Michael Krigsman
Well-known expert on why IT projects fail, CEO of Asuret, a Brookline, MA consultancy that uses specialized tools to measure and detect potential vulnerabilities in projects, programs, and initiatives. Also a popular and prolific blogger, writing the IT Project Failures blog for ZDNet. Frequently quoted by the press on topics related to IT management.
Social selling: What it is and why it matters
Selling is the lifeblood of most companies. But traditional, command-and-control approaches to enterprise sales may not always be best. Among the alternatives is a school of thought called “social selling.” This approach leverages social media as a mechanism to understand customers and support their business goals. More than that, social selling embodies a philosophy that […]
DevOps decoded: Guru explains what it is and why you should care
Anyone working in IT has heard of DevOps. It’s a phrase associated with giant cloud companies like Amazon, Netflix, and Salesforce. But DevOps also seems obscure, like a secret handshake that’s hiding in plain sight. To demystify DevOps, I invited one of the world’s most prominent DevOps figures to join me on CXOTalk. Gene Kim […]
SugarCRM CEO talks customer engagement, selling, and the empowered digital consumer
The phrase “customer engagement” expresses the value and importance of interacting with buyers. We all want prospects and customers to interact positively with our brand and products. While unhappy customers often share their stories online, converting customers into fans, or even brand advocates, is another story altogether. On one level, it’s simple. If customers love […]
Startup school: How to get unicorn money from a VC
For the right team, raising venture capital money can seem fast, simple, and easy. Here’s why it’s not that simple.
How to build trust, influence, and credibility
Trust is the common denominator of accomplishment and relationship in virtually every company and industry. It is also the foundation of influence, making this topic of crucial importance to anyone who hopes to sell anything. Whether selling to an external buyer or trying to get a bigger budget from management, trust and influence are primary […]
Gartner: Enterprise selling requires trust and great storytelling
Some people (but certainly not you or me, of course) may think that enterprise selling is synonymous with, “extract as much cash as possible from buyers in any way possible.” This attitude treats sales as a kind of warfare, rather than a coming together around shared value. Also read: 7 common lies told by enterprise […]
Digital transformation: What the $#%&@! is a business model and why you should care
Serious discussions of digital transformation invariably turn to business models and the changing relationship between a company and its customers. Business models play an essential role in defining the value that any organization delivers to its customers. When an industry or group fundamentally changes how it provides value, business model innovation is often involved. For […]
Inside IBM: Digital marketing, the empowered consumer, and education
Digital marketing is a hot topic, but few people get a glimpse behind the digital curtain at IBM Systems, a division of IBM with $20 billion in revenue. To learn about IBM’s marketing efforts their Chief Marketing Officer, Doug Brown, made an exclusive appearance on CXOTalk. During the lengthy and wide-ranging conversation, which you can […]
CIO opportunity: Step up and serve the finance department
Security, privacy, technical debt , two-speed IT budgets, digital skills gaps, and legacy technology are just some of the challenges that face almost every CIO. Despite these challenges, modern organizations expect the CIO to innovate and provide tangible value quickly and with high responsiveness. Agility and responsiveness to business needs are primary for IT to […]
Legacy tech can kill the CIO
Technical obstacles that interfere with the ability of IT to offer modern services to end-users. For example, allowing users to access all corporate services from mobile devices or providing them with sophisticated analytics tools can be difficult when the legacy infrastructure requires bolt-on products, patches, and workarounds. The CEO of Pegasystems, Alan Trefler, calls this […]
Harvard medical professor: Big data and analytics help cure cancer
In almost every industry, aggregating data on a large scale and running predictive analytics have the power to improve our lives. With healthcare, this power is magnified because conclusions drawn from analytics can directly affect patient health and well-being. Unfortunately, discussions of so-called big data applications often are filled will vendor hype and sales hyperbole. […]
Digital transformation can save the CIO
As cloud computing grows, many CIOs are concerned about technology budgets shifting away from IT and into other corporate functions such as marketing and finance. These concerns are realistic because, in truth, as business people become more technology savvy, their independence and desire for control increases. However, these sentiments mask a dynamic that should give […]
Deloitte Digital: Chief Marketing Officers invading IT turf
Deloitte Digital just released research on the CIO / CMO relationship. Although lousy presentation makes the data hard to decipher, several points are worth examining. According the “methodology” section of the press release, Deloitte performed keyword analysis using Sysomos MAP and Salesforce Radian 6. They examined “54,552 pieces of social media content mentioning both CMOs […]
McKinsey acquires design firm Lunar for digital transformation
Consulting strategy firm, McKinsey, just announced its acquisition of San Francisco-based design company Lunar. The move brings Lunar close to McKinsey Digital, which helps clients “separate digital opportunity from hype.” In plain English, this group within McKinsey focuses on digital transformation. The acquisition is interesting for several reasons, but is neither groundbreaking, as one insider […]
Building community for your brand? Don’t sell — empower!
Everyone wants to be liked and followed on social media. In effect, we want to create communities of interest around our corporate or personal brand, magnetizing followers into adoration and money, or at least, fame. According to master political strategist, Joe Trippi, these efforts to build community typically fail because the agenda is one-sided and […]
