Being a healthcare CIO involves a tricky balancing act. On the one hand, you’re addressing the fundamentals of any business technology infrastructure and meeting the business needs of your organization, even as it undergoes change. On the other are the regulatory issues specific to operating in the healthcare environment—most prominently data security and ensuring that HIPAA compliance is maintained—while innovating in healthcare- and patient-specific technologies.
Account-based marketing (ABM) is getting a lot of buzz, and for good reason. Companies with sustained ABM initiatives are seeing positive and measureable results. As Marketing Land notes, “companies practicing ABM have better alignment with sales, often close bigger deals with target accounts, and increase pipeline velocity.” According to a 2015 survey by SiriusDecisions, 92 percent of companies recognize the value in ABM, calling it a B2B marketing must-have.
How prepared are your sales people for their hard-won meetings with prospective customers? According to IDC, nearly 57 percent of B2B prospects and customers feel that vendor sales teams are not prepared for the first meeting.
For most organizations, January represents a fresh start—and a good time to launch new strategies and initiatives. At least four Fortune 500 companies are also kicking off 2016 with a few new faces in the C-suite. These leaders will likely be looking to make their mark with new investments in digital and technology. Knowing about these incoming executives—and what their focus and challenges are—could help you get your pipeline off to a roaring start this year.
Come 2016, you’ll find new faces in many CEO offices. Organizations like Starwood Hotels, Owens-Illinois, LL Bean, and others have announced top leadership changes and their priorities for 2016.
You may think all CEOs have the same goals in mind—grow the company, grow profits, be leaner. Well, sure. But that’s just the broadest of strokes. Just as you may—mistakenly—assume that all CXO personas are alike, you’d also be wrong in thinking all CEO issues, drivers, and goals are identical. As you’re planning a conversation with someone new entering the C-suite, you need to know what exactly they’re up against and what their plans are to satisfy both customers and shareholders.
Topics: Sales Enablement, Executive Intelligence, CXO Insight, CEO, CEO Biographies, CEO Facts and Figures, C-Suite Selling, CXO Priorities, Business Conversation, Fortune 500 Executives, CEO Profiles, C-Suite
In an article entitled Your Scarcest Resource, the Harvard Business Review makes the sensible case that "Time is money, but few organizations treat it that way."
The disappearance of the COO role is a trend we have definitely noticed over the past few years.
According to the Harvard Business Review, "marketing is rapidly becoming one of the most technology-dependent functions in business." A lot has been written about how marketing organizations are scrambling to attract a new breed of talent with emerging skill sets in strategy, analytics, technology and digital.
We've written in the past about why personas, while useful, are no substitute for CXO intelligence.