How to build effective relations with ICT market industry analists as presented for the Software VOC community of Nederland ICT on May 15, 2013.
Topics covered:
1. Who are the key ICT Industry Market analysts?
2. What do they do?
3. Why should you work with them?
4. When should you pay them?
5. What are the best practices for working with them?
Analyst relations 101: Building Influence with the InfluencersElizabeth Shea
In technology, it is imperative to include analyst relations as a part of your integrated marketing program, as analysts serve as important validators for your product or service. We take you through some best practices we've seen work, and some challenges we've faced. Bob Ragsdale, VP of Marketing for MicroPact joins Elizabeth Shea of SpeakerBox Communications
The numbers tell the story: 84% of C-suite executives believe they must leverage artificial intelligence (AI) to achieve their growth objectives, yet 76% report they struggle with how to scale. With the stakes higher than ever, what can we learn from companies that are successfully scaling AI, achieving nearly 3X the return on investments and an average 32% premium on key financial valuation metrics?
To answer that question, Accenture conducted a landmark global study involving 1,500 C-suite executives from organizations across 16 industries. The aim: Help companies progress on their AI journey, from one-off AI experimentation to gaining a robust organization-wide capability that acts as a source of competitive agility and growth.
Read the full report:
http://www.accenture.com/AI-Built-to-Scale-Slideshare
How to Apply Continual Improvement by ServiceNow Sr. PMProduct School
The notion of Continuous Improvement has long been encouraged in software development practices, but what about Product Management? If we only improve the development side, we only solve half of the problem. We end up creating really fast and efficient processes to develop products that users end up hating.
In this presentation by Manjeet Singh, you will learn how to use Continuous Improvement techniques during the product discovery phase, design phase and during development, phase to create products that solve a real customer problem and achieve business goals.
Using an employee knowledge graph for employee engagement and career mobilityNeo4j
Learn what a knowledge graph is and how it plays a salient role in enterprises and how to apply knowledge graphs for various business use cases across the data spectrum – from management to analytics and machine learning.
Indirect Go To Market Strategy Powerpoint Presentation SlidesSlideTeam
It covers all the important concepts and has relevant templates which cater to your business needs. This complete deck has PPT slides on Indirect Go To Market Strategy Powerpoint Presentation Slides with well suited graphics and subject driven content. This deck consists of total of six three slides. All templates are completely editable for your convenience. You can change the colour, text and font size of these slides. You can add or delete the content as per your requirement. Get access to this professionally designed complete deck presentation by clicking the download button below. https://bit.ly/39IzzK7
Analyst relations 101: Building Influence with the InfluencersElizabeth Shea
In technology, it is imperative to include analyst relations as a part of your integrated marketing program, as analysts serve as important validators for your product or service. We take you through some best practices we've seen work, and some challenges we've faced. Bob Ragsdale, VP of Marketing for MicroPact joins Elizabeth Shea of SpeakerBox Communications
The numbers tell the story: 84% of C-suite executives believe they must leverage artificial intelligence (AI) to achieve their growth objectives, yet 76% report they struggle with how to scale. With the stakes higher than ever, what can we learn from companies that are successfully scaling AI, achieving nearly 3X the return on investments and an average 32% premium on key financial valuation metrics?
To answer that question, Accenture conducted a landmark global study involving 1,500 C-suite executives from organizations across 16 industries. The aim: Help companies progress on their AI journey, from one-off AI experimentation to gaining a robust organization-wide capability that acts as a source of competitive agility and growth.
Read the full report:
http://www.accenture.com/AI-Built-to-Scale-Slideshare
How to Apply Continual Improvement by ServiceNow Sr. PMProduct School
The notion of Continuous Improvement has long been encouraged in software development practices, but what about Product Management? If we only improve the development side, we only solve half of the problem. We end up creating really fast and efficient processes to develop products that users end up hating.
In this presentation by Manjeet Singh, you will learn how to use Continuous Improvement techniques during the product discovery phase, design phase and during development, phase to create products that solve a real customer problem and achieve business goals.
Using an employee knowledge graph for employee engagement and career mobilityNeo4j
Learn what a knowledge graph is and how it plays a salient role in enterprises and how to apply knowledge graphs for various business use cases across the data spectrum – from management to analytics and machine learning.
