoint diagrams and templates used to convey 20 different digital transformation frameworks and models.
INCLUDED FRAMEWORKS/MODELS:
1. Ten Guiding Principles of Digital Transformation
2. The BCG Strategy Palette
3. Digital Value Chain Model
4. Four Levels of Digital Maturity
5. Customer Experience Matrix
6. Design Thinking Framework
7. Business Model Canvas
8. Customer Journey Map
9. OECD Digital Government Transformation Framework
10. Accenture's Nonstop Customer Experience Model
11. MIT's Digital Transformation Framework
12. McKinsey's Digital Transformation Framework
13. Capgemini's Digital Transformation Framework
14. DXC Technology's Digital Transformation Framework
15. Gartner's Digital Transformation Framework
16. Cognizant's Digital Transformation Framework
17. PwC's Digital Transformation Framework
18. Ionolgy's Digital Transformation Framework
19. Accenture's Digital Business Strategy Framework
20. Deloitte's Digital Industrial Transformation Framework
David Skok, General Partner at Matrix Partners, provides a simple model to understand a SaaS businesses, as well as the key levers founders, can leverage to drive SaaS success.
Andrii Burlutskyi: Going beyond ABM: power the client buying journey using AI...Lviv Startup Club
Andrii Burlutskyi: Going beyond ABM: power the client buying journey using AI and ChatGPT technologies (UA)
UA Online IT Outsourcing Forum 2023 Spring
Website - www.liof.org/online
Youtube - https://www.youtube.com/startuplviv
FB - https://www.facebook.com/ukrof
The Revenue Operations to Revenue Acceleration Framework Every Modern Busines...RocketSource
There is no silver bullet that can get brands to revenue acceleration. Instead, companies have to build a strong revenue operations infrastructure based on empathetic customer experience initiatives, intelligent data ops, and innovative content generation. Once you start with the end in mind, your organization can get to a sustainable — and much more feasible — revenue acceleration solution.
In this session kicking off the Sales Impact Summit, SiriusDecisions analyst Rachel Young will share models and best practices the firm has developed to help marketing and sales create sales messaging and content that engages buyers wherever they are in their purchase decision process. In addition, Young will share insights into how leading B2B organizations are enabling sales with the knowledge they need about markets, buyers and the competition, as well as the structure of an effective sales presentation.
Workshop digital transformation strategy digital road-map trainingMiodrag Kostic, CMC
Presentation "Digital transformation strategy workshop" Interactive training course on how to create digital strategy and digital road map for digital transformation?
Miodrag Kostic, CMC, CDC
Certified digital transformation expert - consultant
http://www.businessknowledge.biz/
http://www.miodragkostic.com/
Portal GSTI
-----------------------------------------------------
Participe dos treinamentos de preparação para a certificação ITIL e COBIT via EAD. Solicite agora mesmo o material gratuito de amostra dos cursos e inicie seus estudos. fernando.palma@gmail.com
-----------------------------------------------------
http://www.portalgsti.com.br/Publicidade Portal GSTI
-----------------------------------------------------
Participe dos treinamentos de preparação para a certificação ITIL e COBIT via EAD. Solicite agora mesmo o material gratuito de amostra dos cursos e inicie seus estudos. fernando.palma@gmail.com
-----------------------------------------------------
http://www.portalgsti.com.br/Publicidade Portal GSTI
-----------------------------------------------------
Participe dos treinamentos de preparação para a certificação ITIL e COBIT via EAD. Solicite agora mesmo o material gratuito de amostra dos cursos e inicie seus estudos. fernando.palma@gmail.com
-----------------------------------------------------
http://www.portalgsti.com.br/
There are seven key stages in a startup’s evolution from $0m to $50m in revenue. Understanding where you are in that evolution, and how to act at each stage is critical for success, as what is appropriate at one stage is not appropriate at another stage. David will lay out the roadmap, and detail the keys to success at each stage. The talk is aimed at technical/product founders plus their sales, marketing & product executives who are responsible for the go-to-market strategy for their company.
The purpose of this deck is two-fold:
1. provide key insights on how to build a highly effective and predictable demand gen engine
2. provide a template for a monthly demand gen dashboard that tracks the value/ROI of your actions
There are numerous other key metrics that are essential for marketing to track but are not represented in this template such as customer experience [NPS, CSAT, etc.], brand recognition & affinity, website analytics, email analytics, PR share of voice, ad campaign effectiveness, and so on and so on.
Additionally, this dashboard is not intended to replace a full sales pipeline dashboard but rather to provide insights on how marketing is contributing to sales effectiveness and revenue.
ANTS Programmatic Omnichannel 2017 - Part 1
“All about connected & small data:
• BigData & Connected Data
• Audience & Customer Profile
• Digital Components
• Optimization & Insights
• Digital Experience
• Digital APIs
• Open Platform
… to Data-driven Experiences!”
