Results

Photo Gallery from Rio 2016

Photo Gallery from Rio 2016

Russell Scibetti
Founding Editor, The Business of Sports
The Business of Sports

My name is Russell Scibetti and I have an extensive background in sports business, including CRM and database marketing, interactive and digital marketing, social media, corporate sponsorships and activation, and applied market research. From 2007 to 2014, I worked for Arizona State Athletics, Comcast-Spectacor (Philadelphia Flyers) and the New York Jets to manage and implement CRM, database marketing, market research and other technology-based sales and marketing initiatives. In 2014, I joined KORE Software as their VP of Product Strategy, where I am responsible for the strategic vision, planning and development of the KORE ProSports Ticketing, Sponsorship and Suites/Premium software products. I earned my MBA in Sports Business from the W.P. Carey…...

Read more
1

A good friend of mine from graduate school (and Lecturer for the Institute for Sport Business at Loughborough University) Ben Corbett, is on-the-ground in Rio during the Olympic Games, so I asked him if he could share some sports business themed pictures with us each week. Here is his first batch, which includes some examples of how Samsung is using their Olympic partnership on the ground in Rio…and a couple of “less official” uses of Olympic branding from other companies.

Scroll down below the photo gallery for a couple of his rugby-themed tweets, including one about the extensive wait time trying to get into the venue.

 

Click to view slideshow.

Infographic Friday: Massive Costs Behind the Olympic Games

Infographic Friday: Massive Costs Behind the Olympic Games

Russell Scibetti
Founding Editor, The Business of Sports
The Business of Sports

My name is Russell Scibetti and I have an extensive background in sports business, including CRM and database marketing, interactive and digital marketing, social media, corporate sponsorships and activation, and applied market research. From 2007 to 2014, I worked for Arizona State Athletics, Comcast-Spectacor (Philadelphia Flyers) and the New York Jets to manage and implement CRM, database marketing, market research and other technology-based sales and marketing initiatives. In 2014, I joined KORE Software as their VP of Product Strategy, where I am responsible for the strategic vision, planning and development of the KORE ProSports Ticketing, Sponsorship and Suites/Premium software products. I earned my MBA in Sports Business from the W.P. Carey…...

Read more
1

It’s time for another edition of Infographic Friday. Today’s content comes to us from Statista with data around the incredibly high costs of hosting the Olympic Games. It’s interesting to see not only the extreme variance in costs by location and year, but which games had the most significant cost overruns on a percentage basis.

Click here to see the original post on statista.com.

Infographic: The Massive Costs Behind The Olympic Games | Statista
You will find more statistics at Statista

Infor Partners with Clients to Deliver on Digital Transformation - research summary

Infor Partners with Clients to Deliver on Digital Transformation - research summary

R "Ray" Wang
Principal Analyst and Founder
Constellation Research

R “Ray” Wang is the CEO of Silicon Valley-based Constellation Research Inc. He co-hosts DisrupTV, a weekly enterprise tech and leadership webcast that averages 50,000 views per episode and blogs at www.raywang.org. His ground-breaking best-selling book on digital transformation, Disrupting Digital Business, was published by Harvard Business Review Press in 2015. Ray's new book about Digital Giants and the future of business, titled, Everybody Wants to Rule The World was released in July 2021. Wang is well-quoted and frequently interviewed by media outlets such as the Wall Street Journal, Fox Business, CNBC, Yahoo Finance, Cheddar, and Bloomberg. Short Bio R “Ray” Wang (pronounced WAHNG) is the Founder, Chairman, and Principal Analyst of Silicon Valley-based Constellation…...

Read more

Software Vendors and Services Providers Shift Value from Products and Services to Outcomes

The convergence of software vendors and services providers foreshadows the challenges organizations face in the selection of digital transformation solutions.  The lack of pre-packaged, out-of-the-box solutions forces executives to focus not only on how the solutions are  designed but also on the desired outcome and business model.