Indirect Go To Market Strategy Powerpoint Presentation SlidesSlideTeam
It covers all the important concepts and has relevant templates which cater to your business needs. This complete deck has PPT slides on Indirect Go To Market Strategy Powerpoint Presentation Slides with well suited graphics and subject driven content. This deck consists of total of six three slides. All templates are completely editable for your convenience. You can change the colour, text and font size of these slides. You can add or delete the content as per your requirement. Get access to this professionally designed complete deck presentation by clicking the download button below. https://bit.ly/39IzzK7
B2B Go-to-Market (GTM) has been evolving rapidly over the last few years and the biggest driver of change is data. Regardless of the type of GTM strategy being deployed, data is driving significantly higher effectiveness by helping organizations decide who to target, when to target them, what to message, and more.
Join Craig Rosenberg, Distinguished VP from Gartner, as he presents frameworks and realistic, proven use cases of data-driven GTM strategies and tactics.
In this webinar, you’ll learn:
Trends and data driving key changes in the market
The use of data in target account selection and prioritization
How data is driving a dynamic customer engagement engine (supporting any GTM)
The role of data in making sales prospecting easier and more effective (hint: these things go hand-in-hand)
Complete Business Frameworks Toolkit - Strategy, Marketing, Operations, Consu...Flevy.com Best Practices
Download this primer now from slideshare.
Full version here:
https://flevy.com/browse/business-document/complete-consulting-frameworks-toolkit-644
This is a very comprehensive document with over 350+ slides--covering 51 common management consulting frameworks and methodologies (listed below in alphabetical order). A detailed summary is provided for each business framework. The frameworks in this deck span across Corporate Strategy, Sales, Marketing, Operations, Organization, Change Management, and Finance.
These frameworks and templates are the same used by top tier consulting firms. With this comprehensive document in your back pocket, you can find a way to address just about any problem that can arise in your organization.
The level of detail varies by framework, depending on the nature of the management model. Examples, templates, and case studies are provided.
FULL LIST OF MANAGEMENT CONSULTING FRAMEWORKS & METHODOLOGIES:
1. ABC Analysis
2. Adoption Cycle ( Consumer Adoption Curve)
3. Ansoff Market Strategies
4. Balanced Scorecard
5. BCG Growth-Share Matrix
6. Benchmarking
7. Blue Ocean Strategy
8. Break-even Analysis
9. Business Unit Profitability
10. Economics of Scale
11. Environmental Analysis
12. Experience Curve
13. Cluster Analysis
14. Company & Competitor Analysis
15. Consumer Decision Journey ( McKinsey Consumer Decision Journey)
16. Core Competence Analysis
17. Cost Structure Analysis
18. Customer Experience
19. Customer Satisfaction Analysis
20. Customer Value Proposition
21. Fiaccabrino Selection Process
22. Financial Ratios Analysis
23. Gap Analysis
24. Industry Attractiveness & Business Strength Assessment
25. Key Purchase Criteria
26. Key Success Factors (KSF)
27. Market Sizing & Share
28. McKinsey 7-S
29. Net Present Value
30. PEST Analysis
31. Porter Competition Strategies
32. Porter's Five Forces
33. Portfolio Strategies
34. Price Elasticity
35. Product Life Cycle
36. Product Substitution
37. Relative Cost Positioning
38. Rogers' Five Factors
39. Scenario Techniques
40. Scoring Models
41. Segment Attractiveness
42. Segmentation & Targeting
43. Six Thinking Hats
44. Stakeholder Analysis
45. Strengths & Weaknesses Analysis
46. Structure-Conduct-Performance (SCP)
47. SWOT Analysis
48. SWOT Strategies
49. Treacy / Wiersema Market Positioning
50. Value Chain Analysis
51. Venkat Matrix
Build a Winning Solution Marketing StrategySteve Robins
Build a Winning Solution Marketing Strategy - ProductCamp Boston, May 22, 2010. Author: Steve Robins. More: www.SolutionMarketingBlog.com or www.SolutionMarketingStrategies.com.
Biopharma is facing compressive disruption that could impact traditional approaches. Find out how New Science can reshape the biopharma landscape and patient care. Visit http://www.accenture.com/newscience to learn more.
