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2012 SuperNova Award Semifinalists #SNA12

2012 SuperNova Award Semifinalists #SNA12

The moment you've all been waiting for is here. Constellation Research is happy to announce the semifinalists of the second annual SuperNova Awards! This year's semifinalists are recognized as champions of technology that have overcome the odds in successfully applying emerging and disruptive technologies within their organizations.

 Special thanks to the SuperNova Award judges and all those who applied for the Awards this year.

 

A second year in review

The SuperNova Awards continues to celebrate champions of disruptive technology for a second year. Constellation's all star cast of judges whittled down an applicant pool of over 120 hopefuls, and selected 60 exceptional semifinalists.  All semifinalists will receive one invitation to Connected Enterprise, Constellation's premier innovation summit; a three-month subscription to Constellation's Quark library;  and membership in Constellation's research community.  Select semifinalists will also be invited to speak on best-practices panels at Connected Enterprise.

The semifinalists will strive to demonstrate that they best embody the SuperNova spirit to innovate, deploy new technologies, and create disruptions in their markets as we move into the final round of the SuperNova Awards. A combination of popular votes cast by the public and another weigh-in by the judges will determine the SuperNova Award winners. One finalist will be selected from each category, except the Future of Work and Next Generation Customer Experience, in which two finalists will be selected.

 

Selecting semifinalists

Constellation hand picked a group of global market makers to judge the 2012 SuperNova Awards. The judges evaluated all applications using a point system. A score of 75 was set as this year's benchmark for advancement to the semifinalist round. Constellation does not set a quota for winners--just a threshold for qualification, and we were fortunate to receive a large number of high-quality applications this year. The judges sought out applications that accomplished true disruptions or demonstrated innovative adoptions of disruptive technology. Entrants in this year's SuperNova Awards are competing in categories that correspond to Constellation's business-focused research themes: Future of Work, Data to Decisions, Technology Optimization and Innovation, Consumerization of IT and the New C-Suite, Matrix Commerce, and Next Generation Customer Experience.

Constellation's Principal Analyst and CEO, R "Ray" Wang noted, "The judges saw an increase in the quality and quantity of this year's entries.  A common theme among the 2012 semifinalists -  defined ROI and metrics, best practices on how to transform an organization, and real calculated risk taking inside the organization.  These semi-finalists should be applauded for their courage in taking their organizations to the next level in a tumultuous business climate". 

 
SuperNova Award Semifinalists
Oliver Bussmann, SAP AG
Cari Cook, Delta Delta Delta
Ben Doyle, Enterasys
Leerom Segal, Klick Health
 
Aaron Taylor, Plains Capital Bank
Michael Relich, Guess?, Inc.
Dawn Wolfe, Autodesk
William Hoernlein Jr. and Lisa Wazenski, Johnson & Johnson Healthcare Systems, Inc.
Steve Haindl, ARI
Leerom Segal, Klick Health
John Hunter, European Court of Human Rights
 
Doug Wotherspoon, Algonquin College
Meagen Eisenberg, DocuSign
Willie Fernandez, CruisesOnly
 
Eric Robinson, Color Spot Nurseries
Don Jaycox, DLA Piper
Nathan Mcbride, AMAG Pharmaceuticals
John Hunter, European Court of Human Rights
Doug Wotherspoon, Algonquin College
Christopher Miller, ClearChoice Dental Implant Centers
Pete Susca, J.A. King
Leerom Segal, Klick Health
 
Harrison Lynch, Let's Talk
Don Jaycox, DLA Piper
Jimi Alfaro, Zoosk
Sam Fulcher, Sydney Water
Rupert Atterbury Thomas, Southeastern Railway
Brendan Cosgrove, Kaseya
Geoff Kruth, Guild of Sommeliers
Jennifer Mesiano, Walton Signage
Miguel Lozano, Shift CEMEX
Susan Andrews, Citi
Raj Rao, 3M
Christian Bech Hongaard, Damco
Austin Skaggs, Professional Datasolutions (PDI)
Chris Salles, Guitar Center
Jon Axtman, Microsoft Dynamics
Laurence Housel, Industrial Mold
Yaniv Corem, IBM Research-Haifa
Richard Boly, Office of eDiplomacy US Department of State
Lukas Biewald, CrowdFlower
 
Jason Williams, IP Switch
Jens Voigt, Kapersky Lab
Brendan Cosgrove, Kaseya
Geoff Kruth, Guild of Sommeliers
Lynn Hemans, Taco Bell
Michael Yudin, adMarketplace
Jordan Corn, AAA Mid-Atlantic
Dawn Wolfe, Autodesk
Todd Forsythe, EMC RAMP
Bill Hussey, Bell Media
Hal Bloom, Sage
Willie Fernandez, CruisesOnly
Yaniv Corem, IBM Research-Haifa
Austin Skaggs, Professional Datasolutions (PDI)
Nancy Pekala, American Marketing Association
Lukas Biewald, CrowdFlower
 
 

What's Next?

All semifinalists have been invited to participate in Constellation's Connected Enterprise 2012. A select group will serve on the Best Practices Panels at the event. 

Voting will open to the public shortly (check back for an announcement regarding the opening of the polls). A combination of popular votes and input from our judges will determine the winners of the 2012 SuperNova Awards. 

The winners will be announced at Connected Enterprise 2012 at the SuperNova Awards Gala Dinner on November 9, 2012. The event will be live streamed. 

