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Author: Grant S. Lange Publisher: ISBN: 9780692139516 Category : Languages : en Pages : 334
Book Description
Go Digital or Go Home As the great boxer Mike Tyson said, "Everyone has a plan until they get punched in the mouth." In the context of a legacy outsourcing agreement, that punch has come in the form of robotic process automation and artificial intelligence. Make no mistake about it, we are experiencing the fastest technological evolution in history, and the outsourcing industry is leading the charge. To succeed in the digital outsourcing age, service providers will have to transform their pricing, staffing, and delivery models, and the legacy outsourcing agreement must follow suit. Selling Outsourcing Services in the Digital Age asks difficult questions, challenges the status quo, and leads you through the process of negotiating an outsourcing agreement that accounts for the deployment of digital technologies and facilitates timely, quality, and cost-effective delivery. Do not be afraid: in chaos comes opportunity, and Grant Lange's expertise in negotiating outsourcing agreements will guide you through safely. Humans can and will peacefully co-exist with the robots. Buckle up-it should be a wild ride.
Author: Grant S. Lange Publisher: ISBN: 9780692139516 Category : Languages : en Pages : 334
Book Description
Go Digital or Go Home As the great boxer Mike Tyson said, "Everyone has a plan until they get punched in the mouth." In the context of a legacy outsourcing agreement, that punch has come in the form of robotic process automation and artificial intelligence. Make no mistake about it, we are experiencing the fastest technological evolution in history, and the outsourcing industry is leading the charge. To succeed in the digital outsourcing age, service providers will have to transform their pricing, staffing, and delivery models, and the legacy outsourcing agreement must follow suit. Selling Outsourcing Services in the Digital Age asks difficult questions, challenges the status quo, and leads you through the process of negotiating an outsourcing agreement that accounts for the deployment of digital technologies and facilitates timely, quality, and cost-effective delivery. Do not be afraid: in chaos comes opportunity, and Grant Lange's expertise in negotiating outsourcing agreements will guide you through safely. Humans can and will peacefully co-exist with the robots. Buckle up-it should be a wild ride.
Author: McKinsey & Company Inc. Publisher: John Wiley & Sons ISBN: 1119281091 Category : Business & Economics Languages : en Pages : 320
Book Description
The challenges facing today's sales executives and their organizations continue to grow, but so do the expectations that they will find ways to overcome them and drive consistent sales growth. There are no simple solutions to this situation, but in this thoroughly updated Second Edition of Sales Growth, experts from McKinsey & Company build on their practical blueprint for achieving this goal and explore what world-class sales executives are doing right now to find growth and capture it—as well as how they are creating the capabilities to keep growing in the future. Based on discussions with more than 200 of today's most successful global sales leaders from a wide array of organizations and industries, Sales Growth puts the experiences of these professionals in perspective and offers real-life examples of how they've overcome the challenges encountered in the quest for growth. The book, broken down into five overarching strategies for successful sales growth, shares valuable lessons on everything from how to beat the competition by looking forward, to turning deep insights into simple messages for the front line. Page by page, you'll learn how sales executives are digging deeper than ever to find untapped growth, maximizing emerging markets opportunities, and powering growth through digital sales. You'll also discover what it takes to find big growth in big data, develop the right "sales DNA" in your organization, and improve channel performance. Three new chapters look at why presales deserve more attention, how to get the most out of marketing, and how technology and outsourcing could entirely reshape the sales function. Twenty new standalone interviews have been added to those from the first edition, so there are now in-depth insights from sales leaders at Adidas, Alcoa, Allianz, American Express, BMW, Cargill, Caterpillar, Cisco, Coca-Cola Enterprises, Deutsche Bank, EMC, Essent, Google, Grainger, Hewlett Packard Enterprise, Intesa Sanpaolo, Itaú Unibanco, Lattice Engines, Mars, Merck, Nissan, P&G, Pioneer Hi-Bred, Salesforce, Samsung, Schneider Electric, Siemens, SWIFT, UPS, VimpelCom, Vodafone, and Würth. Their stories, as well as numerous case studies, touch on some of the most essential elements of sales, from adapting channels to meet changing customer needs to optimizing sales operations and technology, developing sales talent and capabilities, and effectively leading the way to sales growth. Engaging and informative, this timely book details proven approaches to tangible top-line growth and an improved bottom line. Created specifically for sales executives, it will put you in a better position to drive sales growth in today's competitive market.
