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Gartner Blog Network gbn-feed - Gartner Blog Network
Sales Velocity: Improving on a Classic Metric
I was recently asked whether sales velocity is a good measure of sales performance. My answer was not a simple yes or no. Sales velocity is a good dashboard metric...
15.11.2019 19:52
Continuous Foresight Podcast Roundup - As of 11/15/19
For those interested in keeping up to date with our Continuous Forecast Podcast, I will post a running list of the episodes that are currently available so you have a...
15.11.2019 18:54
Amazon AWS, Google Cloud, Alibaba Cloud and now Microsoft Azure - Why does Salesforce want to run its software on all of them?
Today Salesforce named Microsoft Azure as its public cloud provider for marketing cloud. Microsoft counts the fourth IaaS platform on which Salesforce wants to run its software. The Salesforce relationships with...
15.11.2019 08:06
Personas: A Recipe for Relevant Personalization
Personas: A Recipe for Relevant Personalization I would bet that most marketers would agree that the amount of data we have on customers is at its peak—it’s not lacking. But...
14.11.2019 14:02
Our Top 20 Most-Read Data and Analytics Research Last Week (to Nov 10)
Click here for an interactive PDF to connect to the most read data and analytics research directly. This list excludes our branded research such as Magic Quadrants etc.Erick Brethenoux's new note (Five...
13.11.2019 10:08
A Different Perspective on Differentiation
I write and talk about differentiation a lot.  And our vendor clients are constantly looking for help in uncovering and communicating differentiation.  Its very much focused on what makes them...
12.11.2019 16:23
Is Market and Competitive Intelligence the Samething? Or Are They Different?
 Is market and competitive intelligence the same thing?  Can one person be able to do both market and competitive intelligence?  It depends on how we define market and competitive...
12.11.2019 11:33
It's all about the data - not the algorithm
I have blogged in the past on the importance of data in our AI-infused world emerging around us - see Microsoft Targets Mother of All Professional-People Master Data with LinkedIn...
12.11.2019 09:52
Are Software Resellers and Online Marketplaces Headed for a Crossroads?
In early 2016 I wrote in a blog that software resellers are evolving, whilst views and perspectives of resellers vary significantly across their customers. The process of that evolution began...
12.11.2019 08:59
The What, Where, and How of Customer Personas
Marketing is all about good storytelling - and most marketers know this! The tricky part is understanding what the story is about, and who you're telling it to.Mediocre marketing...
11.11.2019 19:53
Personalization Helps Growth Tech Companies to Achieve Revenue Goals
Gartner research of technology and service providers (TSPs) indicates that marketers in “growth” organizations are personalizing webpages and emails for target accounts significantly more than those in “no growth” organizations....
09.11.2019 22:26
Is Consumer Trust the Foundation of Everything?
Efforts to target and optimize marketing and advertising have reached a fever pitch with 87% of B2C marketers deploying personalization tactics. At the same time, we see evidence consumers have...
07.11.2019 20:32
Five Tips to Improve Sales Effectiveness of Smaller Teams
Nearly all sales leaders have an eye on sales effectiveness. However, it is those leading smaller sales forces that should be the most keenly aware of where sellers are losing...
07.11.2019 15:33
Where Are They Now? Catching Up With Last Year’s Top Trends
It’s that time of year again, when retailers hastily replace their Halloween displays with holiday merchandise and we release Gartner’s Top Consumer and Cultural Trends. This series documents the critical...
06.11.2019 17:03
Our Top 20 Most-Read Data and Analytics Research Last Week (to Nov 3)
Click here for an interactive PDF to connect to the most read data and analytics research directly. This list excludes our branded research such as Magic Quadrants etc.Carlie Idoine recently published...
06.11.2019 15:00
You’re likely investing a lot in marketing analytics, but are you getting the right insights?
In 2019, most marketing decisions were not based on analytics. This is despite the fact that CMOs report that marketing decisions influenced by analytics increased 39% from 2013 to 2019....