As organizations struggle to differentiate their offerings in the market and jump start growth, market leaders and fast followers have partnered more closely with their technology providers and services firms for innovative solutions.  Why? Market leaders and fast followers understand that their success requires co-innovation and co-creation to deliver innovation from concept to commercialization.

By applying five success factors to digital transformation efforts, organizations can improve their ability to succeed.

Here are five things organizations need to do:

1.      Strategize with design thinking

2.      Commit to business model disruption

3.      Apply a form-follows-function approach to technology adoption

4.      Institutionalize and incentivize the process of going from concept to commercialization

5.      Craft a cultural renaissance

New York-based Infor is one technology provider who recently spun out a separate group to deliver business consulting and digital transformation.  The team that was spun out is tasked with enabling change at the client site by strategizing with the client on the solution, designing the approach, assembling the technology, and running the operation.  Early success includes work in creating new[MS1]  marketplace for a major retailer and a Waze-like network for transportation logistics for Caterpillar.

This report begins a series analyzing the software and services convergence in digital transformation projects. This report addresses all eight of Constellation’s business research themes.

Infor Partners with Clients to Deliver on Digital Transformation

Your POV.

Are you exploring your digital transformation options?  Have you worked with Infor or another software vendor or system integrator to co-innovate and co-create? Let us know what your experiences have been and feel free to reach out.  Add your comments to the blog or reach me via email: R (at) ConstellationR (dot) com or R (at) SoftwareInsider (dot) org.

Please let us know if you need help with your Digital Business transformation efforts. Here’s how we can assist:

  • Developing your digital business strategy
  • Connecting with other pioneers
  • Sharing best practices
  • Vendor selection
  • Implementation partner selection
  • Providing contract negotiations and software licensing support
  • Demystifying software licensing

Resources

Reprints

Reprints can be purchased through Constellation Research, Inc. To request official reprints in PDF format, please contact Sales .

Disclosure

Although we work closely with many mega software vendors, we want you to trust us. For the full disclosure policy,stay tuned for the full client list on the Constellation Research website.

* Not responsible for any factual errors or omissions.  However, happy to correct any errors upon email receipt.

Copyright © 2001 -2016 R Wang and Insider Associates, LLC All rights reserved.
Contact the Sales team to purchase this report on a a la carte basis or join the Constellation Customer Experience

 
 

The post Research Summary: Infor Partners with Clients to Deliver on Digital Transformation appeared first on A Software Insider's Point of View.

 Data to Decisions Innovation & Product-led Growth Tech Optimization Future of Work infor AI 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 Blockchain CRM ERP Leadership finance Customer Service Content Management Collaboration M&A Enterprise Service Chief Information Officer Chief Technology Officer Chief Digital Officer Chief Data Officer Chief Analytics Officer Chief Information Security Officer Chief Executive Officer Chief Operating Officer Chief Experience Officer

SuperNova Award 2016 Application Tips

SuperNova Award 2016 Application Tips

Answers to frequently asked SuperNova Award questions and a few tips to improve your chances of winning a 2016 SuperNova Award. 

Don't forget: the deadline for the 2016 SuperNova Awards is August 8  August 22, 2016. 

SuperNova Award Application Tips

Download the application here. Submit your completed application here. 

  1. Nominate your customers - the Awards recognize the leadership of end users of technology. 
  2. Make a strong case - tell us about how the nominee won buy-in, led the implementation, drove adoption, and achieved positive ROI
  3. Provide strong metrics - judges want proof that the project was successful. Provide before and after implementation results. 
  4. Results v. Metrics - results are a verbal explanation of how your project created a disruption; metrics are numbers that provide evidence of your results. 
  5. "Disruptiveness" may mean creating an internal or external disruption OR using disruptive technology to change business models
  6. Ensure your application is not bound by an NDA - All applications should be web ready. Do not include any information that can not be made public. 

FAQs

  1. Can we submit our application for more than one category? Yes! Tailor your application for relevancy, and resubmit your application. 
     
