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To Change or Not to Change: The Decision to Stay on the Green Screen
"Let’s consider a few reasons why you may not want to replace your legacy system, just yet:

They simply don’t break: Like your Grandad’s 1992 Honda or Swiss watch, the thing will pretty much run forever. The technology behind the old IBM mainframes is simple and sturdy, and as long as it is cleaned and maintained it will work. Cloud ERP systems, on the other hand, are only as reliable as your users’ internet connections.
Your business has not changed: We find many scenarios where companies have been doing the same thing for 30 years, and with good reason. Consider a company that manufactures a niche supply part for an industrial manufacturing segment. It may be specialized enough that the barriers and cost of entry is too great for competitors to chase and they have consistent clientele. With no desire to expand, there may be no reason to change what’s working."
digital  strategy  erp  software  selection  cloud  cyber  security  cybersecurity  failures  independent  consultants  top  10  systems  for  2020 
12 days ago by jonerp
How to Estimate ERP and HCM Implementation Time
"Magnitude of change. The bigger the change this project will mean for your company, the longer it will take.
Number of locations. A higher number of locations requires more time to accommodate different operations.
Number of countries. A higher number of countries in scope requires more time to accommodate different cultures.
Complexity of your operations. The more complex and unique your operations, the longer it will take you to implement.
Your internal competencies. The less implementation experience and capabilities your internal team has, the longer the project will likely take."
cloud  erp  implementations  digital  strategy  global  hcm  microsoft  dynamics  365  netsuite  oracle  sap  s  4hana  successfactors  workday 
13 days ago by jonerp
Avoiding the Digital Abyss: Create a Digital Strategy and Roadmap
"If you are an IT manager and are asked to go find a new ERP system, you will look like a hero if you simply ask “why”. This question will lead well into the next two steps, Technology Strategy and Digital Roadmap. If there is no “why” coming from the business, you face risks of implementing too many or incorrect systems, unclear processes and misused, mistreated and misunderstood data. These issues ultimately result in excessive risk and cost to the business."
digital  strategy 
4 weeks ago by jonerp
ERP vs. HCM Implementations: Which is the Better Bet?
"HCM may affect a larger population of people than an ERP or CRM implementation, but they can actually deliver more value with less risk. For industries that spend too much on employee retention and morale-related issues each year, better performance management, learning and development, and other human capital capabilities can deliver much higher business benefits than having more efficient accounting or inventory management competencies."
digital  strategy  hcm  implementations  successfactors  workday  2020  erp  and  report  vs.  implementation  successful  oracle  cloud 
9 weeks ago by jonerp
A Perspective on Data Migration in Digital Transformation
"The system integrator is typically only tasked with the main ERP system, therefore isn’t incentivized to ensure downstream systems/reporting are able to properly process the outputs. Many careers have been derailed when a CEO, COO or CFO is unpleasantly surprised by the poor condition of data appearing in their new executive dashboards and reports. Proper data readiness planning can significantly reduce post-project surprises."
cloud  erp  implementations  global  hcm  microsoft  dynamics  365  netsuite  oracle  sap  s  4hana  successfactors  workday  best  digital  strategy 
10 weeks ago by jonerp
Why Digital Disruption is Overrated
"There are plenty of risks when embarking on the journey from your current state of legacy systems to the future state of digital disruption. Yet academics, industry analysts, and other ivory tower types without much relevant hands-on implementation experience fail to mention this important fact.

