Tag Archives: art

5 vendor sales negotiation tactics — and how to counter them

As companies undertake digital transformation initiatives in partnership with enterprise software providers, they must understand the sales strategies vendors use to establish leverage — and the countermeasures necessary to level the playing field. Unfortunately, many line-of-business executives run headlong into executive-level relationship discussions without understanding the level of sophistication and thought that a software vendor…

To Improve Tech Diversity, Go Beyond Obvious Qualifications

Many companies want to dramatically improve their workforce diversity. But there’s a hurdle. These endeavors are not always compatible with the widespread habit of hiring candidates who have classic qualifications and traditional career development opportunities. GfK, the market intelligence leader, is rethinking this approach and partnering with CodeFirstGirls. When organizations recruit their new staff, they…

SAP Q2 results a mixed bag

SAP announced its Q2 2022 results yesterday, reporting revenue of €7.5 billion, which is up 12.7% year-on-year. However, it was not all good news for the German business software group. SAP’s IFRS operating profit was down 32% to €673 million and its non-IFRS profit was down 13% to €1.68 billion. In comments published alongside the…

IT legend Charlie Feld on the CIO as chief integration officer

Few have had a greater impact on the CIO profession than Charlie Feld has. An industry legend, Feld shaped the CIO role decades ago and has gone on to change the narrative about technology and to transform entire industries. In fact, Feld has such an extensive leadership playbook that we recorded a special two-part episode…

The new CIO playbook: 7 tips for success from day one

Congratulations, you’ve been promoted to CIO! Hopefully, you are well prepared for to succeed in making the leap, ready to lead your team, gain the trust of your peers, represent the IT team effectively to upper management, and be a star player at the next board meeting. None of this is easy, though. And while…

How CIOs can unite sustainability and technology

As technology continues to take a larger role in corporate sustainability practices, CIOs can play a key role in driving both business value and environmental, social, and governance (ESG) performance. In fact, creating and implementing a comprehensive sustainable technology strategy must now be the core mission of a purpose-driven CIO. Every executive in Accenture’s recent…

The CDO: Chief Disappearing Officer

“If your actions inspire others to dream more, learn more, do more and become more, you are a leader.” —John Quincy Adams I have been privileged to meet executives from every sector, many with the newer title of “CDO.” The “D” usually stands for Digital or Data. Here’s my observation from seeing great CDOs in…

Overcoming the silver bullet syndrome: How to turn data dreams into reality

Any sufficiently advanced technology is indistinguishable from magic. -Arthur C. Clarke I empathize with the frustrations many CIOs experience as the latest fad hits their desks. From nowhere a demand pops up that a particular technology is urgently needed to modernize their company. The problem to solve is fuzzy, and desired outcomes unclear. I recall a…

How organizational learning can unlock more business value from machine learning

We routinely underestimate the effects that new technology has in the long run while also overestimating its impact in the short term. What has become known as Amara’s Law, in honor of the late researcher and scientist Roy Amara, is playing out now in many organizations that adopt artificial intelligence and machine learning (AI/ML) technologies.…

How one healthcare startup is making data work for doctors and patients

Healthcare is deeply human, and each successful doctor-patient interaction is unique. Some patients feel the most reassured by a straight-forward physician in a white coat; others respond better to a warm and humorous bedside manner. But if there’s one thing nobody wants their doctor to be, it’s overwhelmed. In addition to the detrimental effects on…