05.11.2019 14:07
Why I Don't Assess Vendor Products
It often seems strange to people when I talk to them that I work for Gartner, but don't cover any product categories, technologies, or market segments.  And I like it...
05.11.2019 13:03
Two Success Factors to Measure Competitive Intelligence's Performance
Competitive intelligence is a company-wide function that is needed at every level of the company.  The executive wants competitive, sales want competitive, engineering wants competitive, and marketing wants competitive.However,...
05.11.2019 11:16
Understanding your CFO/CEO’s Investment Strategy
If you are a chief data officer (CDO, or equivalent) or CIO, you know full well that budgeting is a fraught time: strategies are updated, value propositions explored, and investments...
05.11.2019 11:13
Defend Your Brand in the Era of Fake News
With the U.S. election on the horizon for 2020, an ongoing impeachment inquiry, the U.K.’s snap election in mere weeks, and Twitter and Facebook grappling with political advertising policy, we’re...
04.11.2019 23:49
New November Publications
The Chief Data & Analytics Officer Research Team published the following last month:Data & Analytics Talent:Capability-Based Data & Analytics Talent (Stats NZ)https://www.gartner.com/doc/3970761D&A talent is expensive and...
04.11.2019 16:44
“Family Vacations and ERP” by Denis Torii
Guess I should have learned with National Lampoon's Vacation (the old movie from 1983 with Chevy Chase). Family vacations can be hectic. A couple of weeks ago, I took some...
01.11.2019 14:27
Upgrade your Data (and Analytics) Strategy – Now!
I was up at 4am last Saturday (before Orlando Symposium) in order to watch England take on New Zealand in the first semi-final of the Rugby World Cup 2019 in...
01.11.2019 13:12
How Public Cloud Kubernetes Services Compare
Kubernetes has become the de facto standard container orchestration platform, and the easiest way to deploy it in production is to use managed containers as a service (CaaS) in the...
31.10.2019 16:59
Google's DeepMind Now a Grandmaster at StarCraft II
The headline was attention grabbing: DeepMind, Google’s AI engine, win a StartCraft II tournament, winning 10 games in a row.  It lost the last match.  With such a win, DeepMind...
31.10.2019 13:31
China and USA in Blockchain – The Program And The Spreadsheet
Blockchain adoption in enterprises is still in its infancy, but I notice a difference in how enterprises approach blockchain projects in these China and the USA. The recent comments by...
29.10.2019 22:51
Our Top 20 Most-Read Data and Analytics Research Last Week (to Oct 27)
Click here for an interactive PDF to connect to the most read data and analytics research directly. This list excludes our branded research such as Magic Quadrants etc.Joao Tapadinhas's new note...
29.10.2019 16:25
Are Competitive Intelligence SaaS Tools Worth the Money?
Competitive intelligence is a type of profession that does not sleep.  I recall being a CI analyst for some of the largest technology and service providers and I would work...
29.10.2019 11:56
The Scale Excuse
I'm sick of the word scale and would be ecstatic to not hear it again for the remainder of the year (and maybe longer).  Why?  Because in most cases, it...
29.10.2019 11:31
Use Call Plans to Instill Sense Making Behaviors
Your customers spend much less time with sellers than you may think. Gartner research shows that B2B customers spend only 17% of their buying journey engaging with prospective suppliers. So...
28.10.2019 21:19
The State of the MES Market. Goodbye, Old Friends.
The 2018-2019 Gartner/MESA International 'Business Value of MES' Survey published on October 18.  The 2019 Magic Quadrant for Manufacturing Execution Systems will publish (tentatively) tomorrow, October 29.  This blog presents some...
28.10.2019 15:48
The Connector Manager – A book review
Organizations face a constant challenge to build the right skills in their people.  Employees see their manager as a critical player in building those skills, but managers rather themselves as...
