Brian Sommer

Brian is in a unique position to diagnosis the winners and the losers in technology and services. He was the longest running (10 years) and most senior director of Andersen Consulting's (now Accenture's) global Software Intelligence unit - a position that required him to pick the best possible software solutions for hundreds of clients globally. He advised the firm on ERP software market forecasts and helped establish manpower planning estimates by vendor for deployment globally.Brian continues to remain close to technology buyers and sellers. When he left Andersen Consulting, he co-created a dot-com with blogger and former arch-enemy at Price Waterhouse, Vinnie Mirchandani. That firm helped broker efficient services contracts between software buyers and systems integrators. Since then, he's created TechVentive, Inc. - a company that helps technology firms better understand their markets - and Vital Analysis - the research and publishing arm of TechVentive. Brian still travels the world and publishes an impressive number of articles, research reports and blog posts annually to help software and services buyers make better business decisions. He can be reached at: brian @ vitalanalysis.com

Latest Posts

The Visual Organization - New book by Phil Simon

The Visual Organization - New book by Phil Simon

It's not enough for firms to create competencies around big data and data science. Organizations must also 'see' the insights in these huge, new data sources. Phil Simon takes a few questions about his newest book and the implications on people, businesses and technology.

published March 3, 2014 by

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The Bell Tolls for Old HR and Recruiting Processes

The Bell Tolls for Old HR and Recruiting Processes

Identified was bought by Workday and Monster acquired Gozaik and TalentBin. Smart market watchers should be asking "Why" these deals were done and what these deals could do to recruiting/HR vendors, competition and the companies that would benefit from re-imagined HR processes.

published February 26, 2014 by

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Troubling, Challenging 2014 ERP Predictions

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?

published December 17, 2013 by

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Gaming your sales compensation plans?

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.

published December 9, 2013 by

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The Right/Modern Way of Marketing

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.

published December 2, 2013 by

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

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!

published November 17, 2013 by

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How to succeed in HR software

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.

published October 15, 2013 by

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Acumatica’s Cloud Multi-Tenancy – A lot of deployment options

Acumatica’s Cloud Multi-Tenancy –  A lot of deployment options

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?

published September 8, 2013 by

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