- Dr. Dinh Le Dat, http://AntsProgrammatic.com
DIGITAL TRANSFORMATION
1. Programmatic ad (#adtech)
2. Demand-side PLATFORM (#DSP)
3. Data management platform (#DMP)
4. Customer data platform (#CDP)
5. Marketing technology (#martech)
6. Customer LIFECYCLE
7. Customer moment
8. Omnichannel
9. Digital TRANSFORMATION
10. CUSTOMER EXPERIENCE
11. DIGITAL MATURITY
12. DIGITAL BUSINESS
13. Big Data
14. ARTIFICIAL INTELLIGENCE (#AI)
ANTS PROGRAMMATIC OMNICHANNEL
1. Big Data & Connected Data
2. Audience & 360 Customer Profile
3. DIGITAL COMPONENTS
4. OPTIMIZATION & INSIGHTS
5. DIGITAL EXPERIENCE
6. DIGITAL API
7. OPEN PLATFORM
ANTS Study Cases: Omnichannel & Automation Digital marketing-Sales
1. Big Data & Connected Data
2. Audience & 360 Customer Profile
3. Data-Driven Performance Marketing
4. Automation Marketing
5. ChatBot & Assistance
6. Ecommerce Recommendation
7. Omnichannel Contact Center & CS
-----
ANTS Programmatic Omnichannel 2017 - Part 2 (coming soon)
Future Proofing Your IT Operating Model for DigitalDavid Favelle
Having worked with Operating Model for over 10 years, Dave has new adopted DevOps, IT4IT and Continuous Delivery alongside traditional frameworks. The concept of the value stream is central to the thinking. The presentation was delivered as a Keynote at the Open Group in Amsterdam October 2017 -https://www.youtube.com/watch?v=Y7yH1JJKvqc&t=1969s
Note that Dave and the ValueFlow team deliver Operating Model on the ServiceNow platform.
What is Digital transformation?
Far too often digital transformation is confused with Digitalization or with Digitization with a key focus on technologies or platform. But Digital transformation is not about technologies: it's about transforming the whole prganisation through a system thinking approach and it's about rethinking operational models, business models, processes, and policies, taking people, both employees and customers at the core of the process.
Because the goal of any digital transformation is to increase value creation for the business through digitally enhanced processes that increase internal efficiency and overall customer and employee satisfaction.
Digital transformation is en emergent need in today's post-industrial society: we moved fast from an industrial to a post-industrial era, however operational models and management practices haven't evolved fast enough.
For this reason, many organisations prefer to think of Digital transformation as the adoption of digital technologies on the top of mainly inefficient and obsolete operational models, rather than facing a true in depth transformation that begins with understanding the current culture, the customers, and the overall business.
These slides, were presented to students from IIM (india) at ESPC London on July 27th 2017 with the goal to provide tomorrow's digital leaders a broad vision of what is digital transformation by looking at what and the reasons why change is happening in the business world, define Digital transformation and its dimensions through the lenses of an Experience economy and a post-industrial era. The presentation also presents the Competing Value Framework as a key tool to start understanding organsation's culture and define a digital transformation roadmap and strategy.
Author mentioned (and inspirers):
- Daniel Bell (the post-industrial society)
- Joe Pine (Experience Economy
- The ClueTrain Manifesto
- Quinn and Cameron's Competing design framework
- Brian Solis
- Nichola Negroponte
Building the Billion dollar SaaS Unicorn for 2018Kelly Schwedland
In a Venture Capital world that is obsessed with growth, recurring revenue and software as a service, after you validate that you have a solution that people are willing to pay for, there is an entire new world ahead of you in scaling that venture. For many, this involves an entirely new language and set of metrics to manage the business. For the startup that wants to make the leap to scale up and fast growth this should serve as a starting point for key insights and metrics for that journey.
How Gartner Helps Across the Entire IT Cost Optimization Life CycleChris Grow
IT Cost Optimization includes the practices, capabilities and behaviors taken by IT organizations and enterprises to balance the constraints of reducing costs, managing service levels and showing the business value of IT in pursuit of enterprise financial imperatives.
How to Align Customer Success Management with Sales and MarketingGainsight
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
This presentation - How to Align Customer Success Management with Sales and Marketing - is from Pulse 2014, the biggest Customer Success industry event ever and included panelists from Infusionsoft, LinkedIn, Clarizen, Intacct
Lundi 27 octobre 2014
Groupe Architecture
Sujet: Microsoft Dynamics CRM, vue d'ensemble de la plateforme et architecture de solution 101
Conférencier: Salim Adamon
Avec les nombreux ajouts de fonctionnalités effectués par Microsoft sur sa plateforme Dynamics CRM au cours des dernières années, le produit se compare de plus en plus aux acteurs majeurs dans le domaine du CRM et commence à acquérir une grande part du marché partout dans le monde. En tant qu’architecte de solution travaillant avec des technologies Microsoft, il est important de connaître les atouts de la plateforme Dynamics CRM afin de pouvoir envisager son utilisation si elle répond à des besoins existants et d’économiser un grand temps de développement.
Cette présentation va dans un premier temps vous donner une vue d'ensemble de la plateforme: les modules classiques de gestion de la relation client (CRM), ainsi que les possibilités d'extensions et de personnalisations. Dans un second temps, nous parlerons de différentes considérations à prendre en compte lorsqu'on fait le design d'une solution avec Dynamics CRM. Cette section couvrira à haut niveau le développement, l'intégration, l'infrastructure, la performance et d’autres concepts importants pour architectes, analystes d’affaires et développeurs en entreprise.
