There's winning and winning long-term....I saw a great piece by Paul Gillin in BtoB magazine last month.
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.
Phase 2 for long-term consultants and their careersLately, I’ve been getting more than a few friends & colleagues contacting me as they are:- no...
Early into 2009 and we already have a winner!I just saw this on the news this evening.
I feel so used and so cheapProfits and revenues are good things especially when the buyers, sellers and others involved in the transaction are all in agreement with the deal. But the explosion of social networks in recent years leaves me feeling used, cheap and pimped out.
(Hint: It must be substantial and believable)I do a lot of sales and negotiating training, and contrary to the current economy, it’s becoming a brisk bit of work. That said, there’s often a tough sticking point for many technology and service firms: crafting compelling ROI statements and tying these to some burning platform issue that motivates buyers to move NOW!
Here are some cluesPaul Osterman has a new book out called “The Truth About Middle Managers: Who They Are, How They Work, Why They Matter”. The book offers some interesting insights into a frequently under-loved, under-studied and under-appreciated group of business people.
Bad pathologies to avoid in new employees One of the best pieces of advice that came from last week’s IDC Directions conference was an almost throwaway comment from one of the IDC executive speakers: Start planning for the recovery.That’s actually something I’ve already discussed with two clients as it sets the correct tone for what firms and managers should be doing today.
HR Survey results, TalentDrive, InterActive Applicant and moreTalentDrive, a slick HR technology and service provider, has been busy lately with some interesting surveys.
Is it time for a changing of the software guard?A lot of material has crossed my desk lately regarding software sales in the Obama, crisis-cleanup world.
Who is really watching this situation?There's an interesting article in CIO.