Our Thoughts on IT Matters

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Top 10 HCM HRMS Suppliers for 2021

Introduction: The WFA (Work from Anywhere) dynamic has challenged the traditional mission of HCM professionals. With these changes come new and unique ways that HCM and HRMS providers should be engaged and negotiated with. As you read through our top 10 providers, some strategic imperatives to keep in mind: Innovation: Shifts to WFA models require rapid, nimble, innovation focused providers. Keep this in mind when researching your renewal and or new agreements. Ensure the agreement’s terms and conditions meet YOUR expectations and projected business requirements – not the providers sales and margin goals. Return of the niche providers: HCM ...

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Top 4 (of 100) Technology Review Platforms for 2021

Clients often ask how we can stay on top of the market due to its constantly changing nature, and our answer is simple. We are constantly researching and analyzing the market in real-time, availing ourselves of a variety of resources. First among those is our own FMI (Federated Market Intelligence) gathered from thousands of executed deals since 2002. It’s a luxury to have that kind of data to inform Client strategy and optimization. However, we do also frequently vet our own understanding of the market by using a variety of resources, including the major Technology Review Platforms. If you can imagine, there are literally hundreds of ...

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Financial Services Series: Four Ways to Find Savings and Reduce Opex Now

The IT landscape in Financial Services is changing rapidly. Regardless if they want to be industry leaders, fast followers of reactors, the ever-spreading cost base for Financial Services Companies leaves less budget available for capital investments in new technology, driving a vicious cycle of increased operating cost. In the drive to enact transformational change, Financial Services Companies should seek out the benefit from low hanging fruit to reduce current Opex. According to a PwC Global FinTech survey, 81% of CEOs are concerned about the speed of technology change, which is more than any other industry sector. Thousands of startups ...

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SolarWinds Breach: Three Lessons You Need to Heed

What do the Pentagon, the U.S. State Department, The White House, the NSA, all five branches of the US military, the top ten U.S. telecommunications companies, and four hundred twenty-five of the Fortune 500 all have in common? Given the title of this article, you already have a clue, which is that they are all SolarWinds customers. Those are just some of the higher profile organizations, but in all there are 300k SolarWinds customers around the world, with about 18k identified as impacted. The impact of this breach is so far and deep, the actual repercussions will not be fully understood for years potentially. However, we don’t have to wait ...

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Supplier Profits and 5 Year End Sales Tactics They Use Against You (updated for 2020!)

The end of year mania is underway as sales professionals from some of the largest tech companies on the planet try to capture and fill their Q4 quota.  When such a substantial portion of a sales rep’s income rests on their ability to separate company dollars from your budget, it’s no wonder we often witness such unbridled aggression this time of year.  It can be personally traumatic for salespeople as they sit in their weekly (sometimes daily) sales meetings with their respective teams, while management tears apart their sales opportunities and deals often in front of their peers with questions like: What is the status of deal x/update on ...

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Look that Gift Horse in the Mouth

Things are moving fast in these challenging times as both individuals and companies struggle to keep up with changing demands and plan for an uncertain financial future. In response, we are already starting to see many clients (a) put most major technology spending projects on hold and (b) look closely at supplier contracts (almost none of which contemplate a reality such as the one we are facing today). As a result of a confluence of these and other factors, we are seeing an unprecedented level of activity in renegotiating technology supplier contracts, including but not limited to: The force majeure clause in most agreements Government ...

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Managing IT Spend in a Global Pandemic: Strained Capacity and Reflexive Buying

Unlike consumers who have been panic-buying bathroom paper products in bulk over the last few weeks, IT executives have prepared for security threats and natural disasters for many years and have deployed highly resilient solutions with varying degrees of business continuity.  Clients have spent millions for things like network redundancy, contact center contingency planning, remote workforce support, and business application and underlying compute and storage infrastructure availability. The list could go on.  In fact, there is a whole industry set up to help IT leaders face this business continuity challenge.  What many of those plans fell ...

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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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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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Financial Services Blog Series: Enemy at the Gate

What can be done to maximize your operations strategy. In the mid-1700s, Alexander Webster and Robert Wallace, two ministers of the Church of Scotland caused a major change that would alter the life insurance landscape forever. The plan they devised would invest the revenue from policy premiums and use the income generated from those investments to payout death benefit claims to the families of the insured. Much of the success of the newly-created fund can be credited to Wallace and Webster’s precise use of actuarial science such as understanding mortality rates of Scottish clergymen, along with life expectancies of the ministers’ wife and ...

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