“Seventy-one percent of executives surveyed by Gartner said they had plans to deploy sales enablement tools to support sales training, coaching and onboarding in the next two years,” said Hilbert. “Seventy-seven percent indicate they were in the process of, or are going to, deploy sales digital content management or guided selling tools in the next two years.”
“An essential component of achieving scale in a technology-enabled transformation is having sufficient in-house technology expertise and talent. One proven model for building a technology bench is the “technology factory.” Such a factory is wholly at the service of the business and governed by the business.”
A new suite of technologies — including robotic process automation, smart workflows, artificial intelligence, machine learning, natural language, and cognitive agents — radically improve efficiency while eliminating errors and reducing operational risk.
“Blitzscaling is what we call both the general framework and the specific techniques that allow companies to achieve massive scale at incredible speed. If you’re growing at a rate that is so much faster than your competitors that it makes you feel uncomfortable, then hold on tight, you might be blitzscaling!”
Some companies, like IBM in our study, have realized that it is part of their job to support the discovery process at their clients in order to create a market for novel IoT and AI-based products they offer. This is different from selling a finished product – it is more akin to sharing a vision, backed up by plenty of examples.
The IT services world will be a very different place in a couple of years as boutique firms offering niche skills come into the fore. Not to mention the emergence of crowdsourcing for IT talent. Having really savvy IT leaders who can cobble together crack teams on-tap to solve their IT headaches is already becoming a huge differentiator for many firms.
via HfS Research