Customer-Obsessed Technology Platforms: If You Don't Know, You're Doing IT Wrong

Michael Facemire
"I don't know about you people, but I don't want to live in a world where someone else makes the world a better place better than we do."
-- Gavin Belson, Silicon Valley
Writing software to make the world a better place -- that's a lofty goal, even for Gavin Belson on the HBO hit comedy, Silicon Valley. Yet why is it that we've spent years doing the exact opposite with software in enterprise IT? We've built applications to simply show data living in our data centers. Have a lot of products to sell? Put them all on a web page! Myriad of services you offer to your customers? Throw them all on that web page too! If they really want our help, they'll figure out what it all means, right?
Unfortunately this is a terrible way to create applications, regardless if it's on the web, mobile, or any other emerging digital channel. The data is good, but we cannot start with our data in mind -- instead we must start with our customers' needs in mind. But why this change and why now? Our customers (and increasingly our employees) are being presented with so many more options from your competitors, both those known today and tomorrow's digital startups. Simply put, the barrier to creating new software solutions is approaching zero. Making this transformation is central to the BT Agenda -- applying technology to win, serve, and retain customers.
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Thoughts on Huawei 2015 – The Juggernaut Continues to Build

Richard Fichera

In late April I once again attended Huawei’s annual analyst meeting in Shenzen, China. As with my last trip to this event, I approached it with a mix of dread and curiosity – dread because it is a long tiring trip and doing business in China if you are dependent on Google services is at best a delicate juggling act, and curiosity because Huawei is one of the most interesting and poorly understood of the large technology companies in the world, especially here in North America.

I came away with reinforcement of my previous impressions that Huawei is an unapologetically Chinese company. Not a global company that happens to be Chinese, as Lenovo presents itself, but a Chinese company that is intent upon and is making progress toward becoming a major global competitor in multiple arenas where it is not dominant now while continuing to maximize its success in its strong domestic market. A year later, all the programs that were in motion at the end of 2014 are still in operation, and Y/Y results indicate that the overall momentum in areas where Huawei is building its franchise, particularly mobile and enterprise IT, are, If anything, doing even better than promised.

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OpenStack Is Moving To A New Stage

Charlie Dai

Unfortunately, visa issues prevented me from attending the OpenStack summit in Vancouver last week — despite submitting my application to the Canadian embassy in Beijing 40 days in advance! However after following extensive online discussions of the event and discussing it with vendors and peers, I would say that OpenStack is moving to a new phase, for two reasons:

  • The rise of containers is laying the foundation for the next level of enterprise readiness. Docker’s container technology has become a major factor in the evolution of OpenStack components. Docker drivers have been implemented for the key components of Nova and Heat for extended computing and orchestration capabilities, respectively. The Magnum project aiming at container services allows OpenStack to create clusters with Kubernetes (k8s) by Google and Swarm by The Murano project contributed by Mirantis aiming at application catalog services is also integrated with k8s.
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BT Transformation Q&A With Sharon Cooper, Chief Technology Officer, BMJ

Laura Koetzle

The age of the customer demands more of companies, forcing them to change how they develop, market, sell, and deliver products and services. In response, CIOs must invest in business technology (BT) — the technology, systems, and processes to win, serve, and retain customers. At Forrester’s Forum For Technology Leaders in Lisbon (June 2-3), leaders from firms like BMJ, Portugal Telecom, BBVA, Mastercard, Alliander, DER Touristik and UniCredit will share strategies that you can use to achieve Read more

Cloud Foundry Is Evolving Toward Agility Via Container-Empowered Micro-services

Charlie Dai

The Cloud Foundry Foundation held its 2015 Summit recently in Santa Clara, attracting 1,500 application developers, operation experts, technical and business managers, service providers, and community contributors. After listening to the presentations and discussions, I believe that Cloud Foundry —one of the major platform-as-a-service (PaaS) offerings —is making a strategic shift from its traditional focus on application staging and execution to a new emphasis on micro-service composition. This is a key factor that will help companies gain the agility they need for both technology management and business transformation. Here’s what I learned:

  • Containers are critical for micro-service-based agility. Container based micro-services are getting momentum: IBM presented their latest Bluemix UI micro-services architecture; while SAP introduced their latest practice on Docker. Containers can encapsulate fine-grained business logic as micro-services for dynamic composition, which will greatly simplify development and deployment of applications, helping firms achieve continuous delivery to meet dynamic business requirements. This is why Forrester believes that the combination of containers and micro-services will prove irresistible for developers.
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Building A Customer-Obsessed Operating Model