10 useful tips for creating a 30-60-90 day plan when entering a new company or starting a new position. This also includes specific example for a sourcing manager role.
Andrii Burlutskyi: Going beyond ABM: power the client buying journey using AI...Lviv Startup Club
Andrii Burlutskyi: Going beyond ABM: power the client buying journey using AI and ChatGPT technologies (UA)
UA Online IT Outsourcing Forum 2023 Spring
Website - www.liof.org/online
Youtube - https://www.youtube.com/startuplviv
FB - https://www.facebook.com/ukrof
The Revenue Operations to Revenue Acceleration Framework Every Modern Busines...RocketSource
There is no silver bullet that can get brands to revenue acceleration. Instead, companies have to build a strong revenue operations infrastructure based on empathetic customer experience initiatives, intelligent data ops, and innovative content generation. Once you start with the end in mind, your organization can get to a sustainable — and much more feasible — revenue acceleration solution.
In this session kicking off the Sales Impact Summit, SiriusDecisions analyst Rachel Young will share models and best practices the firm has developed to help marketing and sales create sales messaging and content that engages buyers wherever they are in their purchase decision process. In addition, Young will share insights into how leading B2B organizations are enabling sales with the knowledge they need about markets, buyers and the competition, as well as the structure of an effective sales presentation.
Workshop digital transformation strategy digital road-map trainingMiodrag Kostic, CMC
Presentation "Digital transformation strategy workshop" Interactive training course on how to create digital strategy and digital road map for digital transformation?
Miodrag Kostic, CMC, CDC
Certified digital transformation expert - consultant
http://www.businessknowledge.biz/
http://www.miodragkostic.com/
Portal GSTI
-----------------------------------------------------
Participe dos treinamentos de preparação para a certificação ITIL e COBIT via EAD. Solicite agora mesmo o material gratuito de amostra dos cursos e inicie seus estudos. fernando.palma@gmail.com
-----------------------------------------------------
http://www.portalgsti.com.br/Publicidade Portal GSTI
-----------------------------------------------------
Participe dos treinamentos de preparação para a certificação ITIL e COBIT via EAD. Solicite agora mesmo o material gratuito de amostra dos cursos e inicie seus estudos. fernando.palma@gmail.com
-----------------------------------------------------
http://www.portalgsti.com.br/Publicidade Portal GSTI
-----------------------------------------------------
Participe dos treinamentos de preparação para a certificação ITIL e COBIT via EAD. Solicite agora mesmo o material gratuito de amostra dos cursos e inicie seus estudos. fernando.palma@gmail.com
-----------------------------------------------------
http://www.portalgsti.com.br/
There are seven key stages in a startup’s evolution from $0m to $50m in revenue. Understanding where you are in that evolution, and how to act at each stage is critical for success, as what is appropriate at one stage is not appropriate at another stage. David will lay out the roadmap, and detail the keys to success at each stage. The talk is aimed at technical/product founders plus their sales, marketing & product executives who are responsible for the go-to-market strategy for their company.
The purpose of this deck is two-fold:
1. provide key insights on how to build a highly effective and predictable demand gen engine
2. provide a template for a monthly demand gen dashboard that tracks the value/ROI of your actions
There are numerous other key metrics that are essential for marketing to track but are not represented in this template such as customer experience [NPS, CSAT, etc.], brand recognition & affinity, website analytics, email analytics, PR share of voice, ad campaign effectiveness, and so on and so on.
Additionally, this dashboard is not intended to replace a full sales pipeline dashboard but rather to provide insights on how marketing is contributing to sales effectiveness and revenue.
ANTS Programmatic Omnichannel 2017 - Part 1
“All about connected & small data:
• BigData & Connected Data
• Audience & Customer Profile
• Digital Components
• Optimization & Insights
• Digital Experience
• Digital APIs
• Open Platform
… to Data-driven Experiences!”
- Dr. Dinh Le Dat, http://AntsProgrammatic.com
DIGITAL TRANSFORMATION
1. Programmatic ad (#adtech)
2. Demand-side PLATFORM (#DSP)
3. Data management platform (#DMP)
4. Customer data platform (#CDP)
5. Marketing technology (#martech)
6. Customer LIFECYCLE
7. Customer moment
8. Omnichannel
9. Digital TRANSFORMATION
10. CUSTOMER EXPERIENCE
11. DIGITAL MATURITY
12. DIGITAL BUSINESS
13. Big Data
14. ARTIFICIAL INTELLIGENCE (#AI)
ANTS PROGRAMMATIC OMNICHANNEL
1. Big Data & Connected Data
2. Audience & 360 Customer Profile
3. DIGITAL COMPONENTS
4. OPTIMIZATION & INSIGHTS
5. DIGITAL EXPERIENCE
6. DIGITAL API
7. OPEN PLATFORM
ANTS Study Cases: Omnichannel & Automation Digital marketing-Sales
1. Big Data & Connected Data
2. Audience & 360 Customer Profile
3. Data-Driven Performance Marketing
4. Automation Marketing
5. ChatBot & Assistance
6. Ecommerce Recommendation
7. Omnichannel Contact Center & CS
-----
ANTS Programmatic Omnichannel 2017 - Part 2 (coming soon)
Future Proofing Your IT Operating Model for DigitalDavid Favelle
Having worked with Operating Model for over 10 years, Dave has new adopted DevOps, IT4IT and Continuous Delivery alongside traditional frameworks. The concept of the value stream is central to the thinking. The presentation was delivered as a Keynote at the Open Group in Amsterdam October 2017 -https://www.youtube.com/watch?v=Y7yH1JJKvqc&t=1969s
Note that Dave and the ValueFlow team deliver Operating Model on the ServiceNow platform.