26.10.2019 08:04
Measuring Marketing Effectiveness in light of CCPA
Alas, we’ve arrived. White bed sheets adorn the trees in your neighbor’s yard, candy corn lines the shelves of your local supermarket, and you’re working up excuses to indulge in...
25.10.2019 22:31
The New Vulnerability Management Guidance Framework
After a huge delay I can finally announce that the new version of our Vulnerability Management Guidance Framework is out! Although it is a refresh of a document that has...
25.10.2019 21:00
Calling Chief Data Officers!!!
Calling Chief Data Officers – or equivalents like had of analytics/CAOs, head of data and analytics, etc.Add your voice to the Gartner 5th Annual Chief Data Officer (CDO) Study!...
25.10.2019 13:07
A Day in the Life of an Analyst at Gartner IT Symposium XPO 2019 USA – Day 4 Oct 24 2019
6.01. Woke up and yes, as expected, felt tired. My Oura ring gave me the bad news:Sleep score: 78 (down from 86 yesterday). Restlessness and a lower than normal...
25.10.2019 12:47
A Day in the Life of an Analyst at Gartner IT Symposium XPO 2019 USA – Day 3 Oct 23 2019
6.10am Woke up feeling really good. My Oura ring said I should feel good and she was right! Sleep score of and readiness6.13am Rushed downstairs to grab a cafe mocha....
24.10.2019 09:18
The Everything Customer Expects Multiexperience, Not Omnichannel
In March of 2018 I wrote a blog that multiexperience development has arrived. Since then, several analysts have published research reports to expand on what "multiexperience" means to various technologies...
23.10.2019 20:17
Looking for the future of work, look no farther than your fantasy sports league
How will we work in a world of artificial intelligence, machine learning, process automation and the like?  Researchers and thought leaders will tell you that it will be utopia or...
23.10.2019 16:03
"An ERP Fairy Tale – No So Grimm After All" by Paul Saunders
Once upon a time in a land not so far away there were three public sector organizations known as Public Information for Government Services (PIGS). They were rather small and...
22.10.2019 18:05
All Content Is Equal In the Eyes of the Law
One of the common misconceptions I hear from organizations is that they do not need to worry about records management. This is from both end-users and vendors. Once content has...
22.10.2019 14:59
Monetizing Quota Setting Accuracy
Many sales leaders lament the inaccuracy of quota setting. It is so commonplace that one could ask “why don’t more leaders invest in improving this process?” There are likely two...
22.10.2019 14:32
The Rebirth of Enterprise Sales
It seems that the death of enterprise sales teams has been greatly exaggerated.  Often these broad claims where accompanied, once you dug deeper, with added context--such as in commodity sales...
22.10.2019 14:24
5G offers the biggest growth but chiplets are close behind
Semiconductor investors should look to 5G, chiplets, and embedded FPGAs for the best return, as growth in traditional fields slows down and packaging becomes the next frontier in semiconductor design....
22.10.2019 14:07
In a Nascent Market, the Buyer Can't Even Tell You What They Want
The current cloud-based collaboration market is still emerging despite its long history. I'd even go so far as to say it is "nascent".  To understand why I would classify it as ...
22.10.2019 13:58
The Competitive Dilemma, How to Maintain Your Competitive Edge
Markets are transitioning so rapidly that the competitive landscape is becoming crowded with competitors you may never even considered.  I recall having a conversation with one executive to watch out...
22.10.2019 10:57
Is the Customer the Subject or the Object of Your Customer Experience Efforts?
I often see customer experience (CX) programs that connect point A directly to point B, equating the actions the brand does to the value it derives from those actions. A...
21.10.2019 22:10
Digital Risk "Techquilibrium" Requires IRM
Over the past month, I've been speaking to various groups to help them prepare for the onslaught of digital risks in their organizations. A common theme is the need for...
