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Advanced Selling Strategies
February 17, 2018
One of CRM's overlooked benefits, accrued over many years, is its influence on business processes. Twenty or so years ago, front-office business processes were simplistic, due in part to the lack of technology support. For example, business leaders might have wanted to peer into a sales process to better incentivize sales reps, but rarely did so because it required a lot of data.
Trending in CRM
February 14, 2018
It's uncertain how the CRM market will look in six months, given the stock market, the economy and the tax bill. Initial indications are that more money will be available for various corporate activities, like hiring and rewarding employees and investments in products and business processes. If so, a decent amount of cash might find its way into various CRM company coffers.
To Win in the New Delivery Economy, Go to the Cloud
February 12, 2018
As Amazon sets consumer expectations for rapid delivery to the home, companies in nearly every industry have been recognizing that they must move to the cloud to keep pace. This means revamping their transportation and logistics systems to meet their customers' escalating delivery expectations. These rising demands have been fueling the growth of a new generation of cloud-based, SaaS solutions.
Intel's Fake 5G Olympic Hail Mary
February 12, 2018
If there ever were a time when perception Trumped reality, this would be it. So much of what we see these days that looks real just isn't. I can connect a lot of this back to Steve Jobs, who was the master at this in the tech world. However, I'm worried that too many people don't realize that there were several times Steve missed jail by the skin of his teeth, largely because he did amazing work under pressure.
The 3 Faces of Customer Care
February 8, 2018
Companies are run by people. Some do a great job of putting the customer first and growing, which ultimately rewards investors. Others don't. Some first focus on investors and numbers, simply not caring about or taking care of the customer. That approach can have a serious and long-term negative impact on the company. Following are several examples of what some companies are doing right and wrong.
Open Up the Source Code to Lock Down Your Data
February 8, 2018
Meaningful security is more than an app or an OS. It's a mindset. Linux security tools by themselves will not make you or anyone more secure. Security requires trade-offs in convenience, so the tools I'll highlight here are not recommended as "daily drivers." Only you can determine your ideal balance point. Perhaps the single greatest strength of Linux is that it is open source.
Document Management Revisited
February 5, 2018
The IT industry has been playing whack-a-mole since its inception. We've been applying sophisticated technology to our biggest business problems not once but repeatedly, as each new generation of technology offers and delivers order-of-magnitude improvements to our business processes. In some cases, we're on our fourth or fifth iteration of solutions.
Amazon's Soaring Healthcare Ambition: The Promise and the Problem
February 5, 2018
Healthcare is a mess in the United States. Consumers pay more and get less than in most other developed countries. Strong comprehensive healthcare is unaffordable for most without substantial help, which is why putting the burden on the government really does not work. If people cannot afford something, individually aggregating it under what amounts to a tax is not really any better.
Resist: Don't Sign That AT&T Contract
February 1, 2018
This is a call for resistance that has nothing to do with politics. It's coming from someone who unwittingly walked into a virtual jail cell that was disguised as a DirecTV contract. I'll be behind bars for another 23 months, and I'm counting the days. Please don't take this as a rant or as an attempt to pressure AT&T, DirecTV's parent company, into appeasing me. That ship has sailed.
The Top 20 CRM Blogs of 2017: Countdown, Part 2
January 31, 2018
Where does the discipline of CRM begin? We have a good idea where the software fits, but where does its impact end? With a sale? With a customer saying good things about your company to other customers? With a repeat purchase? And does CRM contribute to these events alone, or is there a web of other activities that help drive these relationships -- and do we ever consider these things to be CRM?
Don't Pay the Hackers
January 30, 2018
If you follow security news, you may have noticed a disturbing trend. Last year, we learned that Uber paid attackers $100,000 to keep under wraps their stealth of the personal information of 50 million Uber riders. More recently, we learned that Hancock Health paid approximately $55,000 in bitcoin to bring hospital systems back online. The payment of ransoms could be more common than it appears.
The Ironic Weirdness of Apple and Intel vs. Qualcomm
January 29, 2018
I am not remotely religious, but recently it has become harder and harder to ignore that things have become incredibly ironic of late -- as if a divine being with control over the world decided to prank us. For example, take President Trump. During the campaign, everything he made fun of others for doing -- including drinking water badly, playing too much golf, slacking off and slurring words -- he has done himself, in glorious living color.
Salesforce's Triangulation Strategy
January 24, 2018
Partnerships may be playing the role usually reserved for M&A activity in the CRM world right now. Generally a company makes a purchase when it wants to capture the benefits of another business' R&D or established market base. However, at the moment it appears that the desirable targets are too big to swallow, and the result is more partnering between the big guys and the really big guys.
Don't Discount the Business Power of Emotions
January 23, 2018
What accounts for the amazing success of Apple and Starbucks? They both connect with users on an emotional level. This "secret" is evident to anyone who looks closely, and you can apply it to succeed with your own company and improve your own life. Apple was a struggling computer maker until the 1990s, when Steve Jobs returned. Jobs connected with the user base in a new way.
The Top 20 CRM Blogs of 2017: Countdown, Part 1
January 22, 2018
Something very interesting is happening in the world of CRM blogs: CRM is becoming less and less of a subject. Oh, it's in there -- it's just being elbowed to the back of the stage by a whole host of other related disciplines and technologies. Customer experience, customer engagement and content marketing are vying with artificial intelligence, Internet of Things and bots to elbow ahead of CRM.