What is Digital transformation?
Far too often digital transformation is confused with Digitalization or with Digitization with a key focus on technologies or platform. But Digital transformation is not about technologies: it's about transforming the whole prganisation through a system thinking approach and it's about rethinking operational models, business models, processes, and policies, taking people, both employees and customers at the core of the process.
Because the goal of any digital transformation is to increase value creation for the business through digitally enhanced processes that increase internal efficiency and overall customer and employee satisfaction.
Digital transformation is en emergent need in today's post-industrial society: we moved fast from an industrial to a post-industrial era, however operational models and management practices haven't evolved fast enough.
For this reason, many organisations prefer to think of Digital transformation as the adoption of digital technologies on the top of mainly inefficient and obsolete operational models, rather than facing a true in depth transformation that begins with understanding the current culture, the customers, and the overall business.
These slides, were presented to students from IIM (india) at ESPC London on July 27th 2017 with the goal to provide tomorrow's digital leaders a broad vision of what is digital transformation by looking at what and the reasons why change is happening in the business world, define Digital transformation and its dimensions through the lenses of an Experience economy and a post-industrial era. The presentation also presents the Competing Value Framework as a key tool to start understanding organsation's culture and define a digital transformation roadmap and strategy.
Author mentioned (and inspirers):
- Daniel Bell (the post-industrial society)
- Joe Pine (Experience Economy
- The ClueTrain Manifesto
- Quinn and Cameron's Competing design framework
- Brian Solis
- Nichola Negroponte
Building the Billion dollar SaaS Unicorn for 2018Kelly Schwedland
In a Venture Capital world that is obsessed with growth, recurring revenue and software as a service, after you validate that you have a solution that people are willing to pay for, there is an entire new world ahead of you in scaling that venture. For many, this involves an entirely new language and set of metrics to manage the business. For the startup that wants to make the leap to scale up and fast growth this should serve as a starting point for key insights and metrics for that journey.
How Gartner Helps Across the Entire IT Cost Optimization Life CycleChris Grow
IT Cost Optimization includes the practices, capabilities and behaviors taken by IT organizations and enterprises to balance the constraints of reducing costs, managing service levels and showing the business value of IT in pursuit of enterprise financial imperatives.
How to Align Customer Success Management with Sales and MarketingGainsight
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
This presentation - How to Align Customer Success Management with Sales and Marketing - is from Pulse 2014, the biggest Customer Success industry event ever and included panelists from Infusionsoft, LinkedIn, Clarizen, Intacct
Lundi 27 octobre 2014
Groupe Architecture
Sujet: Microsoft Dynamics CRM, vue d'ensemble de la plateforme et architecture de solution 101
Conférencier: Salim Adamon
Avec les nombreux ajouts de fonctionnalités effectués par Microsoft sur sa plateforme Dynamics CRM au cours des dernières années, le produit se compare de plus en plus aux acteurs majeurs dans le domaine du CRM et commence à acquérir une grande part du marché partout dans le monde. En tant qu’architecte de solution travaillant avec des technologies Microsoft, il est important de connaître les atouts de la plateforme Dynamics CRM afin de pouvoir envisager son utilisation si elle répond à des besoins existants et d’économiser un grand temps de développement.
Cette présentation va dans un premier temps vous donner une vue d'ensemble de la plateforme: les modules classiques de gestion de la relation client (CRM), ainsi que les possibilités d'extensions et de personnalisations. Dans un second temps, nous parlerons de différentes considérations à prendre en compte lorsqu'on fait le design d'une solution avec Dynamics CRM. Cette section couvrira à haut niveau le développement, l'intégration, l'infrastructure, la performance et d’autres concepts importants pour architectes, analystes d’affaires et développeurs en entreprise.
10 useful tips for creating a 30-60-90 day plan when entering a new company or starting a new position. This also includes specific example for a sourcing manager role.
How can you stand out from a crowd of candidates who all know how to interview well? You bring a 30/60/90-Day Sales Plan.
Your 30/60/90-Day Sales Plan is proof that you can not only talk the talk, you can walk the walk. You’ll show that you have a strategy, backed by your research on the company and the job, that will have you ringing the cash register in no time. But…not all plans are equal.
This 30/60/90-Day Sales Plan is the result of continually refining and improving the plans of thousands of candidates over 12 years of Peggy McKee’s career as a sales and marketing recruiter.