21.10.2019 17:57
On the Immaturity of Stablecoins
One of the many challenges facing cryptocurrencies is the issue of stability. One proposed solution or approach is to use stablecoins.  The theory is that stablecoins can provide the benefits...
18.10.2019 23:51
How to Earn Sales Buy In for ABM
The use of the word “marketing” in the term “account-based marketing” can be a bit misleading.  It suggests that ABM sits squarely within the scope of the marketing function.  However,...
18.10.2019 01:25
Driving Marketing Impact: The Essential Framework to Get You There
Marketing leaders are stuck. Caught between a rock and a hard place, the planning season is filled with the pressure to pump out more and yet do so with shrinking...
17.10.2019 22:52
"So, What Are You Going to Be for Halloween?" by Mike Guay
I was with my grandkids this past weekend and the subject of Halloween came up. I asked each of them what they were going to be for Halloween and got...
15.10.2019 20:42
Our New Research on Incident Response Has Been Published
We finally managed to publish our great new (in fact, refreshed) document on preparing for incident response, "How to Implement a Computer Security Incident Response Program".This is the first...
15.10.2019 17:36
The Vendor Conflict Between Closure and Continuous
Closure. Closing the deal.  Completing a phase.  These are all things that organizations look for.  Many processes at vendors are all about closure.   The MQL hand-off.  The sales to customer...
15.10.2019 14:11
Qualityland -- a Book Review
There always seems to be a book that brings a future into focus in a broadly accessible way. 1984, Brave New World and other books like that described a social...
15.10.2019 11:23
Be Aware of What People are Posting About you in Today's Digital Era. It Can Be Used Against You!
Interesting enough.  The internet can be used as a wonderful medium for all customers and buyers to learn about your product or services.  In today's digital world, buyers are getting...
15.10.2019 11:09
Why Facebook’s Libra feels Liberated after Visa, Mastercard and others Defect
Facebook’s David Marcus tweeted it was liberating for Visa, MasterCard and others to defect last Friday and politely thanked the organizations for hanging in there as long as they did....
14.10.2019 21:16
Cultural Pitfalls that Western Executives should avoid with Chinese Stakeholders (2/3)
This is the second one of a series of 3 posts about the cultural pitfalls between Western Executives and their Chinese stakeholders.For the purpose of this post, “Western” loosely...
14.10.2019 11:40
Recent Tool Announcements Underscore Google’s Hold on Ad Tech Ecosystem
When it comes to important software tools in the advertising ecosystem, most conversations start with Google/YouTube. Google collects somewhere on the order of half of all global online ad revenue,...
11.10.2019 19:38
The Importance of Citizen Development and Citizen IT
Business-led IT differs from shadow IT in two vitally important ways. Business-led IT is open and transparent from start to finish, whereas shadow IT is hidden and under the radar...
10.10.2019 17:26
Thinking about digital, time, priorities and what people do all day
We are all busy, some of us are truly busy others feel or like to think of themselves as busy.  I got to thinking about that after working people who...
10.10.2019 13:30
Are Fields Sales Feeling a Squeeze?
Whether it be a matter of sales strategy or perhaps sales force design, many sales leaders are exploring future investments in key account programs or inside sales functions. Some are...
09.10.2019 15:56
"A horse, a horse, my kingdom for a horse!" by Tim Faith
Cried King Richard III, in the battlefield of Bosworth.  At least, according to William Shakespeare.   Was it the fact that there were no more horses on the battlefield?  Apparently not,...
08.10.2019 14:56
Infrastructure MSPs That Only Offer Operational Management of Internal Enterprise IT Environments Will Fail to Grow
For years, speed and agility were the two imperatives for organizations while executing their digital strategies. To reduce costs, many outsourced their internal enterprise IT to infrastructure managed service providers...
08.10.2019 13:36
Hurrah for Hoshin
Today’s Wall Street Journal article on Larry Culp and his plans to fix GE included this “Now Mr. Culp has begun rolling out Hoshin Kanri, a Japanese strategic planning process...