Peek into Neo4j Product Strategy and Roadmap
Anurag Tandon, VP Product Management, Neo4j
Get a sneak peek into recent product enhancements and some exciting announcements. We will discuss the three main pillars of ongoing product strategy at Neo4j and briefly touch on important 2024 initiatives.
Process automation: What it means for the future of controllershipDeloitte United States
In a recent Deloitte Center for ControllershipTM poll of more than 1,700 finance, accounting and other professionals, 52.8 percent say their organizations plan digital controllership improvements—leveraging process automation, analytics and other technologies for financial and accounting processes—in the year ahead. Using finance and accounting robotic process automation (RPA) to increase efficiency and internal controls is the top priority for such efforts (34.7 percent). https://www2.deloitte.com/us/en/pages/about-deloitte/articles/press-releases/finance-accounting-robotic-process-automation-priority-for-digital-controllership-2018-deloitte
Girish Mathrubootham CEO, Freshworks - Keynote at Refresh 18, Freshworks' glo...Freshworks Inc.
Girish Mathrubootham talks about the future of customer engagement in the SaaS purview - with the three pillars being collaboration, AI and customer 360.
Analyst & influencer Relations (AR) is a wide-ranging, challenging role, with specialist skills and a remit which touches on many different parts of an enterprise. Because AR touches on different aspects of the organisation ranging from product marketing to engineering, it encompasses a wide range of tasks and continues to evolve to include more. Compared to PR, analyst relations campaigns span across several months and managing multiple campaigns at once is common. Whether you are starting an analyst relations program for your organisation or on-boarding onto an established AR team, AR can seem daunting at first but a career in analyst relations can be very rewarding due to its value proposition in the eyes’ of internal stakeholders.
B2B Go-to-Market (GTM) has been evolving rapidly over the last few years and the biggest driver of change is data. Regardless of the type of GTM strategy being deployed, data is driving significantly higher effectiveness by helping organizations decide who to target, when to target them, what to message, and more.
Join Craig Rosenberg, Distinguished VP from Gartner, as he presents frameworks and realistic, proven use cases of data-driven GTM strategies and tactics.
In this webinar, you’ll learn:
Trends and data driving key changes in the market
The use of data in target account selection and prioritization
How data is driving a dynamic customer engagement engine (supporting any GTM)
The role of data in making sales prospecting easier and more effective (hint: these things go hand-in-hand)
Complete Business Frameworks Toolkit - Strategy, Marketing, Operations, Consu...Flevy.com Best Practices
Download this primer now from slideshare.
Full version here:
https://flevy.com/browse/business-document/complete-consulting-frameworks-toolkit-644
This is a very comprehensive document with over 350+ slides--covering 51 common management consulting frameworks and methodologies (listed below in alphabetical order). A detailed summary is provided for each business framework. The frameworks in this deck span across Corporate Strategy, Sales, Marketing, Operations, Organization, Change Management, and Finance.
These frameworks and templates are the same used by top tier consulting firms. With this comprehensive document in your back pocket, you can find a way to address just about any problem that can arise in your organization.
The level of detail varies by framework, depending on the nature of the management model. Examples, templates, and case studies are provided.
FULL LIST OF MANAGEMENT CONSULTING FRAMEWORKS & METHODOLOGIES:
1. ABC Analysis
2. Adoption Cycle ( Consumer Adoption Curve)
3. Ansoff Market Strategies
4. Balanced Scorecard
5. BCG Growth-Share Matrix
6. Benchmarking
7. Blue Ocean Strategy
8. Break-even Analysis
9. Business Unit Profitability
10. Economics of Scale
11. Environmental Analysis
12. Experience Curve
13. Cluster Analysis
14. Company & Competitor Analysis
15. Consumer Decision Journey ( McKinsey Consumer Decision Journey)
16. Core Competence Analysis
17. Cost Structure Analysis
18. Customer Experience
19. Customer Satisfaction Analysis
20. Customer Value Proposition
21. Fiaccabrino Selection Process
22. Financial Ratios Analysis
23. Gap Analysis
24. Industry Attractiveness & Business Strength Assessment
25. Key Purchase Criteria
26. Key Success Factors (KSF)
27. Market Sizing & Share
28. McKinsey 7-S
29. Net Present Value
30. PEST Analysis
31. Porter Competition Strategies
32. Porter's Five Forces
33. Portfolio Strategies
34. Price Elasticity
35. Product Life Cycle
36. Product Substitution
37. Relative Cost Positioning
38. Rogers' Five Factors
39. Scenario Techniques
40. Scoring Models
41. Segment Attractiveness
42. Segmentation & Targeting
43. Six Thinking Hats
44. Stakeholder Analysis
45. Strengths & Weaknesses Analysis
46. Structure-Conduct-Performance (SCP)
47. SWOT Analysis
48. SWOT Strategies
49. Treacy / Wiersema Market Positioning
50. Value Chain Analysis
51. Venkat Matrix
Build a Winning Solution Marketing StrategySteve Robins
Build a Winning Solution Marketing Strategy - ProductCamp Boston, May 22, 2010. Author: Steve Robins. More: www.SolutionMarketingBlog.com or www.SolutionMarketingStrategies.com.
