From the monthly archives:

November 2009

Helping Customers Translate IT Spend Into Business Value

November 24, 2009

We all know customers are fixated on metrics to evaluate technology investments, such as IT spend as a percent of revenue. That’s understandable. The language of business is finance, and organizations know their technology investments must improve the equation. Yet most struggle to translate greater technical capabilities into measurable business value.
So what do you do? [...]

Using the Right Metrics with Service Provider Customers

November 10, 2009

Targeting customers in the service provider space? If you want to gain credibility and create differentiation, you’ll have to brush up on that market’s unique industry-specific metrics.
But how do you find the right metrics for your targeted customer?
We’ve developed this short format overview for exactly that purpose. In addition, use Analyst Reports. These reports used [...]

Want to Know How Executives You are Targeting Are Compensated? Snoop Proxy Statements.

November 3, 2009

If you could find out how a customer executive you’re targeting is compensated, would you? Of course you would.
An insider secret: Outside of the U.S., in many parts of the world, details regarding how and why executives are compensated are spelled out in remuneration reports.
Thanks to U.S. Securities and Exchange Commission (SEC) requirements that companies [...]

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