The 30-60-90 Day plan will allow you to impress the hiring manager with your skills, initiative, and creative thinking.
Click this link:
http://careerconfidential.com/30-60-90-day-plan-how-to-create-and-use-it-to-knock-their-socks-off-in-the-job-interview/
Transitions are a critical time for leaders at all levels. Missteps made during the crucial first three months in a new role can jeopardize your success.
In this updated and expanded version of the international bestseller, Michael D. Watkins offers proven strategies for conquering the challenges of taking on a new role — no matter where you are in your career. Watkins, a noted expert on leadership transitions, also addresses today’s increasingly demanding professional landscape, where managers face more frequent changes and steeper expectations when they start their new jobs.
Whether you’re starting a new job, being promoted from within, or embarking on an overseas assignment, this is the guide you’ll need to succeed in your first 90 days — and beyond.
Ektron Synergy 2014 - Thriving at the Intersection of Marketing & ITEktron
Marketing is being reinvented as a technology-powered discipline. From new, brand-defining
customer experiences to more efficient marketing operations, software is changing
what's possible. It's also changing the structure and culture of organizations
who embrace these possibilities. We'll take a whirlwind tour of the forces
driving this convergence and the ways in which companies and individuals can
thrive in it. Presented by Scott Brinker Scott Brinker, Co-founder & CTO, ion interactive
The Rise of the Chief Digital Officer in 2015Nick Benson
From CDO to CEO:
What’s Driving the Chief Digital Officer to CEO Carer Path?
For fast-growing companies, the Chief Digital Oficer is emerging as the new “it” positon. Gartner predicts that 25% of busineses wil have a CDO by 2015.
Bridging the Digital Physical Divide in RetailRich Boyd
How can traditional retail organisations overcome the digital divide? In this presentation I discuss the nature of a truly digital organisation, how an organisation can overcome this divide, some tips on getting started, and finally a series of thoughts around mobile and where the opportunities are for marketers.
Digital transformation challenges and the marketing audit imperativeSilvia Rak
The digital transformation poses a unique opportunity for marketers: this process that puts a question mark on business models and erases whole industries offers a chance to take the marketing discipline to a more strategic level. Because at top level everything is under scrutiny, it is a springboard for everyone who would like to escape the “we’ve always done it this way” trap. But my prediction is: only few will make it.
Saying you are customer centric is easy, however, delivering a truly outstanding customer experience requires more than marketing fluff. This presentation will explore the topic of Customer Experience and what it means to your customers and your enterprise in today’s competitive landscape.
Adapting Your Pipeline to Marketing’s New DynamicsScott Salkin
Scott Salkin, President of BMA Phoenix and Founder/CEO of a B2B marketing firm, as he shares data and insight behind dramatic shifts taking place in the IT sales cycle as customers are literally becoming the ‘hunter’ and sales organizations the ‘hunted.' Learn how to react to this revolution in the sales cycle, as opportunities are still abundant, and how Avnet can continue to help you drive demand in this ever changing marketplace.
Presentation given at the Digital Workplace Conference in Auckland, New Zealand on May 2nd, 2018 outlining the "secret sauce" in a successful marketing strategy, whether that of an organizational or an individual, and focusing on building a brand.
Presented at the Digital Workplace Conference Australia, held in Melbourne AU on August 15th and 16th, 2018. This presentation outlines the evolution that has happened in marketing, and the components that are necessary for successful brand building and digital marketing.
More TechServe Conference Insights: Reaching Candidates Through Social MediaClearEdge Marketing
I recently shared some insights from the 25th Annual TechServe Alliance Annual Conference and Tradeshow. Held in Miami Beach November 8 through 10, 2012, hundreds of IT professionals and leaders gathered to talk about the latest advancements in our constantly evolving industry.
I really enjoyed presenting "How To Create Content That People Actually Want" because so much of the content we create is wanted by no one. Promotion. Propaganda. Tech Sheets. Brochures. Talking head videos.
http://www.b2bmarketinginsider.com/content-marketing/how-to-make-content-real-good-slides
I like challenging marketing and communications people to dream bigger, to create content people might even love to consumer and content they love to create. I enjoy showing them examples of how to do it.
Presentation for MBA students at Southampton University about what is to do Digital Marketing for B2B today...it is mainly lead generation: Connect, Engage, Monitor and Convert
A New Leadership Model for Digital BusinessAbbie Lundberg
This presentation is based on research I conducted for Harvard Business Review Analytic Services as well as interviews with dozens of business leaders and CIOs.
Digital Innovation, IT and the Art of InfluenceAbbie Lundberg
A presentation based on research I conducted for Harvard Business Review Analytic Services, delivered at the St. Louis Gateway to Innovation conference.
An excerpt of my Persuasive Communication and Influence workshop. For more information or to book a workshop, visit my website at http://lundbergmedia.com or e-mail me at abbie@lundbergmedia.com
The CIO's dilemma can best be described as having to manage the competing imperatives for growth, innovation and new capabilities on the one hand and continued cost reduction and efficiency on the other. There is an answer to the CIO's dilemma: simplification.
