The First-Ever Account-Based Marketing Framework: Extending from the Buyer’s Journey to the Customer’s Journey

Sangram Vajre·16 February 2016·Customer Engagement

...It seems like every time I write something about account-based marketing (ABM) it’s the “first-ever.” For example, the first-ever ABM MarTech stack, writing the first-ever ABM book, or hosting the first-ever #ABMChat on Twitter. The reality is, we… Read More...

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Selecting & implementing the right Key Risk Indicators (KRIs)

Vimal Mani·26 January 2016·Strategy & Innovation

...Why KRIs are important for an organization? KRIs are indicators of the ongoing changes happening in the risk profile of an organization.  KRIs enable an organization to be proactive in taking risk prevention/protection actions in a timely manner. KRIs Highlight the current risk… Read More...

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What to look for during a Business Process Review

Vimal Mani·26 January 2016·Strategy & Innovation

...These days most of the business organizations are having one or another kind of business transformation initiatives as part of their annual strategic agenda. During the execution of most of these transformation engagements, somewhere organizations will end up in the need of reviewing their Business Processes to make them much simpler, leaner and give better yield in reduced cycle time.  Read More...

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The Journey Of Change

Derek Miers·25 January 2016·People & Change

...“Would you tell me, please, which way I ought to go from here?' 'That depends a good deal on where you want to get to,' said the Cat. 'I don't much care where -' said Alice. 'Then it doesn't matter which way you go,' said the Cat.” Lewis Caroll, Alice in Wonderland And for many corporations, it is challenging to set the direction.[1] They don’t know where they are; have no map or compass, and only a vague idea of the objective in the distance. We are all familiar with the analogy of transformational change as a journey, but seldom do we stop and think just how powerful and compelling that analogy can become. We all interpret the concept differently, so let’s explore how we can communicate and use the concepts. Read More...

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Insurance – Is continuity about to be King?

Richard Morecroft·21 January 2016·The Case For Digital Transformation

...The insurance market is fast becoming the next industry to grasp the nettle and move into the new digital world. In many ways, this digital transformation is similar to the story of Telco. Since 2003 Telco’s have been investing in digital, primarily as a way to reduce the cost of acquiring and servicing customers. Today this is a major push for the insurance industry too, and technology is now more flexible than ever, meaning comparison websites have been a huge source of digital business for all insurers over the years. Read More...

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Your Elevator Pitch

Richard Morecroft·21 January 2016·Strategy & Innovation

...I saw a LinkedIn post recently that stated “There is no ‘Digital Strategy’ anymore, just ‘Strategy’ in a digital world”. In other words, ‘digital’ and ‘business’ strategy have become one and the same. Wise words. I recognise that the development of strategy AND getting a business to embrace digital technologies… Read More...

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How Good is Your LinkedIn Social Selling INDEX?

Logan Nathan·21 January 2016·Customer Engagement

...Today as many as 75% of B2B buyers are embracing social media and using it to make purchase decisions. Given the fact, marketing and sales professionals can no longer afford to ignore the importance of social selling to meet their quotas. Having run a number of training events for the last several years, I often come across complaints from sales people that changing customer expectations has made it increasingly difficult to attract the right people and build meaningful and profitable relationships. Read More...

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Are You a One-Night Stand Marketer?

Sangram Vajre·21 January 2016·Customer Engagement

...I recently attended The MarketingProfs conference in Boston. It was an incredible event with some of the brightest minds in B2B marketing and sales. The lineup ofspeakers and sessions was just awesome. My favorite presentation hands down was from Avinash Kaushik. He’s… Read More...

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Innovation: Big vs Small – which one is better?

Greg Taylor·21 January 2016·Strategy & Innovation

...I recently attended FT Innovate 2015 in London.The two day chat-a-thon was aimed at exploring whether it’s better to be a ‘big’ or ‘small’ company when trying to innovate. I was tweeting like mad during the event, but there were a few gems that I’ve pulled out here to share. Read More...

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Forget Strategy, Embrace Agility

Michael Wade·21 January 2016·Strategy & Innovation

...The business world is changing fast, organizations have to adapt Mo Farah is an extraordinary athlete. During the course of his career, he has won double gold medals in the 5K and 10K races at the European Championships, the World Championships, and the Olympic Games. When asked about his formula for success, he has a simple answer: “Training, you just have to put in the training”. In reality, of course, the success of an athlete like Mo Farah is due to a wide variety of factors, including natural ability, race strategy, preparation, and execution. Read More...

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Digital Innovation Talent Shortage is Real

Braden Kelley·21 January 2016·Strategy & Innovation

...I was watching our Seattle Seahawks lose to the Green Bay Packers on Sunday and was surprised to see a series of television ads air during the game from GE, not touting how great their products are, but why GE is a great place for software developers to come work. Each 30 second advertisement will have cost GE nearly $700,000, meaning that GE probably spent $2 million last Sunday. First I'll share the ads and then I'll share my thoughts on their significance. Read More...

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Organizational Maturity And Why It’s Important

Derek Miers·19 January 2016·People & Change

...We’ve analysed some 670 change programs over the last 4 years, with detailed responses from 150 organisations in 2015. In partnership with the Process Excellence Network (PEX), we conducted two surveys in 2011 and 2013 to understand organisational maturity.  We set out to understand the benefits of increased maturity and how firms have improved their maturity. In mid-2015, we conducted a third round of research to find out what it takes to achieve successful change programs within an organisation. In all of these surveys, we used a modified five-layer maturity scale roughly based on the Business Process Maturity Model (BPMM) standardized by the Object Management Group (see Figure). Read More...

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