Supply Chain Executive Commentary

  1. 3 Ways IT Can Modernize Meeting Rooms With Digital Technology
    4/26/2016

    From energy companies to universities, the growth of the Internet of Things, mobile devices, and wearables presents new challenges and opportunities for IT departments looking to provide counsel on technology that is innovative, versatile, and collaborative. In the case of meeting rooms, digital devices that involve remote attendees and mobile capabilities are expected to grow. According to a Wainhouse research report, commissioned by Epson, nearly half of respondents expect the amount of huddle rooms to increase within the next two years.

  2. Why It’s Okay For CIOs To Make Decisions Based On Feelings
    4/25/2016

    One of life’s most hilariously, ironic aspects is that, wherever you go, you’ll notice personal exceptionalism is by far the most ordinary expression of human behavior. If you understand that concept to be true, then the self-assessment data gathered by the well-known leadership and management coach, Mark Goldsmith won’t surprise you either. By Ariel Amster, Qubole

  3. Old School Ties Are Not The Fashion In Enterprise Mobility
    4/21/2016

    My lunch companion was the Director of Innovation at a large telecommunications company, a new role in the past two years which reflected a desire for effective change and the internal frustration that it was not being achieved. I just did not understand why he was not embarrassed — he had just told me he had not submitted our tender response to the CIO because, “It is hard enough getting proposals through IT so I only put up two proposals from two old school large logo IT vendors.”

  4. Adding More Value: Successful Marketing Tips For VARs
    4/18/2016

    Marketing matters, and as a growing technology solution provider — you might call yourself a Technology Consultant, System Integrator, Solution Provider, Value Added Reseller, or something else altogether — you know how important it is to get the word out about your business and the value you provide to your customers. Your email, website, and ad messaging are all positioned to reinforce your value with potential customers, so it’s up to you to find ways to create and maintain those messages.

  5. Arlin's Suggested Reading List
    4/12/2016

    These are the ten books I recommend as the foundation of a strong business library. While the Bible may seem like a strange first choice, I find that spending time in that book of wisdom each morning grounds me in truth and helps focus me on the things that matter. The other nine are important books that provide a broad base from which to build a strong business mindset.

  6. 5 Fresh Strategies To Boost Sales
    3/29/2016

    According to research consultancy IDC, the global IT market surpassed $3.7 trillion in 2015 and it’s on track to reach $3.8 trillion in 2016. However, diminished margins, competitive pressures and shifting channel dynamics are challenging resellers to do more with less, and to do it more creatively. Renewed ideas are necessary for today’s channel players to stay relevant – and stay profitable.

  7. Selling Versus Telling
    3/28/2016

    There seems to be an age-old debate regarding the differences between selling and telling. When I make sales calls with my clients’ salespeople, I’ve noted an increase in the number of sales calls which are inappropriately identified as selling. More often than not, these people are telling.

  8. 4 Reasons Retail VARs Need To Focus On In-Store Mobility
    3/22/2016

    Renewed focus on IT in brick-and-mortar retail stores was one of the major themes emerging from NRF 2016, the National Retail Federation’s Retail BIG Show. Other trends that continue to create buzz across the industry are mobile POS, omnichannel retailing, and a strong focus on the customer experience as a competitive differentiator.

  9. There Is No Magic
    3/7/2016

    One of the benefits of having been in the sales coaching, consulting, and training business for the past 40 years is that I've had an opportunity to see a lot of so-called magical solutions come through our industry. There have been training programs with hypnotic closes associated with the program. There have been all kinds of gadgets and devices intended to help salespeople sell more.

  10. Sales Courtesy
    2/22/2016

    Here is a scenario that I experience all the time in my sales efforts and I want to see how many of you have the same experience. I call a prospect and one of three things happen.