This is from a talk I gave to the members of Northeast Ohio SIM in September 2009. It focuses on the dilemma of profitable growth in a slow economy, and what CIOs can do about it.
A Brief and Colorful History of Technology in BusinessAbbie Lundberg
A look back at the amazing developments that have taken place over the past 20 years in technology development and IT management; where we are now, and what IT leaders need to focus on in the months ahead.
1. Selling to the CIO How to Make Yourself Relevant to the Busiest Person on the Planet Abbie Lundberg, Lundberg Media Former Editor in Chief, CIO Magazine lundbergmedia.com Photo by Matthew Fang
8. The CIO’s Dilemma Build New Capabilities Be More Responsive Customize Be Open Make Business Agile Think Strategically Business Unit Goals Cut Costs Be More Efficient Standardize Be Secure Make IT Predictable Execute Flawlessly Enterprise Goals
9. "Being highly responsive to our business partners’ and customers’ needs and creating standardized processes and technology platforms can seem like conflicting goals, but doing BOTH is key to maximizing value.” Stuart McGuigan, CIO, CVS Caremark
11. “There are very few secrets out there anymore. The only competitive advantage becomes speed. Organizations need to keep embracing innovation and new technology models. At the end of the day, it’s about getting from point A to point B quicker than everybody else.” Rollin Ford, CIO, Wal-Mart
15. Today’s Tech Landscape Q. Which option best describes your plans for each of the following applications in the next 12 months? Source: CIO Technology Priorities Study February 2010
16. Tomorrow? Q. Which option best describes your plans for each of the following applications in the next 12 months? Source: CIO Technology Priorities Study February 2010
20. A Day in the Life of a CIO 62% of CIOs also have a leadership role in one or more non-IT areas of the business Source: State of the CIO 2010
21. "Now, here, you see, it takes all the running you can do just to keep in the same place. If you want to get somewhere else, you must run at least twice as fast!“ - Red Queen from Through the Looking Glass
22. Reality Check No. 1 CIOs don’t have time for you! “I consider my time my most valuable resource. As a result, I get really annoyed by people who waste my time, especially salespeople.” - Todd Michaud, VP of IT, Focus Brands (Carvel, Seattle’s Best, Cinnabon) Source: Storefront Backtalk, A Little Bit of Hustle Goes a Long Ways These Days
23. Reality Check No. 2 CIOs don’t like you! “Vendors shouldn’t approach me. If I were in the market for the product being sold, I would have contacted the vendor on my own.” - Chris Laping, CIO Red Robin Restaurants
24. CIOs Bombarded by Marketing and Sales Total $44B+ Source: IDC, Marketing Investment Planner 2010: Benchmarks, Key Performance Indicators and CMO Priorities, October 2009, IDC #220133, Volume: 1
26. How to Annoy a CIO What are the three things about a vendor’s approach that annoy you the most? Source: Vendor-CIO First Contact: Smarter Approaches for Vendors Seeking to Connect with CIOs, CIO Executive Council
27. 80% of CIOs say more than 2 cold calls over a two-month period is “annoying” “It is not uncommon for me to receive more than 100 calls from various salespeople in any given week. It is to the point now where I am unable to answer my office phone.” - Todd Michaud, VP of IT, Focus Brands (Carvel, Seattle’s Best, Cinnabon) Source: CIO Executive Council, Vendor First Contact Field Guide
28. Emails… think twice 43% of CIOs say spam is the one of the 3 most annoying things that vendors do 64% of CIOs receive 10 or more unsolicited emails per week… …of those, 41% receive 40 or more per week Source: CIO Executive Council, Vendor First Contact Field Guide
32. Research What are the 3 most important things a vendor should know about your business before approaching you? Source: CIO Executive Council, Vendor First Contact Field Guide
38. Share the risk, share the reward “Vendors who find a way to put their money where their mouth is will gain the respect, and business, of discriminating CIOs.” -Chuck Musciano, CIO, Martin Marietta Photo by hakonthingstad
41. What to Remember? CIOs have no time Research, relevance, ROI Partner for success Photo by Robinh00d
42. Abbie Lundberg 508.269.3547 abbie@lundbergmedia.com http://lundbergmedia.com Most of the photos in this presentation are from flickr, offered for use under a Creative Commons license Photo by Matthew Fang
Editor's Notes
Glimpse into the CIO’s worldSome of the challenges they faceSense of what it’s like to stand in their shoesHow you can use that knowledge to build relationships and sell more effectively to the CIO
Let’s take a look at the CIO’s world from a macro perspective
All of this creates a series of dilemmas for CIOs
These are the things CIOs prioritize as central to their role.[let people review][CLICK]Given that negotiating with vendors is at the bottom of the list, it’s important to position yourself as helping in one or more of the other areas.
