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jonerp : decision   22

What Matters Least to Line-of-Business Buyers
"If you help me innovate, help me differentiate, and don’t cause me pain from having to change everything else I’m doing (i.e. work with the stuff we have (integration)), then that is more important than being cheap. Oh, BTW, the “messy middle” of these factors is a collection of things that are very much “vendor risk” oriented."
go-to-market  customer  experience  decision  factors  innovation  integration  price 
9 weeks ago by jonerp
Vendors, Behave Like You Are Part of the Buying Team
"We know that trust is a big factor in a positive buying experience with the vendor (more on that later), what could be better to build trust the behaving like a member of the buying team that has the best interests of the team (and their organization)in mind. If you believe your products and services can have a positive impact, why behave any other way?"
go-to-market  new  customer  acquisition  b2b  buying  process  decision  making  trust 
september 2019 by jonerp
The Issues with “Drop In” Decision Makers
the evidence of the value of diversity in teams continues to mount. When there are more active decision makers, it is more likely you’ll have diversity–including perspectives from people in different groups. That is why we think more active decision makers is better.
go-to-market  b2b  buying  consensus  context  decision  maker  making 
july 2019 by jonerp
The Absence of Context
"The absence of context may be just a nuisance, but in some situations in can make the difference between success and failure. Clients ask for details on something that had been suggested, but no one is really sure what that is–or what was committed to them. The delivery team gets frustrated. A subscription is established for software, but users aren’t trained or given clear guidance on what the usage expectations are."
go-to-market  confusion  context  customer  experience  decision  making 
july 2019 by jonerp
Integrating Different Perspectives
"But isn’t there a risk here? We also see challenges achieving consensus and managing through different objectives. Broad involvement could also derail projects, right?

Definitely.

But I think it can be managed. It requires, first and foremost, clear goals and objectives for the project to be declared and shared. These should be cast in “soft” stone–only to be revisited if significant business change has occurred."
go-to-market  new  customer  acquisition  product  marketing  impact  sales  effectiveness  and  enablement  b2b  decision  making  diversity  influence 
july 2019 by jonerp
The Power of External Perspectives
"For hiqh quality deals vs. others–deals that may not have been failing but did not meet the high bar, there are a few things that we have noticed right away (and we are continuing to dig). One of them being particularly noticeable. Respondents that are part of a high quality deal are much more likely to continue to leverage independent sources (analysts, reviews, experts, etc) after they have engaged with the vendor (vs. relying only on the vendor or vendor resources for their information). They do this to validate assumptions, discover blind spots, and expand their thinking."
go-to-market  advocacy  marketing  confidences  decision  making  influencer  validation 
june 2019 by jonerp
S&OP: Can You Make Decisions at the Speed of Business?
"Invest in Descriptive Analytics. Allow business users access to data through the use descriptive analytics. Layer technologies like Microsoft Power BI, Qlik, Spotfire, Tableau, and Thoughtspot on top of planning technologies. To improve S&OP execution, focus on helping business users access data at the speed of business. This means less focus on traditional reporting, ERP and portal strategies. Make discussions data-driven using descriptive analytics layered on top of complex technology landscapes. The average company has five-to-seven S&OP processes and seven-to-eight advanced planning technologies. As a result, getting to data is a barrier."
uncategorized  analytics  decision  making  governance  sales  and  operations  planning  supply  chain  excellence 
may 2019 by jonerp
Who Will Win?
"The wider market is decision support. The goal is to improve organizational decision-making by unleashing the power of analytics. The supply chain planning market is narrow and used by only 3-5% of back office personnel. The new goal is decision support for the masses. The new solutions deliver answers better, faster and easier. Today’s solutions are expensive, long to deploy and hard to use. The greater the M&A activity, the worse the issue. (JDA, E2Open, Infor, and Logility grew through acquisitions.)"
uncategorized  analytics  anaplan  decision  support  supply  chain  excellence  planning 
april 2019 by jonerp
The Power of Alternative Perspectives
"And yet, it’s easy to ignore. For example, the recognition of the value of diversity continues to grow–but can we quantify the impact? And do we integrate it into our processes? Maybe we make a focused effort to hire more women, or more minorities, or more experienced (older) people, or veterans–but what next? Embracing diversity is a mindset. But do you take the next step and integrate diversity into your practices (for example, making sure that review, brainstorming, and team efforts always include diverse participants? Do you look at how your technology (or if you even have technology) that helps make this easier to do–and to prove the value of? Do you ever invite people from other departments to product meetings?"
go-to-market  collaboration  decision  making  diversity  teams 
december 2018 by jonerp
Yowza! A Nine-Step Decision Process to Help Guide Supply Chain Planning Selection
"A business decision for supply chain planning should focus on the selection of the technology that can drive better business outcomes. This often in direct opposition with the solution that minimizes the IT budget. For example, there are very few planning pilots where Oracle or SAP beat the competition on capabilities. I often tell clients, “What good is a cheap solution if it does not solve the business problem?” A focus on IT standardization is one of the primary reason for low business user satisfaction in the recent study shown in Figure 5."
demand  driven  digital  supply  chain  global  chains  sales  and  operations  planning  excellence  analytics  decision  support  production 
september 2018 by jonerp
Handling Endless Disagreements with the “Disagree and Commit” and “New Information” Principles - by @kellblog
"So, the principle is simple: if you want to re-open discussion on something we’ve already decided, do you have any new information that wasn’t available at the time we made the decision?