Biopharma is facing compressive disruption that could impact traditional approaches. Find out how New Science can reshape the biopharma landscape and patient care. Visit http://www.accenture.com/newscience to learn more.
Peek into Neo4j Product Strategy and Roadmap
Anurag Tandon, VP Product Management, Neo4j
Get a sneak peek into recent product enhancements and some exciting announcements. We will discuss the three main pillars of ongoing product strategy at Neo4j and briefly touch on important 2024 initiatives.
Process automation: What it means for the future of controllershipDeloitte United States
In a recent Deloitte Center for ControllershipTM poll of more than 1,700 finance, accounting and other professionals, 52.8 percent say their organizations plan digital controllership improvements—leveraging process automation, analytics and other technologies for financial and accounting processes—in the year ahead. Using finance and accounting robotic process automation (RPA) to increase efficiency and internal controls is the top priority for such efforts (34.7 percent). https://www2.deloitte.com/us/en/pages/about-deloitte/articles/press-releases/finance-accounting-robotic-process-automation-priority-for-digital-controllership-2018-deloitte
Girish Mathrubootham CEO, Freshworks - Keynote at Refresh 18, Freshworks' glo...Freshworks Inc.
Girish Mathrubootham talks about the future of customer engagement in the SaaS purview - with the three pillars being collaboration, AI and customer 360.
Analyst & influencer Relations (AR) is a wide-ranging, challenging role, with specialist skills and a remit which touches on many different parts of an enterprise. Because AR touches on different aspects of the organisation ranging from product marketing to engineering, it encompasses a wide range of tasks and continues to evolve to include more. Compared to PR, analyst relations campaigns span across several months and managing multiple campaigns at once is common. Whether you are starting an analyst relations program for your organisation or on-boarding onto an established AR team, AR can seem daunting at first but a career in analyst relations can be very rewarding due to its value proposition in the eyes’ of internal stakeholders.
Chris Ingle on successfully engaging with analystsDuncan Chapple
Chris Ingle from IDC gave this presentation at the Gartner Observatory's 2018 Cool and Hot Vendor Forum at the University of Edinburgh business schools.
How An AI-Powered Trade Promotion Optimization Software Can Improve Consumer ...Gina Shaw
Artificial Intelligence (AI) will happen in both TPx and Retail Execution sooner than you probably think – Promotion Optimization Institute
According to Nielsen Holdings, 40% of Consumer Goods trade promotion spending doesn’t drive the desired results. Even though the trade promotions spend take up a lion’s share of the organizational revenue, traditionally manufacturers have always struggled in optimizing their promotion mix for the maximum bang for the buck.
With the advancements in AI technologies, it is now possible to powerfully harness data and run high-yield trade promotions.
What You Can Expect From The eBook?
1. Key Trade Promotion Optimization (TPO) challenges faced today
2. What is AI in the context of TPO?
3. How AI helps run profitable trade promotions?
4. What an AI-Powered analysis looks like?
5. Case-studies
6. How you can get started right away!
We wrote The Analyst Conversation white paper to help your organization better understand the dynamics of effectively working with research analysts. Over the years, we’ve learned a lot about Analyst Relations (AR) on behalf of our clients, and we think everyone benefits when those interactions are positive, information-packed, and respectful.
