“We Do A Great Job In IT, Our Metrics Dashboard Is A Sea Of Green.” Really?

A Forrester-client inquiry call last night and the creation of some slides for a webinar with Axios really got me thinking about how we measure our success in IT. It just seemed so easy to take the IT version of success (and the associated measures) and create a snide customer retort. It’s a little tongue-in-cheek but please take a read of one of my Axios slides:

I'm sure there are many more to play with.

If you read my blogs on a regular basis you will have seen:

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Why Customer Relationship Management Matters — And How To Do It Right

The only source of competitive advantage is the one that can survive technology-fueled disruption — an obsession with understanding, connecting with, serving, and delighting customers. But as organizations strive to succeed in the age of the customer, business and IT professionals responsible for customer-facing processes still struggle with how to define CRM strategies, re-engineer customer-facing business processes, acquire and deploy the appropriate supporting technologies, and lead and sustain the necessary organizational changes.

Technology is radically changing your customers and your business. So how do you cope with digital disruption? The CRM playbook is a practical guide that focuses our research and recommendations to help you: discover opportunities; plan for success; take action; and optimize your customer relationships. Read the CRM executive overview and companion reports to take advantage of research, methodologies, and tools to guide you through these critical phases:

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Cisco's message is getting clearer

 

At the Cisco Live EMEAR 2013 event in London, Cisco brought a new down-to-earth dynamism to the table. The vision for how Cisco is intending to empower its clients in an evermore connected world is becoming clearer. In this blog, Forrester analysts Dan Bieler and Peter O’Neill discuss their take-home messages from the event:

Hosted Collaboration Solution is empowering its high-end channel partners.

Dan. HCS, Cisco’s hosted collaboration suite, allows carriers to offer cloud-based as-a-service solutions, comprising unified communications, telepresence, contact centre, as well as a range of communication features under the Jabber brand. In EMEAR, BT, Telefonica, and Vodafone are already selling HCS, primarily aiming it at MNC customers. It remains to be seen whether the HCS pitch is the right one for smaller carriers and SMBs, especially as Cisco remains committed to catering to SMBs.

Peter. They also need to think about being more attractive to the needs of midmarket system integrators and MSPs. That means they must provide different price configurations that are attractive to SMBs. Positioning themselves only to the national telcos is quite restrictive and doesn’t match the increasing demand we are seeing for these solutions across the market. But, of course, if they want to compete in the SMB segment, they’ll compete with Google and Microsoft and their pricing strategies. The best way to run two pricing strategies is to use two brands.

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2013 Server Virtualization Predictions: Driving Value Above And Beyond The Hypervisor

Now that we’ve been back from the holidays for a month, I’d like to round out the 2013 predictions season with a look at the year ahead in server virtualization. If you’re like me (or this New York Times columnist), you’ll agree that a little procrastination can sometimes be a good thing to help collect and organize your plans for the year ahead. (Did you buy that rationalization?)

We’re now more than a decade into the era of widespread x86 server virtualization. Hypervisors are certainly a mature (if not peaceful) technology category, and the consolidation benefits of virtualization are now uncontestable. 77% of you will be using virtualization by the end of this year, and you’re running as many as 6 out of 10 workloads in virtual machines. With such strong penetration, what’s left? In our view: plenty. It’s time to ask your virtual infrastructure, “What have you done for me lately?”

With that question in mind, I asked my colleagues on the I&O team to help me predict what the year ahead will hold. Here are the trends in 2013 you should track closely:

  1. Consolidation savings won’t be enough to justify further virtualization. For most I&O pros, the easy workloads are already virtualized. Looking ahead at 2013, what’s left are the complex business-critical applications the business can’t run without (high-performance databases, ERP, and collaboration top the list). You won’t virtualize these to save on hardware; you’ll do it to make them mobile, so they can be moved, protected, and duplicated easily. You’ll have to explain how virtualizing these apps will make them faster, safer, and more reliable—then prove it.
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Are you thinking like a business pro? In the cloud era, you should be.

It's not controversial that business success today depends more than ever on IT performance. Business processes and IT operations are highly interdependent and tightly linked. Alignment between the two is no longer an option—it’s a requirement to stay competitive. Your business customers won’t succeed in today’s dynamic economy without IT behind them, but business customers care about outcomes, not technologies. The more you can think like they do, the better your relationship will be, the better your outcomes will be, and frankly, the better your future job prospects will be.

Forrester calls the evolution of IT from a provider of technologies to a broker of business services the “IT to BT (business technology) transformation.” Key to this shift is rethinking IT’s role in the enterprise and, in particular, rethinking current IT processes and the tools used to support them. Many IT organizations have improved workload, application release, run-book, data transfer, and virtual machine management processes, to name a few, through automation—yet still fail to deliver the agility and responsiveness their business customers demand.

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