Enterprise Irregulars
Smart Thinking for the Smart Enterprise
I’ve Got a Crazy Idea: How About We Focus on Next-Quarter’s Pipeline?
I’m frankly shocked by how many startups treat pipeline as a monolith. Sample CMO: “we’re in great shape because we have a total pipeline of $32M covering a forward-four-quarter (F4Q) sales target of $10M, so 3.2x coverage. Next slide, please.” Regardless of your view on the appropriate magic pipeline coverage number (e.g., 2x, 3x, 4x), […]
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Scaling Cloud Services Is Key To Growing A Digital Business
93% of enterprises are securing remote locations with a centralized approach that rarely scales to secure every endpoint and identity of remote branch locations, leaving an enterprise more vulnerable to a breach. Enabling network security is the greatest challenge enterprises face when managing a highly distributed network with numerous remote locations. In an era of […]
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How To Make Complex CPQ Selling Simple With Visual Configurators
Bottom Line: Realizing visual configurators’ full potential starts by enabling engineering, production, and sales to become real-time collaborators in creating new products. 2D, 3D, Augmented Reality (AR), Mixed Reality (MR), and Virtual Reality (VR) visual configurators are proliferating across the Configure, Price, and Quote (CPQ) landscape today. Manufacturing marketing teams say they are the most effective […]
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Breaking Down Silos in your Business
Every organisation in every sector is dealing with digital disruption in today’s volatile, fast changing and uncertain world. Businesses need to transform to stay competitive or be in danger of going the way of once great brands like Nokia, Blockbuster or Kodak who saw the writing on the wall but didn’t act fast enough to […]
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How To Improve Your CPQ Pricing Strategies
Manufacturers can get more than their fair share of channel sales and margins by improving price management for every dealer, distributor, and reseller they sell-through. It’s possible to expand earnings by 50% on slight increases in volume when pricing is consistent channel-wide. McKinsey’s latest research on the topic, Pricing: Distributors’ Most Powerful Value-Creation Lever, shows how the […]
It’s Time To Solve K-12’s Cybersecurity Crisis
There were a record 160 publicly-disclosed security incidents in K-12 during the summer months of 2019, exceeding the total number of incidents reported in all of 2018 by 30%. 47% of K-12 organizations are making cybersecurity their primary investment, yet 74% do not use encryption. 93% of K-12 organizations rely on native client/patch management tools […]
Three ways to NOT to handle war time pressure in business
Pressure is a fact of life – especially so in businesses. You cannot eliminate it, but you can probably minimize it with good preparation and training and so on. But whatever you do – you are bound to end up in high pressure situations from time to time. It could be your boss promising more […]
What’s New In Gartner’s Hype Cycle For AI, 2019
Between 2018 and 2019, organizations that have deployed artificial intelligence (AI) grew from 4% to 14%, according to Gartner’s 2019 CIO Agenda survey. Conversational AI remains at the top of corporate agendas spurred by the worldwide success of Amazon Alexa, Google Assistant, and others. Enterprises are making progress with AI as it grows more widespread, […]
Doing one thing really well, and thinking about the science.
There is an obvious attraction to buying a broad suite solution. The benefits are oft repeated, and range from end to end user experience, global consistent processes, broader insights through suite wide analytics, vendor viability, lower integration costs, to more coherent procurement leverage. The market has rewarded those vendors that have built compelling suite products […]
The Primordial Soup of On-Demand Mobility
Stephen Zoepf and I continued our collaboration on analyzing key components of next-generation mobility. In this second article we focus on on-demand mobility services, they issues they face, and the opportunities they have. The piece is pertinent to the conversation about California’s AB5 and the conversation it is raising. It also provides a good preview […]
“The New Stack” for a modern enterprise: A TechCrunch Enterprise Video Interview
The fabulous Alex Williams of The New Stack had a bunch of us on a panel at TechCrunch Enterprise to discuss the new tech that makes up the modern digital stack: 1. Frederic Lardinois / writer and news editor / TechCrunch 2. Katherine Boyle / Principal / General Catalyst 3. Melissa Pancoast / founder and CEO […]
Blocking and Tackling
“Football is two things. It’s blocking and tackling. I don’t care about formations or new offenses or tricks on defense. You block and tackle better than the team you’re playing, you win.” – Vince Lombardi Photo by Pixabay on Pexels.com Just like in football, there is a perception that blocking and tackling has no glamor and it is beneath us […]
10 Ways AI And Machine Learning Are Improving Endpoint Security
Gartner predicts $137.4B will be spent on Information Security and Risk Management in 2019, increasing to $175.5B in 2023, reaching a CAGR of 9.1%. Cloud Security, Data Security, and Infrastructure Protection are the fastest-growing areas of security spending through 2023. 69% of enterprise executives believe artificial intelligence (AI) will be necessary to respond to cyberattacks […]
Pictures at an Oracle Exhibition: OpenWorld 2019
Oracle OpenWorld 2019 was a culmination of the earliest stages of a breathtaking transformation at Oracle and the beginning of a new phase in their growth and relationships with customers, prospects, other companies and the world at large. Is this a good thing?
What really is Product Marketing?
On the heels of this post about What Really is Go-To-Market?, I have had a ton of discussions about the constant tussle between product management and product marketing, especially at later stage growth businesses or divisional teams at large companies. Between Kahuna (startup) and at SuccessFactors/SAP as GM (ginormous largeco) I’ve seen this play out […]
Business
- What The Downturn Will Probably Look Like in SaaS
- United Way and Salesforce try mending the social fabric
- Otter Advisory, a year in, and the year ahead.
- Three Reasons Why Killing Passwords Improves Your Cloud Security
- State Of AI And Machine Learning In 2019
- 5 Key Insights From Absolute’s 2019 Endpoint Security Trends Report
Featured Posts
- Who killed Hadoop ?
- How AI Is Protecting Against Payments Fraud
- Why going straight to digital from your legacy outsourcing engagement is like buying a Tesla
- Why Manufacturing Supply Chains Need Zero Trust
- The Best IoT Companies To Work For In 2019 Based On Glassdoor
- Absolute’s CEO Christy Wyatt On Leading A Cybersecurity Company And The Power Of Resilience
Startup Lessons
- If Rebranding’s the Answer, What was the Question?
- Things to Avoid in Selecting an Executive-Level Job at a Software Startup
- Good CEO Habits: Proactively Update Your Board at the End of Every Quarter
- Epictetus and APIs
- New ARR and CAC in Price-Ramped vs. Auto-Expanding Deals
- Avoiding the Ten-Year Stock Option Trap (and Other Stock-Option Considerations)
Technology / Software
- DecisionCAMP 2019: Industry use cases in airport gate allocation, financial risk monitoring, and composite material design
- Dealing With Fear and Anxiety At Work
- Mobile Identity Is The New Security Perimeter
- CRM Watchlist 2019: The big engines that could (Part 2B, Microsoft)
- HashiConf EU 2019: The Service Mesh push and Progressive Delivery
- Plex ML project – something every software vendor/systems integrator could emulate
TAMyopia
By Vinnie Mirchandani on October 11, 2019
When I was at PwC in the early 90s, I remember we used to throw out statements like “we have 40 to 50% market share in the SAP (or PeopleSoft) implementation market” When I got to Gartner I saw their competitors were saying similar stuff. So, I started telling them – “no, actually you have […]
Posted in Business, Featured Posts | Tagged Cloud Computing, Global and Vertical extensions, Industry Commentary, SaaS, Silicon Collar | Leave a response