A SMART Seminar conducted on 3 May 2013 by Ian Bertram.
Leveraging information for decision making, assessing its value and ensuring frictionless sharing of information within the enterprise and beyond is what will fuel success in the current and future economy. New use cases with insatiable demand for real-time access to socially mediated and context-aware insights make information management in the 21st century dramatically different.
For more information, see http://goo.gl/a6F2c
Both seasoned analysts and AR professionals love a debate – no doubt that’s why they work in this industry! Conversations about the nature of influence, analysts versus bloggers, the role of analysts in buying decisions, whether independent analysts can truly ever be independent will no doubt run and run. They can make it hard for newcomers however, who could be forgiven for wondering what the fuss is all about.
With this in mind, the IIAR is releasing a primer on the analyst industry. It is deliberately, unapologetically designed for those with no previous experience of working with analysts – while it does touch on such debates, it leaves any cans of worms tightly closed. Rather, it covers:
• The kinds of work analysts might be involved in across the working day.
• A definition of analysts, differentiating them from financial analysts and market researchers.
• An overview of firms, types, products and services across the market as a whole.
• Services offered by different kinds of analyst firms, be they “buy side” or “sell side”.
The main question the paper aims to answer is why analysts exist at all – after all, no other industry has them in such numbers. To give away the punchline, the paper draws the conclusion that they bring necessary clarity to the still-nascent sector we call the Information and Communications Technology. If you are new to Analyst Relations or the industry and would like to learn more about it, or if you want an overview to help explain the analyst industry to others, this paper is for you.
Slides Dominic Gadoury recently used in his discussion w/ mentees of The Product Mentor.
The Product Mentor is a program designed to pair Product Mentors and Mentees from around the World, across all industries, from start-up to enterprise, guided by the fundamental goals…Better Decisions. Better Products. Better Product People.
Throughout the program, each mentor leads a conversation in an area of their expertise that is live streamed and available to both mentee and the broader product community.
http://TheProductMentor.com
The Rise of the AI Concierge: How Digital Assistants Will Impact Customer Exp...Kevin Getch
The Rise of the AI Concierge: How Digital Assistants Will Impact Customer Experience and Marketing Strategies
The digital marketing landscape is constantly evolving, but the rise of AI technology is ushering in a wave of unprecedented change. Businesses that fail to adapt risk missing out on a tremendous opportunity. In this presentation, we'll:
- Explore how AI-powered digital assistants, are transforming customer experience and marketing strategies.
- Uncover the four key macro trends shaping the future of marketing.
- Share concrete examples of how businesses can optimize for AI assistants and leverage them in their strategies to gain a competitive edge.
The Softer Skills Analysts need to make an impactPaul Laughlin
25 min presentation given at London Business School, to the OR Society's Analytics Network. Summarising Laughlin Consultancy's 9 step model of Softer Skills for Analysts.
Essentials of Automations: Optimizing FME Workflows with ParametersSafe Software
Are you looking to streamline your workflows and boost your projects’ efficiency? Do you find yourself searching for ways to add flexibility and control over your FME workflows? If so, you’re in the right place.
Join us for an insightful dive into the world of FME parameters, a critical element in optimizing workflow efficiency. This webinar marks the beginning of our three-part “Essentials of Automation” series. This first webinar is designed to equip you with the knowledge and skills to utilize parameters effectively: enhancing the flexibility, maintainability, and user control of your FME projects.
Here’s what you’ll gain:
- Essentials of FME Parameters: Understand the pivotal role of parameters, including Reader/Writer, Transformer, User, and FME Flow categories. Discover how they are the key to unlocking automation and optimization within your workflows.
- Practical Applications in FME Form: Delve into key user parameter types including choice, connections, and file URLs. Allow users to control how a workflow runs, making your workflows more reusable. Learn to import values and deliver the best user experience for your workflows while enhancing accuracy.
- Optimization Strategies in FME Flow: Explore the creation and strategic deployment of parameters in FME Flow, including the use of deployment and geometry parameters, to maximize workflow efficiency.
- Pro Tips for Success: Gain insights on parameterizing connections and leveraging new features like Conditional Visibility for clarity and simplicity.
