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Cloud Configure Price Quote Solutions Deliver 10 Compelling Benefits - My New Report

Cloud Configure Price Quote Solutions Deliver 10 Compelling Benefits - My New Report

Questions about Cloud Configure Price Quote (CPQ) solutions have popped up in most of my inquiries from B2B sales leaders this past year. My new report, the CRO’s Guide to Sales Acceleration with CPQ, was a labor of love inspired by these many conversations I had with sales executives, field sellers, and members of the Sales Enablement Society, on their sales effectiveness challenges. With B2B sales cycles lengthening and complexity growing, CPQ solutions deliver compelling ROI whether it be increasing the average deal size or accelerating the sales cycle. With so many aspects of sales controlled by the buyer, CPQ empowers sellers be more effective in an area they can control - delivering an accurate quote to the customer quickly.
 
The report aims to help sales leaders achieve the following:
 
  • Understand the value CPQ solutions can deliver
  • Data to help you build a business case
  • Questions to ask when selecting a vendor
  • Success stories for inspiration
  • Implementation tips and best practices
I found 10 primary benefits of CPQ solutions, each with direct correlation to accelerating sales cycles, increasing margins, and streamlining processes so sellers can focus on selling. One of the key findings from my research was how long and arduous a manual quote process could be - 10 business days from submitting a request to delivering a quote to the customer. From the many discussions I had with users, CPQ solutions delivered a 300% average time savings compared to manual quotes. More concerning was how many errors these manual quotes often contained, such as outdated pricing or missed upsell opportunities by not including compatible solutions or service tier upgrades. Please see my infographic below for all 10 Benefits of CPQ.
 
Lastly, I’ll share one comment I heard consistently from all the CPQ end-users -- “I wish we had started sooner”.
 
Constellation clients can access the full report, or visitors can download an excerpt, at http://bit.ly/2tMxZA5. Are you a current CPQ user or considering deploying the solution? Leave me a comment below and I look forward to hearing your thoughts!
 
Infographic: 10 Benefits of CPQ
 
Marketing Transformation Next-Generation Customer Experience Revenue & Growth Effectiveness New C-Suite Chief Financial Officer Chief Revenue Officer

Digital Transformation Digest: Big Microsoft Software Launches, IBM's Encrypted Mainframes, and More

Digital Transformation Digest: Big Microsoft Software Launches, IBM's Encrypted Mainframes, and More

Constellation Insights

Microsoft ships LinkedIn app for Windows 10, first SQL Server 2017 release candidate: Microsoft is starting out the week with a pair of key software releases. First up is a new LinkedIn desktop app for Windows 10 PCs. The company promises a richer LinkedIn experience with the app compared to viewing the site through a web browser. It's launching through Windows Store in 22 languages, with global availability expected by month's end.

Meanwhile, the much-anticipated SQL Server 2017 has its first public release candidate, following seven community technology previews. In Microsoft parlance, a release candidate is considered essentially code-complete, although further testing and stabilization will occur before general availability. SQL Server 2017 is set to be a popular item among enterprises, of course, since it delivers both Windows and Linux support. There's an early adopter program available for companies who want to go into production with it now.

POV: The new LinkedIn app is another logical step in the process of integrating LinkedIn with Microsoft's platform. The question is whether Microsoft can achieve integration without blurring an important boundary, says Constellation VP and principal analyst Alan Lepofsky: "Overall, my fear about Microsoft and LinkedIn is that LinkedIn data is personal, not corporate. It's what I choose to write. It's who I choose to connect with. Microsoft needs to ensure the boundary is still there."

Meanwhile, although it came as a shock to many when Microsoft announced it would port SQL Server 2017 to Linux, the reality is that it had little choice. As Constellation VP and principal analyst Doug Henschen noted at the time, Linux is the dominant OS for the cloud, and provides ample cost savings compared to Windows. For its part, Microsoft says customers were demanding Linux support in the name of running mixed workloads.

IBM's new fully-encrypted mainframe: Big Blue is betting that full encryption, among other features, can spark a major refresh cycle by its mainframe customers. The new Z14 encrypts mainframe applications, cloud services and databases 100 percent of the time, with no performance hit, according to IBM:

The standard practice today is to encrypt small chunks of data at a time, and invest significant labor to select and manage individual fields. This bulk encryption at cloud scale is made possible by a massive 7x increase in cryptographic performance over the previous generation z13 – driven by a 4x increase in silicon dedicated to cryptographic algorithms.

