A Story Of Empathy — The Lost Art Of Selling?

Scott Santucci

Posted by Scott Santucci

 

In 1992, with my Marketing Management degree in hand, I went out in the market to find a sales job. At the time, I believed (and I still do) that you can’t really be the best B2B marketer unless you know how to sell first. One of the jobs I interviewed for was with a local dealer to sell fax machines (yes, it’s true . . . FAX machines). The VP of Sales interviewing me asked a simple question — what are the most important things to being a sales person?

 

Read more

All Grown Up: Goofus And Gallant Are Developers

Mike Gualtieri

Mike_Gualtieri_LampYou are not going to believe this. Goofus and Gallant grew up and they both became application development professionals. Inseparable as they are, they both landed jobs at a global medical supply company in Parsippany, NJ where they develop enterprise supply chain web applications. Gallant has a bit less hair than he used to and Goofus is sporting a "Comdex" tattoo. But, these guys are basically the same as they ever were. (Remember Goofus and Gallant from Highlights Magazine For Children)

We Can Still Learn A Lot From Them

Goofus forgets to check-in his code before going a week-long vacation to Martha's Vineyard.

Gallant always checks-in his code and makes thoughtful revision comments on the changes each night before he goes home.

Are You Giving Your Sales Force A Knife For A Gunfight?

Scott Santucci

Untouchables-cast_1137616950-000

In the movie “The Untouchables” Sean Connery’s character, Jim Malone, is targeted for a hit by Al Capone. The hitman breaks into his house and threatens Malone, pulling out a revolver, says, “Isn’t that just like a (derogatory term for an Italian) . . . brings a knife to a gun fight.”

Read more

Hard Times Are Not Over Yet, But There Is Hope

Sharyn Leaver

by Sharyn Leaver

Sharyn-Leaver Forrester has made a series of downward revisions to its IT market forecasts in 2008 and early 2009. And according to my colleague Andy Bartels’ latest analysis - "US And Global IT Market Outlook: Q2 2009" -there is more weakness ahead. Due largely to the breakdown of the financial system and the resulting credit crunch, steep drops in the purchases of equipment, software, and IT services during Q4 2008, Q1 2009, and probably Q2 2009 mean that purchase levels are close to hitting bottom. Forrester predicts that the latter part of 2009 will see: 

Read more

Categories:

One Large Step for Customer Experience: Lithium Announces A Social CRM /Customer Service Solution

Natalie L. Petouhoff, Ph.D. By Dr. Natalie Petouhoff

If you follow me on Twitter (@drnatalie) you have seen the on going conversation around whether Social CRM and Customer Service actually exists or if it is a fantasy.


Paul Greenberg has put his final stake in the ground on defining what Social CRM means- You can read more on the post that drove a huge discussion.The debate centers around alot of things - whether CRM is a strategy, a process, a technology. At the end of the day, most agree that its an all inclusive way of building relationships with your customers. Bill Band, Vice President and Principle Analyst at Forrester, has written about Social CRM in his ever popular doc CRM 2.0: Fantasy or Reality?

Read more

Re-Engineer The Relationship Between Insurance Tech Buyers And Sellers

Ellen Carney

Ellen Carney [Posted by Ellen Carney]

Insurance IT buyers have distinct preferences when it comes to how they learn about new technology.  Tech vendors think IT buyers learn about the hottest technology because of the bright, shiny stuff that their marketing organizations spend all kinds of time and money producing. Wrong.

Read more

To paraphrase JFK...

Chris Mines

Christopher Mines [Posted by Christopher Mines]

"Don't ask what green can do for IT; ask what IT can do for green."

That's our manifesto for vendors as they survey the opportunity landscape created by the increasing importance of sustainability in corporate strategy and branding.

See our summary and map of the "IT for green" opportunity landscape here.

Categories:

Software AG Announces IDS Scheer Acquisition: Is The Tail Wagging The Dog?

Alex Cullen

By Clay Richardson, Ken Vollmer, and Connie Moore

Only two years after acquiring webMethods, Software AG shakes up the BPM world once again with its announcement to acquire leading process modeling vendor IDS Scheer. Since the webMethods acquisition, Software AG has continued to push the envelope on combining solid human-centricandintegration-centric capabilities under a single vendor roof. With the IDS Scheer acquisition, Software AG is sending an indisputable and clear message to the market: We are a major BPM player, hear us roar! Or should it be, "hear us bark?"

Read more

Software AG Announces IDS Scheer Acquisition: Is The Tail Wagging The Dog?

Clay Richardson

By Clay Richardson, Ken Vollmer, and Connie Moore

Only two years after acquiring webMethods, Software AG shakes up the BPM world once again with its announcement to acquire leading process modeling vendor IDS Scheer.  Since the webMethods acquisition, Software AG has continued to push the envelope on combining solid human-centric and integration-centric capabilities under a single vendor roof.  With the IDS Scheer acquisition, Software AG is sending an indisputable and clear message to the market:  "We are a major BPM player, hear us roar!"  Or should it be, "hear us bark?"

Big_dog In many ways IDS Scheer has more brand cachet in business process improvement circles than Software AG, leading us to wonder: Is the tail wagging the dog on this deal?  Is Software AG buying IDS Scheer, or is IDS Scheer really buying Software AG?  The truth is that Software AG is buying a global brand that has the potential to completely remake Software AG into a process improvement powerhouse.

Read more

Categories:

Office 2010 Backstage: Content + Context = Collaboration

Ted Schadler

 Ted-Schadler by Ted Schadler

Microsoft announced more details on Office 2010 today. It's a healthy release from my perspective: more, simpler, better, faster, cleaner. But there's an interesting new thing that Microsoft has introduced with this release. They call it "Backstage," but it might be easier to think of it as the context of the document -- everything you need know about it and everything that you can do with it.

At the highest level, Backstage is all the stuff you do once the document has been created: save it, print it, email it, etc. It's also all of the metadata associated with the document: permissions, version history, etc. This makes it much easier for teams to collaborate on documents and for documents to be part of a workflow or business process.

It looks like this:

Backstage

So why does this matter? Three reasons:

  1. The "context" of the document as visible as the contents of the document. It's as if the book just got a cover, a card catalog label, and an availability tracker. Wow. Metadata that matters to anyone who's looking for the document.

Read more