We’ll wrap up with a glimpse into future webinars, followed by a Q&A session to address your specific questions surrounding this topic.
Don’t miss this opportunity to elevate your FME expertise and drive your projects to new heights of efficiency.
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.
The Art of the Pitch: WordPress Relationships and SalesLaura Byrne
Clients don’t know what they don’t know. What web solutions are right for them? How does WordPress come into the picture? How do you make sure you understand scope and timeline? What do you do if sometime changes?
All these questions and more will be explored as we talk about matching clients’ needs with what your agency offers without pulling teeth or pulling your hair out. Practical tips, and strategies for successful relationship building that leads to closing the deal.
Neuro-symbolic is not enough, we need neuro-*semantic*Frank van Harmelen
Neuro-symbolic (NeSy) AI is on the rise. However, simply machine learning on just any symbolic structure is not sufficient to really harvest the gains of NeSy. These will only be gained when the symbolic structures have an actual semantics. I give an operational definition of semantics as “predictable inference”.
All of this illustrated with link prediction over knowledge graphs, but the argument is general.
Dev Dives: Train smarter, not harder – active learning and UiPath LLMs for do...UiPathCommunity
💥 Speed, accuracy, and scaling – discover the superpowers of GenAI in action with UiPath Document Understanding and Communications Mining™:
See how to accelerate model training and optimize model performance with active learning
Learn about the latest enhancements to out-of-the-box document processing – with little to no training required
Get an exclusive demo of the new family of UiPath LLMs – GenAI models specialized for processing different types of documents and messages
This is a hands-on session specifically designed for automation developers and AI enthusiasts seeking to enhance their knowledge in leveraging the latest intelligent document processing capabilities offered by UiPath.
Speakers:
👨🏫 Andras Palfi, Senior Product Manager, UiPath
👩🏫 Lenka Dulovicova, Product Program Manager, UiPath
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.
UiPath Test Automation using UiPath Test Suite series, part 3DianaGray10
Welcome to UiPath Test Automation using UiPath Test Suite series part 3. In this session, we will cover desktop automation along with UI automation.
Topics covered:
UI automation Introduction,
UI automation Sample
Desktop automation flow
Pradeep Chinnala, Senior Consultant Automation Developer @WonderBotz and UiPath MVP
Deepak Rai, Automation Practice Lead, Boundaryless Group and UiPath MVP
JMeter webinar - integration with InfluxDB and GrafanaRTTS
Watch this recorded webinar about real-time monitoring of application performance. See how to integrate Apache JMeter, the open-source leader in performance testing, with InfluxDB, the open-source time-series database, and Grafana, the open-source analytics and visualization application.
In this webinar, we will review the benefits of leveraging InfluxDB and Grafana when executing load tests and demonstrate how these tools are used to visualize performance metrics.
Length: 30 minutes
Session Overview
-------------------------------------------
During this webinar, we will cover the following topics while demonstrating the integrations of JMeter, InfluxDB and Grafana:
- What out-of-the-box solutions are available for real-time monitoring JMeter tests?
- What are the benefits of integrating InfluxDB and Grafana into the load testing stack?
- Which features are provided by Grafana?
- Demonstration of InfluxDB and Grafana using a practice web application
To view the webinar recording, go to:
https://www.rttsweb.com/jmeter-integration-webinar
Key Trends Shaping the Future of Infrastructure.pdfCheryl Hung
Keynote at DIGIT West Expo, Glasgow on 29 May 2024.
Cheryl Hung, ochery.com
Sr Director, Infrastructure Ecosystem, Arm.
The key trends across hardware, cloud and open-source; exploring how these areas are likely to mature and develop over the short and long-term, and then considering how organisations can position themselves to adapt and thrive.
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
Builder.ai Founder Sachin Dev Duggal's Strategic Approach to Create an Innova...Ramesh Iyer
In today's fast-changing business world, Companies that adapt and embrace new ideas often need help to keep up with the competition. However, fostering a culture of innovation takes much work. It takes vision, leadership and willingness to take risks in the right proportion. Sachin Dev Duggal, co-founder of Builder.ai, has perfected the art of this balance, creating a company culture where creativity and growth are nurtured at each stage.