View full agenda and register for Connected Enterprise here: http://connectedenterprise.ontrackevents.com/home.cfm

 

 

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Monday's Musings: The New Engagement Platform Drives The Shift From Transactions

Monday's Musings: The New Engagement Platform Drives The Shift From Transactions

Convergence In The Five Forces Of Consumerization Of Technology Drives The Next Big Thing

Social has given us the tools to connect.  Mobile has given us the ability to interact any time and anywhere.  Cloud delivers access points to us with a rich array of content and information.  Big data provides us with the context and information to make decisions.  Unified communications and video transform how we share ideas.  This convergence of the five forces of consumerization drives the next shifts in technology.  The move from transaction to engagement and from engagement to experience is happening now.  The era of transactional apps rapidly makes way for the era of engagement.

If Business Value And Outcomes Are The Goal, Then We Need An Engagement Platform For The Enterprise

The arrival of engagement platforms does not signify time to throw out the transactional systems. In fact, those systems provide the foundation required for engagement.  The engagement layer exposes transactions and allow for deeper interaction and richer sources of information.  However, the transactional systems lack the ability to support engagement.

In fact, organizations around the world struggle with building the right engagement strategy for their customers and employees.  While crafting the right strategy should be designed prior to any technology selection, once completed, the technology to support the strategy does not exist out of the box from ANY solution provider.  Unfortunately, the technologies to achieve engagement remain disparate and hodge podge.   Many solution providers seek to achieve the engagement layer from different heritages:

  • Pure play social solutions morph to engagement apps.  Vendors such as Broadvision, Jive, Moxie, Lithium, Tibco, and Yammer have delivered many elements of the engagement layer.  These horizontal offerings provide an opportunity to assimilate disparate offerings across multiple processes and roles.  The challenge is finding the tools that support consistent integration at the process, meta data, and data layer.  Gamification vendors such as Badgeville, Bunchball, BigDoor, Crowdtwist, and Gigya play a key role in delivering outcomes and influencing behavior through engagement.  Platforms such as Atlasian, Box, GoodData, and Tidemark open the door to a new era of engagement apps.
  • Legacy transactional systems in transition to engagement. Major ERP and CRM vendors seek to address engagement with “social” and “mobile” features.  While many of the vendors have the components for engagement, the struggle will be to embed a sense and respond design point into both the interaction layer and process flows.  Salesforce embraces the social enterprise and uses Chatter as its entry point in creating engagement.  SAP attempts this with its CubeTree/SuccessFactors acquisition in Project Robus.  Oracle attacks this problem through a customer experience suite.  Microsoft acquired Yammer to create this layer inside Office and its Business Solutions portfolio. IBM embraces social business with a series of acquisitions and product enhancements to its IBM Connections product.  More importantly, IBM has built and acquired a portfolio of software solutions that sit on top of the legacy transactional systems, delivering high value and high impact.
  • Consumer offerings could enter the enterprise. With consumerization of IT increasing, platforms such as Facebook, LinkedIn, Pinterest, and Twitter provide a rich engagement platform that could be adopted in the enterprise.  Meanwhile, solutions providers such as Adobe blend consumer with enterprise as they provide the tools for engagement on the web and in mobile.  The challenge is dealing with societal norms between work and personal information.  The challenge is meeting enterprise class requirements for safety, security, and sustainability.
  • Vertically integrated prosumer platforms already deliver engagement. Google, Amazon, Apple, and Microsoft have the unique capability of delivering an end to end solution from hardware, consumer device, operating system, database, applications, and partner ecosystem.  Engagement platforms form the basis of future business models as consumer and enterprise blend into prosumers.  The challenge is meeting the disparate needs of enterprise and consumer.
  • Marketing and advertising networks provide rich profiles and targeting.  The ad networks are moving fast to shift engagement and offers.  While daily deal sites play one role, companies like Glam Networks also now deliver key components for ad targeting and optimization that compete with Google, Apple, Yahoo, and other media properties.   Marketing automation platforms such as
    Eloqua, Hubspot, InfusionSoft, Marketo, NeoLane, Pardot, and Parature already have may key components.  The challenge is engendering trust among the users or consumers to share more information in exchange for deemed value.

Figure 1. Technologies Will Evolve  From Transactions to P2P

The Engagement Platform Requires Nine Main Technology Components

Mapping engagement requires a series of core components and platforms that span across business processes, disparate applications, and myriad of user roles.  As many organizations face cloud/SaaS best of breed integration hell, the principles behind SOA ring truer than ever. Constellation’s identified nine core components that should be standardized across apps to support this engagement layer and allow for an engagement platform to emerge (see Figure 2).  Some components will come off the shelf, others from existing technologies, and many will have to be pieced together.  Why? An out of the box engagement platform does not exist in the market.  The nine components include:

  1. Multi-channel bi-directional sensors. The engagement layer serves a sense and respond design point.  Feedback loops drive the engagement strategy.  Real time response requires a new level of information gathering and capability to respond. Bionic API’s will emerge when we shift to the experience layer.
  2. Listening and sentiment engines. Sensors require intelligence.   Listening and sentiment analysis provides insight into the larger unstructured world.  As sensors pick up more and more unstructured information, listening and sentiment allow us to categorize patterns which can later parlay to insight and provide input into context.
  3. Decision management and analytics. The engagement layer enables better decision making.  Data on its own is just dumb data.  Data will transform into information.  Information leads to insight.  Insight will drive our ability to make better decisions.  Experience layer will shift to predictive models.
  4. Context engines. Relevancy comes from context.  The shift from real time to right time requires relevancy and drives a major component of engagement. Context comes from roles, relationships, location, time, business process, sentiment, and intent.  At some point, context enables prediction when we shift to experiential systems.
  5. Complex event processing (CEP). Mastering mass information requires pattern recognition. CEP delivers the intelligence to recognize and anticipate behaviors. CEP assists in determining context and also modeling event hierarchies.  CEP supports the deliver of segmented value chains and networks. Expect the CEP layer to detect and verify trust in the network.
  6. P2P architectures. More than just identity management, systems must account for the people to people (P2P) interactions.  An individual may play multiple roles and each role needs to be modeled and supported in a P2P architecture. Going forward a machine to machine (M2M) architecture will emerge in parallel with similar attributes and characteristics.
  7. Interaction histories. Every touch point, both physical and digital, requires tracking.  Interaction histories provide a repository for storing, surfacing, and serving up this information.  Engagement is tracked in the interaction history. Engagement is exposed in the interaction history.
  8. Business process management (BPM) and adaptive case management (ACM).  Organizations will model processes across many disparate systems and integration points.  BPM provides the glue to connect systems to people to outcomes.  Defined outcomes will map back to metrics, which map back to business processes, which tie back to individuals accountable for outcomes.  Variants such as adaptive case management play a critical role in addressing unpredictable run-time scenarios.
  9. Master data management (MDM). Common objects such as people, resources, assets, location, contracts, channels require a centralized repository for update and tracking.  MDM serves as a key foundation for ensuring consistency and veracity in the engagement layer.

Figure 2. Nine Components Of The Engagement Platform

The Bottom Line: The End Game Is Driving Business Value Through Outcomes

The move to engagement platforms is not about a technology shift but a business value shift to achieving outcomes.   Sophisticated organizations now buy business value through SLA’s. The solution provider who can deliver outcomes will win in the shift to engagement platforms regardless of whether its software, services, or delivery models.  Thus, the business challenges will focus on engagement for:

  • The Future of Work
  • Next Generation Customer
  • Matrix Commerce
  • Data to Decisions
  • Digital Marketing Transformation

Your POV.

Am I missing any components?  what else should be included? Do you have an engagement layer? How are you putting this together?  What’s next for your engagement strategy?  Have a story on how you’ve achieved engagement? Add your comments to the blog or send us a comment at R (at) SoftwareInsider (dot) org or R (at) ConstellationRG (dot) com

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

  • Assessing social business/social CRM readiness
  • Developing your social business engagement strategy
  • Designing a data to decisions strategy
  • Create a new vision of the future of work
  • Deliver a new customer experience strategy
  • Crafting a new matrix commerce strategy
  • Moving from classic marketing to digital marketing transformation

Related Research:

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 – 2012 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!

 

Next-Generation Customer Experience Innovation & Product-led Growth Leadership Chief Experience Officer

Tuesday's Tip: Act Now To Leave The Door Open For SAP Third Party Maintenance Options

Tuesday's Tip: Act Now To Leave The Door Open For SAP Third Party Maintenance Options

The Real Deadline To Consider Third Party SAP Maintenance Is September 30th

In conversations with hundreds of SAP customers, many have not realized that they must act now in the next 30 to 45 days if they want to move off of SAP customer specific maintenance from extended maintenance for older products. Despite the support window ending in March 2013 for extended maintenance, SAP is requiring organizations to serve notice by September 30th, 2012 (see Figure 1). Key products impacted by this deadline include:

  • SAP ERP 2004 (ECC 5.0)
  • SAP NetWeaver 7.0
  • SAP CRM 6.0
  • SAP SCM 5.1
  • SAP SRM 6.0
  • SAP SRM 5.0
  • SAP CRM 5.0
  • SAP SCM 5.0
  • SAP Netweaver 2004
  • SAP SRM 4.0
  • SAP SCM 4.1
  • SAP R/3 Enterprise (4.7)
  • SAP R/3 4.6C

In past experiences, SAP has taken a hard line on the notification date and customers need to immediately take action should they wish to have the maximum support options available to them.

To be clear, those on SAP’s Business Suite 7 have a longer maintenance support window (see Figure 2.) Those products will be supported with mainstream maintenance until 2020.

Figure 1. SAP Maintenance Strategy and Support Time Lines For Older Releases (2010) Revised With 2012 Version

Figure 2. SAP Business Suite 7 Innovation Road Map Provides Longer Maintenance Until 2020

Customer Specific Maintenance Comes With Many Disadvantages

While SAP will tout many benefits of Customer Specific Maintenance, most customers can expect the following downsides:

  • Increase to 22% support fees* Same rate as existing maintenance program with no lower rate*
  • No new tax and regulatory updates
  • No new fixes
  • No new support packages
  • No direct upgrade path for new releases
  • No SLA’s for service and support

The benefits of the increase in support fees for most customers do not justify the benefits delivered by SAP maintenance.

*(Updated August 30, 2012)

Constellation was approached by SAP on this issue and was given an official response from SAP on a few key questions:

  • Can SAP Standard Support Customers Remain at the 18% in Customer Specific Maintenance? Customers who remained as an SAP Standard Support customer at the 18% price point, carry on to 18% in customer specific maintenance
  • Can an SAP Enterprise Support Customer downgrade to Standard Support in Customer Specific Maintenance? Customers with SAP Enterprise Support at the 22% price point can downgrade to the SAP Standard Support at 18% for all products and releases that the customer owns and not just the ones moving into customer specific maintenance
  • Are there any lower maintenance rates than the existing maintenance rates a customer pays today when they go to customer specific? Customers pay their rate based on the maintenance program.  The only exception would be for a Standard Support customer who has elected to receive extended maintenance for a specific release.  In this case, they would pay a 4% uplift on top of their 18% during the extended maintenance period. the uplift only applies ot the release they are covering with extended maintenance.  When the extended maintenance period for the particular release ends, the 4% uplift also ends and the release transitions to customer specific maintenance at the Standards Support price point of 18%

The Bottom Line:  Give Notice, Leave Your Options Open.

