No need to feel guilty about gaming your employer's sales compensation plan. A new book by Xactly's CEO argues that this is what sales professionals are supposed to do. One clue: Spreadsheets aren't probably going to cut it anymore.
Software & Services Safari
Many writers explore just one tech sector. Brian looks at the entire tech ecosystem to better understand the often conflicted relationships between software vendors, integrators, outsourcers and more.
Brian is currently CEO of TechVentive, a strategy consultancy serving technology providers and other firms. He is also a research analyst with Vital Analysis.
Here's a look at the big stories that somehow didn't get much coverage or got overlooked altogether. Some of these bits, by themselves, weren't big stories; but when lots of vendors do the same thing, a trend emerges.
Businesses and Consumers both rely heavily on the information they find on the Internet. They get smart about their problems, potential solutions, possible vendors to contract with, etc. In fact, they may not contact your firm until well into the sales cycle. But, those firms who put few knowledge 'assets' on the internet may be seriously limiting their sales. Read on to see some smarter approaches emerging today.
The war for talent is definitely heating up and the best HR executives are adopting non-traditional technologies, innovative recruitment strategies and more to attract and retain talent. Read on to get a taste what surfaced from a number of interviews with leading HR executives.
If you thought HR software comprised Payroll, HRMS and Talent Management modules, think again. There are amazing new products that serve more than just your company. LinkedIn has become the biggest of these PERSON-based products and how well these solutions fit with solutions designed for CORPORATIONS should make for interesting viewing. Read (and comment on) this three part piece!
Selling HR software today requires attention to whether your customers want or appreciate a suite, specialized capabilities or ease of integration. Different kinds of solutions have to be marketed with a skill towards what different buyers want or need. Here's what some vendors are doing in this regard.
Customer experience has to be more than just CRM with some social content awareness. But, beyond the functional shortcomings of these products, the real challenge may be in finding someone to buy the whole enchilada.
Adaptive Planning and Kyriba show that large enterprises are also embracing cloud solutions for critical financial tasks. Is the chasm being crossed for large enterprises, too?
Previously, ERP software was either on-premises or cloud-based. Then, the cloud products were split into single and multi-tenant options. Acumatica has added even more options for its customers and partners each of which could appeal to a different kind of buyer. Will it help drive sales and broaden the solution's appeal?
A summer full of interviews with CFOs and controllers reveals that cloud financial accounting software has 'crossed the chasm'. But, this may just be part of a larger adoption story as many financial executives reported using five or more cloud solutions in their firm.