Kyle McNabb

Empowered customers, armed with ever-increasing digital capability, increasingly expect any information, any service, at their moment of need. We call this the age of the customer. Innovative brands, from Delta to Southwest, T-Mobile to Verizon, Home Depot to Walgreens, and Caterpillar to Rolls Royce, are sharing with Forrester how they are disrupting the way they work to meet their empowered customers’ needs, to become customer-obsessed. Becoming customer-obsessed gives you, the CIO, an unprecedented opportunity: to overcome the nagging frustration of IT gravity that suppresses your and your team’s ability to influence the direction of your business, to build new competitive advantage. But you have to be willing to change the way you work.  

You’re in an enviable position and are more essential to your firm’s success than ever. Together with your CMO, you have the best overall knowledge of your customers and the technology know-how to deliver a superior customer experience and drive growth.

We’ve begun to identify how leading firms change their operating models to deliver more value and become truly customer-obsessed. Much of that change falls on the CIO to drive. This research is ongoing, but the actions leaders take to shape their customer-obsessed operating model — focused on customer loyalty, innovation, and most importantly, growth, and fueled by customer insight — are becoming clear:

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The Customer Success Vendor Ecosystem Shows Signs Of Consolidation. Zuora Acquires Frontleaf

Kate Leggett

Our world is quickly moving to a subscription economy. In a subscription economy, the economic value of a customer is realized over time, instead of up-front at the initial sale. This means that the duration of the customer relationship has an increasingly large economic impact on the company’s financial health. Being successful in this new economy requires that companies actively manage their customers during their engagement relationship to ensure that they are realizing the economic value of their purchase.  Why? Because if you don't, customers churn. 

A new organizational role, called customer success, has emerged which is dedicated to actively managing the post-sale journey that a customer has with a product or service that they have bought. One measure that customer success organizations use to track a customer's success is a "health score." The health score is a composite number created from product usage data (who's using the product, how is the product used), customer interaction data (support tickets, customer feedback) and contractual data. This data is pulled from systems like CRM, ERP, billing, customer survey solutions. It is tracked at a user and company level and the way it trends, and sudden changes to the score are used to understand a customer' health.

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Introducing A New Incident Response Metric: Mean Time Before CEO Apologizes (MTBCA)

Rick Holland

For years cybersecurity professionals have struggled to adequately track their detection and response capabilities. We use Mean Time to Detection/Containment/Recovery. I wanted to introduce an additional way to track your ability to detect and respond to "sophisticated" adversaries: Mean Time Before CEO Apologizes (MTBCA). Tripwire’s Tim Erlin had another amusing metric: Mean Time To Free Credit Monitoring (MTTFCM).

Here are some examples (there are countless others) that illustrate the pain associated with MTBCA:

1) CareFirst breach announced 20 May 2015

2) Premera breach announced 17 March 2015

Your CEO doesn't want to have to deliver a somber apology to your customers, just like you don't want to have to inform senior management that a "sophisticated attack" was used to compromise your environment. Some of these attacks may have very well been sophisticated but I'm always skeptical. In many cases I think sophisticated is used to deflect responsibility. For more on that check out, "The Millennium Falcon And Breach Responsibility."  

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Is Your Company A Place Where Employees Grow And Thrive, Or Wither And Leave?

David Johnson

As Forrester's Customer Experience Index (CX Index™) proves, the key determiner of a company's success is customer satisfaction. We can also prove that there is a strong correlation between employee satisfaction and customer perception and opinion, which is more pronounced with those employees who have a greater impact on your customers. To improve customer satisfaction, these employees have to feel that they can succeed. If they can’t succeed, they will burn out, and burned out employees aren’t going to help your company win, serve and retain customers. Forrester believes that you as an I&O leader can play the decisive role in customer satisfaction, if you choose to.

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Forrester’s Security & Risk Research Spotlight – The IAM Playbook For 2015

Stephanie Balaouras

Once a month I use my blog to highlight some of S&R’s most recent and trending research. When I first became research director of the S&R team more than five years ago, I was amazed to discover that 30% to 35% of the thousands of client questions the team fielded each year were related to IAM. And it’s still true today. Even though no individual technology within IAM has reached the dizzying heights of other buzz inducing trends (e.g. DLP circa 2010 and actionable threat intelligence circa 2014), IAM has remained a consistent problem/opportunity within security. Why? I think it’s because:

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