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Category | Business Strategy
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Changing customer buying behaviour has resulted in the rapid proliferation and availability of trial engines; publicly available software configured to provide prospects and tire-kickers alike with unfettered access to their full capabilities. Software publishers and their partner communities have made (and will continue to make) significant capital investments in robust trial engines with an expectation that the trial experience will provide sufficient “proof” and “comfort” to intelligently inform and drive an accelerated decision making process. If only it were that easy.
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Recently, I worked with some Dynamics Partners in Africa. Like Partners everywhere, they seek to aggressively grow their businesses to gain the twin benefits of scale and market position, so they can survive and prosper in the long term. They are keenly aware that growth is not optional, and that the industry is materially changing underneath them.
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My guess is that you are successful, correct? You are a seasoned, experienced business executive in the mid-to-late phase of your career and have survived the tumultuous ups and downs of the technology industry (so far). Do you pride yourself on your excellent management skills? Do you consider yourself a strong leader? Do you feel there is room to improve? Get real. Get honest.
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The November / December timeframe is traditionally a time of year when lots of executives layout plans for the upcoming new year. With the cloud of the tip of everyone’s tongue, I thought this might be a great opportunity to reflect on where we have been and where we are headed. Those folks who have heard us talk about cloud will recognize the following slide.
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For years we at Salesworks have been preaching the mantra of “go vertical” to partners in the channel. More recently we have added to that message “create and resell your own IP” if you want to thrive in the cloud-based biz app space. For most partners, however, the idea of creating your own intellectual property and taking it to market is akin to asking an airline pilot to create his or her own aircraft; seemingly impossible. But having worked with 1,000’s of partners over the years and now dozens more who are making this transition, the mechanics of developing, launching and reselling...
Listen to What You Hear
AUTHOR: Terry U-Ming | POSTED: October 17th 2011
CATEGORY: Business Strategy
CATEGORY: Business Strategy
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The art of communicating clearly and concisely in today’s project oriented work environments often seems to go missing. We become totally immersed in our own tasks of the day and how much we need to accomplish, feverishly forwarding emails with cryptic notes and endless acronyms leaving each other to play the guessing game or my personal favorite, twenty questions in order to gain enough understanding of the task in question knowing that if your guess is a little off the mark that a project budget can quickly get out of hand. What I am finding is that taking the time to properly inform team...
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There may be a few people left out there, in the technology industry as well as end customers, who still think that the Cloud is a fad. Is that’s you, it’s best to just pass this blog by. For now, anyway.
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As we come into fall there is a sense of unrest across the Microsoft Partner Network (MPN). Changes are happening, things are shifting, and no one is sure if they are properly prepared. The very terrain our business houses have been built upon is starting to shift beneath our feet, and over time, that house you built on sand is going to sink, or worse be drowned by an economic tidal wave. Are you prepared? As October approaches, those of us in the Value Added Reseller (VAR) ecosystem know the impacts of the MPN changes are coming into effect. The very economic model Partners have built their...
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It used to be when you wanted a job you applied for it and, if you were lucky enough, they would hire and train you to work there forever. The world shifted, and it became more about getting an education and applying that knowledge to your career. People used to stay in jobs for years, decades even, and never think twice about their “next big move” or “where they saw themselves in 5 years”. No, those weren’t questions we ever asked; it was just assumed you’d be fundamentally in the same spot in 5 years, and that you would be happy.
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The calendar says the summer is winding down and the fall selling season is quickly approaching. Traditionally the fall selling season (September to December) has been the number two selling season for selling business applications (ERP and CRM) to companies. While June has always held the honor of being the number one month for sales of new software licenses, December has always been the number two month.
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Coaching is more than just a buzz word. You may be a creative entrepreneur, good decision maker and productive manager, but are you an effective coach? Honestly? Coaching is not just some trendy new concept for the soft and fuzzy types with extra time on their hands. If you want to seriously drive your team and business to new levels of performance and success, you can’t afford to lag in your coaching ability. Yes, coaching is a skill, yet few executives or managers have received any formal coaching training (those Saturdays spent out on the field screaming instructions and encouragement to young...
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Trust in transformation…to the Cloud Technology, business, life, peoples, all things are in flux. “Nowhere do we find immobility. Everything is unstable, precarious and destined to dissolve. Life is marked by change: change in seasons, time, age and events…” (Psychologist and philosopher Riccardo Venturini) So at what stage do we trust in change?
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As you look to the horizon of the small/medium sized business CRM and ERP market it’s hard to miss the dark clouds of change looming in the near distance. The changing patterns in underlying technology will impact how our customers perceive, receive and use the software as well as the services we provide in response. There are great uncertainties about market demand, margins, services, cash flow and the preservation of hard fought market space. There is change ahead as far as the eye can see. But fear not, there are sunny rays of hope already filtering through the dark storm clouds. Let’s...
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As project manager, I have been given the task of evaluating project management software and giving my two cents as to what offering I feel will help our company be more organized, be more profitable and gain greater insight into what we can do to continue improving our organization. While the job at hand is going to take some doing, I am pretty stoked since implementing a new project management system is going to help me (after some initial adjustment pain) to have greater visibility in managing our projects and resources.
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Or, The Value Of Pro-active Cannibalization Recently, I have begun to work with SI’s in their transition to the Cloud. While the perception of what Cloud-based demand will mean to their business varies (some think it will impact them significantly, others not), what most will acknowledge is that it is NOT a fad. The demand for Cloud-based solutions is real, and everyone will have to adapt to that market reality. It’s a question of how, and how fast.
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You’re Going To Be Waiting For A Long Time. A lot of things have been said about the shift towards Cloud Computing. The early adopters are already fully entrenched in the ins and outs of the Cloud, while the early majority are starting to accept the Cloud as the way of the future. It’s pure logic. For those of you who are the late majority, or worse, the laggards, I have only one question:
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Arrrrg!!! More change… again! Over the course of my 25 year professional career, change has been an ever-present companion and dynamic in every organization I have worked for or with. Change demands our attention regardless of what we are trying to focus on and, just when we finish changing one aspect of our business, we are challenged with changing yet another. Everything in our business ecosystem is changing constantly; market dynamics, competitive behaviour, customer buying behaviour, industry consolidation, regulatory change and product evolution; each of which impacts our business models...
Project Management….Fast Tracking?
AUTHOR: Terry U-Ming | POSTED: March 21st 2011
CATEGORY: Business Strategy
CATEGORY: Business Strategy
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Are those Clouds in the sky…Or The Winds Of Change? (Part 2/2)
AUTHOR: Tim Heintzman | POSTED: March 16th 2011
CATEGORY: Business Strategy
CATEGORY: Business Strategy
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Total Cost of Ownership - Coming on the back of a major recession many of the surviving businesses are now charting new courses for future growth and in some cases looking for a return to profitability. Having just weathered a very difficult time financially, most businesses are still shy about opening up the spending floodgates. At the same time they need to make some fundamental shifts in order to continue to remain relevant in the new economy as well as grow into new markets. These requirements almost always drag along the need for better/new systems and processes to support the desired...
Are Those Clouds In The Sky…Or The Winds Of Change? (Part 1/2)
AUTHOR: Tim Heintzman | POSTED: March 9th 2011
CATEGORY: Business Strategy
CATEGORY: Business Strategy
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It seems every conversation I’ve had with business owners and executives in the last three months inevitably turns to a discussion about Cloud computing and Software-as-a-Service (SaaS) business models. Today most everyone has a view about what is happening and why. So I thought I’d take some time to share my thoughts on what I believe is occurring in our industry.
