Comments
clrmoney
2/15/2018 10:28:17 AM
User Rank Platinum
Transformation Sales
I think whatever solution they should use for transformation to increase sales when it comes to the digital world and online market.This will be very interesting to see what they come up with as times goes on.
mpouraryan
2/18/2018 8:22:17 PM
User Rank Platinum
Re: Transformation Sales
Where will this drive for transformation & efficiency end? Are we ready to deal with the resulting transformation losses?
DHagar
2/15/2018 5:27:26 PM
User Rank Platinum
Re: Vendors Sales Playbook Survey
@Sarah, fascinating survey! This clearly points out the growing importance of "solutions" ie vendor expertise to work with customers in selecting and buying the right services.
It is also noteworthy your point regarding the consensus purchasing. That is a new development that will change the sales process - maybe for the better?
Ariella
2/16/2018 10:26:05 AM
User Rank Author
Re: Vendors Sales Playbook Survey
@Dhagar yes, imagine taking 45 weeks to make a decision! It's nearly a year later then, and no doubt much has changed since the proposal was first made. I can see from this the appeal of working alone that Woz wrote about.
DHagar
2/16/2018 4:48:09 PM
User Rank Platinum
Re: Vendors Sales Playbook Survey
@Ariella, exactly! I believe that is one of the critical skills that executives and companies will need to develop - effective group decision making! It is a different game when you are building collaboration - but that is going to be essential for new effective business processes and business models. Easy to say but tough to do! It is a different game to move beyond zero-sum linear decision making to a new platform of collaboration.
Note: Fortune magazine presented an article a couple of years ago where GM got excited about a new process of decision making called Go Fast. It then become so institutionalized and bureacratic that before they claimed bankruptcy they held 700 Go Fast meetings throughout the company to explore how to be more efficient and reduce meetings!
Ariella
2/16/2018 4:49:23 PM
User Rank Author
Re: Vendors Sales Playbook Survey
<It then become so institutionalized and bureacratic that before they claimed bankruptcy they held 700 Go Fast meetings throughout the company to explore how to be more efficient and reduce meetings!>
@Dhagar that is worthy of a Dilbert comic!
DHagar
2/16/2018 5:15:12 PM
User Rank Platinum
Re: Vendors Sales Playbook Survey
@Ariella, I am with you! But it probably points out your thought - that we are pursuing the future by running through mud! We need to develop new processes that make us agile and resilient!
Ariella
2/17/2018 9:41:15 PM
User Rank Author
Re: Vendors Sales Playbook Survey
@DHagar Well put! Yes, certainly there is a lot of mud in the way, made up of various forces resistant to change and progress.
DHagar
2/20/2018 5:07:53 PM
User Rank Platinum
Re: Vendors Sales Playbook Survey
@Ariella, great observations! We too easily become captives of our past history and success. It becomes much more appealing to glory in the past than to forge into the future with new risks.
mpouraryan
2/18/2018 8:13:28 PM
User Rank Platinum
Re: Vendors Sales Playbook Survey
As I work away catching up with the discourse for the week, I am also in agreement--but the reality is something that folks seem not to be akin to understanding and embracing--and some of the controversieris we've been witness to (Facebook; Twitter) epitomized by the indicatments which presents security issues leaves a bit to be desired.
DHagar
2/20/2018 5:11:17 PM
User Rank Platinum
Re: Vendors Sales Playbook Survey
@mpouraryan, let's hope that not all companies operate as does Facebook!
There will be companies and executives that may choose a different pathway. The social media market is much more subjective and trending than many other longer-term companies. Let's hope the distinctions pay off and keep the major trends driving in the right direction.
mpouraryan
2/20/2018 7:44:54 PM
User Rank Platinum
Re: Vendors Sales Playbook Survey
Thanks for the thoughts @DHagar.
Facebook has a lot to answer for no doubt--and it appears the CEO Understands that--but it is still an indispensable link in the chain--albeit a rather troublesome one. The question is what will come as a result of this oversight by Facebook and how it will make sure to do its' part.