Note: this is most likely due to the fact that industry analysts are largely supported by the ERP software vendors that have the most to gain from coercing their customers into “digital disruption.” Most buyers of new enterprise technologies with grand visions of technology improvements aren’t aware of the 50% operational disruption rate."
digital  strategy  artificial  intelligence  best  erp  software  disruption  implementation  independent  consultants  iot  organizational  change  management 
11 weeks ago by jonerp
Self-Serve ERP Software Please
"ERP software has evolved to the point where it can allow a self-serve methodology to work efficiently and potentially save companies money. Algorithms help point clients in the right direction towards ready-to-use pathways. When done right, this is a win-win. The client gets to interact/transact in their preferred way, and the company can redeploy its human assets."
digital  strategy  hcm  implementations  organizational  change  management  artificial  intelligence  implementation  iot  self-serve  erp  software  top  10  systems  for  2020 
november 2019 by jonerp
The Vendor Conflict Between Closure and Continuous
"
Make sure that everyone embraces and understands the idea of Continuous Customers. They don’t care about internal hand-offs or phases. They see connections everywhere (experience with a current project impacts other buying efforts).
Find ways to enable continuous understanding and visibility of customer behaviors.
Don’t think of hand-offs as absolute “your problem/opportunity now” situations. We talk at Gartner about the concept of leadershift. Where employees fluidly shift into leadership roles, but stay continuously involved."
go-to-market  new  customer  acquisition  product  marketing  impact  success  hand-off  leadershift  mql  strategy 
october 2019 by jonerp
Executive Misalignment: The #1 Threat to your ERP Implementation
"Executives are placed in leadership roles because they have “been there” and “done that”. This includes ERP implementation in most cases. If an executive leader has had a bad experience in any way, they will carry bias against technology products or firms, or will bring a heavy load of negative energy. If they have had a good experience, they will assume it will all go without a hitch, without realizing they may have been one of the lucky ones. The worst cases we have seen is where a leader makes a sole decision to purchase a technology platform simply because it worked in their previous organization."
digital  strategy  organizational  change  management  erp  failures  implementation  executive  misalignment 
october 2019 by jonerp
The Absolute Truths of Technology Marketing
"
Content marketing is the answer…until it is not.
Outbound marketing is the answer…until it is not.
Advocacy marketing is the answer…until it is not.
Better data (the “answer” de jour) is the answer…until it is not.

Abandon the search for absolute solutions. Embrace adaptivity and discover what is most appropriate for your situation."
go-to-market  advocacy  marketing  content  outbound  strategy  tactics 
october 2019 by jonerp
How to Define Your Digital ERP Strategy in 2020
"
How important is flexibility vs. scale to your business model?
What are you internal IT competencies, and what would you like them to be in the future?
How does this all align with and support your corporate strategy and objectives – or does it?
How big of a change are we really willing to make as part of our transformation?
How much time and money are we willing to invest?
What is our risk tolerance as an organization?
How will organizational change management need to support our answers to these and other questions?"
digital  strategy  best  transformation  erp  failures  predictions  software  in  2020  industry  for  top  10 
october 2019 by jonerp
Bridging the Gap Between ERP Implementation vs. Business Transformation
"Organizations generally struggle to unlock the value of their ERP implementations or digital transformations to their full potential. For many, it can be hard to deliver much more than mere incremental improvements as part of their transformations.