Now that I’ve painted a picture for you of the CIO’s world, let’s zoom in and take a look at a day in the life of a CIO. Let’s call him Jim
Jim’s days are chock full, every day, most weeks and months of the yearThe range of issues he deals with is mind-boggling, and it’s sometimes difficult for him not to get distracted by side issues as they crop upFor example, the weekly staff meeting on Jim’s calendar seems simple enough – the team will give status updates on data center performance, network availability, application rollouts, etc. As you can imagine, things aren’t always perfect, and Jim has to respond to many issues on the fly. Some people make requests for additional resources, and sometimes a director will bring up an issue that leads to a much bigger problem. What looks on the calendar like 90 minutes of check ins and updates actually represents many, many hours of potentially high-stakes decision making as well as expenditure of both money and Jim’s own political capital within the business.Or take the IT Portfolio Steering Committee meeting. It took Jim months of positioning and lobbying to sell his business colleagues on the value of this effort – and there are still a couple of VPs who inevitably skip the meeting or try to delegate it to one of their staff members. Ongoing struggle for Jim.As intense as this view of Jim’s calendar seems, it’s actually a deceptively ordered view of the CIO’s world. Consider this:On this particular Wed., Jim gets a call at home at 3 a.m. that the order-processing system for all of Europe is down, and no one knows what is causing the problem. It’s going to take all day to resolve the issue; meanwhile the head of sales is going balistic, and the CEO – with whom Jim has a high-level strategic meeting in the afternoon – isn’t necessarily feeling his highest level of confidence in his CIO.(Jim does the wise thing and reschedules that meeting to another day)By the end of the day, Jim barely has time for dinner with his family before finally getting to work on his talk for the upcoming conference he’s speaking at – not the best time of the day for creative work.And as if being responsible for all that weren’t enough in itself...[CLICK]62%...Security (28 percent), strategy (24 percent) and administration/operations (19 percent) are the mostfrequently cited non-IT areas of responsibility CIOs are heading up.Based on A Day in the Life of a CIO, by Mike Sisois. A PDF of this piece is available at http://www.cvp-it.com/download/ADayInTheLife_MikesSisois_08.pdf
Sometimes CIOs feel like Alice in Wonderland – running as fast as they can just to stay in the same place
Couple of reality checks[CLICK]#1: don’t have time for you[CLICK][QUOTE]Vendors who call and start pitching a generic marketing message about a product the CIO can’t use are doomedSource: StorefrontBacktalk Blog, A Little Bit of IT Hustle Feb 2010http://www.storefrontbacktalk.com/it-strategy-industry/a-little-bit-of-it-hustle-goes-a-long-way-these-days/
#2: CIOs don’t like youSome CIOs don’t want you to approach them at all![CLICK]But don’t take it personally – just learn why this is the case so you can work around it.
One reason don’t like salespeople: feel bombarded by the billions of dollars in marketing and sales efforts that are directed at themDirect mktg, advertising, events, sales & lead gen....more than any other executive group!CIOs become extremely skeptical. Give them a reason to think you’re differentHit with marketing materials like no other executive on a daily basis (this should all be one slide)B2B Marketing IT spend – source: IDC, Marketing Investment Planner 2010: Benchmarks, Key Performance Indicators, and CMO Priorities Oct. 2009Sales Lead Generation - $12.6B$4.7B in Direct Marketing (direct mail, telemarketing)$5.7 Digital Marketing (display ads, search, SEO, emails, social networking)Advertising - $9.7BEvents - $8BOther areas – Market Intelligence, PR, Analyst Relations, Collateral, Sales Tools, etcTotal over $44BOne of the Primary Target of these Billions – CIO’s!Source:IDC, Marketing Investment Planner 2010: Benchmarks, Key Performance Indicators and CMO Priorities, October 2009, IDC #220133, Volume: 1
Want to know how to really annoy a CIO?CIO Executive Council research in late fall 2009, produced report called Vendor-CIO First Contact: Smarter Approaches for Vendors Seeking to Connect with CIOs[CLICK]These are some of the things that annoy CIOs the most.Bad communications (unsolicited, no clear value)Lack of preparation & knowledge of companyGoing over or around the CIOOffering lunch or gifts – Don’t insult my intelligence – Don Haile, former CIO Fidelity, robot/controller example
Want to know how to really annoy a CIO?CIO Executive Council research in late fall 2009, produced report called Vendor-CIO First Contact: Smarter Approaches for Vendors Seeking to Connect with CIOs[CLICK]These are some of the things that annoy CIOs the most.Bad communications (unsolicited, no clear value)Lack of preparation & knowledge of companyGoing over or around the CIOOffering lunch or gifts – Don’t insult my intelligence – Don Haile, former CIO Fidelity, robot/controller example
A few points on the all-important communication front[STAT]Do you really want to start your relationship being perceived as annoying?And while 2 are annoying, some CIOs receive dozens if not hundreds of calls.One CIO has even called for a CIO Do Not Call List![CLICK]In his blog post on that topic he said...[QUOTE]Most CIOs don’t answer their phone – unless its their double secret lineMany CIO’s don’t listen to voice mails – their admin doesSome are now ‘outsourcing’ vendor calls to 3rd parties to manageIf they do listen, many delete at the first moment they realize it’s a vendorWD40 Company – have a fictional Director of Procurement vm to forward vendor cold calls toIf you leave a message: make it very short, and to the point – ask for a referral to someone on their teamSend an email instead Note – there is a difference between email and spam!Source Quote:Article: A CIO Do Not Call List, Written by Todd L. Michaud, February 11th, 2010 http://www.storefrontbacktalk.com/it-strategy-industry/a-cio-do-not-call-list/Back up photo: http://www.flickr.com/photos/nikonvscanon/374641215/
E-mail is better, but be careful here too.43% say sending spam is one of the 3 most annoying things vendors do[CLICK]And yet, the majority are sent lots of spam anywayIf you send a message:Show that you know something about their company and business IT goalsDemonstrate how your product can help achieve those goalsKeep is short and to the point – IF they read it – they will likely read the first 2 lines and decide to keep or deleteIf CIOs do not recognize the sender – they delete it almost immediatelyMost CIOs use spam filters – emails from certain domains never gets readMany administrative assistants handle email inbox for CIO
Heart of the matter: selling to the CIO
Before you do anything else, you’ll want to ask yourself 3 questions:[review list]Remember: research, relevance, ROI
Mistake: “tell me about your business.” [elaborate]But exactly WHAT do you need to know about a CIO’s company?