The One Man Who Could Save Intel
January 22, 2018
Do boards think CEO is a throwaway job? Considering that boards used to have a ton of ex-CEOs on them, and given the historic bad choices that have badly hurt or destroyed companies, you'd think someone would have developed a decent process to pick a good CEO. You'd think that firms at least would learn from their mistakes. Intel now seems to have the second bad CEO since founder Andy Grove left.
Infrastructure as an Anchor
January 18, 2018
Oracle's race to the cloud has offered multiple successes to its investors and some disappointment as well. No transition of this magnitude can be expected to run like clockwork, but the difference between revenues for Oracle's Software as a Service apps for last quarter, $1.1 billion, and those for its Infrastructure as a Service apps, at $396 million, should at least get you thinking.
Gadget Ogling: CES Edition
January 16, 2018
Roader's Time Machine Camera is designed to hang around your neck and, for up to seven hours of battery life, constantly capture what it sees. When you hit a button, it saves the last 10 seconds of footage and the following 10. You can send a low-resolution version of that 20-second clip to your smartphone immediately, and if you'd like to save a high-resolution version, you can grab that too.
CES 2018: Spare Human Bodies, a $54K HTC Simulator and Intel's People-Chopping Cuisinart
January 15, 2018
OK, I hate CES. It really is a horrible event, largely because of the timing -- and particularly this year, Las Vegas making it a nightmare to get around -- but man did they have cool stuff at the show. Among presentation highlights were Nvidia showcasing a whopping 65-inch gaming monitor TV. Lowlights included Intel showcasing a human-carrying drone as something out of a horror movie.
Cloud Training to Boost Competitive Advantage Strategies
January 11, 2018
One of the biggest challenges facing organizations of all sizes trying to move to the cloud is finding and retaining the skilled workers necessary to implement today's rapidly expanding assortment of on-demand services. This skills gap cost companies more than $250 million in lost business opportunities in just one year, according to a recent survey conducted by the London School of Economics.
The Platform Wars of 2018
January 10, 2018
The new battleground in enterprise software is likely to be the software platform. This is not to say that analytics and security are not important, but they are being handled in different ways. Security is being handled in ways that address both hardware and software vulnerabilities, but these things aren't what customers or consumers spend their days thinking about.
3 Critical Things Sales Can Learn From IT
January 9, 2018
If you're in sales, it's likely there are people you want to talk to, and others you may go out of your way to avoid. You might be excited to talk to the CMO -- or not so excited -- based on the leads you recently worked. You might avoid the people from finance, but you might enjoy conversing with your comp plan administrator. However, there's one group of people you may never even consider.
The End of Silicon Valley
January 8, 2018
A recent article on the institutionalized sexual exploitation going on in tech companies is eye-opening. It comes on top of the realization that social media companies like Facebook are destroying the U.S., and former Facebook executives have been dissociating themselves from the company. Further, news recently broke of a big, industry-wide security problem.
Verizon's Reawakening
January 5, 2018
Verizon is finally snapping out of the doldrums it has been stuck in for the last several years. It seems to be on a comeback trail, thanks to its new advertising campaign. All of a sudden, it is blowing its own horn again. Verizon and Verizon Wireless in recent years have made many high-profile missteps, goofs and errors, but it looks as though the company is finally taking a different route.
CRM in 2018
January 3, 2018
Figuring out the year ahead in CRM is tricky and getting more so. Making predictions has been more challenging for the last several years. We've seen an array of new technologies take root and blossom, but managers have had trouble figuring out how to adopt them. Those innovations have fueled a lot of anxiety in the C-suite about digital disruption, but each company's disruption is different.
Who's More Dangerous - the Sexual Predator or the Enabler?
January 1, 2018
There are three groups of people involved in sexual harassment: the victims; the perpetrators; and those who cover up or enable the perpetrators. Historically, we have put more pressure on the victims -- either forcing them to shut up to protect their jobs and careers, or forcing them out of their jobs, which was totally wrong. There's been a recent move to focus on the perpetrators/predators.
Ready Player One and the Troubled Future of VR
December 25, 2017
One of the issues with virtual reality is that expectations have been overset massively with TV shows like Star Trek: The Next Generation, which promised an artificial reality indistinguishable from reality. VR failed. It didn't have to -- there is a pattern to bringing out successful technology that is repeatable. You create a complete experience regardless of cost, then cost-reduce it.
2017: CRM in Full Stride
December 23, 2017
There was a lot in customer relationship management to like in 2017. The industry racked up north of $35 billion and the cloud reigned supreme. However, future growth presents a challenge. We're going to need to look beyond selling generic seats to grow the CRM market from here. It's a whole new ball game now that Oracle has credible cloud CRM. Other vendors will need to bring their A-games.
Full Disclosure Applies to Internal Security Too
December 21, 2017
If you've been keeping up with the news, you've probably noticed a few recent reports about companies that may have been a little less than candid about security issues. For example, we recently learned that Uber experienced a breach in 2016. As we've also learned from subsequent press reports, the company may have paid the attacker to remain silent about that breach instead of acknowledging it publicly and openly.
Gadget Ogling: Special Deliveries, On-Demand Drinks, and Magical Masks
December 20, 2017
BoxLock Home is a smart padlock designed to allow delivery persons to leave your packages in a secure place when you're not around. The driver scans the package and goes through a verification process to unclasp the lock and place your package inside the container. Of course, you'll get a notification when the process is complete. I'm not really sure I need it, but I'd rather not have a box lying in clear view of everyone on the street.
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Why is Facebook taking so much more heat about data privacy than Google?
Google actually manages personal data more responsibly.
It's Facebook's turn now -- Google is next.
Google's data collection and sharing activities are less obvious.
Facebook is a scapegoat for the entire tech industry.
Google is more powerful than Facebook.