This problem isn’t necessarily due to lack of software capabilities. Though many are lacking the maturity of past legacy solutions, the current leading ERP and HCM systems such as S/4HANA, Oracle Cloud ERP, Microsoft Dynamics 365, and others contain advanced technologies that many will simply never be able to consume."
cloud  erp  implementations  digital  strategy  global  hcm  microsoft  dynamics  365  netsuite  oracle  sap  s  4hana  successfactors  workday 
september 2019 by jonerp
There is No Such Thing as “ERP Failure”
"Organizational Change Management (OCM) may seem like an overused term these days – and some may even argue that organizational change management is dead – but companies still overlook the most basic premise of making sure their users understand and use the systems provided for them. If you completed proper training upon your initial implementation, consider the idea of refresher training, updated training for new releases as well as make sure that a training program is in place for new users."
digital  strategy  erp  failures  oracle  cloud  avoid  failure  implementation  sap 
august 2019 by jonerp
Agile + ERP Implementations: Why It’s a Terrible Idea
"“Quick win” agile transformations allow functional areas or individual locations to get started on something right away, but it doesn’t fix the underlying issue of organizational misalignment, which is the real cause of digital transformation failure. For example, if your finance team decides to implement the “digital core” of SAP S/4HANA’s financial modules, this may or may not align with the needs of the rest of the organization."
digital  strategy  microsoft  dynamics  365  implementations  oracle  cloud  erp  sap  s  4hana  best  system  integrator  failures  implementation 
august 2019 by jonerp
CIO Top Of Mind Live – what keeps the CIO/CTO up at night?
"As a byproduct of the shows we’ll interview each of our guests individually, and get their input for the agenda of CIO Transformation Live and their suggestions on how we can make the event better and more relevant. All of the video content we produce gets added to the rolling programming on CIO Transformation TV. The next CIO Transformation Live event is at Whittlebury Hall near Silverstone on Wednesday 30th October. If you are interested in coming along, please check out the website, and follow this link to register for a place."
cio  events  strategy  cto  disruptive.live  futures  operations  technology  trafford  associates 
july 2019 by jonerp
Avis vs. Hertz: A Tale of Two Digital Transformations
"In the case of Avis, they used technology to create customer experience innovations that led to things like networked cars that automatically tracked car location, mileage, and maintenance needs. Innovations like this also reduce costs. So rather than forcing technology into their organization as Hertz appeared to, Avis surgically pinpointed where technology could best enhance the customer experience."
digital  strategy  erp  failures  avis  best  transformation  implementation  failure  hertz 
july 2019 by jonerp
Fatal Flaws in the Digital Transformation and ERP Software Industry
"This is the first time in my career where all the major players are releasing relatively new and unproven flagship products. For example, while SAP spent roughly 20 years fine-tuning its R/3 product, S/4HANA has only been on the market for a few years. The number of customers successfully using this new product is relatively small. The kinks haven’t been worked out and the breadth of functionality simply isn’t there yet.