It succeeds the Z13, which was released in early 2015. IBM is positioning the Z14 as ideal for machine learning and blockchain applications, two areas it has placed much emphasis on as of late. It also included a number of tidbits outlining the Z14's raw power, such as the ability to run 12 billion encrypted transactions per day on a single system.

POV: IBM's news release goes into great detail on the encryption features, as well as new software pricing models that it says makes the Z14 competitive with public clouds and x86 server environments. While it's not likely that the Z14 will pull in large numbers of new customers for IBM's mainframe business, it seems poised to draw significant interest from the installed base.

Court ruling upholds secret FBI data requests: IBM's new mainframe comes as government officials and tech debate over law enforcement's access to encrypted user data in the course of solving or preventing crimes. On a related front, a U.S. appeals court upheld a ruling that allowed the FBI to issue national security letters—essentially subpoenas demanding user data—under gag orders that in some cases are permanent. That means the company receiving the letter as well as the affected customer aren't allowed to discuss them.

The Electronic Frontier Foundation, which has fought against NSLs for years, calls them "one of the most frightening and invasive" examples of expanded government surveillance under the PATRIOT Act. 

Fortune's Brainstorm Tech: One of the more interesting and eclectic technology "big ideas" conferences, Fortune's Brainstorm Tech, kicks off today in Aspen. As usual, the three-day event will feature a wide range of speakers from the Fortune 500, hot startups, media, Hollywood and more. 

Bookmark the livestream of the event right here. Michael Dell, Target CEO Brian Cornell, Nest Labs CTO Yoky Matsuoka and former CIA director John Brennan are some of the dozens that will be featured on the livestream.

Legacy watch: Aggrieved UK postmasters have their day in court over IT system: About 500 UK postmasters have joined a class action lawsuit that claims problems with a post office IT system resulted in them receiving heavy fines over missing funds, and in some cases even jail time. Post office officials have denied the system was at fault, but this week they will deliver an outline of their defense to the class and its lawyers.

ComputerWeekly has the scoop on the latest move in the case, which has more twists and turns than Zig Zag Hill in Wiltshire.

Data to Decisions Digital Safety, Privacy & Cybersecurity Future of Work Tech Optimization Chief Customer Officer Chief People Officer Chief Information Officer Chief Digital Officer

Microsoft 365 Plus the Always Expanding Office 365 Portfolio

Microsoft 365 Plus the Always Expanding Office 365 Portfolio

July 10th at Microsoft Inspire, their Worldwide Business Partner conference, Microsoft introduced Microsoft 365, a new purchasing model that bundles Windows + Office 365 + Enterprise Mobility and Security.

They also introduced three new (SMB focused) business applications... plus made MileIQ available to select O365 plans.

  • Microsoft Connections—A simple-to-use email marketing service.
  • Microsoft Listings—An easy way to publish your business information on top sites.
  • Microsoft Invoicing—A new way to create professional invoices and get paid fast

Microsoft Continues To Strive for the Modern Workplace

I was very pleased to see Microsoft continue to push the messages around the intersection of Personal Productivity/Team Collaboration and Artificial Intelligence. In the keynote, they demonstrated several scenarios where Office365 is being enhanced with automation from Cortana and Microsoft Cognitive Services. Perhaps the most impressive (Future of Work) demo was how Microsoft combines Yammer and Stream to hold all company town hall meetings, where the talks are transcribed and translated in real time by Microsoft's AI tools.

Here is the information I collected during the keynote:

 

 

 

Future of Work

DisrupTV Dissects the Top Headlines on AI, Digital Transformation & Data Breaches

DisrupTV Dissects the Top Headlines on AI, Digital Transformation & Data Breaches


From “Black Friday in July,” to conference after conference, and a not-so-small data breach, this week was jam-packed with news and chatter from some of the biggest companies across industries.

We were lucky to catch up with Larry Dignan, editor in chief at ZDNet, on DisrupTV this week. He joined our hosts Vala Afshar and R “Ray” Wang to provide some blunt and entertaining commentary on the major news items that topped the headlines this week – from Amazon, SAP, Workday, Microsoft, Infor, and OpenText, Verizon and Wendy’s.

Jump into the video below at 39 minutes for the start of Larry’s segment.

