August 21, 2016
One of the benefits of running Outsell is we’re of the industry we serve, a privileged position we respect and about which we have deep gratitude.  From our lens and vantage point, we’re able to look at the tea leaves, connect the dots, look at the fringes of where new models are evolving and innovation is happening and then not only share that first and foremost with our marketplace but sit back and apply to ourselves.  The investment we’ve made in our platform recently has been in direct response to convergence and the critical factors shaping deep vertical business intelligence. I’ve...
August 17, 2016
This year Outsell’s Signature Event will feature speakers who are all addressing one critical success factor for thriving beyond the tipping point. I’ve been writing about each, why we picked the topic, why the speaker, one who has specific insight and experience about the topic, but also from the vantage point of one of the leading firms in each of our industry’s major sectors. When I read Tom’s article in Fortune a few months back, I knew he was ‘the one’ to address decision-making. Tom Monahan is the Chairman & CEO of CEB and his vantage point is as perfect as they come. No pressure...
August 14, 2016
Having been in this industry long enough to see cycles come and go, never has there been one as extreme as what we’re seeing today in the portfolios of our industry’s largest companies. We’re used to seeing customers going from centralized buying to decentralized buying. We’re used to seeing regime changes in natural ebbs and flows, or consolidation too. But wow, nothing like the X-Acto Knife on steroids pointing sharply at the deconglomeration (the new buzz word in the land of corporates) that's taken place these past few years.  UBM, Pearson, Thomson Reuters, and McGraw-Hill’s complete...
August 10, 2016
Years ago Outsell’s Chuck Richard got up at Outsell’s Signature Event and pointed to the one more important trends hitting B2B and the world of marketing and advertising in general. He pointed to the need for customer pull rather than advertiser push. So brilliant. So simple. So effortless.  But no, instead each day we are harangued and hassled, barraged and bruised, by the onslaught of messages, email, shrapnel in our home and office email boxes, cookies, trackers, and everything else in the ad tech and martech arsenal to hope, wish, pray, try to influence behavior that forces us to pay...
August 7, 2016
When I left off, we talked about innovation and talent being the 7th and 8th keys to success for companies in our industry to thrive beyond the tipping point. A firm can’t innovate without the right talent and the right talent is increasingly becoming harder to find. The information industry is competing with software firms and the big platform companies for talent. Our ability to find STEM talent is becoming harder with challenging visa laws internationally, and global competition for developers, digital advertising, product management, data science, or solution or challenger sales skills. ...
August 3, 2016
There are certain topics that come up daily in my ongoing dialog with leaders. At Outsell Leadership Council meetings, in confidential advisory sessions, or in off-site strategic reviews, they are constant and persistent. How do organizations innovate and foster breakthrough solutions? How do they create a culture that thrives on innovation and is comfortable and eager for the continuous change and agility innovation requires? How do they ideate? How do they choose what to innovate once they’ve got their ideas created? How do they execute when shareholders demand returns and core businesses...
August 1, 2016
Our 6th key to success at Outsell's Signature Event is transformation and having the ability to manage what we call the "revenue crossover." Never has it been harder to manage the decline in one part of the business while managing bringing new businesses on stream. Timing and leading that type of transformational change is one of the most challenging feats any leader can muster. There’s the saying "hindsight is 20-20" - But what if hindsight could be your foresight? And what if you could come away with the perspectives and experiences of a single leader who crossed the revenue chasm during...
August 1, 2016
Meet Nell the office dog, aka my dog. Nell knows her place in the sun and knows how to have fun. She comes to work a few days a week and on others she goes for a romp with a pack that has full access to a huge amount of acreage a service that I subscribe too. See, we all have services we subscribe too and they all deliver value or we wouldn’t have them. But I digress about Nell and her love of sun and fun. When Nell enters the office she makes the rounds. She’ll say hello, look around for food, get a little lov’in and then flomp in her various spots. Spot one is under my desk. Spot two is...
July 28, 2016
From cockpit to courtside, IBM’s Watson has been busy this summer. The cognitive business platform has made news demonstrating how it smooths air travel, assesses fan favorites at Wimbledon, and studies music composition on the side. On the B2B front, Watson continues its relentless push into verticals, teaming up with Cisco for collaborative workplace tools, and driving deeper into building automation analytics. Important Details: Watson press releases flow forth from IBM every two to three days. But two recent items are worth noting for enterprise data executives, not simply for being yet...
July 27, 2016
Don't miss your chance to meet up-and-coming industry leaders at the Emerging Company Growth Tank at Outsell's Signature Event. Kicking off our 10th anniversary event, this special session brings together emerging companies that are shaping next-generation solutions and that represent the future of our industry beyond the tipping point.  Outsell analysts and members of Outsell's Leadership Community nominated more than 100 innovative companies and chose the 10 fastest-growing media, information, and technology companies that every CEO needs to know. The hot list includes...

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