The same is true for Oracle ERP Cloud, Microsoft Dynamics 365, and other top ERP systems. In some cases, the vendors have rewritten the software from scratch (example: Oracle). In other cases, they have pieced together the “best of” older flagship products (example: Microsoft). In most cases, these products are not as ready for prime time as their predecessors were."
digital  strategy  erp  implementations  hcm  microsoft  dynamics  365  netsuite  oracle  cloud  sap  s  4hana  successfactors  workday  failures  implementation 
july 2019 by jonerp
Career Decisions: What To Look For In a Software Startup
"So, you’re thinking of taking a job at a startup, but are nervous about the risk, perhaps having trouble telling one from another, and unsure about knowing what’s really important in startup success. In this post, I’ll share what I consider to be a great checklist for CXO and VP-level positions, which we’ll try to adapt a bit to be useful for all positions."
career  development  startups  strategy  uncategorized  venture  capital 
july 2019 by jonerp
Time for a Declaration of Independence from Software Vendors?
"The traditional advice companies is that it is best to standardize on a commercial software vendor for the core of the applications portfolio. Nevertheless, we are now seeing some clients push back against this advice and developing more of their own software in-house. In this post, we trace the history of the commercial software industry and why the buyers in some cases are rebelling. We conclude by offering new guidelines on when to choose custom development over packaged solutions."
business  strategy  it  due  diligence  erp  ibm  isv  spending  microsoft  oracle  sap 
june 2019 by jonerp
Why Customer Experience Should Dictate Your Digital Transformation
"There seems to be a common theme emerging from these more recent failures: lack of focus on the customer experience. Instead of using this as the foundation for the implementation, executives and project teams at these failures seem to be deferring too much to the technology and their system integrators."
digital  strategy  erp  implementations  avoid  failure  transformation  initiatives  success  failures  implementation  haribo  lessons  from  the  national  grid  v.  wipro  sap  lawsuit 
june 2019 by jonerp
Hertz vs. Accenture: How to Avoid Digital Transformation Failure
"Accenture does have a great name and is one of the largest systems integrators on the planet, but putting all of your eggs in one basket is rarely a good idea. If you don’t have the resources or experience to provide internal project management, business process management or organizational change management, bring in outside help. Systems integrators are not a silver bullet to outsource your entire digital transformation to, so simply don’t allow your SI to singularly hold the keys to your success."
digital  strategy  erp  failures  accentured  implementation  revlon  sap  failure  at  lidl  system  integrator 
june 2019 by jonerp
Event Report: FinancialForce.com Doubles Down On Customer-Centric ERP #FFCommLive19
"Accounting and finance continue march towards feature parity with legacy ERP vendors. Key enhancements in the past year included allocations on a proportional basis, collections Workspace V1, configurable e-mail reminders, financial reporting and analytics. New capabilities will include e-Payment integration, more workspaces, prepaid expense, bank recon enhancements, Auto-FX rate and rate type, improved reporting powered by Einstein, and as of date aging powered by Einstein."
@rwang0  2013  2019  accounting  ai  apps  strategy  artificial  intelligence  business  transformation  cdo  ceo  chief  data  officer  digital 
may 2019 by jonerp
Big ERP Systems Integrators Exposed
"It may not quite be time to fire your ERP system integrator, but just recognize that you do have options outside the big incumbents. And, it’s not an either / or proposition: you can get the best of the system integrator and augment with the more strategic and specialized skills sets of others."
digital  strategy  erp  implementations  hcm  microsoft  dynamics  365  oracle  cloud  sap  s  4hana  successfactors  workday  consultants  failures 
may 2019 by jonerp
Digital Transformation: The Art of the Possible?
"At the other end of the spectrum are companies that appear happy to limit their ambitions to computerizing their quill pens. By and large, they are happy with their existing system because over the years they have adapted to its short-comings, and the workarounds that they were compelled to develop now seem so natural that those same workarounds are ‘must haves’ when looking for replacement systems."
digital  strategy  transformation  erp  implementation  national  grid  v.  wipro  sap  lawsuit  failure  at  lidl  implementations 
may 2019 by jonerp
Big Idea: Extreme Capitalism And The Dawn Of Digital Duopolies
"How could this happen despite the rhetoric and dire warnings? At precisely the wrong time, when they should have stepped up to invest to defend against this threat, most leaders pulled back to harvest. Even worse, most organization’s shareholders bet against them by stripping away their ability to invest and innovate for the long run with stock buy backs, share dividends, and a plethora of mergers and acquisitions."
@rwang0  2019  alliances  apps  strategy  artificial  intelligence  big  ideas  business  transformation  ceo  chief  customer  officer  data  digital  executive 
may 2019 by jonerp
Reframing the Digital Transformation conversation in 5 steps
"Unless you are a digital native startup, your digital transformation will most likely be a complex series of incremental and strategic initiatives that fundamentally change the company over time. To get employees, customers, and investors on board, leadership needs to communicate the big idea—the “why” of what you are trying to achieve by reinventing your business. Start thinking about the principles of story telling. Start thinking in terms of the visual tools and communication processes you are going to use get the whole company as well as your partner and supplier ecosystem on board."
trends  &  concepts  #techerati  digital  disruption  transformation  strategy  events  leadership  storytelling 
april 2019 by jonerp
Planning a Digital Transformation: Perspectives from the User Community
"We’re still not using the system: One of the most common measures for success versus failure is system work arounds. If a majority or even reasonable percentage of people are still using old processes or creating their own spreadsheets, this is an indication of a lack of change management. There needs to be measures in place to test new processes and system adoption, as well as proper communication, training and alignment from the start."
digital  strategy  organizational  change  management  common  myths  transformation  erp  management:  the  #1  key  to  success  missing  pieces  of  your  plan 
april 2019 by jonerp
Sustainability might not be sexy, but life depends on it
"That’s 5 million units a year, all which generate data, and all of which need energy and resources in their creation. Chris suggests that by 2030 most people will have 15 devices, all generating data because “everything computes at the edge and everywhere”. He’s seen research that suggests we will run out of gold by 2030. Yikes!"
trends  &  concepts  cloud  corporate  culture  edge  computing  future  hm19  hpe  hybrid  innovation  strategy  supply  chain  sustainability 
april 2019 by jonerp
The Trojan Horse Approach to Organizational Change Management
"Too many organizational change consultants put themselves into a change management box and don’t know how to effectively relate to the other components of digital transformation. They simply get their PROSCI certification, manage activities around “communications,” “awareness,” and other nebulous things, but fail to integrate change into the organization.

