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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

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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

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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

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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

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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

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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

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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

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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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Success Requires A Blend of Leadership Styles | Hank Barnes | Gartner

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Like markets, all companies evolve.  For some, that evolution can be very brief (we all know that many startups fail).  For others, that evolution can occur over a period of many, many years.   But, like markets, that life cycle has some well defined periods with clear characteristics.   And, in order to survive and …

Source: Success Requires A Blend of Leadership Styles | Hank Barnes | Gartner

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Gartner Identifies Seven Best Practices for an Effective Project Management Office | Gartner

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Source: Gartner Identifies Seven Best Practices for an Effective Project Management Office | Gartner

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