"Impact of front-end architecture on development cost", Viktor TurskyiFwdays
I have heard many times that architecture is not important for the front-end. Also, many times I have seen how developers implement features on the front-end just following the standard rules for a framework and think that this is enough to successfully launch the project, and then the project fails. How to prevent this and what approach to choose? I have launched dozens of complex projects and during the talk we will analyze which approaches have worked for me and which have not.
1. Business Growth Unleashed
Jeroen Kleinhoven
Managing Partner
+31 622241190
Jeroen.kleinhoven@6hours.nl
nl.linkedin.com/in/kleinhoven
Software VOC bijeenkomst:
Hoe kom ik in beeld? Het softwarebedrijf en de analist
May 15, 2013
2. 6hours Associates BV – All Rights Reserved 2013 www.6hours.nl
1
Founder 6hours Associates
Consultancy, Interim & Hands-on Investments
Commercial productivity for Dutch b2b software companies
Focus on go-to-market strategies, business development & CXO relationships
Partner CIONET Nederland
Europe’s leading network with over 4.000 CIOs & IT Decision Makers.
CIONET Netherlands (Bloemendaal) provides an online and offline network and
knowledge exchange for over local 450 members
www.cionet.com/join-cionet/
CEO Treparel
Software provider in Big Data Text Analytics and Visualization (Delft)
www.treparel.com
Gartner (‘02 – ’10)
Different roles incl. Regional VP Gartner Benelux
More information:
http://nl.linkedin.com/in/kleinhoven
jeroen.kleinhoven@6hours.nl
+31 6 22241190
About Jeroen Kleinhoven
3. 6hours Associates BV – All Rights Reserved 2013 www.6hours.nl
2
Who is influential on what?
Big Data News Analysis on Top 4 firms (source: The Guardian)
All articles from The Guardian
newspaper that cite:
• Gartner (575 articles)
• Forrester (307 articles)
• IDC (410)
• OVUM (142)
Note: total 1.172 articles from
which 634 are published since
2010
Analysis done with KMX Analytics
& Visualization software using The
Guardian API. More info on:
www.treparel.com
4. 6hours Associates BV – All Rights Reserved 2013 www.6hours.nl
3
Who is influential on what?
Big Data News Analysis on Top 4 firms (source: The Guardian)
Gartner Forrester
5. 6hours Associates BV – All Rights Reserved 2013 www.6hours.nl
4
Who is influential on what?
Big Data News Analysis on Top 4 firms (source: The Guardian)
IDC OVUM
6. 6hours Associates BV – All Rights Reserved 2013 www.6hours.nl
5
Let’s Agree to Disagree…
For the technology vendor executive, there is no topic wrought with more
misinformation, misconception and fear than the role of the industry analyst in their
ultimate success.
7. 6hours Associates BV – All Rights Reserved 2013 www.6hours.nl
6
Agenda
1. Who are the analysts?
2. What do they do?
3. Why should you work with them?
4. When should you pay them?
5. What are the best practices for working with them?
The term “analyst” is like the terms “software” or
“hardware”.
It works as a broad categorization, but utterly
fails to describe any of the actual capabilities or
characteristics of the firms in that category.”
8. 6hours Associates BV – All Rights Reserved 2013 www.6hours.nl
7
The IT Buying Ecosystem
References /
Use cases
Vision, Products,
Use Cases
References / Business
What should we
communicate?
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Three Broad Types Of Influencers
(excluding the press)
Consultants (Management / Strategy Consultants, Security Advisors)
Low rate of end user interaction per consultant
But for extended periods of time (days to months)
Driven by utilisation and revenue targets
End User Analysts (the minority) Gartner, Forrester
High rate of end user interaction per analyst
But for short periods of time (30 min ATCs to 1 or 2 day engagements)
Driven by achieving status and influence in the industry, and targets for thought leadership,
publishing, events, press coverage, assisting with sales
Market Analysts (the majority) IDC, OVUM
Generally low to no end user interaction
Focused on publishing reports for service providers, investor community, procurement
departments
Driven by achieving status and influence in the industry, and targets for thought leadership,
publishing, events, press coverage, assisting with sales
Senior analysts can range across more than one of the above
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Analyst Firm Revenue – World Wide
Gartner
Forester
IDC
Others
Source: Knowledge Capital Group April 2008
2011: $1.468b
2011: $283m
2011: $340m est.
