Showing posts from October, 2009

Sales Success rests on building Strategic Roadmap with Customers

In today’s tough selling environment, a sales enablement best practice is to deliver tools to help sales professionals compete better. Most sales enablement groups have started to implement best practices to help connect better with customers in the later stages of the sales cycle, including tools to create better business cases (ROI Analyses), deliver and quantify competitive comparisons (TCO analyses), provide better RFP responses, and build better proposals.But a recent blog entry by Scott Santucci, Senior Analyst for Forrester caught my eye, positing that sales enablement spends too much time trying to get sales professionals to better respond to customer needs late in the sales cycle, and not enough time engaging with the customer on creating a shared vision. The customer vision the sales person needs to create is how to specifically solve the business problems they’re facing.As Forrester outlines, there are three important elements to vision success:1) Authentic — it has to be r…


A recent headline from CIOInsight caught my eye: ROI RIP: Not really dead, just overrated.

The article link can be found at:

In this article from Arthur Langer, he explains that CIOs and CFOs care more about strategy and less about financial ROI calculations. With earnings season in full swing we know that this is not the case as CFOs in an environment where revenue is hard to come by, are squeezing every ounce of cost out of the business to post good earnings and maintain enterprise value. When times get tough, its the companies that can quickly reduce spending that win during the downturn and in the early stages of recovery. CFOs are more frugal than ever and DEFINITELY care about the ROI of each and every project. However, Mr. Langercould not be more spot on regarding his advice to not rely on ROI alone to sell a project. The strategic CIO knows that appeali…

Gartner highlights importance of business cases to address budget woes at its annual IT Symposium in Orlando

According to Gartner’s latest research, the IT industry is exiting its worst year ever in 2009, as worldwide IT spending is on pace to decline 5.2 percent. According to Garner’s Peter Sondergaard, Senior Vice President at Gartner and Global Head of Research, “While the IT industry will return to growth in 2010, the market will not recover to 2008 revenue levels before 2012.” According to Peter, “2010 is about balancing the focus on cost, risk, and growth. For more than 50 percent of CIOs the IT budget will be 0 percent or less in growth terms. It will only slowly improve in 2011.”

Budgets will be hard to manage as business conditions change from optimisim to pessimism in light of uncertain conditions. Barbara Gomolski, managing vice president at Gartner highlights this, as “IT leaders need a new type of budget, a rolling forecast that supports the return to growth. IT organizations need a budget that gives them the flexibility to respond to the changes that they know are going to come,…

Datacenter virtualization only at 16%

At Gartner’s IT Symposium in Orlando this week, Gartner released the latest census on datacenter virtualization. According to Tom Bittman, vice president and distinguished analyst at Gartner, only 16 percent of workloads are running in virtual machines today, but this is expected to rise to around 50 percent of x86 architecture server workloads by the end of 2012. To help achieve the promised cost savings of virtualization, Gartner advocates a ‘start small, think big’ approach to virtualized server deployments that begins with a specific project but builds towards a wider strategic plan that includes management and process changes.

To help organizations put together better virtualization plans and prove the return on investment from deployments, Alinean has developed a tool for VMware deployments, available for free at:

For those interested in Microsoft virtualization, Alinean’s assessment tool can b…