08.10.2019 12:30
The Absolute Truths of Technology Marketing
As marketers seek to contribute to company growth, they often look for truths--what are the things that we absolutely have to do.  In the past, I've had a few things...
08.10.2019 12:17
Building the Right Battle Card to Win Deals
Lately, particularly when I speak with product management, product marketing and sales enablement; I am constantly asked, "What is the best content to add into a competitive battle card?".  The...
08.10.2019 10:52
The meaning of life
Let’s discuss the meaning of life. Yes, in a simple blog posting. Let’s just end all discussion, for once and for all. Hmmm… unlikely this will happen. But there is...
07.10.2019 23:04
My Hotel Light Switch and the Three Easy Questions to Ask About Customer-Centric Innovation
I checked into a hotel late last night after a long evening of travel. When it came time to go to bed, I was unable to locate the switch for...
07.10.2019 22:53
What to watch beyond MR. ROBOT
The final season of MR. ROBOT started last night. It’s a complex show covering our relationships with ourselves, each other and technology.  Taken from near real-time events, the series provides...
07.10.2019 17:12
New October Publications
The Chief Data & Analytics Officer Research Team published the following last month:Data & Analytics Strategy and Planning:Capability-Drive Data Use Expectations (Bunge)https://www.gartner.com/doc/3969807Do your business partners bog...
07.10.2019 14:41
Build and Grow Your Business with "Gartner for Tech Providers"
If you are a tech provider who has access to just Gartner’s core IT research, you are missing out on almost two-thirds of the value we can provide.  It’s like...
05.10.2019 21:02
Can Cost Optimization Be An "Always-on" Marketing Discipline?
A by-product of economic slowdown concerns is that I get to talk more about one my favorite topics: cost optimization.No. Really!Of course, recessions aren't the only reason finance...
03.10.2019 21:37
What to Expect When You’re Expecting … a Recession
Whispers, rumors, hushed and hurried utterances, a knowing nod across the conference table. In late-summer, talk of recession seemed to reach a fever pitch. In fact, according to data from...
02.10.2019 23:13
How do you Keep Yourself and the Team Motivated in a Startup?
I was recently asked this question in a private chat.How do you Keep Yourself and the Team Motivated in a Startup?I bring a first-hand perspective to this question...
02.10.2019 05:32
Managed Service Provider Can Seize Opportunity in Germany’s Still Immature Cloud Computing Market
While Germany is the economic powerhouse of Europe, Gartner expects 16% growth in public cloud services until 2022. This puts Germany into the ninth position of Gartner’s ranking of cloud-lagging...
01.10.2019 15:54
Overstepping Your Value
In tech, there is a constant stream of trends, big ideas and buzzwords that drive interest and, in some cases, waves of growth.   It is easy to tell when it...
01.10.2019 15:11
Avoid a Gong during Vendor Briefings
Tomorrows the day of your vendor briefing. You call your VP of sales and ask who is available to do a demo to the analysts tomorrow. Suddenly you hear a...
01.10.2019 14:52
You’re not steering a ship, your leading an organization
The image is dramatic and clear.  A ship is sailing into a horrendous storm. They can see it on the horizon, lightening illuminating the sky, the seas getting rougher and...
30.09.2019 15:27
"Yeah, Integration!  Yeah Toast!" by Debbie Wilson
When I was a child, my family regularly took long car trips to visit out-of-state relatives.  To pass the time, my sisters, mother and I would sing songs and listen...
30.09.2019 12:34
Fight Mobile Strategy Inertia!
Let's see, nearly 40% of U.S consumers Gartner surveyed earlier this year say they prefer to shop and buy online via their mobile phone across a number of categories. (Detail...
26.09.2019 23:21
Managing the Cost of Sales
Last week, Gartner hosted their annual CSO & Sales Leader Conference in Las Vegas.  In my experience, it was the most impressive gathering of Chief Sales Officers, sales operations leaders,...
