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SE Forum 2013

Posted by Bradford Holmes on the Sales Enablement Professionals Blog on January 8, 2013

Bradford Holmes

This is the Don't Miss The Forum edition of my running effort to connect you to all the value, ideas, analysts, and happenings from my team at Forrester. As we ring in 2013, I want to share the key date above all others in Q1 you won't want to miss.

That is our once-a-year major forum on March 4th-5th in Scottsdale, Arizona. The theme, "Accelerating Revenue In A Changed Economy". You can explore the agenda, speakers, theme, and register to attend at this link.

I am often asked about that theme and what we will focus on at the event.  So here are those answers.

The theme reflects a simple reality we see across B2B businesses and the leaders we support.  These companies are experiencing a gap between their strategic goals and in-the-trenches execution. Be that rolling out a new product and services capability, entering a new segment, or expanding in existing accounts.  And it's not getting easier given the do-more-with-less reset of the economy. What does that fee like?  The executive sposnsors of major programs at your prospects, to whom you aspire to sell, bring a "how can you help me and my busienss succeed" lens to their side of the conversation. When they don't hear that, they disengage. Making the shift from pushing products to solving problems is at the core of the change your buyers seek today.   

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Marketing Mondays: January 7th, 2013

Posted by Bradford Holmes on the Sales Enablement Professionals Blog on January 8, 2013

Bradford Holmes

This is the Don't Miss The Forum edition of my running effort to connect you to all the value, ideas, analysts, and happenings from my team at Forrester.  As we ring in 2013, I want to share the key date above all others in Q1 you won't want to miss.

That is our once-a-year major forum on March 4th-5th in Scottsdale, Arizona. The theme, "Accelerating Revenue In A Changed Economy".  You can explore the agenda, speakers, theme, and register to attend at this link.

I am often asked about that theme and what we will focus on at the event.  So here are those answers.

The theme reflects a simple reality we see across B2B businesses and the leaders we support. These companies are experiencing a gap between their strategic goals and in-the-trenches execution. Be that rolling out a new product and services capability, entering a new segment, or expanding in existing accounts. And it's not getting easier given the do-more-with-less reset of the economy. What does that feel like?  The executive sposnsors of major programs at your prospects, to whom you aspire to sell, bring a "how can you help me and my busienss succeed" lens to their side of the conversation. When they don't hear that, they disengage. Making the shift from pushing products to solving problems is at the core of the change your buyers seek today.   

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Sales Conversation Webinar With Scott Santucci Moved To November 14! Thanks Sandy!

Posted by Bradford Holmes on the Sales Enablement Professionals Blog on November 1, 2012

Bradford Holmes

 

IN CASE YOU MISSED THIS CHANGE IN SCHEDULING, OUR NEXT WEBINAR IS NOW ON NOVEMBER 14.

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Regardless of a salesperson's conversational skills, buyers have to care about what those salespeople have to say.

So how likely is it that an executive is going to agree to meet with someone who is geared up to talk about his or her product or service?  

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T-Systems’ Analyst Summit 2011: Getting Past A Lost Year

Posted by Dan Bieler on the CIOs Blog on November 23, 2011

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Dan Bieler

T-Systems’ Analyst Summit 2011 in Frankfurt was dominated by updates on the progress the company made regarding its restructuring projects. As a result of these efforts, T-Systems has created the basis to become a more efficient and agile ICT services provider going forward. Still, in our view, the period between mid-2010 to mid-2011 was a lost year for T-Systems — despite the obvious progress T-Systems made in addressing its past challenges.

In some respects, T-Systems had become a victim of its own success in 2009 and 2010. T-Systems was clearly overwhelmed by its multibillion deals (with clients including Linde, BP, Shell, E.ON, MAN, Continental, etc). Delivery capacities were stretched to the limit, manifesting in serious transition and transformation challenges. T-Systems was forced to allocate more capacities to big deals, thus depressing margins to just over 2% in Q3 2011 (see chart below). T-Systems still aims to reach the peer-group average EBIT margin.

Source: company reports

About a year ago, T-Systems began to restructure its entire operations in a mammoth project, effectively redrawing the entire organisational structure and reshuffling the top management team, except for the CEO and CFO. The Analyst Summit provided some insights that these efforts are beginning to bear fruit:

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