DHagar
2/22/2018 5:06:26 PM
User Rank Platinum
Re: Vendors Sales Playbook Survey
@mpouraryan, good analysis! But I don't think the final result should be the choice of Facebook in that the consumer, the markets, the press, industry, competitors, etc., can express opinions on how well Facebook is fulfilling its obligations. An informed public will keep the spotlight on and flag if there is a failure to perform!
srufolo1
2/17/2018 9:59:39 AM
User Rank Platinum
Re: Vendors Sales Playbook Survey
@DHagar You make interesting points. Group decision-making seems to be a bottleneck no matter what the industry. And in operators' desire to make transformations, to take 45 weeks for decisions to be made for lack of consensus is unacceptable with how fast technology is moving. No wonder it takes so long to get things done. Maybe some of these people should be cut out of the picture. I believe egos are getting in the way of progress!
DHagar
2/20/2018 5:04:00 PM
User Rank Platinum
Re: Vendors Sales Playbook Survey
@srufolo1 - you are so right! We have to realistically change the game to including those who need to be involved in the decision making and are willing/able to contribute to and carry out that decision, as opposed to who holds the title!
mpouraryan
2/18/2018 8:20:43 PM
User Rank Platinum
Re: Vendors Sales Playbook Survey
..and as humble "Postcript" to your thought, please note this for consideration on lessons in Leadership to help set the tone to achieve the visision you laid out for consideration:
https://twitter.com/stratandbiz/status/965275987431907329?s=12
DHagar
2/20/2018 5:14:26 PM
User Rank Platinum
Re: Vendors Sales Playbook Survey
@mouraryan, thanks! We can certainly find examples of extremes. What will have the most lasting impact will be the leaders that drive the leading companies with superior results and set new positive models for leadership. They are there!
Plus, Telco Transformation is an example of an effective forum for educating, exchanging ideas, and helping us all think, learn, and make better informed decisions.
mpouraryan
2/20/2018 7:46:08 PM
User Rank Platinum
Re: Vendors Sales Playbook Survey
Thanks for the thoughts @DHagar--since your thoughts implied a vision of leadership and active engagement, some "food 4 thought" 4 you and the rest of the TT community to enjoy:
https://www.inc.com/justin-bariso/these-3-emails-from-the-ceos-of-starbucks-microsoft-and-amazon-teach-extraordi.html?cid=sf01001&sr_share=twitter
DHagar
2/22/2018 5:09:50 PM
User Rank Platinum
Re: Vendors Sales Playbook Survey
@mpouraryan, there we go! Great examples! There is a difference when true leadership exists! Thanks for sharing.
mpouraryan
2/18/2018 8:27:40 PM
User Rank Platinum
Re: Vendors Sales Playbook Survey
It is refreshing to see a sense of reinforcement for "Solutions" and having a "Sense of Value"-Hopefully it will be sustainable.
DHagar
2/20/2018 5:16:54 PM
User Rank Platinum
Re: Vendors Sales Playbook Survey
@mpouraryan, good point! The real leaders will sustain superior results, which then makes it lasting!
mpouraryan
2/20/2018 7:47:00 PM
User Rank Platinum
Re: Vendors Sales Playbook Survey
We are blessed to have such amongst us--and we should never ever lose hope not withstanding the "noise" we are subjected to!!!
DHagar
2/22/2018 5:11:30 PM
User Rank Platinum
Re: Vendors Sales Playbook Survey
@mpouraryan, well said! The perserverence and diligence required to keep things on track is a strength and opportunity for all of us.
mpouraryan
2/22/2018 6:21:44 PM
User Rank Platinum
Re: Vendors Sales Playbook Survey
As always, very gracious M'aam--here is the thing we all ought to remember--the need to be able to be agile and engaging always--isn't that the key to transformation in the final analysis!!
Onward to March w/all the possiblities!!
