Enterprise Irregulars
Smart Thinking for the Smart Enterprise
Oracles streak of missed opportunities
No, this does not have much to do with Oracle’s recent quarter. Nor is it about intrigue and gossip so many analysts use to compare Oracle to the Trumpian White House. It has more to do with two decades of enterprise tech I have researched as I write SAP Nation 3.0. It is striking how […]
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A subdued SuccessConnect
Vegas has way of making people, how do you say it, exuberant. On one day there was the CHRO of SAP, Stefan Reis presenting to the press corps about moving his workforce systems to the cloud to manage the giant 90,000+ global employee base. The next day he is in god-awful trousers with planet Mars […]
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Evolution of data platforms: Using the right data for the right outcomes
Thought leader Esteban Kolsky takes on the big question: What will data platforms look like now that big data’s hype is over and big data “solutions” are at hand? This is the second part beckoning.
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Barely a third of outsourcing deals are now safe: Window-dressing legacy engagements is over
We’ve been talking about the legacy model of butts-on-seats “mess for less” outsourcing fizzling out for years, but somehow the same old candidates have clung on grimly to the same old model, relying on clients that still find a modicum of comfort negotiating rate cards down to the lowest common denominator, content to hobble along […]
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Finding time
If there is one sentence I have heard the most as an excuse in my career, it would be “I didn’t have the time to get to it”. This would be totally fine if it came from someone who had to do multiple jobs to take care of their family, or something along similar lines. […]
How To Present a Quarterly Sales Forecast to Your SaaS Company Board
While most companies put real thought into how they present numbers in their post-quarter board decks and other management reports, one area in which you’ll find a lack of discipline is in how they present quarterly sales forecasts to the board. They’re typically done as a quick update email to the board. They’ll usually mention […]
The Quickening: a keynote about software development velocity at New Relic’s Futurestack 2018 Conference
This week I gave a keynote at New Relic’s FutureStack conference in SF. Isaac Eldridge did a great write up here – 10 Thoughts on Modern Software from RedMonk’s James Governor. You really need to read his post. Here is my own summary though: Everything is accelerating in business, and the stakes are higher than ever. […]
Why Microservices Will Become a Core Business Strategy for Most Organizations
As an industry, we have collectively returned to that eternal debate about what constitutes a largely technical evolution versus when an important digital idea becomes a full-blown business trend. This has happened before with Web sites, e-commerce, mobile applications, social media, and other well-known advances. It can be hard to remember that at first these […]
Assume Your Top Partners Compete With You By Year 4
I note a whole bunch of recent announcements: Salesforce is now competing with a whole ‘nother bunch of its top partners with its new High Velocity Sales Cloud. It adds better dialer and cadence functionalities, among others, competing at least in part with a dozen or more of its top partners. While a lot of […]
Using “Win Themes” to Improve Your Sales Management and Increase Win Rates
At most sales review meetings what do you hear sales management asking the reps? Questions like these: What stage is this opportunity in? What value do you have it at in the pipeline? Is there upside to that value? What forecast category is it in? In what quarter will it close? What competitors are in […]
What to do with the data? The evolution of data platforms in a post big data world
Thought leader Esteban Kolsky takes on the big question: What will data platforms look like now that big data’s hype is over and big data “solutions” are at hand?
It’s Bots-on-Seats as IBM, Cognizant and Accenture lead the HFS TOP 10 Cognitive Assistants
The word “Chatbot” is officially banned: they treat conversations like they’re a game of tennis: talk, reply, talk, reply. There is little to no context and zero intelligence, just pre-programmed responses only set up to deal with a pre-set finite number of frequently asked questions. It’s a legacy customer experience that most of us go out of […]
Implementation Groundhog Day
I was recently introduced to Bonnie Tinder, founder of Raven Intel. Her startup is on a mission to “quantify the quality” of HCM implementation projects, especially the role of the SI partner. As her site says “We’re amplifying the voice of the pastcustomer so the future customer can find the perfect partner.” It is a noble mission and she […]
Products are Conversations
Cartoon by Gapingvoid Products are Conversations We’ve lost our way in Product Management. When the biggest problem Product Managers face is setting roadmap priorities based on market feedback, it’s symptomatic of the underlying practices and tools. Simply put, Products are Conversations. How you orchestrate conversations with customers and cross-functionally in your organization is what makes […]
Reflections
I woke up early on Saturday – and sat with a cup of coffee in our backyard, and saw this beautiful reflection. Of course I had to take a photo Friday was an incredibly busy day. I had to wake up at 4AM EST in NY to catch a flight home. I hadn’t slept much […]
58% Of All Healthcare Breaches Are Initiated By Insiders
58% of healthcare systems breach attempts involve inside actors, which makes this the leading industry for insider threats today. Ransomware leads all malicious code categories, responsible for 70% of breach attempt incidents. Stealing laptops from medical professionals’ cars to obtain privileged access credentials to gain access and install malware on healthcare networks, exfiltrate valuable data […]
Business
- Google Needs To Make Machine Learning Their Growth Fuel
- What All Companies Can Learn from Pluralsight’s Massively Successful IPO
- Identities Are The New Security Perimeter
- Who will claim the Enterprise Western Frontier?
- Glassdoor’s 10 Highest Paying Tech Jobs Of 2018
- IoT Market Predicted To Double By 2021, Reaching $520B
Featured Posts
- Why we all need to draw bigger circles
- Personalization and Humanization: Serious about customer engagement? Then you need them both
- The Three Types of Customer Success Manager
- When Will We See an Open Platform to Connect People & Work?
- What is the Difference Between an Application and a Platform and Why it Matters?
- Health tech: AI, APIs, and data interoperability
Startup Lessons
- Video of my SaaStr 2018 Presentation: Ten Non-Obvious Things About Scaling SaaS
- 10 Non-Obvious Things About Scaling SaaS with David Kellogg (Annual Video + Transcript)
- As Soon As You Have Your First Real Management Team — It’s Time to Add Redundancy
- 10 Things That Would Have Helped Me Go From $1m to $10m Faster with Less Stress
- The Big Mistake You Might Be Making In Calculating Churn: Failing to Annualize Multi-Year ATR Churn Rates
- The Use of Ramped Rep Equivalents (RREs) in Sales Analytics and Modeling
Technology / Software
- The Product Manager Problem
- Three Pitfalls to Avoid with Artificial Intelligence in Customer Service
- Nothing permanent about Oracle-Rimini
- Global State Of Enterprise Analytics, 2018
- 10 Ways To Improve Cloud ERP With AI And Machine Learning
- AI in Cancer care and managing the great expectations around it
