Inside Sales for the Empowered Buyer

first_imgIDC recently reported on the power swaps occurring in the sales industry: “A rich dialog has shifted online and away from the sales person.” Accenture noted the trend similarly, saying “the customer journey is now dynamic, accessible and continuous.”Customers no longer need to be handheld through the typical discover and consider phases of the buying cycle. In fact, 60% of the buying cycle is complete before the vendor is engaged.  Where customers want and need vendor input is during the evaluation, purchase and use phases.Across these phases, they expect vendors to be able to engage with them instantly via multiple online and social channels in a highly interactive manner. They also want vendors to learn from what is said on social platforms and adjust their strategies accordingly.Inside Sales provides an agile platform that attracts the empowered buyer. According to the Department of Labor Statistics, Inside Sales is estimated to reach 3.4 million employees by 2020. Today, Inside Sales represents 21% of overall sales headcount and growth significantly outpaced Field Sales in 2013 (3.9% vs. 1.3%, respectively).Businesses are taking notice and enhancing their own Inside Sales operations. For instance, Inside Sales runs SAP’s <1000-employee business. At IBM, 15% of cloud wins are from Inside Sales’ social media efforts. And in Q3 2014, Oracle hired and socially trained 400 cloud Inside Sales representatives.Inside Sales also offers a lower cost model. Cost to business becomes more critical than ever when competing against startups and “as a service” providers. In those markets, Inside Sales is quite often the only go-to-market strategy.Inside Sales also enables companies to bring on fresh talent and train them on the ins and outs of the products, services and organization itself. It’s a great opportunity to groom the next generation of sales superstars.EMC: Out Front on Inside SalesFortunately, EMC has built a strong foundation to embrace this era of the empowered buyer and develop a strong bond on whatever platform they choose to engage with us.Inside Sales is essential in several aspects:We protect ourselves from the lower end of the market that otherwise would be at risk to up and coming competitors. We feed the talent pool for Field Sales, especially around diversity. Recently, we promoted 62 Inside Sales representatives to Field Sales roles and have five Inside Sales alumni in Field Sales leadership roles.We provide a strategic lever for demand generation. In 2014, Inside Sales produced $2.6B in forecasted pipeline opportunities. We have created an agile environment that pushes the envelope on virtual sales skills, using video and social selling techniques. This makes us highly attractive to the empowered buyer.I am a 25-year veteran of high tech and I have never been so excited for the opportunities that lie ahead for Inside Sales and EMC as whole. We have the leading edge right now in this industry and our challenge is to keep it that way!last_img read more

Digitization Isn’t Just Transformational, It’s Game Changing

first_imgThe game has changed. As CIOs and IT professionals, we were comfortable with controlling the environment; talking in ERP terms and timelines; and in using a liquidation/unit cost financial model to manage our operations. However, the landscape has changed and our business users expect and need IT’s help in driving agility, intelligence, innovation and value. To remain relevant, CIOs and IT organizations must reenergize IT.On October 6th, EMC celebrated the tremendous strides the company is making to dramatically enhance our Total Customer Experience (TCE) globally. Like other EMC customers, my team and I wholeheartedly embraced cloud and big data analytics, as well as mobile and social technologies to innovate and propel us forward. That said, building on my blog earlier this year, I believe that digitization is the key to improving TCE and transforming how businesses run for the future.Technology plays a significant role in digitizing processes, but it is just one piece of the puzzle. We must first change our overall approach. Unlike traditional tight controls and restrictive IT systems, a digitally transformed IT environment makes it easier for business to engage with customers. By leveraging digitization and automation, we differentiate our business; deliver operational efficiencies and world-class customer experiences; and empower employees with the flexibility to cut through bureaucracy.At EMC, we optimize our own IT processes and simplify, automate and digitize our service catalog and a variety of services for our users. For example, to help EMC’s engineering and DevOps communities focus less on the underlying technology and more on their task at hand, we automated the provisioning and delivery of two new services – Infrastructure as a Service and Platform as a Service. By introducing Infrastructure as a Service, we decreased unit costs by 24% and now deliver infrastructure much faster. These services are just scratching the surface of what we can do to make our users more efficient and productive.Additionally, to move to this more contemporary, elastic and on demand IT model, EMC’s IT organization realigned our organization to have a stronger partnership and seat at the table with the company’s lines of business. As a trusted advisor, our leaders must not only leverage robust automated processes to deliver programs on time and on budget, but have a deep understanding of the business unit’s needs to help, or in some cases, lead its digital transformation.The bottom line – the traditional IT pace and approach is obstructing success and will make old ways of operating IT irrelevant. To move at the speed of business, CIOs and IT professionals must anticipate business needs; simplify and lean out redundant process; embrace the latest technologies; and automate and digitize as much as possible. Not only will this transform how IT organizations are run and improve the total customer experience internally, but it will have a long lasting positive impact for our companies.last_img read more