In numerous advisories and inquires with SAP customers, Constellation recommends that all customers with the impacted products give notice before the September 30th deadline for four key reasons:

  1. Explore third party maintenance. Filing notice allows organizations to consider and evaluate third party maintenance providers.  Arrange for a meeting or appointment right away to assess your current scenario. See how vendors are providing tax and regulatory updates and improving the operational efficiency of legacy applications.
  2. Improve negotiating leverage for 2013 maintenance contracts. Use the third party maintenance option discussion to create leverage in contract negotiations.  Take the time to negotiate credits for shelfware, park licenses, or plan upgrade paths.
  3. Avoid bundling of contracts. Keep existing contracts separate. Resist the temptation to consolidate contracts.  Consolidation means you can’t renegotiate licenses in increments.  Consolidation also eliminates options to sell your used SAP software in europe for credit.
  4. Stop playing contract support window games. Most customers face endless negotiation cycles that just pushes the issue into the future.  Every day a company is not on third party maintenance, is money wasted for stable products.

Your POV.

Need help with your SAP software contract?  Contact us throughout the vendor selection process.  We can help with a quick contract review or even the complete vendor selection.  We provide fix-fee and gain sharing arrangements.  We can also help you with your third party maintenance provider evaluation.

Let us know your experiences.  Add your comments to the blog or reach me via email: R (at) ConstellationRG (dot) com or R (at) SoftwareInsider (dot) com.

Related Constellation Research

Wang, R. “Best Practices – Three Simple Software Maintenance Strategies That Can Save You Millions” Constellation Research, Inc. March 8, 2012

Scavo, Frank & Wang, R. “Big Idea: Constellation’s Business Value Framework” Constellation Research, Inc.  January 31, 2012.

Wang, R. “Best Practices: Why Every CIO Should Consider Third-Party Maintenance.” Constellation Research, Inc. August 7, 2012.

Wang, R. “Market Overview: The Market For SAP Optimization Options” Constellation Research, Inc. May 11, 2011.

Wang, R. “Best Practices: The Case for Two-Tier ERP Deployments” Constellation Research, Inc. February 28, 2011.

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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 – 2012 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!

 

Tech Optimization Innovation & Product-led Growth Leadership Chief Experience Officer

Event Report: CRM Evolution 2012 #CRME12

Event Report: CRM Evolution 2012 #CRME12

CRM Continues To Evolve In A World Of Engagement

The CRM industry’s major non-vendor customer focused event kicked off at the Marriott Marquis in New York from August 13th to 15th.  Conversations with prospects and practitioners at the event highlighted a few emerging trends:

  • Shift from transaction to engagement. CRM traditionally focused mostly on the management, a bit on the customer, and very little on the relationship.  Major shifts in engagement strategy reflect a move towards two way conversations, unstructured information, and influence models.
  • B2B and B2C are dead. The notion of forced fit silos to represent a customer no longer applies. The world is rapidly move to people to people models and new systems must reflect this.
  • The rise of customer experiences. Prior to the coining of the CRM term, front office was the term which defined marketing, service, eCommerce, and sales force automation.  The move back to integrated customer experiences reflects a renewed interest in all the front office touch points and all the support in the back office required to support the customer experience.
  • SaaS/Cloud Best of Breed hell is a real issue. Rapid and random deployment of best of breed solutions versus mature suites results in some basic architectural deficiencies.  These deficiencies result in inefficiencies that impact the delivery of customer experience as  process, data, and meta data integration increase in complexity and cost.

The Bottom Line: Customers must focus on delivering a single source of truth in the fundamentals

Customers making the shift to next generation customer experiences realize that the basic laws of physics must not be violated.  Regardless of where key components reside, a single source of truth must be delivered to support next generation customer experiences.  This requires a strong blue print and engagement platform that delivers:

  1. Listening and intent
  2. Interaction history
  3. Master data management (customer master)
  4. Business process management
  5. Complex event processing
  6. Security and identity management
  7. Integration

Your POV.

Are you ready for the new shift to front office? What are you doing to deliver an integrated customer experience?  Add your comments to the blog or send us a comment at R (at) SoftwareInsider (dot) org or R (at) ConstellationRG (dot) com

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

  • Assessing social business/digital marketing readiness
  • Developing your social business/digital marketing  strategy
  • Designing a data to decisions strategy
  • Create a new vision of the future of work
  • Deliver a new customer experience and engagement strategy
  • Crafting a new matrix commerce strategy

Related Research:

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 – 2012 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!

 

Marketing Transformation Innovation & Product-led Growth Leadership Chief Experience Officer

Six Ways to Fully Support your Social Customer

Six Ways to Fully Support your Social Customer

Customer support organizations strive to deliver exceptional customer experience but often fall short of meeting the expectations of today’s media-savvy socially connected customer.  While it is important to deliver the right response to customers in a professional manner, this alone is not enough to retain customers over the long term.  To be a front runner in customer support, companies need to engage customers more proactively and personally by creating a sense of connectedness with them.  Although key performance indicators provide insight into how well agents are doing and surveys reveal customer satisfaction levels in general, socially engaged customers expects companies to recognize them and deliver a fast response regardless of channel used to initiate contact.  As customers continue to use their social networking sites such as Twitter, Facebook and blogs to request service or to post a complaint, it is time to evaluate if your customer support organization has what it takes to meet the demands of the socially connected customer.