Worse yet, these change consultants fail to understand business operations, supply chains, industry trends, company strategies, and other components of integrated change."
digital  strategy  organizational  change  management  common  myths  transformation  managing  microsoft  dynamics  expert  witness  sap  failure  at  lidl 
april 2019 by jonerp
Event Report: Apple Formally Launches Services Strategy #AppleEvent
"In Apple’s case, the have to put content, network, and technology together. Today, they have a dominance in devices (technology) and a distribution network (retail and app store). Apple’s services initiative bring the missing content piece to drive the percentage of revenue from 15% to 20% by the end of 2020. Should Apple activate its 10% of its 50M subscriber base to add $20 to $30 per month in services, they could catch up with Spotify (96M) and Netflix (140M) in three to five years time. While hardware will always remain important, it’s hardware plus services that will serve as the foundation of these digital experiences. Apple and Tim Cook must bring the right talent in to orchestrate one of the biggest transformations at one of the world’s most valuable companies."
@rwang0  2019  ai  alliances  amazon  apple  pay  applearcade  applecard  applenews+  appletv+  apps  strategy 
march 2019 by jonerp
The Three Marketing Books All Founder/CEOs Should Read
"Crossing the Chasm by Geoffrey Moore. The textbook classic Silicon Valley book on strategy. Many people refer to the chasm without evidently having even read the book, so please don’t be one of them. Published in 1991, it’s the newest of the books on my list, and happily Moore has revised it to keep the examples fresh along the way."
startup  lessons  ceo  marketing  startups  strategy  uncategorized  venture  capital 
march 2019 by jonerp
Reframing the Digital Transformation conversation in 5 steps
"You need a plan to integrate your digital transformation project so that it works with your legacy systems. Your plan should draw on agile thinking while still satisfying the financial demands of the C-suite. Think in terms of short time scales and multiple iterations. Don’t fear experimentation or failure"
#techerati  digital  transformation  strategy  events  leadership  disruption  storytelling 
march 2019 by jonerp
Video of my SaaStr 2019 Presentation: The Five Questions Startup CEOs Worry About
"A few days ago, Jason Lemkin from SaaStr sent me a link to the video of my SaaStr Annual 2019 conference presentation, The Five Questions Startup CEOs Worry About. Those questions, by the way, are:

When do I next raise money?
Do I have the right team?
How can I better manage the board?
To what extent should I worry about competition?
Are we focused enough?

