Archive for category IT

Thoughts on Sales Engineering




to paraphrase the old saying, "when you have a hammer to sell you think everyone's problem is a nail"

to paraphrase the old saying, "when you have a hammer to sell you think everyone's problem is a nail"

Sometimes I’ve heard Sales Engineers nicknamed “sales preventers” because  they understand why a product isn’t a good fit for a particular client’s needs preventing a potential deal. Knowing when and how to highlight a potential deal’s issues requires a delicate balance. and good communication skills.  

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Access to Information Changes Things




In today’s New York Times the front page of the Arts section featured a great story Vintage Grateful Dead Posteron the Grateful Dead and how their fans talk and think about the music of the Grateful Dead and what has happened with new ways to access information about the Dead. 

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Managing Costs vs. Solving Business Problems




I recently read an interesting McKinsey Quarterly article on Managing IT during a downturn. IT spending and costs, like so many business functions, wax and wane with business cycles. Spending increases gradually over time before a shock or other external event occurs requiring significant and rapid cost cuts.

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Documentation, or thoughts on IT’s biggest nemesis




In a previous professional role I had the opportunity to meet and advise businesses of all sizes on their IT operations. I noticed something common to almost all organizations was a lack of adequate documentation.

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