 

 

DisrupTV Episode 70: Scott Hartley, Avi Goldberg, Larry Dignan from Constellation Research on Vimeo.

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Digital Transformation Digest: Australia's Planned Decryption Law, New Twist in Oracle-Rimini Case, IBM Watson Under the Microscope

Digital Transformation Digest: Australia's Planned Decryption Law, New Twist in Oracle-Rimini Case, IBM Watson Under the Microscope

Constellation Insights

Here comes the 'Five Eyes' fallout: Last month, the so-called Five Eyes nations of the US, UK, Canada, New Zealand and Australia held their latest meeting on intelligence-sharing and cybersecurity matters. While the subject of law enforcement's ability to access encrypted messages was expected to be a focal point of the meeting, an official post-mortem said very little about it.

Some weeks later, the encryption debate is about to ramp up, with Australia's government proposing a new law that would compel companies such as Google to decrypt messages from alleged terrorists and other types of criminals, as the AP reports:

The new law would be modeled on Britain’s Investigatory Powers Act, which was passed by the British Parliament in November and gave intelligence agencies some of the most extensive surveillance powers in the Western world, the government said.

Under the law, internet companies would have the same obligations telephone companies do to help law enforcement agencies, Prime Minister Malcolm Turnbull said. Law enforcement agencies would need warrants to access the communications.

“We’ve got a real problem in that the law enforcement agencies are increasingly unable to find out what terrorists and drug traffickers and pedophile rings are up to because of the very high levels of encryption,” Turnbull told reporters.

“Where we can compel it, we will, but we will need the cooperation from the tech companies,” he added.

POV: "I am sympathetic to government and law enforcement's interest—on the surface—to access the telecommunications of wrongdoers and suspects, just as they do conventionally," says Constellation VP and principal analyst Steve Wilson. "But the reality is that cloud service providers have been under more and more pressure to remove themselves from the business affairs of their tenants. And the upshot has been encryption protocols where the keys are under control of the tenants. Several providers have moved to the same posture: We couldn't decode your data even if we wanted to."

That of course means that law enforcement would have to serve a warrant on clients, not cloud providers, Wilson notes: "It's important to see that this is not about encryption protocols but key management protocols. The cloud providers don't have the keys. So when governments say they insist that conventional rule of law applies to tech providers, do they appreciate how the technology works?"

It's easy to see a scenario where law enforcement demands data concerning a certain client, and then cloud providers simply hand them encrypted files, which officials would then have to crack on their own. Alternatively, is the government's intent to make cloud providers change their business models in order to retain clients' keys? "That's the only way to access suspects' data without a crypto backdoor," Wilson says.

Rimini Street makes tactical shift in Oracle suit appeal: Independent software support provider Rimini Street has taken a new legal tack in its appeal of a copyright judgment Oracle won against it in 2015, with its lawyer telling an appeals court that the dispute really is about contractual rights, as the Register reports:

The case hinges on Rimini Street's 2010 decision to host Oracle software on its own servers, as well as "cloning" that software and making it available to multiple customers.

The smaller company accepted some of the charges against it, saying it will pay $35.6m for "innocently infringing the software", but appealed against the rest following the October 2016 judgment.

Oral arguments in the case were heard by three judges in the Ninth Circuit yesterday, where Rimini's lawyer Mark Perry argued that the case should come under contractural – not copyright – laws.

Perry said that a "single fundamental error infected and pervaded the entire copyright case", arguing that Rimini should have been allowed to copy the software for its clients, as they had paid licence fees.

POV: The Oracle-Rimini Street case is complicated, and it's fairly easy to go deep into a rabbit hole in the course of understanding all of the issues and arguments. But it's also an important case to follow, given Rimini's status as the face of the third-party maintenance market. 

IBM Watson's performance under Wall Street's microscope: IBM has generated plenty of hype around its Watson cognitive computing technology, but questions remain about how much Watson is delivering in terms of revenue, equity analyst firm Jefferies argues in a new, in-depth report.

While IBM has issued 200 press releases with Watson in the headline since 2013, and spent $15 billion on cognitive computing development between 2010 and 2015, "the company has been very circumspect about sharing financial information about Watson," analyst James Kisner writes.

Moreover, while Watson is one of the most complete off-the-shelf platforms in the market, it requires quite a bit of consulting services, and IBM is also being outgunned in the competition for AI talent by the likes of Amazon, Microsoft and Google, he argues.

