Strategic Foresight - Insights in Business and Technology

IT Sales Business Case Drivers - Single Page View -- The nature of the IT Industry has evolved in a post-digital era. Today, IT is primarily divided into 2 domains, that is Traditional (inc. legacy) and Digital.  Traditional technology and domain are about cost management, risk mitigation and functional fulfilment, whereas Digital is about revenue protection and generation (demand generation), taking risks and creating new seamless experiences.  With this segmentation of IT and its business function in play, the positioning of Sales Business Cases and Calibrating triggers has changed in the Digital Era.  Key factors to influence are highlighted below:  Growth Enabler  IT is Linear  Digital is Exponential  Complexity Resolution   IT is about Predictability   Digital is through Resilience, Adaptability, Scale  Competition  IT - against the Companies  Digital - against the Companies and their Ecosystem  Spending  IT - CIO driven   Digital - CXO, BU Head and CDO driven  Economics  IT - Inc

How to Influence your Buyers for Cloud Application Modernisation Cloud Offerings for Application Modernisation Buyers Persona Mapping with Cloud Offerings for Application Modernisation to execute the Sales Strategy  Persona Mapping from - Sellers from Mars and Buyers from Venus

Write a sales proposal B2B marketers using a review site for sales strategy Signs of Market Fix Collaborate when you don't have a consensus  Differentiate your brand with Customer Experience   

In my previous posts on the Impact of 2 Speed IT on  Innovation  Culture and Sourcing IT Delivery I have discussed how each aspect requires a different approach to be managed for better success and outcome. In the continuing series, today I would like to reflect upon how the sales process has been disrupted. Technology has evolved over the years and with each evolution, it becomes a disruptive force in the marketplace. In the current environment, it is not just the technology that is rapidly disrupting the business model across the industries. What is intriguing is that it is the Customer who is disrupting the industry at a rapid pace. In my view, customers are far more disruptive today than technology-driven disruption, because they are far more sophisticated and demanding, and understand what is happening in the technology space. In the past, they used to rely on advisory firms, vendors, and salespeople to educate them and share necessary information to make a decision. Today

Weekend Reading -- The New Elements of Digital Transformation  Begin With Trust People Buy Tomorrows Dream Military Strategy to Defeat Your Dream A Framework for the Innovation in the COVID Era In Sales Time is Value not Money The Sales Process Was designed to Solve The Sales Organisations Problem

  What is required in Sales Process for Startups    Strategies Buyers Use to Negotiate Price Weekly Habit that will push you to peak performance You Don't have to Memorize the Presentation 3 Networking mistakes that you need to avoid Map your buyer in prospective Journey

  How to Map your Buyers Journey How to Start with Why Secrets of Sustainability How to Prepare for a Client Conversation Posers vs Top-Performing Sales Rep How do you Ask Good Questions

Australian Fibre roll out for digital enablement across the country ( continen t) is going to cost $57Billion AUD.  

  Source: Gartner

  Source: Gartner

Mckinsey writes about 6 different models for building the digital business. More can be read here 

 

I have made some more progress towards my effort on  Digital Transformation as shown in the embedded presentation. More needs to be done, but sharing some insights on what I have done until now. Feedback is always welcome. 

In the ongoing pursuit of exploring how our world is becoming Digitally Transformed and how this is going to impact every industry, I have outlined the following agenda for a view point and a book that is still in the exploration stage. The following agenda outlines the scope for me to explore, write and share my rumblings. I'm keen to get some thoughts and feedback. So please don't hesitate to reach out to me. Update : Updated work on this topic is here