First class customer engagement requires that support teams have the right skills and leadership to drive higher performance and defined processes to reduce call handling time. It also involves an integrated infrastructure that recognizes and responds to customers with the same information across all channels.  Customers exert more power today by posting online comments and blogs and have a much stronger influence with potential new buyers. The good news is that socially engaged customers tend to be better customers and spend more than those who are not. However, companies need to consider a new strategy that will fully engage its customers and deliver a personalized connection across all communication channels as social customer will also use other channels to communicate.  The following lists six steps that will improve your customer support portfolio to deliver the next generation customer experience.

  • Incorporate social response with customer support operations.  Social media response needs to adhere to the same business processes, workflow and business rules as other channels for customer engagement. This will ensure that customers will receive the identical level of support as other channels and obtain consistent information regarding their request.  Social media support cannot be an isolated marketing function but must be aligned with customer support departments for shared access to customer databases and adherence to business rules for supporting customer response.   
  • Gather cross channel analytics for insight into total customer experience.   Gathering customer information from traditional channels does not deliver a comprehensive view of your customer.  Effective analytics provides customer insight from structured and unstructured data to deliver a complete customer view.  Cross channel analytics include gathering relevant information from voice, email, chat, web usage and importantly social media.  Timely cross channel reports identify emerging trouble spots, provide competitive insight and detect trends early.
  • Customize responses with contextual insight.  Gathering contextual information allows companies to fine tune their response and provide relevant information to the caller. This may include location information, time, customer relationship and other information that provides a more individualized a response.  Contextual response creates a sense that the company has the customer’s best interest in mind and wants to deliver products and services that align with their preferences.
  • Integrate agent desktop for rapid information retrieval.  Regardless of the complexity of customer support systems and aging back office data bases, companies need to provide agents with a seamless flow of customer information that not only brings up information without toggling back and forth among applications but also recommends next steps based on current activities and past history.  The desktop needs to support all contact channels and auto-populate information across all databases.  This greatly reduces account handling errors, shortens call duration and also provides an opportunity to upsell an account with relevant offerings.
  • Use chat for contacting customer at time of peak interest.   When a potential customer is browsing web sites for information, certain triggers may suggest that this is a buying opportunity.  Web chat is a way for companies to engage customers and get them to the right level of support to facilitate an actual sale.  Web chat also reduces live calls for assistance by proactively sending customers the information needed to solve their problems.  It is important that responders have the right skill sets and information available to handle Web chat conversations for it to eliminate live calls.
  • Support mobile applications with assisted service.   Although marketing departments create most mobile apps, handling mobile requests for service should take place within the app itself and not require the customer to leave the app and make a call.  This requires an integrated application that will link directly to customer support where responders can help the customer immediately.  As mobile apps begin to become a dominant source for customer contact, efficient handling of mobile apps will create a positive experience for the customer.

All of the above applications offer a means to provide customized support that engages customers.  Although there are costs associated with adding new applications, the payback can be relatively fast. Savings occur by call avoidance, shorter call duration and faster times for problem resolution, as well as an improved customer experience.

New C-Suite Next-Generation Customer Experience

Market Maker 1:1: #HRTechConf Preview w/ Bill Kutik

Market Maker 1:1: #HRTechConf Preview w/ Bill Kutik

15 Years of HR Technology At The Industry’s Premier Event

The fifteenth annual HR Technology Conference and Exposition returns to McCormick Place in Chicago October 8th to 10th, 2012.  HR Tech is the industry’s longest running event looking at technologies that influence the Future of Work.

The Inside View With Bill Kutik – Future of Work Pioneer And Co-Chairman of HR Tech

Since 1990, Bill Kutik has been a Technology Columnist for Human Resource Executive® (and for HREOnline™ since 2006,), also serving as co-chairman of the magazine’s famous annual conference, HR Technology® Conference & Exhibition, since it began in 1998. In 2008, he started The Bill Kutik Radio Show®, a bi-weekly online talk show with industry leaders.

HR World named him one of “The Top 25 HR Influencers of 2007.” More recently, he was named a “Top 25 HR Digital Influencer 2009? and a “Top 100 Influencer.”

For 20 years, he was consulting editor for Esther Dyson’s leading computer industry newsletter, Release 1.0. Previously he was the founding editor of the monthly magazine, Computers in HR Management; managing editor of Ziff-Davis’ Computer Industry Daily; and a reporter for The New York Times and The New York Daily News. He has also published articles in Newsweek, Washington Post, Institutional Investor, New York Magazine, Business Month, IHRIM Journal, Cruising World and Backpacker (where he was the founding editor).

We sat down with industry pioneer Bill Kutik for a preview of this year’s event:

1. Where do you see the new trends in HR tech going? What’s changed since last year? (Have we moved beyond Cloud, is everything social?)

Bill Kutik (BK): This year marks an inflection point in HR technology – perhaps in all of IT – the end of one era and the beginning of another, a generational shift in computing.

It happens every 10 – 15 years and remarkably HR has often been at the leading edge of change, either because corporations thought it didn’t matter if IT experiments failed there or because it’s the only department that touches every employee in the company.

Remember, PeopleSoft released the first packaged client/server application (for HR but the first for any function) in 1989, which started the death of the mainframe. Salesforce CEO Marc Benioff’s claims aside, HR has been using hosted applications (perhaps not anyone’s version of true SaaS) for recruiting since 1998 and major web-based applications since 2000.

Now the combination of SaaS (Cloud Computing) plus Social in the Enterprise – companies using private collaborative software to get real work done – are marking a new era in computing.

These will be among the major topics this year at the HR Technology® Conference in Chicago, October 8-10.

2. Why the continued interest and investment by organizations in HR and related technologies?

BK: The main reason is the 50-year-long lie in large type in corporate annual reports is finally seen as true: “People are our most important asset.” People costs, even in manufacturing firms with huge capital investments, are more than 50 percent of the annual run-rate. Obviously closer to 90 percent in knowledge-based firms like consulting, law, accounting and software.