Azure gets nested virtualization: Microsoft added support for nested virtualization in Windows Server 2016, but it's only now that the capability is available on the Azure cloud platform. 

Nested virtualization is just what it sounds like: You can use it to run a hypervisor and VMs inside a VM. Why would you want to do that? There are multiple reasons, as Microsoft notes in a blog post announcing the new feature:

Such nested environment provides great flexibility in supporting your needs in various areas such as development, testing, customer training, demo, etc. For example, suppose you have a testing team using Hyper-V hosts on-prem today. They can now easily move their workloads to Azure by using nested VMs as virtualized test machines.

You could also use nested virtualization to run pre-production code on a server used by multiple users without impacting them, Microsoft adds.

POV: The public cloud war is being waged on multiple fronts: Cost, global availability and performance, and feature richness. Nested virtualization might be a bit in-the-weeds on its face, but its something that Microsoft shops large and small will find an appealing addition to Azure. Given the feature's sweet spots, it will also help customers build an on-ramp to using Azure more widely.

 

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Blockchain or Distributed Ledger? Defining the requirement, not the technology

Blockchain or Distributed Ledger? Defining the requirement, not the technology

Currently Blockchain is firmly established on the hype curve, and as with all technologies at this stage it seems this is the answer to, well just about everything. At this early stage of the hype curve the exciting possibilities always exceed the tested deployed solutions. Reality arrives with early adopter experiences showing the real technology capabilities that match genuine business case requirements, with corresponding deployable product sets.

You don’t have too read too many articles to sense the lack of cohesion in technology views as to what the various pluses and minuses of Blockchain technology may be. Nor to realize the generality of the concepts as to the business value it brings. However these arguments can be better understood and rationalized by examining the two basic Business requirements, which are fundamentally different from each other.

Instead of launching into the usual definition and description of Blockchain, (inevitable in some way linked to Bitcoin), lets start with the basic capability requirements for the business solutions. It is for a shared Asset Register of transactions, but transformed from existing Asset Registers by Digital Business/Markets requirement for no single centralized controller to support its ‘any to any’ operating model. Event driven and optimized interactions rely on finding the right partners for any deal unconstrained by the need for pre-established relationships.

It sounds simple, but full-scale market places operating in a fully decentralized manner using, on demand any to any interactions business and technology model is a new phenomenon. However not all Digital markets have the same characteristics so the simple common requirement definition splits into two major, different requirements introducing the split between the two major technology approaches; Blockchain and Distributed Ledger Technology, known as DLT.

Two major Business requirements;

  1. Fully Secure and Authenticated Transactions; usually associated with FinTech, (financial technology) and the commercial settlement of financial transactions. Here the basic mechanisms of Blockchain are a key aspect of the attraction, and the challenge is to overcome the associated limitations.
  2. Mass Updates of Asset Registers; usually associated with IoT endpoints data transfers and associated micropayments. In this role there are questions as to the basic suitability of Blockchain architecture leading to the development of other techniques, including ‘Blockless’ Blockchain.

Though the differences between the two are substantial the basic task of managing and updating an Asset Base with transactions is common; as is the challenge of its distributed across a network of participants. The question is the tradeoffs between the two requirements concerning what is transacted and the manner in which every participant’s copy is maintained to be identical. The numbers of participants, the size of updates, their timing and manner of updating, the secure approach used, together with the form of cryptography are all variables to be ‘adjusted’ according to the exact business requirement.

There is one fundamental difference between Blockchain supporting FinTech and Distributed Ledger Technology supporting IoT. Participants in the former are permanently connected to the network to maintain their registers and authentication, whereas IoT devices are often only periodically connected to conserve battery and bandwidth usage. The basic Blockchain architecture requires the participants to maintain connectivity and abilities to update as a key part of its security authentication, IoT focused Distributed Ledger Technology solutions seek to overcome this.

Bitcoin illustrates some of the challenges in deploying Blockchain Technology based solutions. Bitcoin requirements suit its role as a specialized crypto currency, but with increasing popularity the limitations of transaction updates, and network/processor demands becoming obvious. The tendency for many articles to use Bitcoin’s success as the basis for Blockchain’s suitability other requirements frustrates those with detailed expertise, creating further confusion around ‘Blockchain’.

