Line-of-business Executives Now Dominate Buying
For the technology industry, IT Departments no longer dominate technology buying. In LinkedIn’s 7th annual survey of technology buying in 2020, respondents were asked: “Which function has the [...]
The Creeping Misalignment of Departmental Plans
Departmental plans get out of alignment. Each year, businesses review and change their strategic plan. A group of executives, including the head of each major department, usually carries [...]
Trust
We all use the term, and we all understand its importance. But, if we’re going to earn trust, we should have clarity about what it means. In simple [...]
Outcome Playbooks
If you want to create a business outcome for customers, a playbook would help. To achieve a business outcome, a customer must get five elements right. They need [...]