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Financial Services Blog Series: Digital Transformation – Nothing to Lose, But a Fortune to Gain.

  In 1847, a young doctor named Ignaz Semmelweis was working in a maternity ward where he had discovered that a regime of hand washing could dramatically lower the incidence of childbed fever. Unfortunately, the medical establishment rejected his ideas and the ‘germ theory of disease’ didn't take hold until decades later. The phenomenon is now known as the “Semmelweis reflex”, which is the tendency for people to reject new knowledge that contradicts established beliefs. For Financial Services, “Winter is coming” in terms of Digital Disruption by way of FinTech companies invading their space. What is Digital Transformation?  Digital ...

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IBM: Spend Optimization Opportunities at Year End

We are still waiting for the great IBM turnaround led by Ginny Rometty since her installment as CEO in 2012.  IBM has pinned its turnaround on Watson AI, Blockchain and now “Hybrid Cloud” with the RedHat acquisition.  IBM’s “turnaround” has resulted in 22 out of 25 quarters of declining earnings.  To be fair, it’s the last three quarters that have shown growth, not driven by its strategic imperatives but rather has been provided by (drum roll please) – mainframe. Yes, the good old mainframe, with upgrades and increased storage needs driving strong revenue in Q2 and Q3. How the mighty have fallen, or better said, continue to fall as we have ...

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SAP at Year End: Pitfalls and Opportunities

Michael Welsh
Nov. 28,2018 | SAP

December is the busiest month of the year for many suppliers, including of course SAP as they look to shore up, lock up, and secure their end of year financials.  A vast majority of SAP contracts renew effective January 1.  There are both opportunities to be had and pitfalls to avoid in this end of year run to 2019 and beyond.  Below we outline just a few things to look out for and encourage you to chat with us to make sure you are getting the most out of your agreements, investments and relationships with SAP. SAP has its share of challenges.  There is discontent amongst its partners, customers, and previous cheerleaders.  SAP’s cloud ...

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Thrive Ultimatum Series Part I: The Digital You Must Do

  What is the Thrive Ultimatum?   2019 will present the 'C-Suite' with a Digital Transformation ultimatum.  Digital initiatives can no longer be ‘shelved’ or viewed as a future innovation that are delayed by a myriad of excuses. Organizations operating this way are often in survival mode, feeling encumbered by forces outside their control.  But survival is no longer enough as consumers, businesses, and shareholders demand that organizations move past survival mode, to thrive mode and cross the chasm of digital change and disruption now.  Organizations that recognize this imperative and act on it are succeeding in the digital age.  Those that ...

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5 Q4 Sales Strategies Technology Suppliers Use Against You

‘The Most Wonderful Time of the Year’ is a popular holiday song and was written by Edward Pola and George Wyle in 1963.  It was popularized in North America by singer Andy Williams that same year on his television show by the same name.  However, we didn’t have to do much research to learn that the inspiration for that song had nothing to do with the 4th quarter for most business leaders and their respective companies.  Anecdotally, we believe most business leaders might say it’s the most *stressful* time of the year, especially for publicly traded companies – most of whom have their fiscal year end aligned with the calendar year end of ...

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Market Alert: More Details Emerge on Microsoft’s 2018 Pricing Changes Effective October 1st

You may recall from our alert in July, Microsoft has substantial changes to their pricing due to take effect October 1, 2018.  This pricing will cascade globally from Redmond product managers.  As a result, we anticipate an incredibly busy September as customers try to understand what the impact will be and how best to optimize their agreements.  The actual pricing is due to be available to resellers on September 1, 2018 and will likely become widely available soon after. In addition to the changes we previously communicated (see below), here are a few of the latest updates that have come to our attention: “Level A” is going away.  Any ...

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Six ‘Beware’ Factors to Consider in Today’s Cloud HCM Offerings

Its been a long time since HCM solutions were primarily used for ‘counting noses’.   Companies large and small understand the strategic value in their workforce and are aggressively using HCM solutions to support their investment, and HCM providers know it.  Between emerging technology, disruptive companies, mergers and acquisitions, changing licensing models, cloud migrations, and much more, to say today’s HCM software market is under rapid change would be a massive understatement.  Unfortunately, none of us really have the luxury of ignoring these changes lest we be left in the wake of overpaying for a non-compliant, underperforming, and ...

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Microsoft Pricing Update

True to their usual schedule, Microsoft has announced some substantial changes to their pricing policies, along with some price increases to Office and Windows licenses / subscriptions, to be effective October 2018.    There are some significant changes hidden in Microsoft’s bland language – most notably “Removing the programmatic volume discounts (Level A and Open Level C) in Enterprise Agreement (EA)/EA Subscription, MPSA, Select/ Select Plus, and Open programs (Open, Open Value, Open Value Subscription)” - which will in effect cause substantial price increases for the majority of small and medium businesses with fewer than 2,400 ...

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5 Ways You Lose on Technology Deals

 Over the past 16 years, we’ve seen almost every way possible for an organization to lose value in their technology supplier arrangements, agreements, and relationships.  Sometimes these situations arise from external forces that leave little in the way of options like mergers, acquisitions, or litigation.  Many times, however, we find that organizations could have improved if only they had a few key insights.  If a company is willing to take the necessary steps to acknowledge where they have shortcomings in information, expertise, and experience, they could avoid many of these pitfalls.  It’s difficult to know what you don’t know, and as a ...

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Negotiating the Economics of Cloud Deals

Recently I asked myself this question: when did the words ‘cloud computing’ become the common expression to simply explain a network of remote servers? According to Technology Review, it can be traced back twenty two years ago to 1996. Inside the offices of Compaq Computer a small group of technology executives were plotting the future of the Internet business and calling it “cloud computing.” Not only would all business software move to the Web, but what they termed “cloud computing-enabled applications” would become common.  In 2018, cloud computing has become a ubiquitous piece of jargon that many find annoying, but also hard to ...

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