How to Ensure Your Sales Channels Don’t Get Lost in the Clouds

Posted by Kris Bose on Mon, Oct 22, 2012

The IT forecast for the foreseeable future is very "cloudy" indeed—and it’s driving some tectonic changes in the go-to-market (GTM) terrain. The business case for the cloud is well established: ITaaS adoption is proliferating, but it still leaves the dilemma for both technology vendors and channel partners of how they should change their GTM strategy and partnerships when faced with fundamental business model changes.


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Customer Data Governance: 4 Reasons Why You Should Rule Your Data

Posted by Bhargav Mantha on Mon, Oct 15, 2012

In a conversation with one of my technology clients on launching a Master Data Management (MDM) program, we discussed why the failure rate for such initiatives is so high. One of the reasons is that companies often ignore data governance, or it is almost always an afterthought in any customer data integration project.

It made me think that if data governance is so important—but often ignored—companies may not really understand the need for data governance.


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Is Social Media a Strategic Choice for Technology Marketers?

Posted by Ashish Vazirani on Mon, Oct 08, 2012

Does it bother you when someone asks about your social media strategy? It bothers me because the connection between "social media" and "strategy" confuses me.

Strategy should be connected to larger, overarching ideas: the markets we target, the portfolio of our solutions (products and services), our growth objectives and our acquisition of talent. A more appropriate topic of discussion is how you integrate social media with your customer engagement strategy.


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