Below is the video of the thirty-minute presentation. The slides are available on Slideshare."
ceo  competition  leadership  management  saas  saastr  strategy  venture  capital 
february 2019 by jonerp
Google and IBM still trying desperately to move cloud market-share needle | TechCrunch
While becoming cross-platform compatible isn’t exactly a radical notion in general, it most certainly is for a company like IBM, which if it had its druthers and a bit more market share, would probably have been content to maintain the status quo. But if the majority of your customers are pursuing a multi-cloud strategy, it might be a good idea for you to jump on the bandwagon — and that’s precisely what IBM has done by opening up access to Watson across clouds in this fashion.
"While  becoming  cross-platform  compatible  isn’t  exactly  a  radical  notion  in  general  it  most  certainly  is  for  company  like  IBM  which  if  had  its  druthers  and  bit  more  market  share  would  probably  have  been  content  to  maintain  the  status  quo.  But  majority  of  your  customers  are  pursuing  multi-cloud  strategy  might  be  good  idea  you  jump  on  bandwagon    that’s  precisely  what  has  done  by  opening  up  access  Watson  across  clouds  this  fashion. 
february 2019 by jonerp
Event Report: #WEF19 #Davos2019 Globalization 4.0 Under Fire As Global Leaders Fail The Populace
"While noble in intent, the forum drives deep discussion among its members. The research into political, societal, economic, and technology issues have raised public awareness. Despite the number of world leaders, business executives, non-profit pioneers, and other change agents, few major initiatives move from concept to commercialization and impact the general populace. Hence, many skeptics continue to criticize the WEF efforts."
@rwang0  2019  alliances  apps  strategy  artificial  intelligence  business  transformation  ceo  chief  customer  officer  data  digital  executive  financial 
january 2019 by jonerp
Three Tests to Assess Your Customer Centricity-Beyond Lip Service
"Customers are a rich source of information and feedback. But often, that feedback feels like a burden if your organization is prepared to embrace it. I’ve talked to many companies that are worried about customer communities, because of the concern that customers will share bad experiences."
go-to-market  advisory  board  advocacy  customer  centricity  communities  experience  cx  enterprise  persona  ideal  profile  product  strategy 
december 2018 by jonerp
Things I’d Like To See Go Away – Distrust by Default
"If we start with distrust, it means communications between vendors and customers will always be stilted. One or the other party will always wonder what is being held back, what to believe. It actually creates an environment where trust is likely to be broken–because it was never there in the first place (okay if it was never there, it can’t be broken, but you get the picture)."
go-to-market  customers  marketing  sales  strategy  trust 
october 2018 by jonerp
All Revenue Is Good Revenue Attitudes Force Compromises
"This discussion is almost always a short term vs. long term perspective. Short term, there is pressure to “make the number.” And that scales across the company as you go from sales rep, to manager, to team, to division, etc. But long term, I believe that most, but not all, of these questionable deals to more harm than good."
go-to-market  ideal  customer  profile  revenue  strategy 
october 2018 by jonerp
The Illusion of Control
"Once you recognize that control, at least total control, is an illusion, you can start to change. Even though Gartner recommends, as part of the Challenger methodology that sellers teach, tailor, and take control, the reality is that this can only be done in small chunks."
go-to-market  challenger  control  strategy 
october 2018 by jonerp
Why Microservices Will Become a Core Business Strategy for Most Organizations
"Microservices, by virtue of offering a well-structured way to engage and integrate with the world at large in scalable, digital terms, now appear to hold the answer to enabling faster digital transformation, lowering our levels of of tight coupling and technical debt, and substantially increasing much needed levels of IT integration. More centrally to business impact and growth, they also make it possible for us to build and cultivate bigger and more robust digital ecosystems with our stakeholders. This includes 3rd party developers and business partners to our very own workers and customers."
featured  posts  apis  business  strategy  cdo  cio  ecosystem  enterprise  architecture  microservices  platform 
september 2018 by jonerp
Story Centered Marketing – A New Approach to Marketing Strategy?
"Create a great story and you’ll building a following–a following that you can then turn into leads and opportunities. What if your entire marketing strategy was built around the story—starting with your fictional company, then creating custom stories that bring in your prospects (as prospects) and then customers. Every campaign, every tactic, links to the story."
go-to-market  marketing  storytelling  strategy 
august 2018 by jonerp
Monday’s Musings: Seven Common Failures Plague Board Room Strategy In Digital Transformation
"Laggard market perception cascades failure and customer disillusionment. Declining brands and organizations in laggard industries stripped of brand equity enter an era of negative market perception. Instead of redefining the mission and purpose with new business models, orgs often take a short cut of branding without substance. Seen as devoid of innovation with a commoditized non-differentiated offering, every stakeholder from employee, customer, partner, supplier, and investor lowers expectations of success. The result – leaders who focus on short term gain, declining employee morale, lack of interest by investors, and lower quality from suppliers. Partners lose interest in creating co-innovation and co-creation ecosystems with laggards. Customers no longer find an affinity for a brand that has sold its soul and will not pay for premium pricing when they no longer see value."
"Laggard  market  perception  cascades  failure  and  customer  disillusionment.  Declining  brands  organizations  in  laggard  industries  stripped  of  brand  equity  enter  an  era  negative  perception.  Instead  redefining  the  mission  purpose  with  new  business  models  orgs  often  take  a  short  cut  branding  without  substance.  Seen  as  devoid  innovation  commoditized  non-differentiated  offering  every  stakeholder  from  employee  partner  supplier  investor  lowers  expectations  success.  result    leaders  who  focus  on  term  gain  morale  lack  interest  by  investors  lower  quality  suppliers.  Partners  lose  creating  co-innovation  co-creation  ecosystems  laggards.  Customers  no  longer  find  affinity  for  that  has  sold  its  soul  will  not  pay  premium  pricing  when  they  see  value.2018  apps  strategy  best  practices  board  room  boardroom  priorities  promises  transformation  c-suite  cdo  ceo 
may 2018 by jonerp
Cloud Foundry Summit – Scale, End Users and Business Outcomes
"Most importantly, as my colleague, Stephen O’Grady, has written before Cloud Foundry and Kubernetes are different tools for different jobs. Then, as now, it is not an either-or choice. Choosing the right tool for the right job is key – and with that we come back around to the business outcome question."
api  business  cio  cloud  foundry  native  cto  strategy 
april 2018 by jonerp
Things I’d Like to See Go Away – The Differentiators List
"What makes us special?