  2. I work for a vendor/PR firm, and want to submit a client for an award, how can I ensure the application isn't disqualified? Nominate your client. Ensure the contact information on the application belongs to the client; not you. We will disqualify any applications in which the contact information and applicant information do not match. You may add your contact information alongside your client's information. 

  3. Can I nominate a client? Yes, but you must provide client contact information. Any applications without client contact information will be disqualified.

  4. What should I write about? The SuperNova Awards use a set application designed to highlight innovative adoption practices, the effect of disruptive technology, and the leadership of the nominee. You should do your best to emphasize unique adoption hurdles, resulting change in business model as a result of the implementation, and provide strong metrics to show the business value of the project to the organization. Download a sample application. 

  5. Any insight into what you're looking for? We're looking for end users who are utilizing technology in an innovative way. We understand the trials of disruptive technology adoption, and we want to honor those who are making it happen within their organizations.

  6. What are the elements of the Awards application? Preview a copy of the awards application here: http://constellationr.com/content/what-expect-when-applying-supernova-award. Download a sample application by clicking here. Review applications of previous SuperNova Award winners here: https://www.constellationr.com/content/supernova-award-winners

  7. Are there fees to enter the awards? Nope. 

  8. Portions of my submission are under NDA. Will you honor NDAs? You should not submit any information that is under NDA. The information in the application will be published to the Constellation website for public voting should you advance to the finalist round.

  9.  What is the difference between the "Metrics" and the "Results" section of the application? The "Results" are the results of your project--before and after results work well here. We're looking for an explanation of how your project changed your organization, company, or industry. The "Metrics" are essentially the numbers to back the "Results" section of the application. We want to see numbers in the Metrics section.

  10. Can international applicants apply for the Awards? Yes! We accept international and domestic applications. The SuperNova Awards is a global search for the most innovative technology projects!

  11. When will the SuperNova Award finalists be announced? Finalists will be announced on September 7, 2016. All finalists are invited to attend Constellation's Connected Enterprise innovation summit. Constellation's Connected Enterprise | October 26-28, 2016 | San Francisco Bay Area 

  12. When will the SuperNova Award winners be announced? The SuperNova Award winners will be announced live, on stage at the SuperNova Awards Gala Dinner - on the first night of Constellation's Connected Enterprise on October 27, 2016. 

How to Apply for a SuperNova Award:

1. Download the SuperNova Award application. Click here. Once completed, copy the text directly from this application into the webform in step #3. 

2. Create a Constellation Research account

3. Submit your application by August 22, 2016. Submit applications here.  

More resources 

About the 2016 SuperNova Awards

Last year's winners

Questions? contact [email protected]

Data to Decisions Digital Safety, Privacy & Cybersecurity Future of Work Marketing Transformation Matrix Commerce New C-Suite Next-Generation Customer Experience Tech Optimization Innovation & Product-led Growth Supernova Awards AR Executive Events

DisrupTV: Take the Past and Present to Make the Future

DisrupTV: Take the Past and Present to Make the Future

Aubrey Coggins
Aubrey Coggins

Constellation Research

Aubrey (Levinstone) Coggins manages Constellation's marketing and communications programs and is the producer of DisrupTV, a weekly Web series on innovation and the enterprise.  She previously served as a senior manager of corporate communications at Egnyte and held account roles at Access Communications and The Hoffman Agency. Born and raised in Texas, she received a bachelor's degree in Public Relations from The University of Texas at Austin – Hook ‘em!   ...

Read more

Everything starts with an idea.

Where we sit, how we travel, how we work or relax - all of these things started with someone’s idea. Recently on DisrupTV, we caught up with leaders changing the way we think and plan for the future of our businesses, our technologies and ourselves.

