Customer Adoption of Cloud Services
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Tom Pisello: The ROI Guy: Why Engaging Buying Committees is Your Key to 2015 Sales Success

Tom Pisello: The ROI Guy: Why Engaging Buying Committees is Your Key to 2015 Sales Success | Customer Adoption of Cloud Services | Scoop.it
David Ednie's insight:

Selling to Enterprise Customers means selling to multiple individuals who collectively make up the Decision Making Unit. The Complex Sale doesn't only refer to complex products, complex services or complex solutions. It equally refers to the complex decision making process that takes place within the Enterprise orgnisation.


Simple rule: always call high AND wide across the organisation.

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Customer Adoption of Cloud Services
The Cloud, SaaS and Cloud Computing are transforming the way we work and the way we work is transforming our lives.
Curated by David Ednie
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Characteristics of High Performing Teams

What are the eight characteristics of high performing teams? How can leaders impact on these eight areas? This session looks at some practical and easy to impl…
David Ednie's insight:

GTM Execution requires diverse stakeholders working together as one team. Success is a team sport. What are the characteristics of successful High Performance teams? Here are 8 key characteristics. What you will notice is a common Sense of Purpose, Trust and Mutual Respect and Building on Differences (diversity). What you will also notice is an absence of individual skills, knowledge or star performers. In GTM Execution Success is a team sport.

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Changing What's Normal - Ian Berry's Blog: The right decisions by the right people at the right time for all the right reasons

Changing What's Normal - Ian Berry's Blog: The right decisions by the right people at the right time for all the right reasons | Customer Adoption of Cloud Services | Scoop.it
We're glad to have you with our Company. Our number one goal is to provide outstanding customer service. Set both your personal and professional goals high. We have great confidence in your ability to achieve them. Rule #1: Use best judgement in all situations. There are no additional rules. Please feel free to ask your department manager, store manager, or division general manager any question at any time.
David Ednie's insight:

True Empowerment: "We're glad to have you with our Company. Our number one goal is to provide outstanding customer service. Set both your personal and professional goals high. We have great confidence in your ability to achieve them. Rule #1: Use best judgement in all situations. There are no additional rules. Please feel free to ask your department manager, store manager, or division general manager any question at any time."

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Barriers to Transformation: Check your KPIs —

Barriers to Transformation: Check your KPIs — | Customer Adoption of Cloud Services | Scoop.it
Transformation and in particular Digital Transformation appear to be the ‘ordre du jour’ for many organisations these days. Understandably, Transformation is a massive challenge for all organisations. If you think change is hard, try transformation. “Recognition of the need to think differently is the first-step to Transformation.” If your organisation has already decided to embark …
David Ednie's insight:

Rethink, revalidate or replace your existing KPIs when you undertake a Transformation Program. When management tells its people to adopt change and align their behaviour to the new transformed business but continues to reward people for the old behaviours conforming to the past then dysfunctional behaviour will result, frustration will go through the roof, morale will go through the floor and performance will stall.

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Cloud adoption to accelerate IT modernization | McKinsey & Company

The cloud is a means, not an end. Success in modernizing IT through the cloud is driven by a complete standardization and automation strategy.
David Ednie's insight:

Perhaps the most overlooked barrier to Transformation is revising and adopting new KPIs. When the C-Suite calls for transformation and doesn't re-think KPIs across the organisation, dysfunctional behaviour usually results. KPIs that haven't been re-validated or replaced schakel people to past performance. (In this situation KPI stands for 'Keep People Ineffective'). example: Measure and reward your technology team for standardization and automation rather than, say, for availability.

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If You Think Change is Hard, Try Transformation —

If You Think Change is Hard, Try Transformation — | Customer Adoption of Cloud Services | Scoop.it
What’s the difference between Change and Transformation? Aren’t they really the same thing? Let’s start out by defining Change and Transformation and understanding where they are, I believe, fundamentally different. Change Change is moving from an existing state to a new or different state. The challenge with change is to avoid returning to the initial …
David Ednie's insight:

70% of Change Initiatives fail according to McKinsey. Therefore, rethink and reframe the strategic intent from Change to Transformation. Why Transformation? Transformation means permanent and lasting change at 3 critical levels: performance, behaviour and culture. The key to successfully transforming Commercial Partners starts with qualification and selection. Use the 4 Transformation Mindsets matrix to segment your partner base. Then invest only in those partners that have the Desire and Ability to Transform.

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451 Research

David Ednie's insight:

The Cloud Transformation Journey shows how the cloud experience evolves from cost-savings to scaling the business to create value. In terms of increasing Digital Maturity think; short-term cost savings -> applying cloud to a broader set of business challenges -> transformative value. ie. using the Cloud as a driver of new business value. 

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CX360 Blog —

CX360 Blog — | Customer Adoption of Cloud Services | Scoop.it
customer experience transformation, CX, loyalty, data, marketing
optimisation, consulting, mobile, innovation, e-commerce, customer
engagement, supply chain, personalisation, omni-channel
David Ednie's insight:

Digital Business Transformation is not about Technology or Technology Adoption. It's about bring innovation to the Customer Experience. Technology is the "How". (Digital) Customer Experience is the "Why".