26.09.2019 18:27
Can MPC Rescue us from Blockchain Private Keys?
Private Key management is the Achilles Heel of blockchain applications. The loss of a private key represents a single point of failure. Indeed, most of us have heard nightmare stories...
26.09.2019 11:35
Three reasons the next downturn will be different.
"The signals are everywhere" a corporate financial specialist said to me recently. Many people are concerned that a global economic downturn is on its way, or perhaps already in its...
25.09.2019 13:04
Phones Are Friends, Not Foes
Mobile tools are a dominant force in consumers’ path to purchase, from beginning to end. Consumers rely heavily on their devices from early moments of inspiration through to conversion; more...
24.09.2019 18:20
Making Validation Easier
A key buying job is validation.    Once a buying team discovers information of value; they need to confirm that that information is accurate.   Validation can happen in many ways:...
24.09.2019 14:15
Three Starting Points for Digitization
We've been trying to eliminate paper in business processes for a long time. Endless numbers of blog posts have been written, presentations delivered, and projects kicked-off and completed. And yet,...
24.09.2019 13:25
Time to take Moore’s Law into our own hands
Moore’s law; the premise that transistor density will double every 24 months, has long been the guiding principle of the semi industry. For a couple of decades, notably the nineties...
24.09.2019 12:10
Cultural Pitfalls that Western Executives should avoid with Chinese Stakeholders (1/3)
This is the first one of a series of 3 posts about the captioned topic.Despite political and economic turbulence between the U.S. and China, Western firms’ acquisitions and company...
23.09.2019 17:19
More Data will Lead to More Ignorance
Disclaimer: Gartner blogs present an analyst's individual opinion and is not peer reviewed. Should not be treated as official Gartner opinion as such.This essay describes how humans will live...
21.09.2019 05:48
"Expense Reports: Still necessary, but it doesn’t have to be painful." by Chris Pang
With the summer holidays fading into the background, business travel is starting to pick up again. And with business travel comes the souvenir you can’t avoid… Yep the expense report!...
20.09.2019 15:05
Will it be Cash or Crypto in the Amazon?
Just back from a trip to the Ecuador Amazon and the Andes, I was intrigued to hear of Amazon’s Amazon Cash and Paycode expansion announcement this week. See Amazon now offers...
20.09.2019 11:12
What Is “Reasonable” Privacy?
If you’ve been following the details of the California Consumer Privacy Act (CCPA), you probably know that the California State Legislature amended the definition of “personal data” to add the...
19.09.2019 21:54
Top Trends in Blockchain Technology; inching towards Web 3.0
There’s no shortage of news about mega digital commerce players controlling the algorithms that guide our daily actions and thoughts.  See Amazon Changed Search Algorithms in Ways to Boost its Own...
19.09.2019 06:41
Business partners overloaded with data? Reshape Insights & Analytics for Sensemaking!
VoC programs, AI, data lakes, data scientists, new insights and analytics talent…these are just some of the areas that business and marketing leaders are continuing to invest in. Businesses are...
18.09.2019 20:13
Doing What's Expected vs. What is Needed
As businesses grow, role definitions often become more rigid.    And management usually follows suit.   New employees join the company and learn their role, with very well defined views of...
17.09.2019 16:19
Why Build a Content Services Platform from Scratch?
I seem to get this question a lot these days from end users, vendors, and even friends wanting to be in the tech market.  “Why can’t I just build a...
17.09.2019 12:22
Why Technology Providers Now "Get IRM"
This past week, I enjoyed meeting with over 1,000 attendees at our annual Gartner Security and Risk Management Conference in London. At the event, the overwhelming feedback received is that...
Impressum: Bernard Henter, Am Flugfeld 33, 40489 Düsseldorf, Tel. +49-211-404113     Kontaktformular   2019-11-18 14:28