Bitcoin proves that it is possible to implement and deploy a global decentralized Asset Register and Transaction Recording solution that is automatic, autonomous, auditable, and securely authenticate by allowing all participants to understand the integrity of the process. This established starting point has created huge interest in the potential of using the mathematical principles of ‘Blocks’ as the basis of developing solutions for Business requirements.

Whatever the requirement; FinTech, or Asset Register; Blockchain or Distributed Ledger there are four common basic capabilities required in a commercially acceptable solution, and the challenge is to achieve this whilst enabling the other specialized requirements.

  1. Permanent unbreakable relationship between the Asset and the mathematic Authentication; a substantial and unacceptable risk lies in the two being separate entities that can be exploited and combined separately.
  2. Sophisticated Identity Management; able to support full identity authentication to the direct participant’s in individual transactions, whilst ensuring the individual transactions updating the distributed Asset Registers are totally anonymous.
  3. Complex Transaction Management; capable to ensuring the form of transaction is standardized, transparent, and distributed to all Ledgers within the determined time frame.
  4. Consensus based Trust model; to ensure that all participants collectively are able to verify all transactions through common comparison of their Asset Ledgers.

Examining just the most simple basic requirements for FinTech Transactions versus Mass Update Asset Registers illustrates just how different the Business solutions and resulting the technology development are;

Core Requirement

FinTech

Mass Update Asset Mgmt

Principle use

Auditable financial payment transactions

IoT Device updates with micro payments

Volumes/ Transaction sizes

Low volumes with relatively large transaction data

Massive volumes with exceeding small transaction data

Security/Reliability

Absolute, both transaction and end devices must not be accessible to hackers

Functional, acceptable as individual transactions low value, & dumb end devices

Cost

Transactions are each of high importance/value and higher cost is acceptable.

Transactions are individually of low value and cost must match

As a generality the development of Blockchain with its secure use of ‘Block’ technology suits the primary requirements of FinTech, whilst the inherent limitations that Blockchain imposes make it less suitable for the development of Mass Update of Asset Registers solutions. (HyperLedger, one of the most popular Blockchain consortiums, has now started ‘Performance and Scalability Working Group’, PSWG, to address this topic).

 

Whilst a great deal has been published about the development of Blockchain based solutions, (see appendix for Constellation Research reports and blogs), very little has been said about alternatives. Whilst there are a number of existing traditional centralized approaches for Asset Register management even if they could be modified in some way they would fail at least some of the four basic principles outlined earlier.

The Trusted Internet of Things Alliance, aims to rectify the lack of attention to the need for Mass Update Registers solutions for IoT market places by building on the work of one of its founding partners IoTA. Founded by David Sonstebe, with a group of mathematicians who had worked on Blockchain, the focus is on the IoT challenge. The initial Whitepaper on its approach can be found here, but the following quotes by its founder provide a simple explanation as to the goals of the IoTA’s Tangle Ledger approach;

At heart Hyperledger is a permissioned ledger, and that’s the antithesis of IoT, which has to be open to realize its potential. IoT cannot be a closed ecosystem because that is literally the opposite of interoperability. IoTA Tangle Ledger is a Directed Acyclic Graph, as opposed to the linear Blockchain design, allowing the systems to settle transactions with zero fees and allow trading in specified resources on demand.

The recent IoTA announcement entitled ‘IoTA’s Tangle meets IOT requirements better than any Blockchain’, sums up the issues to be addressed and compares Blockchain technology with the IoTA Distributed Ledger Technology. The detail makes clear the deep differences that have to be addressed and is a must read for anyone contemplating involvement in IoT solutions. There are more issues than just the often remarked through put and scaling difficulties including the need to support periodic connect and disconnection of participating devices that appear to render current Blockchain architecture unsuitable.

Blockchain has the headlines, and in Bitcoin has convincingly demonstrated that it can meet the difficult requirements for an any to any decentralized business transaction solution. When applied to Business requirements that require the rigors of secure authenticated decentralized transaction management between known Ledger participants then Blockchain has compelling features.

But there are other types of requirements for decentralized transaction solutions which require high volume, low cost, good enough secure Transaction management, often with periodic connection. Here alternatives to Blockchain based on Distributed Ledger Technologies are emerging

Reversing the approach by defining the basic business requirements helps rationalize the frequently confusing statements being made. As an example anyone involved in the design and deployment of IoT solutions should investigate alternative developments such as IoTA Tangle.

