Research Note: The Software and Technology Decision-Making Cycle—How it Has Changed

The past 15 years have seen dramatic changes in software and technology: leaps from flip phones to smart phones, desktop computing to laptops and tablets, on-premises software to cloud, big data, the Internet of Things, and others. With these new technologies and platforms have come an explosion of software vendors profoundly shifting the information technology and software landscape. As an example, we’ve seen a jump from 1,876 vendors in the marketing space to over 8,000 in just the past five years in marketing technology—not the only industry that has seen this exponential rate of growth. Almost every technology and software segment over the past few years has seen similar growth. However, we are not just seeing a fundamental change in the solutions available; there have also been almost continental shifts in the way organizations acquire new technology and software. Changes in the Technology Buying Process Putting it into perspective, you really have to think back to how organizations acquired solutions many years ago vs. today. When it came to technology and software acquisitions, it was completely in the realm of the IT Department. They led the charge with respect to what technology and software an organization would acquire. This meant […]

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Understanding Perception and How Perception Is Reality

Today, I wanted to write something that is a little off topic. We can all agree that this past year has been one of unprecedented events, forever imprinted in history. And for many, it has been an outright difficult year. What hasn’t made things any better is the extreme bifurcation of the world on many of today’s issues. With this in mind, in today’s article, we wanted to take a different approach and focus on the power of perception. As someone once told me a long time ago, perception is reality. It has true power over how we as humans interact with each other, both from a personal and professional standpoint. As an example, psychology research shows that humans make a decision on whether they like and will buy something from someone within 3 seconds. However, perception doesn’t stop at first glance; over time, our perception changes and can even be persuaded. Let’s dive into to this a bit… Watch the viral Facebook Video in this link: https://www.facebook.com/jael.trujillo.73/videos/10164265834505430 What did you hear? Green Needle or Brainstorm? The reality is that you are hearing both… The audio is simply looping both Green Needle and Brainstorm one after the other, but your […]

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Decisions in a bubble

The Importance of Not Making Decisions in a Bubble

As a leader, one of the most difficult aspects of the job, and most common at the same time, is decision making. Each day, leaders are constantly faced with making choices. Big or small, decisions will ultimately affect individuals, the company, or customers at any given time. Any leaders worth their salt are aware of the gravity of their decisions and the downstream ramifications regarding them. However, after peeling back the layers of failing businesses, what we find as the number one root cause of most failures simply comes down to bad executive management decisions. These decisions, typically made in a bubble, will begin leading the company down a downward spiral. As leaders, we like to think we know best—this is why we are leaders, after all. We’ve worked tirelessly for years on end and worked our way to the top. In most respects, we know more about our businesses, industries, and products than anyone else in the company… But is this really the case? In today’s article, we are going to challenge the norm and flat out say that as a leader, you are not the smartest person in the company. You do not know more about the business, […]

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How to Develop an Account Planning Strategy – Infographic

It can be difficult to figure out a routine that helps to streamline account strategy. How do you manage contacts and leads and follow-ups and use your resources in the most efficient manner possible? It can be overwhelming and lead to a lot of inefficiencies. And there’s the notion of trying to figure out how to personalize that account strategy, too. Luckily there are ways that you can use accepted account planning strategies to do just that. Of course, you can start by figuring out what type of account you have – number of employees, industry, etc. But to really personalize things, you need to layer in the individual needs of the owners, employees, and customers in order to get a better understanding of how you can best manage the account. What does that mean for your processes and your account development? This graphic helps you understand it. Click To Enlarge

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Decisions That Can Help Carry Your Business Through COVID-19

This is a difficult time for small business owners. The pressure is higher than ever for companies that already lived on narrow margins. Right now, smart moves are necessary for pushing your business into the future. Fortunately, we live in an era where technology is on our side, as long as we know how to use it. Here’s a look at a few types of tech that can aid business owners now: Connecting While Apart Social distancing never looked so efficient: Video chat software and other virtual connection tools allow your team to meet from the safety of their own homes. Remember, you need to take a tailored approach to virtual meetings to ensure they go well. If you haven’t already, make sure your team is using secure communications to prevent fraud or data leaks.  Fostering A Healthy Workspace Keep your people safe once in-person work resumes: Make sure your HVAC and air-filtration systems are up-to-date. Consider having UV-C lights installed into your HVAC system to kill germs in the air. Use HEPA-Filter vacuums to clean carpets regularly, and consider installing inexpensive fresh carpeting. Moving Forward With Confidence Set your business up to thrive in the post-COVID world: Make a note of software that helps you thrive remotely, and continue to use […]

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17 Life Lessons Learned to Do Better in Life and in Business

When anyone becomes a parent, they instantly want the best for their child and hope that they can achieve more in life than they ever did… I’ll be sharing something a little personal. Since before my son was born, I began somewhat of a journal to keep a chronology of his life events… Something to share with him when he gets older to reflect upon his life experiences, but through my eyes. Honestly, it’s extremely gratifying how he has progressed so much over the past few years and that we have a way of capturing those life moments.  Recently, I wrote a passage of life and professional lessons learned over my years. My hope is simple: one day he will read them, and hopefully they will help propel him in his personal life and professional career. As I reviewed these lessons that have taken me a lifetime to learn, I thought others might benefit from them as well. There is a difference between what people say and what they do: In life and business, people will say almost anything… The reality: it is easier to say something vs. actually doing it. Don’t be fooled into believing that what someone says will […]

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The Importance of Delivery to Keep a Small Business Financially Stable

Too many times we see businesses focus so hard on winning new business, they forget everything that follows the initial customer win… The stark reality is that only focusing on the initial customer win will ultimately lead to a large majority of businesses’ failures. Let us share with you a brief example. A few years back, 3Sixty Insights worked with a firm that was in the consulting services industry… This firm had seen six years of exponential growth, until they hit snag and had four years of declining bookings numbers. Their CEO thought they had strong brand in the industry and couldn’t for the life of him understand why their bookings numbers were declining. Afterall, they always had a large number of projects in the pipeline to be completed and even had a waiting list for new projects. As part of our work, we reviewed the business in its entirety and found multiple areas of improvement for the firm. But there was one area that was sticking out like a sore thumb: their services delivery. To start, they had hundreds of thousands of dollars in backlogged projects that were either undelivered or taking longer than they initially planned. The CEO […]

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