To succeed in 2012, organizations must have an effective people strategy aligned with their goals. They must identify the best players, assign them to the right work and keep them engaged. Technology doesn’t create this strategy – executives do – but they can’t properly execute their strategy without the right technology to enable it.

HR technology isn’t for HR anymore. The latest applications reaching mass adoption – such as the Talent Management suite – are now used almost exclusively by line managers and employees after HR has purchased the software and configured it properly.

3. Are 2012 HR technology budgets increasing compared to prior years?

BK: Generally speaking, corporations continue to expand their investment in HR technology globally. According to the latest Towers Watson survey of organizations headquartered in the U.S., corporate HR technology spend continues to increase in the U.S., albeit at a slightly lower rate than in years part:

• 27 percent of respondents reported spending more in 2012

• 57 percent about the same as 2011 and

• 16 percent spending less.

But Towers Watson, one of three long-time international HR consultancies, found a substantial increase in Asia for HR IT spend (34 percent spending more), which was reflected in our conference attendance last year: eight executives from four organizations in South Korea and attendees from Indonesia, Hong Kong, India and China. Brazil had seven executives from five organizations.

Further cementing the global embrace of HR technology, 40 percent of respondents to Towers Watson based in EMEA are spending more on HR technology in 2012.

4. What are some expected highlights of the show?

BK: The star of the show is clearly “Taking HR to the Cloud – Naomi Lee Bloom’s Master Panel” featuring the six most senior enterprise software executives to appear together on any stage. Ultimately, they have responsibility for the five most important HR systems in the world, as well as hundreds of other enterprise applications. They are:

• Steve Miranda, SVP Applications Development, Oracle

• Sanjay Poonen, President Global Solutions, SAP

• Stan Swete, CTO, Workday

• Mike Capone, CIO, ADP

• John Wookey, EVP, Social Applications, Salesforce.com

• Adam Rogers, CTO, Ultimate Software

The secret star on that list, of course, is John Wookey, who was Steve Miranda’s boss at Oracle in charge of all strategy and product development including Fusion, spent three years at SAP creating its first OnDemand SaaS applications, and now spearheads Salesforce’s entry into HR. At the moment, I understand he is temporarily running all products there.

Another general session, “Awesome New Technologies for HR,” is always a favorite. During July and August, I watch about 120 online demos from start-ups and established companies looking for six product demos of disruptive technologies that will knock the attendees’ socks off. They winners tend to come in two categories: A standard HR function done in a whole new way no one ever considered or a brand new function that HR never considered doing!

One of my other highlights is Yvette Cameron’s solo presentation on “The Social Enterprise: New Tools Transform How Work Gets Done,” which is the whole point of our Social in the Enterprise track. The founder of NextGen Insights – and a former PeopleSoft, Oracle, SAP, JD Edwards and Saba executive – she is also VP & Principal Analyst of your Constellation Research Group.

5. Any tips for first-time attendees?

BK: The conference and exposition are going to be huge: The largest in the world for HR technology and the biggest in our 15 years with more educational sessions (42) and more exhibitors (230+). For a first time attendee (or a returning one), my best advice is do your homework in advance before arriving. Download the pdf of our 24-page brochure http://bit.ly/Lbay7s and read about all the sessions or work through our website http://bit.ly/gOOKKr, which also has hot links to all our exhibitors.

Every moment for two and a half days, most attendees tell me they feel pulled by at least three things they want to do, including talking to that expert or this other attendee they just met. Well, it might be maddening but wouldn’t it be a shame if they didn’t know about the other three sessions, which might be even more useful? Problem is there are no weak sessions at HR Technology, and big companies that return every year – such as Accenture, Charles Schwab, Procter & Gamble and Target – tend to send teams of four or more to cover it all. Some send as many as ten or 14!

We have a mobile app with all the session descriptions, presenter bios and exhibitor marketing necessary to create your own personal schedule and send you reminders complete with maps. But I don’t think anyone wants to read all that on their iPhone for the first time 10 minutes before sessions start!

I like to think of the event as Brigadoon: a once-a-year international gathering of everyone who cares about HR technology: HR executives, every guru, analyst and consultant, plus nearly every vendor. We had about 4,600 people counting everybody, except the janitors, last year. Talking with them is every bit as important as attending sessions or visiting the show floor.

So my strongest recommendation to attendees is to check their e-mail and social networks before breakfast and before going to sleep and shut them off all in between! Their greatest opportunity is six feet away from where they’re standing, and not in their hand.

Special Registration Discount Offer

Bill’s been kind enough to provide a registration discount code for the event.  Just use the Promotion Code RWANG12 (all caps) when you register online at www.HRTechConference.com to get $500 off the rack rate of $1,795. The discount does not expire until the conference ends on Oct. 10. Note that’s almost 2 months away!

Your POV

Are you ready for what’s next in HR Technologies?  Will you be shifting your strategy based on the future of work?  Add your comments to the discussion or send on to rwang0 at gmail dot com or r at softwaresinsider dot org and we’ll keep your anonymity.

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 – 2012 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!

 

Future of Work Innovation & Product-led Growth Leadership Chief Experience Officer

In Anticipation of the HR Technology Conference

In Anticipation of the HR Technology Conference

hrt_logo_2l

It’s coming.  That annual event that calls together the technology leaders and rising stars; innovators and educators; providers and users of all things HCM technology. The “gathering of the clans” (as the Scots would say) as old friends and colleagues touch base to see who’s working where this year.  A 3-day long festival of information, technology, networking and, I’ll admit it, FUN, that never fails to yield new ideas and important new connections. 