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

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

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

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

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

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

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

The soul of Lean Startup is Customer Validation and Development. Without it, there is no Lean Startup."
go-to-market  customer  development  validation  lean  startup  mvp  strategy 
june 2017 by jonerp
The Strategy Compiler: How To Avoid the “Great” Strategy You Couldn’t Execute - by @kellblog
"If you view strategy as the plan to win, then successful strategies include only those strategies that your organization can realistically execute from both a resources and skills perspective. Instead of doing a single-pass process that moves from strategic objectives to budgets, use an iterative approach with a strategy compiler to ensure your strategic code compiles before you try to execute it."
entrepreneurship  fpa  silicon  valley  startups  strategy  venture  capital 
june 2017 by jonerp
#transformCIO – a new live streamed interview series of leading CIOs & CTOs - by @dt
"I first met Finbarr several years back when he was talking at a techUK event about how he transformed William Hill, an 80 year old UK brand, from an 18-24 month time to market for new products to 3 weeks! We talk about that “fail fast” story, along with his attitude to Cloud Computing, data centres, agile, DevOps, shadow IT, holding on to talent, low-code solutions, emerging tech and more."
#entdigi  interview  series  digital  transformation  strategy  cio  comparethecloud  ctc  cto  disruptive  tech  tv  finbarr  joy  lebara  superbet  william  hill 
june 2017 by jonerp
Strategic Technology: Cloud Native Data Science - by @fintanr
"But there are serious difficulties. Standing up and maintaining Hadoop infrastructure is not for the faint hearted. As my colleague, James Governor, recently noted “that giant sucking sound is the sound of Hadoop being sucked into the cloud”. To paraphrase the “infrastructure as a product” mantra that we heard from the team at OpenAI, your big data infrastructure needs to be self-service and easily extendable. We have noted in the past that your big data infrastructure is just dial tone. The ability of your team to use it efficiently is far more important."
aws  business  cio  cloud  native  containers  cto  data  deep  learning  machine  strategy 
june 2017 by jonerp
Research Summary: Artificial Intelligence Delivers Mass Personalization In Commerce - by @rwang0
"Lack of relevance leads to lack of engagement. Contextual relevancy can be correlated to an immediate effect on the top line. Constellation estimates that lack of content relevancy often results in 83 percent lower response rates in the average marketing campaign. Conversely, personalized contextual relevancy by time of day, geo-spatial location, weather, and identity improves commerce conversions between two to three times over normal non-personalized campaigns."
2017  ai  anticipatory  analytics  apps  strategy  artificial  intelligence  augmented  humanity  b2b  e-commerce  b2c  big  ideas  bigdata  business  transformation  cadence 
april 2017 by jonerp
News Analysis - SAP reshuffles Executive Board - sets up for next 5 years - by @holgermu
"This morning SAP surprised us with the news of re-organizing its executive board, largely initiated by the departure of Steve Singh. As often with organizational press releases – you have to read it from the bottom up, but we will follow our customary process of dissecting the press release."
constellation  research  holger  mueller  hybris  mcdermott  reorg  sap  ariba  strategy  successfactors 
april 2017 by jonerp
Quality and Comprehensiveness Matter Most for Account Based Marketing - by @barnes_hank
"With an effective ABM program, you are reaching deeper and broader into accounts, through a wide variety of channels and forms of interaction. Quality counts more than ever. Sending the lousy e-mails that dominate e-mail marketing and social selling (see #FridayFails on LinkedIn) is a recipe for disaster."
go-to-market  abm  account  based  marketing  b2b  gartnertgi  strategy  sales 
april 2017 by jonerp
Don’t Start a Customer Relationship with a Lie - by @kellblog - on "free" trials etc