:)
DHagar
2/22/2018 6:28:46 PM
User Rank Platinum
Re: Vendors Sales Playbook Survey
@mpouraryan, well stated! That is a great vision that we can all work towards!
elizabethv
2/21/2018 9:16:31 AM
User Rank Platinum
Holy wow
@DHagar - I sincerly hope the very first suggestion was to not have 700 meetings. Let me guess, they could have all been reduced to an email with a SurveyMonkey in them? I will say my current employer is great about not bombarding us with meetings. And even the meetings we do have you don't have to attend. Shortly after an email is sent out, summarizing the meeting. You just have to answer the questions that are asked, all pertaining to the email, and that then counts as your attendance at the meeting. Needless to say, I've never been to a meeting here.
elizabethv
2/21/2018 9:26:42 AM
User Rank Platinum
Efficiency
One of the most interesting findings was around the rise of consensus buying. With digital transformation involving all departments within an operator, some working together for the first time, an average of 38 different people are now involved in purchasing decisions, often taking as long as 45 weeks to reach a consensus. This is clearly frustrating for vendors, but also for the operators themselves.
This is just insane. There has to be a way to cut down on this process. I can't imagine the best way for any business is to take 45 weeks to reach a decision. Would cutting the number of people invovled by half reduce the amount of time it takes to come to a consensus by half? If so I'd suggest doing it. I just can't see how any CEO would allow for such a thing.
freehe
2/22/2018 7:50:19 PM
User Rank Platinum
Vendors Transformation
"an average of 38 different people are now involved in purchasing decisions, often taking as long as 45 weeks to reach a consensus"
They should be embarrassed to publish this. This is beyond insane. Decisions will never be made with 38 people providing their insight. I worked on a ERP project that have 50 - 60 stakeholders and it took a year to get consensus and some were still upset with the decisions made. Digital transformation is about transforming which can take a few months or a few years.
Michelle
2/28/2018 10:35:56 PM
User Rank Platinum
Re: Vendors Transformation
Just 38? Maybe they're actually proud of the numbers considering the alternative. They had fewer stakeholders than your old firm and finished slightly faster :)
Re: Vendors Transformation
@freehe: I suspect that these numbers are skewed by highly politicized organizations where there are a number of sensitivities and ethically incestuous relationships.
That said, it's worth noting that this is an industry specific study -- and that a similar study made by Gartner a few years ago that was not industry specific found that that average number of people involved in a purchasing decision was under 6.
freehe
2/22/2018 7:57:32 PM
User Rank Platinum
Vendor Transformation
It should never take more than a week or two to make a decision. Making a sound decision in a timely manner requires have several factors including:
- real time data
- accurate data
- senior management support or middle level management support
- cost
- feasibility
- decision without emotion
- having the appropriate people involved in the decision making process
It sounds like none of these factors were used to make their decisions.
Taking this long to make decisions is also costly because time is wasted that could have been spent implementing a solution.
elizabethv
2/23/2018 9:22:37 AM
User Rank Platinum
Re: Vendor Transformation
@freehe - Exactly! The data that might have been relevant about the decision could change completely in that amount of time! It really doesn't even make sense that it takes this long. So much can change during that process. Then again, maybe that's why it takes so long, they're consumed with trying to change their decisions based on the changes in data.
Re: Vendor Transformation
@freehe: Except for the most high-level decisions, many experts propose taking an "Always pick the first option" or "Always pick the second option" approach -- simply as a matter of conserving time and mental energy. The idea behind this is that, over time, the wrong choices made on these low-level (and, thus, low-impact) decisions will, statistically speaking, be more than made up for by the time and energy conserved from not spending much time on the decisions.
Michelle
2/28/2018 10:39:34 PM
User Rank Platinum
Re: Vendor Transformation
Oh wow... "always pick ___" sounds like the very wrong method for selection. I guess it works out anyway?
Re: Vendor Transformation
@Michelle: Well, again, we're talking about low-level decisions here. What restaurant should we go to? Which special should I order? Which movie should we see tonight? Ultimately, these decisions are unlikely to have a big impact on our lives on way or the other, so the argument in favor of this method goes. By conserving mental energy in this way, proponents argue, you wind up less stressed and have more mental energy and wherewithal to deal with life's bigger decisions.
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