 

Additional Material; Constellation Reports and Blogs

Update on HyperLedger with release of Fabric 1.0 for the use of solution developers

Report; Blockchain explained in plain English

Video; Blockchain myths and realities

Blog; Distributed Business Service Models

New C-Suite Innovation & Product-led Growth Data to Decisions Future of Work Tech Optimization AI Blockchain ML Machine Learning LLMs Agentic AI Generative AI Analytics Automation B2B B2C CX EX Employee Experience HR HCM business Marketing SaaS PaaS IaaS Supply Chain Growth Cloud Digital Transformation Disruptive Technology eCommerce Enterprise IT Enterprise Acceleration Enterprise Software Next Gen Apps IoT CRM ERP Leadership finance Customer Service Content Management Collaboration M&A Enterprise Service Chief Information Officer Chief Digital Officer Chief Executive Officer Chief Technology Officer Chief AI Officer Chief Data Officer Chief Analytics Officer Chief Information Security Officer Chief Product Officer Chief Operating Officer

CEN Member Chat: AI Ethics & Privacy

CEN Member Chat: AI Ethics & Privacy

Constellation Research VP & Principal Analyst, Steve Wilson, covers his observations on the implications of AI ethics and privacy exclusively for our executive community. Join our Constellation Executive Network to exchange ideas and solve business problems in real time. 

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Digital Transformation Digest: Coleman Is Infor's AI Play, Workday to Open Up Its Platform, and More

Digital Transformation Digest: Coleman Is Infor's AI Play, Workday to Open Up Its Platform, and More

Constellation Insights

Infor has an AI platform, and its name is Coleman: The big news at Infor's Inforum conference this week in New York is Coleman, its entry into AI (artificial intelligence) for business applications. Here are the key details from its announcement:

A pervasive platform that operates below an application's surface, Coleman mines data and uses powerful machine learning to improve processes such as inventory management, transportation routing, and predictive maintenance; Coleman also provides AI-driven recommendations and advice to enable users to make smarter business decisions more quickly.

In addition, Coleman acts as a smart AI partner, augmenting the user's work.  Coleman uses natural language processing and image recognition to chat, hear, talk, and recognize images to help people use technology more efficiently. 

Coleman is named after Katherine Coleman Johnson, an African-American physicist and mathemetican at NASA who made key contributions to the success of the moon landing.

Infor executives provided more details of Coleman in a question-and-answer session with press and analysts.

While the announcement came seemingly out of the blue, Infor has actually been working on Coleman for quite a while, executives said. Its elements include Amazon Web Services' Lex chatbot platform and machine learning frameworks such as TensorFlow as well as one Infor acquired 18 months ago with the purchase of Predictix, which has a focus on retail scenarios.

Coleman is industry-specific by design, said Infor president Duncan Angove: "We're not in the business of building a horizontal machine learning platform." It also wants to use Coleman as a means to encourage customers to upgrade. Infor has more than 8400 cloud customers, but 90,000 overall. Migrating the rest to its Cloudsuite lineup is a top priority.

In most cases, Coleman will be included as part of Cloudsuite, not sold separately in discrete applications. "It's one reason our customers should seek to upgrade, so they can turn on Coleman," Angove said.

POV: Coleman was an announcement Infor clearly had to make now if only for the sake of perception, given that every enterprise apps vendor needs to tell an AI story in the current market. While insisting a number of Coleman elements are available today and with customers, this week's announcement marks a step in a longer journey for Infor—one that could indeed have resonance with customers. 

Workday pulls the trigger on PaaS—finally: While Workday has long provided a configuration layer for its cloud HCM apps, the underlying platform remained closed off. At last year's Workday Rising conference, executives confirmed that a PaaS offering was in the works, but didn't provide concrete details.

The time has now come for Workday to launch its PaaS, CEO Aneel Bhusri said in a blog post:

Today, we are ready to take a big step forward on our extensibility journey by announcing our intent to open our platform to customers and a broader ecosystem of partners, independent software vendors (ISVs), and developers.

And like everything we do, we based our decision on customer input. Simply put, a growing number of customers have been asking for a more open Workday platform. They want to use Workday as a cloud backbone that supports cohesive, digital workflows across multiple business applications—reflective of how their people work and how their businesses operate in today’s hyper-connected, real-time world.

