Brian Sommer

Brian is currently CEO of TechVentive, a strategy consultancy serving technology providers and other firms. He is also a research analyst with Vital Analysis.

Latest Posts

Troubling, Challenging 2014 ERP Predictions

The ERP segment is undergoing a lot of change. Change, though, can create some uncomfortable moments for some folks and ERP vendors, customers and integrators will definitely feel something next year. What are some of these challenges and who will need to adapt?

December 17, 2013 by

4 Comments 4 Votes

Gaming your sales compensation plans?

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.

December 9, 2013 by

1 Comment

The Right/Modern Way of Marketing

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.

December 2, 2013 by

1 Comment 3 Votes

The battle in HR software: software for corporations or persons?

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!

November 17, 2013 by

2 Comments 2 Votes

How to succeed in HR software

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.

October 15, 2013 by

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