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5 Steps for Digitally Transforming Your Marketing to Be More Responsive to Customer Needs – Adweek

5 Steps for Digitally Transforming Your Marketing to Be More Responsive to Customer Needs – Adweek | Customer Adoption of Cloud Services | Scoop.it
From rethinking team organization to finding inspiration outside the industry.
David Ednie's insight:

The reality of digital transformation is that it’s never going to be done.

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Most Innovative Companies 2018 - Chapter 4: Organizing for Digital Innovation

Most Innovative Companies 2018 - Chapter 4: Organizing for Digital Innovation | Customer Adoption of Cloud Services | Scoop.it
If digital innovations are to take root and thrive, they will need a digitally capable organization to make them work.
David Ednie's insight:

Where are you on the road to Digital Organisation Maturity? Are you a Digitally Opportunistic, or Digitally Hybrid or is Digital fully Embedded across the entire organisation? What is your plan to move your organisation to the next level of Digital Maturity?

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Ian Berry's curator insight, February 23, 7:25 PM
I think all of this is valuable What worries me is the lack of humanity Unless digital enhances the human experience and engages humans meaningfully I don't rate it as truly transformational 
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Microsoft developing blockchain tech to let you manage your digital identity

Microsoft developing blockchain tech to let you manage your digital identity | Customer Adoption of Cloud Services | Scoop.it
Microsoft has partnered with the Decentralized Identity Foundation to make our digital identities decentralized and a lot more convenient.
David Ednie's insight:

Key takeaway: blockchain is moving into broader usage scenarios. Instead of relying on third-party identity and security services and solutions – blockchain could prove instrumental in putting control back into the hands of the customer as well as securely storing personal data.

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AWS vs Azure vs Google Cloud: Ultimate Comparison [2018 Update]

AWS vs Azure vs Google Cloud: Ultimate Comparison [2018 Update] | Customer Adoption of Cloud Services | Scoop.it
AWS vs Azure vs Google Cloud [Platform]. Here is a detailed breakdown of the three providers, including pricing, examples and implementation.
David Ednie's insight:

AWS, Azure or Google Cloud? Amazon has a wealth of experiencing in collating and aggregating vast sums of data; Google’s strengths have come from an analytical methodology, while Microsoft’s heritage stems from computing. If you are a start-up then either pure-play Cloud vendor - AWS or Google Cloud - are viable choices. But if you are an established SMB or Enterprise with existing IT assets; legacy systems and in-house skills and experience with those technologies then Azure provides a superior solution to protecting your existing IT investments. Add to that the new capabilities delivered by Azure Stack which provides Hybrid enablement to Azure by extending the public cloud capabilities of Azure back into the data center. Think: data sovereignty. Think: workload mobility. 

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Patrick Bouillaud's curator insight, February 8, 5:51 AM

Il manque IBM , mais c'est un bon début

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4 Skills Great Innovators Share by Greg Satell

4 Skills Great Innovators Share by Greg Satell | Customer Adoption of Cloud Services | Scoop.it
If creativity is about having unique ideas and new ways to do things, innovation is all about making those ideas happen. In that sense, the bridge between creativity and innovation is made fro
David Ednie's insight:

Not all innovation skills were created equal. My two favorite skills are Applied Curiosity - eagerness and courage to explore new spaces, and Comfort with Confusion - being able to function normally in the unknown.

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Ian Berry's curator insight, February 5, 8:18 PM
Like the simplicity yet profoundness of this and Tanmay does great graphics!
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To Tier or not to Tier, is no longer the Question

To Tier or not to Tier, is no longer the Question | Customer Adoption of Cloud Services | Scoop.it
The lifecycle of data
David Ednie's insight:

The Cloud enables the full Lifecycle of Data

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The Sobering Truth: Why You Can’t Sell to C-Suite Executives

The Sobering Truth: Why You Can’t Sell to C-Suite Executives | Customer Adoption of Cloud Services | Scoop.it
Ever struggled selling to C-Suite executives? Our new data reveals just why it's nearly impossible to close a deal.
David Ednie's insight:

New research suggests that asking discovery questions decreases your win rate when selling to the C-suite. Why? Senior Executives Have “Discovery Fatigue” because most discovery questions benefit the seller. Not the buyer. “Your job isn’t to ask me what’s keeping me up at night. It’s to tell me what should be.” Your job is “Selling your Insights”.

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What Is Psychographics? Understanding The ‘Dark Arts’ Of Marketing That Brought Down Cambridge Analytica

What Is Psychographics? Understanding The ‘Dark Arts’ Of Marketing That Brought Down Cambridge Analytica | Customer Adoption of Cloud Services | Scoop.it
Psychographics is the study of consumers based on their activities, interests, and opinions (marketers call these AIOs).

It goes beyond classifying people based on general demographic data, such as age, gender, or race.

