Showing posts from August, 2015

TCO is So 1990: Why TCS is the new TCO!

Think back to the 90's: Bill Clinton and the Bull market, Flip phones and the Internet, Forrest Gump and Pulp Fiction, Boy Bands and Nirvana, Friends and Seinfeld... and if you were in IT, the rage was TCO – Total Cost of Ownership.
TCO was first developed in 1987, to help compare the costs of different compute infrastructure. At the time, it was a battle between big iron vs. PCs and networked computing. TCO was vital in helping CIOs understand the true costs of not just buying the infrastructure, but owning and managing the systems over their useful lifecycle. The on going costs of administration, support were 3 to 5x more expensive than the original purchase price –– a real eye opener for many.
TCO was valuable as a financial model, to analyze the true and complete cost of IT across the enterprise and over time. The model was asset based, CAPEX focused and for the most part, isolated to the datacenter, network and desktop. At the time, the activities and costs associated with 90s…

End Death by PowerPoint and 1,000 White Paper Cuts

Most organizations spend a significant portion of their marketing budget on creating content to fuel demand generation programs, and to arm sales reps to have better conversations and engagements. 

Unfortunately, the majority of this content spend is currently wasted.

SiriusDecisions reports that 55% of current content spending is squandered. This means that a typical company is wasting $1 out of every $7 spent on total marketing each year.*

From these findings, ½ of the waste is because sales reps can’t find the content they need for particular selling situations. This has fueled many recent sales enablement investments in content portals and sales playbooks, and for good cause.
But this is only addressing ½ of the waste. The other half of the wasted spending is because the content that sales reps do find and use is not perceived as adding value.
A recent survey revealed that 78% of sales execs say that even though content is an important element for effective selling, only 40% believed …

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