Digital Transformation

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04 Jun: RevOps in the tech industry: buzzword or buzzkill?

One of the most frequently used buzzwords in the tech industry today, revenue operations (RevOps) is a new focus for companies driving revenue through operational strategy. But is RevOps in the tech industry all that it’s hyped to be? 

Trust us when we say—heck yes!

What is RevOps?

RevOps is defined, generally, as “the alignment of sales, marketing and customer success operations across the full customer life cycle to drive growth through operational efficiency and keep all teams accountable to revenue. This holistic approach is designed to break down silos between departments.” So, in the simplest terms, RevOps is a…

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20 May: Top 3 Reasons Financial Services Organizations Need Better Relationship Intelligence

Customer data is gold. Precious, shiny gold.

Thoughtfully used, customer data is the key to unlocking your business’s growth potential. It lays the foundation for forging more meaningful customer relationships and tapping into new revenue streams from existing customers and prospects. See what I mean? Gold.

The trick is knowing how to use it. To fully capitalize on the true power of customer data, you need to know where to find it and how best to leverage it. But, more importantly, you need to be confident in its quality and integrity.

As the saying goes: garbage in; garbage out. Customer…

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30 Apr: Implementing Introhive: Blink & You’ll Miss It 

Implementing new technology can be daunting, and there is the assumption that all technology roll-outs will be costly, time-consuming, and resource heavy. Fortunately, this is not the case with implementing Introhive, because we’ve worked very hard to ensure that getting our platform up and running at your organization is quick and painless.

When it comes to implementing and onboarding of new technology, I’m always asked the following key questions:

What resources are required for a successful roll out? How long will the implementation process take?  Is training required for admins and end users? 

I’m delighted when I hear someone ask…

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30 Apr: Tap into Reliable Data: The Real Effect of Inaccurate Data on Your Business

Though published in 2017, this article from The Economist still rings true: “The world’s most valuable resource is no longer oil, but data.”

We could not think of a better analogy for the fast-growing, data-fueled economy. Data, like oil, is often a trapped asset, and extracting and exploiting this valuable resource has proven to be so complex, it has driven up costs for “tapping”  into the source, driving businesses to implement new technologies in an often futile effort to uncover insights. Many businesses find it so difficult to utilize their own data to drive bottom-line revenues, they give up…

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16 Jul: Featured Partner Interview: SalesLevers’ Richard Higham on the Future of Sales

When SalesLevers’ founders Richard Higham, Martin Allison and Alan Timothy, set out to build their U.K.-based sales performance consultancy in 2017, they came from diverse backgrounds. But they all agreed on one thing: the world of sales was changing.

“We see four drivers of sales change,” Higham said. “Today’s sales teams have to sell in what we call a ‘VUCA’ world, where volatility, complexity and ambiguity interact. They’ve got to generate growth in low-growth economies. They’ve got to deal with buyers who are changing significantly in the way that they want to do business. And finally, there’s a whole…

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09 Jul: Digital Transformation in Insurance: How to Pull Away from the Pack

Are you a leader or are you a follower? Over the past few years, insurance giants have pulled ahead in their digital transformation efforts, rolling out new features that improve the customer experience, optimize back-end efficiencies, and create a framework for ongoing innovation.

The stakes around digital transformation are high and choosing to hold may affect a company’s long-term solvency. In fact, 44 percent of insurance leaders think that, in the future, “most existing insurers will not survive, at least in their current form.”

Even if you’re lagging behind, it’s not too late for your firm to break…

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02 Jul: How To Improve Firm-Wide Collaboration Using Enterprise Relationship Management Technology

As technology’s evolution accelerates, the pace of productivity speeds up and clients’ service expectations rise accordingly.

For professional services firms, an increase in clients who require cross-practice, cross-expertise and cross-border work demands an increase in collaboration, which is often at odds with the sectors traditionally relationship-protective partners and consultants.  

However, in today’s competitive environment, improved collaboration is key to profitable growth. Heidi Gardner’s in-depth look at the state of professional services collaboration makes it clear that everyone involved in deeper collaboration benefits. Firms who collaborate more effectively gain a competitive edge, resulting in increased revenues, profitability and improved client…

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11 Jun: What’s your digital age competitive advantage?

My answer to that question is that it still lies in the human element, away from algorithms, code, dashboards and data.

Technology has come a long way in the last decade. Its exponential progression has made leaps and bounds in solving business problems across the globe. It’s made businesses leaner, more efficient and armed them with more data than ever before.

Still, every company has access to the same technology, talent, algorithms, media outlets, marketing platforms and prospect lists. So, how do you differentiate? And where can you gain a competitive advantage?

The fact is, people still…

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21 May: Investing in digital transformation: Why high-quality data is do or die

Is your organisation contemplating investing in digital transformation? Or already in the thick of it? If so, you’re not alone. By the end of this year, enterprises will have spent more than $2 trillion on digital transformation efforts.

But while 87 percent of organisations believe digital technologies will disrupt their industries, only 44 percent feel adequately prepared for that disruption. To help bridge this gap, I was honored to share Introhive’s take on how we help shepherd our customers through their digital transformation journey with Briefing Magazine this month.

Briefing is business management publication focused solely on the…