By opening up the Workday Cloud Platform and entering the Platform-as-a-Service (PaaS) market, Workday intends to enable customers and our broader ecosystem to use our platform services to build custom extensions and applications that can significantly enhance what organizations are able to accomplish with Workday.

While Workday's software is written in Java, the company's developers work in an abstraction layer built on a proprietary language called XpressO. It's a similar approach to that taken by Salesforce.com and its APEX language for the widely used Force.com platform.

Workday's PaaS will give customers the ability to create new business processes and integrate third-party applications, among other things, Bhusri wrote. More details will be forthcoming at Workday Rising later this year.

POV: Workday has been talking about PaaS for a few years now, so in that sense this announcement is a long time coming. As Constellation VP and principal analyst Holger Mueller notes, Workday has had one of the most proprietary and closed-off platforms in the SaaS business. Those qualities don't fly so well in today's environment, and therefore Workday has made a smart move. Now it's about the execution.

SAP user group eyes line-of-business for member recruiting: One result of digital transformation is the evolution of IT departments' relationship and partnership with business users. That view is backed up by Paul Cooper, chairman of the UK and Ireland SAP User Group, who tells the Register:

"One theme for the next couple of years will be around driving our line-of-business membership," Cooper said.

"What we're seeing is, as the cloud becomes more important to people, as well as Software-as-a-Service, the IT department's role is changing, while the business user is becoming more important.

"They can go and put a [project] together and roll it out almost without the IT department's involvement, so for us it's important that we start to attract the people using those solutions, to help them share their knowledge and learning."

POV: The concept of "shadow IT" is nothing new. But if digital transformation efforts are to take hold most effectively, all parties need to be at the table and in communication. The rise of easily purchased, richly functional SaaS apps also ups the shadow IT stakes significantly, althought it's not as if line-of-business users are going to roll out a new SAP ERP system without plenty of IT involvement.

Legacy Watch: Mainframe woes at the Graybar Hotel: A potentially "long-term" mainframe system outage at the Milwaukee, Wisconsin County jail system is making conditions inside a bit more arduous than usual.

It's meant that bookings and releases are being held up since they must be processed manually, Milwaukee Patch reports. It has also impacted lawyer visits, phone communications between inmates and family members, and inmate commissary accounts. The problems continued after IT staffers ordered replacement parts that didn't work, according to the Patch report. 

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Examples of Google AdWords Done Right (and Wrong) for Keyword “Subscription Billing Software”

Examples of Google AdWords Done Right (and Wrong) for Keyword “Subscription Billing Software”

1

We are a Certified Google Partner, and love seeing what brands are up to with their Google AdWords budget.

This is the 14th instalment of a series we call “Critiquing Your Google AdWords Campaigns”.

We Google a search term and evaluate the top 3 Google Ads as well as their landing pages for their ability to “Attract” and “Convert” visitors into leads.

We grade each campaign out of 10:

  • 5 Points ATTRACT: the actual Google Ad
  • 5 Points for CONVERT: the Landing Page experience
Let’s get started!

This week we Googled “Subscription Billing Software”.

Google Ad #1
Company: Aradial

Google AdWords Ad:
The Good…
  • I like how they identify the audience (ISPs, Wifi, etc.)
The Not so Good…
  • I’m searching for “subscription billing software”, not sure what “converged billing” is
  • If your solution is only for certain industries/verticals such as ISPs, you need to include that in the main headline (don’t always count on people to read anything past the headline)
  • No sitelinks
  • No offer or Call to Action
Ad Score: 1/5
Google AdWords Landing Page:
The Good…
  • Identification of audience (ISPs)
The Not so Good…
  • Not using a landing page but driving users to website, where they can click navigation links, read about news, or visit your Facebook page (in other words, taking them off the conversion path)
  • Far too much text
  • Very poor design
  • No visible phone number, form, or Call-to-Action.
Google Landing Page Score: 1/5
TOTAL ADWORDS SCORE: 2/10

Google Ad #2
Company: Vindicia

Google AdWords Ad:
The Good…
  • My keyword (Subscription Billing) right in the headline and display url
  • “Free Trial” CTA right in the headline
  • Helps reduce customer churn 25% (that’s a good thing)
  • Nice use of sitelinks
The Not so Good…
  • Nice use of sitelinks, but I don’t know what “better serve millennials” means
  • Doesn’t indicate who product is for (e.g. SMB, Enterprise, or both)
  • Should add a sitelink for reviews
  • No mention of pricing, but that would be something worth testing
AdWords Score: 3/5
Google AdWords Landing Page:

The Good…
  • Nice key messaging about how the solution isn’t just another cost, but helps your business grow revenue
  • A contact form
The Not so Good…
  • Need to remove links and use a dedicated landing page (e.g. don’t send users to website)
  • Too much text, shorten it down and make use of bullet points
  • The form doesn’t tell you what you’re getting – if I’m getting to “try” the software, am I getting a free trial? What happens when I click “submit”?
  • The form is too long, try removing unnecessary fields such as industry, job title, and annual company revenue (you can get that information later).
Google Landing Page Score: 2/5
TOTAL ADWORDS SCORE: 5/10

Google Ad #3
Company: Quickbooks/Intuit

Google AdWords Ad:
The Good…
  • Online Billing Software in headline – good
  • Start my free trial CTA – good
The Not so Good…
  • I’m specifically searching for “subscription billing software”, so not sure if this is a match
  • Need to identify the audience better – is it for SMB, larger businesses, or both?
  • Use keyword in display url
  • Sitelinks to reviews and/or ratings would be helpful
Google AdWords Score: 2.5/5
Google AdWords Landing Page:

The Good…
  • Well designed, great visuals
  • Video on landing page is very key
  • Nice clear CTAs above the fold
  • Does well to highlight credibility (#1 online accounting solution, 1.5+ subscribers, etc.)
  • No navigation links except to sign in or sign up – nice
The Not so Good…
  • I’m not so sure about having two CTA buttons, are people going to buy the software before they take it for a free trial test drive?
  • No mention of whether it will help me with “subscription billing software”
Landing Page Score: 3.5/5
TOTAL ADWORDS SCORE: 6/10
Who’s Getting My Business for “Subscription Billing Software”?

This is a tough one, as although Quickbooks had an overall higher score (6/10), neither the ad or landing page specifically mention “subscription billing software”.

Thus, even though Vindicia had a lower ad and landing page score, their emphasis on “subscription billing” and growing my revenue may give them the slight edge.

73% Are Using Internet Of Things Data To Improve Their Business

73% Are Using Internet Of Things Data To Improve Their Business

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  • According to the Cisco Visual Networking Index, M2M connections will represent 46% of connected devices by 2020.
  • 95% of execs surveyed plan to launch an IoT business within three years.

These and many other insights are from the recently published Cisco Internet of Things (IoT) study, The Journey to IoT Value: Challenges, Breakthroughs, and Best Practices published on SlideShare last month. The study is based on a survey of 1,845 IT and business decision-makers in the United States, UK, and India. Industries included in the analysis include manufacturing, local government, retail/hospitality/sports, energy (utilities/oil & gas/mining), transportation, and health care. All respondents worked for organizations that are implementing or have completed IoT initiatives. 56% of all respondents are from enterprises.

Key takeaways from the study include the following:

  • 73% Are Using Internet Of Things Data To Improve Their Business. The data and insights gained from IoT are most often used for improving product quality or performance (47%), improving decision-making (46%) and lowering operational costs (45%). Improving or creating new customer relationships (44%) and reducing maintenance or downtime (42%) are also strategic areas where IoT is making a contribution today according to the Cisco study.

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  • IT executives often see IoT initiatives as more successful (35%) than their line-of-business counterparts (15%). With IT concentrating on technologies and line-of-business users focused on strategy and business cases, the potential exists for differences of opinion regarding IoT initiatives’ value. The following graphic provides an overview of how stark these differences are.

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  • Engaging with the IoT partner ecosystem in every phase of a project or initiative improves the probability of success. The most valuable phases to engage with ecosystem partners include strategic planning (60%), implementation and deployment (58%) and technical consulting or support (58%). The following graphic provides an overview of most and less successful organizations by their level of involvement in the IoT partner ecosystem.

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  • Only 26% of all companies are successful with their IoT initiatives. The three best practices that lead to a successful IoT implementations include collaboration between IT and business, the availability of internal and external partnerships to gain IoT expertise; and a strong technology-focused culture.
  • 60% of companies believe IoT projects look good on paper but prove more complex that expected. This finding underscores how critical it is for IT and line-of-business executives to have the same goals and objectives going into an IoT project. Being selective about which integration, technology, and professional services partners are chosen needs to be a shared priority between both IT and line-of-business executives.