If the answer is no, we’re not re-opening it here, and we can do at either next quarter’s ops review or next year’s strategy offsite (pending prioritization against other topics)."
decision  making  leadership  management  organizational  behavior  uncategorized  amazon  way  disagree-and-commit  passive  aggression  pocket  veto 
november 2017 by jonerp
Trust, But Verify - by @lcecere #scm
"Avoid a System Integrator’s Recommendation. System integrators usually get a commission on the sale of the software. They are usually not a neutral party. Ask your system integrator for details on their arrangement with the software provider. Buyer beware!"
demand  driven  digital  supply  chain  planning  benchmarking  decision  support  sales  and  operations  user  satisfaction  warehouse 
november 2017 by jonerp
The High Cost of Buying Complexity - by @barnes_hank
"I spoke to one attendee about this. She was in a sales enablement leadership role for a large financial institution and spoke about when the shoe was on her foot–trying to purchase technology for her organization. The frustration in her voice was palpable when she described a purchase that took two years."
go-to-market  buying  cycles  decision  making  delays  sales  strategy 
october 2017 by jonerp
IBM Brings Low-Code App Development to Bluemix
"Overall, IBM’s goal is to make Bluemix the go-to platform for developers of all types, from so-called “citizen developers” to professional development teams building enterprise applications and commercial products. The Bluemix platform features more than 150 tools and services covering areas such as cognitive intelligence, blockchain, security, Internet of Things, DevOps and more."
analysis  top  stories  authentication  cloud  cognitive  builder  fair  initiative  space  data  decision  composer  model  and  notation  development  education  forrester 
april 2017 by jonerp
Words and Pictures - by @barnes_hank (JR: on effective use of images)
"As you look at and discuss and debate content and images, think about the role of purpose of the image. If its not reinforcing the story, if it is not drawing people into the story, or providing a metaphor–then it still needs work."
go-to-market  analysis  decision  making  graphics  images  storytelling 
january 2017 by jonerp
Three Mistakes Teams Need to Avoid in Selecting Supply Chain Planning - by @lcecere
"The best planning implementations are loosely coupled to ERP and other IT systems. Planners need time to plan and they need a planning workbench to enable “What-if” analysis to determine the best plan before passing the plan to an ERP system of record. In addition, master data within ERP is not sufficient for planning. A requirement for success is attention to planning master data. Define it and refine the requirements continuously based on planning parameters."
uncategorized  decision  criteria  support  supply  chain  planning 
october 2016 by jonerp
94% = Enterprise Buying Teams That Have Abandoned a Buying Effort With No Decision (in the past 2 years) - by @barnes_hank
"If you are skeptical of the information (even with my early clarification), you are not alone. When we have shared the data internally, the immediate reaction is “Wow, that is a lot.” The next question was often: “but does it include situations where the respondent casually investigated a product/service and decided not to pursue it further. That happens all the time.” Our analysis of the survey results leads me to believe that this assumption is not the case."
go-to-market  buying  process  competition  marketing  no  decision  sales 
september 2016 by jonerp
Data Integration - by @mfauscsette
""In a recent G2 Crowd survey (May 2016, N = 347), 62.2% of the respondents reported that integrating data across multiple platforms was having an impact / high impact on their current business strategy. That answer was a tie for 2nd in the overall survey for impact on strategy, with only improving customer experience scoring higher."
acquisition  business  modernization  data  decision  systems  employee  experience  networks  software  technology  big  cloud  integration  silos 
july 2016 by jonerp
Spotting Fake Online Reviews - by @mfauscette
" If a review is completely or mostly lacking in specific details about the product, the user experience and the reasons for a good or bad review rating, there may be something wrong. In the course of using a product, and then relating your experience it is natural to share specific details, something about the process of using the product, the way the experience makes you feel, or what happened when it was used. Vague reviews are of little value in general, and could signal that a person really doesn’t have personal knowledge of the product."
business  models  networks  community  decision  systems  peer  reviews  software  technology  b2b  b2c  catfishing 
april 2016 by jonerp
Comparing Software using Peer Reviews - by @mfauscette
"The software buying decision making process can be complex and varies by company. Just by the nature of the process it’s necessary to build a list of potential solutions and then to compare them in some way to a list of business and technical requirements and to each other. Everyone has their own mental model on what a comparison should include but there are ways to facilitate the analysis of the information by presenting it in ways that can be easily consumed."
business  modernization  networks  collaboration  community  cx  decision  systems  google  networked  software  channels  technology  acquisition 
march 2016 by jonerp
Buying Business Software - by @mfauscette
"Peer networks are a newer type of influencer resource and are gaining popularity. These fall into several types ranging from public social networks like LinkedIn, Twitter and Facebook; to community based peer review platform sites like my current employer, G2 Crowd (and in fairness several others that vary somewhat in approach but include TrustRadius, Software Advice, GetApp and Capterra)"
business  models  modernization  networks  collaboration  community  cx  decision  systems  networked  saas  social  web  software 
february 2016 by jonerp
Worst Case Scenario for Technology Buyers – No Decision - by @barnes_hank
"In a recent survey that we did at Gartner, we askedB2B technology buyers for the biggest reasons for “No Decision” – times when they abort a buying process. The top 4 reasons were:

Project and Solution Costs Exceeding Budget
Concerns about the Level of Business or Technical Risk
Concerns about ROI
Lack of Budget"
future  of  sales  go  to  market  buying  cycle  competition  no  decision 
march 2015 by jonerp

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