Who Has the Power? You Do!

first_imgMaximizing power visibility and control with OpenManage Enterprise Power ManagerAs data center professionals, we are often faced with operational efficiency objectives from the business. These objectives become more demanding as the IT infrastructure transforms. At times, the need to maintain and control a reliable, cost-efficient environment can become overwhelming. Fortunately, Dell EMC puts the power in your hands. With the release of the new Dell EMC OpenManage Enterprise Power Manager, you can quickly identify areas to gain efficiencies and reduce costs.OpenManage Enterprise Power Manager gives you the tools to recognize the power and thermal health of your servers. The intuitive user interface helps you monitor, set alerts, and cap the power within your server infrastructure. Additionally, you can monitor and set alerts for temperature fluctuations. The comprehensive dashboard helps you view, manage, measure, and control server power consumption so you can easily increase infrastructure performance.The enhanced power management visibility and control provided by OpenManage Enterprise Power Manager is a critical tool in your quest to sustain uninterrupted power in your data center. Power interruptions and downtime are very costly, even detrimental, to your data center. With OpenManage Enterprise Power Manager, you can reduce power related downtime, and deliver a more cost-efficient IT environment.Centralized control of power, thermal and server lifecycle management Dell EMC OpenManage Enterprise Power Manager is delivered as a plugin to the Dell EMC OpenManage Enterprise console. The plugin extends the OpenManage FlexSelect value proposition with a unified dashboard that lets you manage data center power and server lifecycle tasks from the same interface. The Power Manager plugin is included with the OpenManage Enterprise Advanced License. After OpenManage Enterprise is installed, the Power Manager plugin can be easily activated by hitting “Install” on the Consoles and Extensions page of OpenManage Enterprise.Once the Power Manager plugin is installed, you can view power and thermal status directly from the OpenManage Enterprise interface. You can also view power and thermal alerts on the main OpenManage Enterprise dashboard. Finally, when you enable the plugin, you enable power and thermal reports in the OpenManage Enterprise reports list.Power and thermal visibility are the first step. OpenManage Enterprise Power Manager also gives you the information you need to make power-saving decisions and the tools you need to control the power in your infrastructure.Reporting: As infrastructures transform, understanding the power history is important for planning and expansion. Reporting in Power Manager can highlight optimal placement of new servers, energy usage for specific groups, and identification of inefficient servers. Users can download various reports to view key information for optimal decision making.Emergency Power Reduction (EPR): Many data centers require a comprehensive business continuity plan for unpredictable events. In the event of an urgent situation, Power Manager EPR can reduce power consumption and heat generation. In a few seconds, users can easily invoke EPR and continue server operation with minimal power. Once the disruptive event is resolved, Power Manager allows users to return to previous power levels.Combined with OpenManage Enterprise, OpenManage Enterprise Power Manager uses an intuitive interface to automate, alert, and create reports that help you maximize resources, lower energy consumption, and prevent outages. Using the data reported with Power Manager, you can identify individual servers and groups of servers, which would benefit from relocation, workload adjustment, and power reduction. With Power Manager in the data center, you have the power to lower power costs, and reduce downtime.Visit for more information on OpenManage Enterprise Power Manager.To learn more about PowerEdge servers, visit, or join the conversation on Twitter @DellEMCservers.last_img read more

Fans or no fans? Tokyo Olympic organizers still mum

first_imgTOKYO (AP) — One of the biggest unanswered questions about the Tokyo Olympics deals with fans. Will there be any from abroad? And will fans of any sort be allowed in outdoor stadiums or smaller indoor arenas? Organizing committee President Yoshiro Mori says “no spectators is one of the options.” The International Olympic Committee and Tokyo organizers will roll out their “Playbook” next week. The detailed plan about how to hold the games during a pandemic will set down strict rules for thousands of athletes arriving in Japan. The Nikkan Sports newspaper reports that organizers are expected to announce “soon” that fans from abroad will not be allowed to attend.last_img read more

Italy looks to ‘Super Mario’ Draghi to end political crisis

first_imgROME (AP) — Former European Central Bank chief Mario Draghi has agreed to try to form a non-political government to steer Italy through the coronavirus pandemic. Italian President Sergio Mattarella on Wednesday gave Draghi a mandate to put together a new government to replace caretaker Premier Giuseppe Conte’s collapsed coalition of the 5-Star Movement and Democratic Party. The task won’t be easy, since the populist party with the most seats in Parliament said it won’t support a Draghi government. Nevertheless markets welcomed indications that Italy’s latest political crisis might get resolved at least for the next few months. Draghi is credited with having saved the euro during the peak of Europe’s debt crisis in 2012.last_img read more