Looking into the Future

Many companies I’ve worked for over the years always seem to be under “fire!!!” mode. Let’s just get this launch done now and hope it makes an impact! Anne Lise Kjaer, futurist and author, shared the importance of why teams should take the time to think about where they want to be in five, 10 or 15 years. Her approach to the world starts with thinking about your future state. As author of the "Trend Management Toolkit," she recommends writing down five ideas every day on how to improve your business. Companies and organizations often underestimate the value of giving their teams the time to think and innovate, alongside their daily tasks. Success is really about working smarter with a clear vision, rather than working longer hours.

She also explained that “without the past and the present, the future doesn’t make a lot of sense.” Just think about something as mundane as expense reports.

Taking Something Old and Making it New

The CEO of Expensify, David Barrett, expressed that if you are “traveling for work and stick a receipt in your pocket, you are doing it wrong.” Even everyday tasks, such as expense reports, have come a long way. His company created a solution to this problem that allows you to snap a photo and never think about the receipt or getting reimbursed again. But he explains that his company is planning beyond this…

What happens when you book a meeting with a client in New York City? What if your virtual assistant is able to use your data from past purchases and trips to quickly book airline tickets, a car rental, and a hotel room based on location and past preferences. All you have to click is “yes.” Same thing for that lunch meeting; the assistant can help pick the type of food you prefer, with high-rated restaurants in the area, close to your client’s office, and book a table at 2 p.m. for four people with just another click of a button. From phone calls, to the internet, to aggregation sites, to eliminating your research altogether - this is the future of business travel, David explains.

Disrupting Before Being Disrupted

When looking for the next big idea within your organization or branching out to start a company, remember to think long-term. Suki Fuller, competitive and strategic intelligence advisor, explained that she helps startups and large companies organize and analyze the mass amounts of data or “big data” they have to determine the possibilities of what they can do or where they shouldn’t go before implementing programs. She emphasized that entrepreneurs should remember:

1. Know your product.
2. Know your audience.
3. Everybody has competitors.
4. Know your finances, and don't over value yourself.
5. If you are a woman, own it. Be comfortable with being you.

Great advice for planning out your ideas to make something new and exciting or even just commonplace in the future. For the full interviews, watch the video below, and be sure to watch DisrupTV on Fridays at 11 a.m. PT/2 p.m. ET on blab.

 

DisrupTV Episode 0024: Anne Lise Kjaer, David Barrett, Suki Fuller 7.15.16 from Constellation Research on Vimeo.

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

Pivotal SpringOne Platform - Event Report

Pivotal SpringOne Platform - Event Report

Holger Mueller
Vice President and Principal Analyst
Constellation Research

Holger Mueller is VP and Principal Analyst for Constellation Research for the fundamental enablers of the cloud, IaaS, PaaS and next generation Applications, with forays up the tech stack into BigData and Analytics, HR Tech, and sometimes SaaS. Holger provides strategy and counsel to key clients, including Chief Information Officers, Chief Technology Officers, Chief Product Officers, Chief HR Officers, investment analysts, venture capitalists, sell-side firms, and technology buyers.  Coverage Areas: Future of Work Tech Optimization & Innovation  Background: Before joining Constellation Research, Mueller was VP of Products for NorthgateArinso, a KKR company. There, he led the transformation of products to the cloud and laid the foundation for new Business Process as a…...

Read more
We have the opportunity to attend Pivotal’s SpringOne Platform conference in Las Vegas, held from August 1st till 4th 2016. The conference is well attended with over 2000 participants, a record for a Spring conference. But then no surprise as Spring is the framework that works probably best with Pivotal’s PaaS product, CloudFoundry, so a large part of the attendees are building applications on CloudFoundry. 

 
 
 
So take a look at my musings on the event here: (if the video doesn’t show up, check here)
 
 

No time to watch – here is the 1-2 slide condensation (if the slide doesn’t show up, check here):
 
 
Want to read on? 

