best practices Archive

Would you maintain a marketing strategy that has shifted to a disadvantage? The answer seems like a no-brainer, but the reality is many providers in the global services market are indeed marching forward with a disadvantaged strategy. In the increasingly competitive services marketplace, providers are running to thought leadership as a differentiation. That’s great.

We need to stop using the term “analytics.” Yes, I know analytics is red hot. Practically every service provider has an analytics group. IBM has poured billions into acquiring analytics software companies and has built a formidable capability in this area. The marketplace is full of anecdotes about how powerful and impactful analytics can

As a result of the consumerization of IT within today’s businesses, many technology service providers struggle to find a sales approach that drives greater growth. With CIOs now playing a far less prominent role as an intermediary determining the best solutions and, instead, business stakeholders making buying decisions, traditional solution selling is not a

Organizations are facing a paradigm shift in the way they envision, initiate and fund technology that drives business value. As discussed in my prior blog post, The Curveball Impact on IT Spend Decisions, a shift in influence has created two distinct buying markets within an organization. These two markets behave very differently and thus