I’m going to be at the HR Technology Conference this year.  Will you?

Every year I look forward to attending the annual HR Technology Conference & Expo with great anticipation. For many of us, the event is truly like a family reunion, bringing together old friends from across the HR Tech industry to reconnect and share experiences gained since the previous year’s conference.  For some, it’s about the swag.  For everyone, it’s an awesome venue to see the latest innovations, engage with and learn from peers across the industry and to walk away with the information and connections needed to make those often career-making decisions back in the office.

With more than 25 years experience in the HCM space, I have embraced my inner HCM geek; for me, HR Tech is the ultimate geekapalooza.   I look forward to three days steeped in conversations around HCM processes and technology.

But this year will be different.  This year it gets personal.

I’m excited to be speaking for the first time this year at HR Technology, where I’ll have the opportunity to share findings from my research that point to very exciting and real opportunities for the HCM industry, and the ever evolving role of HR.

Despite its early morning start (9:00 am Wednesday morning, after the previous evening’s myriad parties)  I’ll be on hand to present the  The Social Enterprise:  New Tools Transform How Work Gets Done.  This session will be anything but ordinary.  (i.e., don’t miss out, even for an open bar the night before!)  There are many new tools on the market for supporting emerging ways of working across the enterprise: social goal and task management tools; ideation and innovation accelerators;  innovative approaches for creating and collaborating around user-generated content; expertise identification via location-based and mobile solutions; and many others.  Other tools outside the traditional “HCM” market are also emerging as important “talent” technologies, such as social sourcing and management of the ever growing contingent workforce, and workforce analytics that take their cue from lessons learned in the customer analytics arena.

Cool?  You bet.  Hyped?  Absolutely.  Generating real business value?  In some cases yes, but success depends greatly on things like your underlying strategy, implementation approach and organizational culture.

If you’re looking for a pragmatic approach to understanding the application of these technologies within your organization, please haul yourself out of bed early Wednesday morning and join me.  I’ll promise you free coffee and a great hour of discussion.

Bill Kutik tells me that hotel rooms are filling up fast, so if you’re planning to attend, register now.  And if you register with the Promo Code YVETTE12 (case sensitive)  you’ll also get $500 off the on-site rate – larger than the discount advertised in the brochure, and there is no expiration on this discount.

I hope you’ll be joining me at the HR Technology Conference this year. The surest way to find me will be to attend my session at 9am Wednesday, October 10, and I’ll see you afterward.

I hope to see you in Chicago!

 

Future of Work

Trends: The Battle For CMO Mind Share

Trends: The Battle For CMO Mind Share

Marketing and Advertising Budgets Are The New Land Grab

Constellation Research, Inc. predicts that the global advertising market (paid search, display, and classified) will hit $125B by 2015.   While IT budgets continue to stay flat, marketing budgets are up.  Warc’s recent Global Marketing Index (GMI) entered positive territory in March 2012.  Consequently, the heat up in marketing and advertising market attracts not only start-ups, but also tech vendors looking to enter this lucrative market.

Solution Providers Rediscover The CMO Budget

In just less than 28 months, enterprise software vendors have bolstered their presence with Chief Marketing Officers mostly through acquisitions and partnerships.  The goal – capture budgets allocated for digital creation, marketing automation and revenue optimization, advertising, CRM and customer experience, analytics, and information brokering (see Figure 1).

Figure 1.  The Battle For The CMO Budget Comes From Six Fronts

Why the change? Marketing sits at the cross roads between the old analog world and the new shift to digital transformation.  With each big shift, organizations will change what technologies they invest in, who they decide to partner with, and how quickly they will make the shift.  This new battle for CMO mind share started when IBM purchased Unica for $480M in August 13, 2010 (Figure 2).  The frenzied activity by Adobe, Dell, Eloqua, Google, Hubspot, Kana, Marketo, Oracle, Salesforce.com, and SAS Institute reflect the desire to be top of mind among CMO budgets.

Figure 2. The Rapidly Changing Landscape In Marketing and Advertising Technology

 

The Bottom Line: Digital Transformation Is A Must Have For The New CMO

Digital transformation is no longer a nice to have in the halls of the CMO.  In fact, today’s CMO will complete the shift from analog to digital in the next three to five years.  This shift corresponds to a shift from transactions to engagement.  In the design of new engagement strategies, CMO’s will rely more on digital models.  While analog will not go away, CMO’s expect to embed digital components into analog models for not only tracking, but also improved outcomes.

Consequently, three trends will arise in the market:

  1. CMO’s get tech savvy. The consumerization of IT is among us.  Business leaders such as CMO’s must get up to speed on how disruptive technologies will transform their business and their business models. The shift to digital transformation requires the adoption of new competencies in addition to the existing marketing skill sets.  CMO’s will need trusted advisers who understand their requirements.  Meanwhile, CIOs must design policies and procedures to support the extension of CoIT to new leaders.
  2. Tech emerges as a core competency in agencies.  Vendors need access to the marketing decision makers.  Today, agencies own the trusted relationships that solution providers need for access.  Technology vendors will partner up with agencies in a similar fashion as system integrators.
  3. System integrators will partner with agencies. System integrators will tie up with agencies to provide the tech skills the agencies lack.  In many cases, marketing outsourcing and marketing process outsourcing will emerge.  System integrators will also get into big data outsourcing by brokering information into subscriptions that marketers and agencies will consume.

Your POV.