Here you go: Always tough to pick the takeaways – but here are my Top 3:

Full SDLC support coming – Pivotal wants more pieces of the overall SDLC, or at least what Pivotal throughout the event showed as a 6 step from idea to software delivery cycle. With Tracker, Concourse and PCF Metrics there is no more support for requirements management and tracking, CI and well, metrics. Enterprises will appreciate more integrated tools coming out of one hand, as the last thing a project team needs is integration issues along the software delivery cycle.

Spring is in its 2nd spring – The almost venerable Spring network has found its second spring and has become the tool of choice for enterprises building on top of Pivotal CloudFoundry. It is almost like Pokémon is the success of PokemonGo – a well-established and known brand from the past making a comeback in a new settings. Most developers are familiar with and have heard of Spring, around 10 years ago. Then it got a little quieter and now, well it’s in its 2nd spring…

Attractive CloudFoundry investment themes – Pivotal shared the CloudFoundry investment themes and they were welcomed well by the attendants. Needless to list them all but appropriate for the event it is all about making CloudFoundry the best platform for… spring. The focus on multi-cloud has paid of very handsomely for CloudFoundry, and the focus on containers and microservices is high on the agenda for enterprises that plan to build – or are building – next generation applications.
 

MyPOV

A good event for Pivotal and the SpringOne Platform community that is growing and adding more capabilities…. Always a good ‘flywheel’ situation for a platform and its framework. The investment direction seems right and was approved well, owning more pieces of the SDLC is a good strategy for Pivotal.

On the concern side it is really what the next steps after the immediate and announced ones will be. Adoption remains a challenge for all players, it is one thing to select a tool, a totally different challenge to become a software producer for almost every enterprise. Breaking with the best practice of using standard software and starting to build you own next generation applications is a major internal transformation. From a product capability it will be interesting to see what Pivotal can / will do to make its platform more strategic, e.g. Machine Learning, out of the box capabilities, industry support and more mobile functionality are my bets.

Overall a very good event for Pivotal. It is a good problem to have for a software vendor when there are no to very few immediate problems what is next looks attractive and the only concern is – what comes after next. We will be watching, stay tuned.

Want to learn more? Checkout the Storify collection below (if it doesn’t show up – check here).



Find more coverage on theWant to learn more? Checkout the Storify collection below.

More on Pivotal / Cloud Foundry
  • Event Report - Cloud Foundry Cloud Foundry Summit - It's good to be king of PaaS - read here
  • News Analysis - Pivotal makes Cloud Foundry more about multi-cloud - read here
  • News Analysis - Pivotal pivots to OpenSource and Hortonworks - Or: OpenSource keeps winning - read here
  • New Analysis: Pivotal Now Makes It Easier Than Ever to Take Software from Idea to Production - read here

More on Next Generation Applications::
 
  • Event Report - Google I/O 2016 - Android N soon, Google assistant sooner and VR / AR later - read here
  • News Analysis - SAP and Microsoft usher in new era of partnership to accelerate digital transformation in the cloud - read here
  • Event Report - OpenStack Summit 2016 - Austin - OpenStack matures, grows up - read here
  • First Take - Workato’s Workbot cuts business users some slack with Slack integration - read here
  • Progress Report - Cloudera is all in with Hadoop - now off to verticals - read here
  • First Take - SAP Cloud for Planning - The next spreadsheet killer is off to a good start - read here
  • Market Move - Oracle buys Datalogix - moves into DaaS - read here
  • News Analysis - SAP commits to Cloud Foundry and OpenStack - Key Steps - but what is the direction? Read here
  • Event Report - MongoDB is a showcase for the power of Open Source in the enterprise - read here
  • Musings - A manifesto: What are 'true' analytics? Read here
  • Future of Work - One Spreadsheet at the time - Informatica Springbok - read here
  • Musings - The Era of the no-design Database - Read here
  • Mendix - the other path to build software - read here
  • Musings - Time to ditch your datawarehouse .... - Read here
 Constellation Research website here and checkout my magazine on Flipboard and my YouTube channel here.

