Our Thoughts on IT Matters

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Supplier Profits and Fiscal Year End Sales Tactics They Use Against You (updated for 2019!)

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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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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