How Zero Trust Security Fuels New Business Growth
Bottom Line: Zero Trust Security (ZTS) strategies enabled by Next-Gen Access (NGA) are indispensable for assuring uninterrupted digital business growth, and are proving to be a scalable security framework for streamlining onboarding and systems access for sales channels, partners, patients, and customers of fast-growing businesses. The era of Zero Trust Security is here, accelerated by […]
Event Report: @ServiceNow Transforms From #ITSM To Experience Orchestration #know18
It’s The Experience, Stupid! Over 18,000 customers, partners, prospects, and influencers gathered at the Sands Convention Center and Expo in Las Vegas for the annual ServiceNow Knowledge Event (see Figure 1). The vendor best known for its success in IT Service Management has been on a growth tear. In March 2017, CEO Frank Slootman handed […]
The next stage of the ServiceNow rocket
I spent a couple of days at Knowledge 18, ServiceNow’s user conference. It was good to get a deeper dive into the product and meet the executives re-shaping the company. Couple of positive areas and couple of potentially problematic areas I picked up. ServiceNow is a “blue-collar” company whose platform first found a niche in […]
Write Actionable Emails! (aka, If You’re Going to Make a Proposal, Make One!)
As CEO of a company, I can’t tell you the number of times, I get emails like this: Dave, I know our policy is that we don’t pay both the salesreps their high-rate commissions on low-profit, one-of items, but we ended up doing a $50K/year pass-along storage fee for Acme, because they are managing a […]
Seven Common Failures Plague Board Room Strategy In Digital Transformation
Boardroom Failures Reflect Years Of Focus On EBIDTA and Return On Capital Faced with massive pressure to embark on their digital journey, boards and CEOs have sought case studies and examples of success to avail without realizing that each journey remains unique. While there are many proof of concepts in play, much of the innovation […]
The Leaky Bucket, Net New ARR, and the SaaS Growth Efficiency Index
My ears always perk up when I hear someone say net new ARR — because I’m trying to figure out which, of typically two, ways they are using the term: To mean ARR from net new customers, in which case, I don’t know why they need the word “net” in there. I call this new business […]
Offshore outsourcing died with Trump. Now value-based partnerships are rising from the ashes…
What a difference an election makes. When we ran our State of Operations and Outsourcing study in 2014 (mid-way through President Obama’s final term), Global 2000 enterprises were still planning to increase their short-term investments in offshoring their IT by more than 20%. When we re-ran the study in 2016, offshoring intent was clearly dropping to a 12% intended increase […]
NetSuite under Oracle: a progress report
I have seen way too many large vendors under-leverage their acquisitions. They mostly benefit from the incremental revenues but lose talent and value of the acquired IP. The week prior, I was impressed by how Rob Enslin has started to coalesce SAP’s cloud acquisitions like Ariba and SuccessFactors, and how that group of business unit […]
Can Infosys be the one to challenge Accenture’s digital services dominance?
It took a while, but we’ve finally seen the cards being played from Infosys’ new CEO Salil Parekh – and it’s a concerted digital play to offer clients an alternative to Accenture. Make no bones about it, the intentions are crystal clear to reverse the course Vishal Sikka set with a software-centric “product” approach, and follow the Accenture model […]
SAP: Past, Present and Future
Readers know my favorite vendor event format is the analyst summit. User conferences are fine, but I always feel we intrude there on customer time. In the past, SAP has done such summits in silos – focused on a products like Ariba or industries. So, I was glad it convened one across its wide portfolio […]