Are you a CMO barraged with technologies that make no sense?  Do you need a trusted advisor who can explain what this means?  Planning a new customer engagement strategy?  Add your comments to the blog or send us a comment at R (at) SoftwareInsider (dot) org or R (at) ConstellationRG (dot) com

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

  • Assessing social business/digital marketing readiness
  • Developing your social business/digital marketing  strategy
  • Designing a data to decisions strategy
  • Create a new vision of the future of work
  • Deliver a new customer experience and engagement strategy
  • Crafting a new matrix commerce strategy

Related Research:

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 – 2012 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!

 

Marketing Transformation Innovation & Product-led Growth Leadership Chief Experience Officer

Press Release: Bob Zukis Joins Constellation’s Board of Advisors

Press Release: Bob Zukis Joins Constellation’s Board of Advisors

Former PricewaterhouseCoopers Partner brings social business and strategy management experience to research and advisory firm focused on disruptive technology.

LOS ANGELES, Calif --Constellation Research Inc, an award-winning research analyst and advisory firm helping clients navigate emerging and disruptive technologies, announced today the addition of accomplished international management consultant Bob Zukis to the Board of Advisors.  A pioneer in helping Boards and C-level executives understand the disruptive power of social technology, Zukis possesses a deep understanding of the relationship between information technology and business in the creation of corporate value which runs parallel to Constellation’s mission of practical applications of technology in the C-Suite. Zukis will lend this expertise to Constellation analysts in the formulation of research in the Consumerization of IT and the New C-Suite and Next Generation Customer Experience research themes.

Bob Zukis on social media technology in business management: “The social technology conversation is moving well beyond marketing, and these tools are a powerful competitive weapon that companies can use to drive revenue, productivity and profitability.”

Constellation Research also sought Zukis for membership on the board for his expertise in working with boards to improve IT governance, an area of burgeoning importance that is inadequately addressed in current research. Clients of Constellation Research, Inc. can expect development of research in this area with Zukis’ guidance.

About corporate governance of boards Zukis said: “There is an incredible opportunity being presented with this technology, but there are also new risks.  Potentially big ones.  Boards really need to wrap their arms around these issues, and quickly.”

In addition to serving on Constellation’s board, Zukis is the Social CEO of Saaskwatch Systems and an Advisor to The Center for Digital Transformation at the University of California, Irvine.  He is also on the NACD SoCal Board.  Previously, Zukis led a successful twenty-nine year career as Partner at PricewaterhouseCoopers. Zukis’ PwC career spanned four continents and twenty countries and was focused on helping global firms find their future with new products, services and markets.

Bob Zukis said, “The next chapter in business management is being written right before our very eyes with social technology.   All bets are now off.   This is the most disruptive technology development for business I’ve seen in 30 years.”

Constellation Research, Inc. CEO, R “Ray” Wang said, “We're excited to have someone of Bob's expertise and caliber join Constellation.  Bob's experience with Board of Directors and Constellation's business theme focused research, resonate well with organizations seeking a trusted partner for innovative research and advisory.  We're looking forward to improving our board of director offerings and working with Bob on making sure we provide the right level of content and service offerings.”

Constellation Research’s Board of Advisors play a key role in shaping the research agenda and providing advice and guidance to its members. Board members bring significant industry experience, represent the leaders in their field, and serve in 6 to 12 month terms. These esteemed individuals:

  • Guide research direction
  • Advise on business strategy
  • Maintain an outside-in perspective
  • Deliver mentorship from seasoned professionals
  • Garner input from clients and prospects
  • Grow the constellation of experts
  • Identify new talent
  • Maintain and exude the Constellation values in public

Advisory Board members do not have a commercial relationship with Constellation nor are they represented by Constellation. Board members do not have fiduciary responsibility.

COORDINATES
Twitter:@bobzukis
Geo: Los Angeles, California

 

ABOUT CONSTELLATION RESEARCH

Constellation Research is a research and advisory firm focused on disruptive and emerging technologies. This renowned group of experienced analysts, led by R "Ray" Wang, focuses on business themed research including the Future of Work; Next Generation Customer Experience; Data to Decisions; Matrix Commerce; Technology Optimization and Innovation; and Consumerization of IT and the New C-Suite. 

Constellation's collection of prestigious analysts bring real world experience, independence, and objectivity to client solutions that span cross-role, cross-functional, and cross-industry points of view. Clients join Constellation Research for a fresh and business focused perspective.

Unlike the legacy analyst firms, Constellation Research is disrupting how research is accessed, what topics are covered, and how clients can partner with a research firm to achieve success. Over 100 clients have joined from an ecosystem of buyers, partners, solution providers, c-suite, board of directors and vendor clients. 

For more information about Constellation Research, visit www.ConstellationRG.com

***

Constellation Research, Constellation SuperNova Awards and the Constellation Research logo are trademarks of Constellation Research, Org. All other products and services listed herein are trademarks of their respective companies.

 

2012 Technology Trends: Call for Survey Respondents

2012 Technology Trends: Call for Survey Respondents

Over at Computer Economics, we've now launched our 2012 Technology Trends survey, and we're looking for qualified IT executives to take a 15-minute survey about their technology investment plans.

What's in it for you? If you complete the survey, we'll send you a complete copy of the final report (a $995 value).
 


In this year's survey we're asking about your organization's adoption and experience with 13 technologies:

  • ERP
  • Customer Relationship Management (CRM)
  • Supply Chain Management
  • Human Resources Management Systems (HRMS)
  • Data Warehouse/BI
  • Social Business/Collaboration Systems
  • Legacy System Renewal
  • Software as a Service (SaaS)
  • Public Cloud Infrastructure (IaaS)
  • Platform as a Service (PaaS)
  • Unified Communications
  • Desktop Virtualization
  • Tablet Computers. 

Want to know more? See a summary of the final report from last year.

Tech Optimization