2012, 2013, 2014, 2015 & 2016 (C) Holger Mueller - All Rights Reserved
 Tech Optimization New C-Suite Data to Decisions Innovation & Product-led Growth Revenue & Growth Effectiveness Digital Safety, Privacy & Cybersecurity Future of Work Next-Generation Customer Experience Leadership SaaS PaaS IaaS Cloud Digital Transformation Disruptive Technology Enterprise IT Enterprise Acceleration Enterprise Software Next Gen Apps IoT Blockchain CRM ERP CCaaS UCaaS Collaboration Enterprise Service Chief People Officer Chief Information Officer Chief Technology Officer Chief Information Security Officer Chief Data Officer Chief Executive Officer

SuperNova Award Deadline Approaching - Nominate Disruptive Tech Leaders Soon!

SuperNova Award Deadline Approaching - Nominate Disruptive Tech Leaders Soon!

The deadline for the 2016 SuperNova Awards is August 8, 2016. In its sixth year, the Constellation SuperNova Awards will recognize nine individuals who demonstrate true leadership in digital business through their application of new and emerging technologies.

We’re searching for leaders and teams who used disruptive technolgies to transform their organizations. Special recognition will be given to projects that seek to redefine how the enterprise uses technology on a large scale.

3 Steps to Apply for a SuperNova Award:

1. Download the SuperNova Award application. Click here. Once completed, copy the text directly from this application into the webform in step #3. 

2. Create a Constellation Research account

3. Submit your application by August 8, 2016. Submit applications here.  

More resources 

Application tips

About the 2016 SuperNova Awards

Last year's winners

Questions? contact [email protected]

Data to Decisions Digital Safety, Privacy & Cybersecurity Future of Work Marketing Transformation Matrix Commerce New C-Suite Next-Generation Customer Experience Tech Optimization Innovation & Product-led Growth Supernova Awards AR Executive Events

Microsoft News July 2016 Enhancing Office and Outlook

Microsoft News July 2016 Enhancing Office and Outlook

Alan Lepofsky
Alan Lepofsky
Vice President & Principal Analyst
Constellation Research

Alan Lepofsky - VP and Principal Analyst, Constellation Research. With almost two decades of experience in the collaboration software industry, Lepofsky helps organizations improve the way their employees work together to get their jobs done. Lepofsky’s primary research area The Future of Work, focuses on: integrating collaboration and business processes (Purposeful Collaboration), structuring work via Social Task Management, leveraging analytics and digital assistants to work more productively, the strategic impact of mobile computing on business transformation, and measuring workforce culture based on Digital Proficiency instead of age. Twitter: @alanlepoLinkedIn: https://ca.linkedin.com/in/alanlepo     , Title: Big IdeasIntelligent Collaboration: The Intersection of…...

Read more

In the video below I review several recent annoucements from Microsoft around Office and Outlook.

 

 

 

Future of Work

Break down the barrier - Stop measuring Marketing vs Sales generated leads

Break down the barrier - Stop measuring Marketing vs Sales generated leads

Cindy Zhou
CMO
Level Access

Cindy Zhou is a practicing CMO.  Prviously, she was Vice President and Principal Analyst at Constellation Research covering Digital Marketing Transformation and Sales Effectiveness. With over 18 years of practitioner experience in corporate marketing, product marketing, product management, and sales operations, Zhou has spearheaded marketing transformation at multiple technology companies. She advised Constellation’s clients on strategies to light-up demand generation, prove revenue contribution, and maximize sales productivity. Prior to joining Constellation, Zhou was Global Senior Vice President of Marketing and Sales Operations at BackOffice Associates, a global provider of data quality and information governance solutions to the Fortune 1000 and SAP SolEx partner. Before…...

Read more

I was asked recently on a briefing call how to effectively track Marketing versus Sales generated leads.  My response -  stop separating them!  The key is facilitating buyer engagement, and not create division over who gets “credit" for the lead. To manage this effectively, companies need to first understand the differences between lead source and contact source.