Psychographics focuses on understanding cognitive attributes, such as customer emotions, values, and attitudes, among other psychological factors.
David Ednie's insight:

Psychographics is the study of consumers based on their activities, interests, and opinions. It goes beyond classifying people based on general demographic data, such as age, gender, or race. Psychographics focuses on understanding cognitive attributes, such as customer emotions, values, and attitudes, among other psychological factors.

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How Emerging Technologies Are Impacting Industries – The Startup –

This article serves as a briefing on how various industries can strategically utilize emerging technologies in and around the world today. This is not an exhaustive list, but rather an introduction…
David Ednie's insight:

Where are you on the journey to new technology adoption? Future, Near Future or Existing?

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Changing What's Normal - Ian Berry's Blog: Differentiation in a digital world with David Ednie

Changing What's Normal - Ian Berry's Blog: Differentiation in a digital world with David Ednie | Customer Adoption of Cloud Services | Scoop.it
a blog for leaders wanting to guarantee you succeed in the change/s you lead.
David Ednie's insight:

Differentiation in the Digital World. How to avoid commoditization and the race to the bottom on price by creating true competitive separation.

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Create a Growth Culture, Not a Performance-Obsessed One

Create a Growth Culture, Not a Performance-Obsessed One | Customer Adoption of Cloud Services | Scoop.it
You need four things to do it.
David Ednie's insight:

Creating a Growth Culture requires a delicate balance between challenging and nurturing. Art more than Science. Leadership more than Management.

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The Digital Power Values for The New C-Suite: The Modern Mindset of the CEO, CIO, CMO, CDO, CCO

The Digital Power Values for The New C-Suite: The Modern Mindset of the CEO, CIO, CMO, CDO, CCO | Customer Adoption of Cloud Services | Scoop.it
As digital has become core to the very foundation of how the most organizations operate today, the nature of the leadership required at the top has fundamentally shifted along with it. Based on my observations and work with C-level leaders in digital transformation over the last several years, we've reached the point where a marked shift has begun to happen.
David Ednie's insight:

The ultimate C-Suite driver for Digital Transformation is to remain relevant to tomorrow's customers and unlock future growth. This requires a mutually adaptive approach to digital transformation which lies at the intersection of design thinking and customer experience.

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The Human Angle

The Human Angle | Customer Adoption of Cloud Services | Scoop.it
In a future teeming with robots and artificial intelligence, humans seem to be on the verge of being crowded out. But in reality the opposite is true.
David Ednie's insight:

AI-based tools will automate repetitive tasks across a wide swath of industries, which means that the day-to-day work for many white-collar workers will become far more focused on tasks requiring problem solving and critical thinking. Time to develop your Human Skills 101.

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learning to create the future of work

learning to create the future of work | Customer Adoption of Cloud Services | Scoop.it
“Our competitive advantage … is how quickly we learn … is the power of our peer community … is how we participate within our teams … is how well we leverage cognition … is how well we share information … is the power of our questions … is equal to our curiosity.” —Jennifer Sertl
David Ednie's insight:

Future workplace skills will move away from linear, repetitive tasks that can be (and should be) automated and migrate to where real value can be liberated. These future workplace skills are based on uniquely human skills and competencies such as curiosity, creativity, empathy, humour and passion. None of which can be automated or replaced by a machine. I think of this as Value Migration. 

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Ian Berry's curator insight, February 26, 4:24 PM
Like the graphic, the intent and David Ednie's comment about value migration For more on the skills http://blog.ianberry.biz/2018/02/mastering-these-skills-will-increase.html
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The New Digital Mandate: Cultivate Dissatisfaction

People who are satisfied with the current way of doing business are not likely to transform it.
David Ednie's insight:

Transformation begins with challenging the status quo. The most powerful driver of effective digital transformation is dissatisfaction.

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Making Customer Experience Your Business

Making Customer Experience Your Business | Customer Adoption of Cloud Services | Scoop.it
Offering a strong product or service is no longer enough when trying to build advocates for you
David Ednie's insight:

Customer experience is the ultimate competitive differentiator. Superior customer experience drives recommendations and research found that 51% of consumers are prepared to buy from an unknown brand based on recommendations.

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Sell The Problem, Not The Solution —

Sell The Problem, Not The Solution — | Customer Adoption of Cloud Services | Scoop.it

Sell the Problem, Not the Solution. Sell the Disaster, Not Disaster Recovery. This may seem counter-intuitive, misguided or just plain wrong so let's start out by asking a more fundamental question. Why do people buy? Answer. For 1 of 2 reasons:

To avoid Problems they don't want. (PAIN)
To get Results they don't have. (GAIN)

Where do

David Ednie's insight:

Sell The Problem first and when The Problem has been agreed and it’s severity and financial impact recognized and understood then – and only then – sell The Solution. If you don’t get buy-in and agreement on The Problem, then don’t sell The Solution. 

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The Never-Ending Journey: In Search of Product-Market-Fit

The Never-Ending Journey: In Search of Product-Market-Fit | Customer Adoption of Cloud Services | Scoop.it
This post introduces a framework and checklist for founders to use when searching for product/market fit and exploring the early phases of finding a repeatable sales process.
David Ednie's insight:

What is your TSAM (Total Segmented Addressable Market)?

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