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Analyst Firm Revenue – Buy Side
Gartner
Forester
AMR
Others
“Gartner owns over 75% of the buy
side (IT dept) revenue in the
market place. Consequently their
influence and exposure is
immense”
Source: Knowledge Capital Group April 2008
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Segmenting Analyst Firms
(=Gartner)
Your FOCUS
when Selling /
Partnering to
other Vendors
Big 3 in 2013:
1. Gartner
2. Forrester
3. IDC
Source: Knowledge Capital Group April 2008
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12
Key Global Influencers (according to Dutch SI)
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13
What Do Analysts Do?
The power that the major industry analysts hold over major, multi million
dollar technology deals is unique in the business world.
The Deal Makers and Breakers act as father confessors for CIOs,
technology professionals and vendors.
Only 20% of the value of an industry analyst to a vendor comes from
written words - quotes, articles, reports or conferences
80% of the value comes from spoken words -- picking up the phones and
answering the questions of the End User community.
“The most important deliverable provided by the
analysts isn’t the writing, the reports, or the
conferences – it’s picking up the phone and
answering the questions of the IT user community.”
The primary reason that End Users use the analysts is that they
provide insurance against FUD: Fear, Uncertainty & Doubt
(most often created by analysts to describe marketing and products of vendors…)
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Why would you want to work with Analysts?
Influencing Sales
A successful analyst relationship for a vendor isn’t one where the analysts
recommend a particular technology.
But the sales where the Analyst includes them on a short list or give an honest,
objective, well informed assessment.
A failing relationship is driven by the lack of information about a vendor, it’s
products and how it solves business problems for clients.
Providing Validation and Advice
Analysts know the market and can help vendors to figure out how to sell in to
these
They can validate or invalidate your product, company, positioning, messaging,
partnering models, and vision or strategy
Analysts can only give advice or at least their opinion
Advice comes in many shapes: free advice, purchasing research, consulting or
analyst workdays
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Why would you want to work with Analysts?
Providing Intelligence
Information is the currency of the vendor’s relationship with the analyst: the more
information you give them, the more they likely to give back.
Most analysts like to be showing how much they know, and how they know.
The best competitive information that vendors can get on other vendors comes
from analysts (caution: it’s a double-edged sword!)
Analysts have targets as well… they need to produce new research often. They
get their information from….? End users and Vendors!
A Darwin Magazine study of over 2,000 CIO’s and IT managers:
84% of CIO’s surveyed feel that the information they received from IT
industry analysts was reliable
55% said that they use this information to make technology purchase
decisions
40% said they use it to guide which vendors they purchase from
25% said they use it to choose which system integrators to work with
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What Do Analysts Like?
Response to their survey and briefing requests
Quarterly updates
Products & new wins (deals)
Easy access to “the basics”
Access to “insights”
AR contact list
Upcoming events calendar
Pre-announcement briefings
Annual executive sessions - access to the “big cheeses”
Regular “push” e-mails with the news
“Behind the scenes” peeks
Motivators
HIGH:
• Influence
• Knowledge
• Power
LOW:
• Community
• Money
• Reciprocity
The ability to develop their knowledge, increase
thought leadership and market influence
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When to pay the analysts?
Being a client
Annual access to research
Making inquiries (additional)
Attend events
Buy a day with an Analyst
Invite analyst as presenter
Tailored / strategy consulting
Webinars, newsletters, more…
Analyst Review on your website
“If you think that you can buy the
influence of the Deal Makers and
Breakers -- the ones that
influence revenues – you are
wrong. Their influence cannot be
bought.”
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Next? Build an effective AR function
Target
Assess each analyst company and individual analyst’s value based on their insight in to
your products, markets, influence to YOUR target buyers, exposure and their accessibility
Start with Analyst briefings (free-of-charge)
Planning
Create the perfect pitch
Create and maintain the analyst calendar
How much to buy for analyst subscriptions (and negotiate!)
What to say and how (often) to say it
Assign one executive in your team for AR activities
Execute
Setting up and managing analyst interactions
Communicate best practices and feedback internally
Reference prospects to Analysts and visit their events…!
Measure:
What they Write, What they Think, What they Say.