"If you put a Free Trial button on your website, when I press it I expect to start an online process to get a free trial — not get a form that, once filled, replies that someone will be in touch. That button should be called Contact Us, not Free Trial."
crm  okr  saas  startups  strategy  venture  capital  15five  7geese  betterworks  goals  mbo  objectives 
march 2017 by jonerp
Event Report: #GoogleNext17 On Path To Enterprise Ready - by @rwang0
"Just two years ago, analysis of Google’s enterprise efforts showed very little enterprise credibility. The sales team barely understood enterprise, the products were rife with transient talent, and customers had no input into the product direction. With the recent house cleaning in the management and product teams, a commitment to enterprise by Eric Schimdt, and a host of new enterprise class alliances and partnerships, Google is rapidly building a worthwhile option for clients across the five entry points to cloud maturity."
2017  apps  strategy  artificial  intelligence  big  data  business  transformation  cdo  chief  collaboration  officer  digital  financial  hr  information 
march 2017 by jonerp
Mark Zuckerberg Takes on Fake News, the Importance of the News Industry And the Rise of Filter Bubbles in New Manifesto
"Facebook CEO Mark Zuckerberg emphasized the importance of a “strong news industry” in his 5,000-plus word manifesto published this afternoon. Calling the news “critical to building an informed community,” Zuckerberg said Facebook will do more “to make sure this vital social function is sustainable.”
content  strategy  social  media  web  advertising  dollars  business  models  facebook  fake  news  local  mark  zuckerberg 
february 2017 by jonerp
The Evolution of Marketing Thanks to SaaS - by @kellblog
"Tomorrow, as more marketers will be measured on the health of the overall ARR pool, they will be focused on cost-effectively generating not just opportunities-that-close but opportunities that turn into the best long-term customers. (This quadrant helps you do just that.)"
ipo  management  marketing  saas  startups  strategy  venture  capital  conversion  rates  evolution  funnel  leads  ltv 
february 2017 by jonerp
Strategic Technology: Utilisation versus Business Velocity - by @fintanr
"here are four common problem threads that generally emerge once you start to dig into the companies. The first two are almost always immediately obvious – a very traditional IT department and business units operating in very discrete silos. The third is a little more insidious, it is the culture of blame embedded in the overall organisation. Most companies will talk of openness and transparency in their culture, but few companies have organisations that genuinely facilitate this openness and transparency. The final thread is that of mistaking tactical projects for strategic initiatives."
business  cio  cloud  cto  infrastructure  leadership  strategy 
january 2017 by jonerp
It’s Time to Transform ERP into a Systems of Engagement - by @dhinchcliffe
"When I look at most enterprise IT today however, it’s clear that the buyer is not the end-user but IT departments and other stakeholders who won’t have to use the systems themselves. The traditional ERP system, which runs much of the mission critical infrastructure, is possibly the worst offender and most in need of remediation in today’s era of highly consumable personal IT, which runs rings around most enterprise technology when it comes to usability, personalization, fitness to purpose, and responsive design."
featured  posts  technology  software  analysis  coit  digital  experience  strategy  the  enterprise  future  of  work  modern  cio  trends  and  statistics 
january 2017 by jonerp
Tuesday’s Tip: Seven Universal Factors Why Technology Firms Fail - by @rwang0
"Innovation. Vendors who fail to move to new platforms, slow the pace and quality of innovation, or not adapt to new trends would fail to make the transition to the next era. In many cases, the pile of technical debt from failing to innovate holds back the vendor’s ability to innovate. Slashing of R&D and innovation budgets, departure of key founders and executives, and the failure to attract new talent signify impending failure."
2017  adoption  apps  strategy  cause  cdo  ceo  chief  digital  officer  executive  information  marketing  technology  cio 
january 2017 by jonerp
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