Tech Bytes & Insights

The Six Building Blocks of Social Selling

Posted by Ashish Vazirani on Tue, Feb 09, 2016

Many sales organizations now are engaged in some form of social selling, and as I’ve written and spoken about this topic over the past several years, one of the common questions raised by sales leaders is, “How should we get started?” To understand how to answer this question, it’s appropriate to gain some context, so as good consultants, we said, “Let’s gather some data.”

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Topics: Ashish Vazirani, social selling, ZS Associates, ZS, High Tech, selling journey, building blocks

When Do You Really Need a Chief Data Officer?

Posted by Bhargav Mantha on Tue, Feb 02, 2016

Data is now recognized as a fundamental business asset, a natural resource, a driver of innovation, a source of revenue, a creative force for new products and new wealth, and a job opportunity gold mine for those with the right skills.

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Topics: Bhargav Mantha, ZS Associates, ZS, Analytics, Chief Data Officer, cdo

Preparing to Fail: Five Steps for Better Business Planning

Posted by Kyle Heller on Tue, Jan 26, 2016

This is the first new year of my life without my father, who passed away suddenly in the fall. During the quiet time over the holidays, I found myself at a confluence of thoughts: loss, grief, gratitude, and thinking a great deal about what I would characterize as missed opportunity. At the same time, in a less quiet moment, I also found myself rattling noisemakers and cheering with my two young boys as we celebrated and rang in the promise of another new year together.

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Topics: Kyle Heller, ZS Associates, ZS, Strategy, business planning, prioritization

How Solution Providers Can Capitalize on the Internet of Things

Posted by John DeSarbo on Thu, Dec 17, 2015

Booming demand for integrated solutions powered by the Internet of Things (IoT) is creating exciting opportunities for IT channel partners to build new revenue streams. Leading IT industry analysts such as Gartner are proclaiming an IoT revolution that will lead to unprecedented innovation in the channel. Gartner lists IoT among its top 10 strategic technology trends for 2016.

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Topics: channel partners, John DeSarbo, ZS Associates, ZS, IT, iot, gartner, solution providers, internet of things, operations technology

What Technology Companies Can Learn From my Caffeine Habit

Posted by Pramil Jain on Tue, Dec 15, 2015

I used to get my daily dose of caffeine at Starbucks, but gradually, I have started going to Philz Coffee, the hip San Francisco-based coffee shop rapidly taking over the Bay Area. It’s even becoming my new workspace, especially on the weekends.

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Topics: tech, ZS Associates, ZS, Differentiation, segmentation, target market, niche, Pramil Jain, Philz

3D Printing: How Cutting-Edge Technology Is Shaping the Future of the Biotech and Technology Industries

Posted by Alec Goldfield on Tue, Dec 01, 2015

You may have heard a lot about 3D printing lately. The 3D printing market grew at more than 35% in 2014 to surpass $4 billion. Furthermore, Gartner Research lists 3D printing materials as a top technology trend for 2016, with expectations of 64% growth for enterprise 3D printer shipments through 2019.

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Topics: technology, ZS Associates, ZS, biotech, Alec Goldfield, 3D Printing

Is Performance Killing Your Culture or Is Culture Killing Your Performance?

Posted by Kyle Heller on Tue, Nov 17, 2015

A recent HBS article confirmed what we all intuitively know: Well-executed quotas and bonus programs are highly effective tools for motivating sales teams. This increase in motivation and resulting sales performance, however, comes at a cost. And while the administrative and financial investments are significant, the biggest price to pay for an overdependence on sales quotas to drive results may be within the culture of the sales team.

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Topics: Kyle Heller, sales, ZS Associates, incentive, ZS, compensation, High Tech, sales team, culture

Channel Strategy: Putting Your Money Where Your Mouth Is

Posted by John DeSarbo on Tue, Nov 10, 2015

Over 2,300 years ago, on a dusty plain in Greece, an ambitious general executed an innovative tactic that revolutionized military strategy. In the Battle of Leuctra, the Theban army, led by Epaminondas, was under attack by the merciless Spartans. The Spartans, the 800-pound gorilla of their times, had not lost a battle in years.

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Topics: John DeSarbo, tech, sales, ZS Associates, ZS, Strategy, Channel, Planning Budget, Partners, Ancient Greece

Busting Three Myths About Big Data

Posted by Bhargav Mantha on Tue, Nov 03, 2015

With so much hype about Big Data, it's hard for leaders to know how to exploit its potential, making it important for them to cut through all the hype and confusion, and discipline themselves to base their actions on known facts and business-driven outcomes. This is easier said than done due to the various myths surrounding Big Data. Here are three myths that need to be debunked in order to avoid resource wastage, dead-end paths or missed opportunities.

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Topics: Bhargav Mantha, big data, ZS Associates, ZS, Analytics, High Tech, data lakes, myths, data warehouses

What Channel Leaders Can Learn From FanDuel and DraftKings: Be a Shark

Posted by Brandon Mills on Tue, Oct 27, 2015

Introducing the Sharks

If you’ve seen any of the combined 25,000-plus FanDuel and DraftKings commercials that aired in September (only 214 hours of airtime), you have been introduced to some of the sharks of daily fantasy sports (DFS) gambling. On FanDuel, Scott H. let us know that he has won $2.1 million on a mere $35 invested. That’s an ROI of 6,000,000%. Or there is David Gomes, who was a $1 million winner on DraftKings. Not a bad day at the office for these sharks.

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Topics: ZS Associates, ZS, FanDuel, DraftKings, Channel, Channel Leaders, Fantasy Sports, Brandon Mills

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