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Gartner

New Data and Analytics Research: Being Successful with AI and Data Integration RFP Template – Andrew White | Gartner

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My colleagues Mike Rollings and Thomas Oestreich just published The Fundamentals of AI Success for Data and Analytics Leaders. The wondrous stories of artificial intelligence may lure data and analytics leaders into projects that have unrealistic expectations, indefinite timelines and dubious business value. A better near-term route to value is capitalizing on human and machine symbiosis, …

Source: New Data and Analytics Research: Being Successful with AI and Data Integration RFP Template – Andrew White

Develop the Full Story-Then Shorten It – Hank Barnes | Gartner

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Frequently during discussions with clients, I hear a desire for “a catchy, short one-liner to describe us.”   Whether you call this a tag line or a USP or something else, the quest for brevity is a regular occurrence.   And there is nothing wrong with that.   Customers are overwhelmed with information and have …

Source: Develop the Full Story-Then Shorten It – Hank Barnes

5 Reasons Why IT Services and Technology Consulting Firms Should Attend the Gartner Tech Growth and Innovation Conference – Hank Barnes | Gartner

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You are the final answer.   Without you, enterprises often don’t get full value from their technology investments.  You put everything together and address the last mile of solutions.   You bring your own expertise, plus knowledge of the best products and service methodologies that customers trust.    At the same time, many of your tried and true …

Source: 5 Reasons Why IT Services and Technology Consulting Firms Should Attend the Gartner Tech Growth and Innovation Conference – Hank Barnes

Benefits and Value Statements: Not the Same Thing – David Yockelson | Gartner

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When tech providers create their messaging, there are often the inevitable “features vs. benefits” authoring tasks in which product or content marketers attempt to wrest IT or business benefits from sets of product features. If this work is successful, buyers will be able to understand not only the key features that address their (presumed) pain points or […]

Source: Benefits and Value Statements: Not the Same Thing – David Yockelson

Art of Saying “No” for Small Business Leaders – Anthony Bradley

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“Just say no.” “No means no.” So simple, so straight forward, and yet so inaccurate… so inadequate. When it comes to project portfolio management I often hear the sage advice of “just say no.” As if it were that easy. I just had a great discussion on this with Gartner VP and Distinguished Analyst, Tina …

Source: Art of Saying “No” for Small Business Leaders – Anthony Bradley

Prepare Your Customer References – Providing Context Should Not Taint Their Perspective – Michael Maziarka

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As almost all tech providers can attest, customer references are critical for multiple needs: Can help to influence a decision in the final solution selection process Serve as due diligence prior to a buyer pulling the trigger on a purchase Validate the providers story and value to market influencers (including analysts & press) So, it’s […]

Source: Prepare Your Customer References – Providing Context Should Not Taint Their Perspective – Michael Maziarka

Gartner’s Second Annual Chief Data Officer Survey is Out! – Andrew White | Gartner

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Gartner Predicts 15 Percent of Successful Chief Data Officers Will Move to CEO, COO, CMO or Other C-Level Positions by 2020 Gartner Survey Finds That 30 Percent of CDOs Report to the CEO It is not every day you get the pleasure of being close to things that have an impact on the world around …

Source: Gartner’s Second Annual Chief Data Officer Survey is Out! – Andrew White

Influential Content Impacts Shortlist and Vendor Selection | Gartner

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Influential content types can have a significant impact on shortlist and vendor selection.

Source: Influential Content Impacts Shortlist and Vendor Selection

Is Your Brand Too Self Involved? – Jake Sorofman | Gartner

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When you start with what’s at stake for your customer, you earn the right to their attention. But, as marketers, in the service of our daily efforts—under deadline pressure and urgency to move the needle—it’s remarkably easy to lose sight…

Source: Is Your Brand Too Self Involved? – Jake Sorofman

Understanding Your Customer’s Perspective – Think “Whole Context” – Hank Barnes | Gartner

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It is important to remember that each of our world views is skewed by our own perspective.   In marketing and sales, this can lead to a distorted sense of the reality of our customers. That distorted reality leads  to all sorts of issues: Misaligned expectations:  We forecast a deal when the customer is not even …

Source: Understanding Your Customer’s Perspective – Think “Whole Context” – Hank Barnes

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