  • Lead Source - The action or activity taken by the customer or prospect that results in the qualification of the lead and subsequent engagement in an opportunity. It has multiple touch points and attributed as such. Example, registering for a webinar, downloading an ebook, etc.
     
  • Contact Source - How the buyer contact information was obtained. Example, a sales rep's list of contacts, partner referrals, a purchased list, etc.

Many companies use the term “lead source” as a catchall for both, and measure it as a Key Performance Indicator (KPI) to determine Marketing or Sales effectiveness.  Unfortunately, this method often leads to more confusion around what specific program/tactic actually resulted in the qualification and unproductive credit claims on “who" provided the contact information. With the digital era, buyers don’t become interested or qualified through how their information was obtained, so why measure that way?

Throughout my career working with sales and marketing teams, I've recommended separating contact source from lead source. What has become more important, and how companies should measure program ROI, is looking at the quality and quantity of buyer engagement. Whether that was an article that captured their interest, attended a webinar after receiving an invite, or an inside sales follow-up phone call after a booth visit (see my prior article on the importance of follow-up). Effective engagement requires marketing and sales to partner to create an experience along every point of the buyer’s interaction.  The contact source simply doesn’t provide the insight needed to truly determine interest level. It’s at this point that I’ll usually get the question from sales, “Why should I give up my personal contact list if I don’t get any credit for it?”  Of course the sales rep should. Create a separate field to track contact source as your company could tie other incentives like rewards or contests for adding the most contacts, the most amount of buyer engagement, etc.
 
If your company leverages Marketing Automation or CRM systems, this process is simple to implement:

  • Create a new field separate from Lead Source titled “Contact Source”.
  • If the lead is from a sales rep's contact database, sync to this new field with a list title of “<Sales Rep Name> Contacts”.
  • Setup reports or dashboards in CRM for your sales rep to include this field to track contact engagement. 
 
Turn your sales team into partners by giving them visibility into their contact engagement and progress. The benefit to sales is by knowing the areas of interest, they can discuss the relevant solutions with the buyers and keep them engaged.
 
Begin the Marketing and Sales alignment dialog by looking at engagement and not creating division with lead credit claims. Look at buyer action together and re-direct the conversation on how marketing can help sales with better data on buyer engagement to qualify and progress leads. Alignment of Marketing and Sales is a sensitive topic at many companies, but starting small with ideas like separating lead and contact sources can help kick-start the broader conversation.  Consistent, ongoing dialog between the two departments is a critical success factor for implementing Account Based Marketing (ABM) and targeted selling approaches. I’ll have more on those topics in the future.
Marketing Transformation Chief Marketing Officer

Salesforce Acquires Quip: Document Collaboration and Team Chat

Salesforce Acquires Quip: Document Collaboration and Team Chat

Alan Lepofsky
Alan Lepofsky
Vice President & Principal Analyst
Constellation Research

Alan Lepofsky - VP and Principal Analyst, Constellation Research. With almost two decades of experience in the collaboration software industry, Lepofsky helps organizations improve the way their employees work together to get their jobs done. Lepofsky’s primary research area The Future of Work, focuses on: integrating collaboration and business processes (Purposeful Collaboration), structuring work via Social Task Management, leveraging analytics and digital assistants to work more productively, the strategic impact of mobile computing on business transformation, and measuring workforce culture based on Digital Proficiency instead of age. Twitter: @alanlepoLinkedIn:&nbsp;https://ca.linkedin.com/in/alanlepo &nbsp; &nbsp; , Title:&nbsp;Big IdeasIntelligent Collaboration: The Intersection of…...

Read more

Today Salesforce announced they are acquiring document collaboration and group chat vendor Quip for $582M USD.

In the video below I discuss why this is a great move for Salesforce, as it will add richer content creation to Chatter and Communities, leverage Salesforce business objects, embed Salesforce Files, and provide Salesforce customers with persistent chat.

Summary:

Future of Work Chief Digital Officer
Subscribe to