Great list from CEC’s First Contact reportSome of this is easy (industry, company size, competitors ): company web site, GoogleSome will take more digging. Think about the difference if instead of saying, “tell me about your company,” you were to ask, “How have things shaken out after your acquisition of Acme Travel? Was their print environment comparable to yours? What challenges has that raised for you?”
Relevance: What problem is your product or service helping to solve? Can’t possibly know this w/out research, then connecting what you do to what they needLynn Willenbring, CIO of the City of Minneapolis, vendors pitching mainframe solutions, haven’t had a mainframe for over 10 years…… She says, ”don’t waste my time.” [Pet Rock maybe not the best example to make my point: In 1975, American advertising executive Gary Dahl made somewhere around $15 million in six months with this kooky idea.]
You can find case studies on almost every solution provider’s website. Just be careful not to use too broad a brush in your attempt to demonstrate return on investment to a CIO. Once you understand what the real NEED of the CIO is, drill down into it and personalize your examples based on THEIR current environment. Don’t forget TCO.
here’s reality check #3: CIOs actually need and want technology partnersTo get there, you may have to re-think your approach before trying to build a relationship [CLICK]There are 3 basic elements that can help lead to partner status.First – are you building credibility and trust? We’ll talk about steps to make sure that you are.Second – what is your message – and how are you delivering it?Third – are you ready to back up your promises by putting some real skin in the game?How well you execute on these elements will equal your CIO Partner Potential. Partnering With the CIO: The Future of IT Sales Seen Through the Eyes of Key Decision Makers,Michael Minelli and Mike Barlow
Credibility and trust should be the cornerstone of your approach. It can carry you and your company over many other shortcomings. How do you establish credibility & trust with the CIO?Part of this is the knowledge you have about the company’s business and IT – remember we talked about doing your homework [CLICK]Relationships are critical. Business is social. Interact first, sell second. But how make the connection?[CLICK]Understand the network CIOs live in and connect wherever you canCIO’s team – cultivate relationships inside the circle – don’t dis the admin!CIO’s peers – trustmore than any other source of information. Reference accounts. Also other relationships they might have with suppliers, consultants, media....Patience – while there is quota and company pressure to sell, you can risk never selling a CIO anything if you push the wrong buttons.
Second element of aspiring to Partner status is to center your message from the CIO’s perspective, so... First – You need to listen. Adapt your marketing message based on actual needs/situation of CIO Second – Stop selling product! Solve a real problem. Salesperson’s dilemma: Monthly quota pressure vs. the longer cycle of credibility building. Third – Use data with CIOs – it’s evidence and adds to your credibility. Finally – Master the art of being different! Or put another way – DON’T BE THAT GUY! You know – the one who hard sells and brags about it at the Monday sales staff meeting. Hard sell might pick up a printer order here and there – but you will NEVER be a partner. Make sure you are communicating in a way that respects the customer’s needs
Third test on the way to partner status: willing to put some skin in the gameCIO’s today give more weight to partners who will share some risk. For example, could you lower the initial up front cost and base a percentage of revenue on ROI promised. This approach will give instant credibility to your proposal.Quote Source: CIO Blog of Chuck Musciano: http://effectivecio.com/2009/11/09/skin-in-the-game/Photo: http://www.flickr.com/photos/hakonthingstad/2781438329/
Strong relationships are built on HONESTY. Remember bombarded. SkepticalDon’t lie to me (Don Haile, others)The quickest way to blow your credibility with a CIO is to overstate what your product can do and who you’ve done it for before.
If you establish credibility, talk about things that are relevant (and in a way that respects the CIO’s time and needs) and believe enough in your product to put some skin in the game, you are more likely to be considered a trusted business partner.
Covered a lot of ground – if you only remember threethings, these may be the most critical:Time is the CIO’s most valuable resource; don’t waste it!Practice the 3 Rs: Research, Relevance, ROIPartner status is built on credibility, trust & a real commitment to the CIO’s successPhoto: http://www.flickr.com/photos/robinh00d/122544491/