Author: Grant S. Lange Publisher: Dog Ear Publishing ISBN: 9781457537493 Category : Business & Economics Languages : en Pages : 284
Book Description
The Global Business Process Outsourcing and IT Services Market exceeded $950 billion in 2013. Every indicator points to continued growth across all geographies and market segments for the foreseeable future. In order to drive innovation and realize the full benefit and value proposition of the services being outsourced, a shift in the method by which outsourcing services are procured is a necessity. Simply put, the current sales cycle and procurement approach is inefficient across time, quality, and cost parameters. Selling Outsourcing Services asks difficult questions, challenges the status quo, and provides an alternative mechanism to achieve timely contract execution by shifting the focus from the consequences of failure to collaboration, partnership, and success. An IT services executive with experience negotiating complex outsourcing services agreements across all industries, Grant Lange leads you through the process of putting your best foot forward and negotiating an outsourcing agreement that will yield timely, quality, and cost-effective delivery. About the Author Grant S. Lange is a sales and delivery executive with global experience negotiating large and complex application, infrastructure, and business process outsourcing agreements within the public and private sectors. During his career, he has negotiated outsourcing agreements that have generated in excess of $2 billion in new sales. He is a partner at a leading IT services company and has served in a variety of leadership roles at some of the world's largest IT services, advisory, and software firms.
Author: Javier Peña Capobianco Publisher: Emerald Group Publishing ISBN: 1837536287 Category : Business & Economics Languages : en Pages : 287
Book Description
The New Era of Global Services is the result of interviews with more than seventy international leaders. The results show that in the coming years, Global Services will tend to grow in business-to-business (B2B), business-to-consumer (B2C), peer-to-peer (P2P), an in particular peer-to-business (P2B) relationships.
Author: Elizabeth Sparrow Publisher: Springer Science & Business Media ISBN: 1447100611 Category : Business & Economics Languages : en Pages : 282
Book Description
The first book to provide practical guidance on how to get the most from an outsourced IS service and written specifically for IS and IT professionals and not senior business managers.
Author: John Harte Publisher: Routledge ISBN: 1351487566 Category : Business & Economics Languages : en Pages : 377
Book Description
Successful Management in the Digital Age examines key factors for success in today's business environment?finding markets, being vigilant for new trends and changes, exploiting opportunities, and overcoming obstacles. While acknowledging the benefits of technological advances in some areas, John Harte shows how artificial intelligence is limited and often imperfect. Becoming thoughtlessly dependent on it may replace the far more rewarding benefits of human ingenuity, creativity and innovation.For Harte, organizational complacency is one of the prime causes of business inertia. It often results from past successes that create an illusion of wisdom and invulnerability which blinds leaders to warning signs. De-industrialization is just one example of a movement that led to the present market stagnation.Harte reminds executives and entrepreneurs of the basic formula for success in any business?producing a product or service that people want, and providing it at the right time for the right price, in order to make a suitable profit. He warns us to resist temptations of the digital era, such as automation that results in over-production and market saturation, outsourcing that risks losing customers, and losing control of brands and markets by needless offshoring.
Author: Patricia Rich Publisher: Rowman & Littlefield ISBN: 1442259825 Category : Business & Economics Languages : en Pages : 453
Book Description
Membership marketing and management is an ever more demanding role within the institutions served—meeting fiscal demands, keeping pace with online marketing opportunities, and making data-driven decisions. The demands are diverse and ever-changing. This book addresses all aspects of management, expectations and productivity of a membership program in the digital age. Benchmarking, best practices and realistic outcomes are presented. Membership Marketing In The Digital Age is a membership manager’s reference book to what works and how on relevant topics such as: Member acquisition Membership planning and projections Membership retention and renewals Membership servicing, engagement and loyalty It features over seventy illustrations including reproductions of marketing pieces and management tools used by leading museums and libraries across the country. Here’s a book that will help your museum or library generate many times the purchase price through better practices that will increase your membership many times over.
Author: Sandip Mukhopadhyay Publisher: Taylor & Francis ISBN: 1000452581 Category : Business & Economics Languages : en Pages : 231
Book Description
Information technology (IT) is an essential core of the economy today. Corporations and governments worldwide rely on it to drive their core strategy and develop and execute business models. Amounting to over 3.7 trillion US dollars of worldwide spending, the growing significance of the IT industry in the global economy is now well established. Hence, it is crucial to understand the marketplace within which it exists, and this book presents a systematic analysis of the processes, techniques, and methods involved in IT sales and marketing. In Selling IT, the book: Integrates a large IT provider’s selling process with the enterprise user’s IT buying process to highlight the nuances of selling, marketing, and developing IT solutions that create value for customers Discusses various key concepts such as value-based IT selling, business case for IT acquisition, vendor evaluation and management, account and customer relationship management, customer segmentation, and techniques for customer acquisition and retention Analyses the challenges and opportunities involved in selling digital IT and examines the evolution of jobs and careers based on the changed IT landscape Includes lesson plans, case studies, and chapter-wise practice questions to support teaching and learning The book boasts a robust theoretical foundation supported by a clear exposition of concepts and management theories. It will be of benefit to professionals using organisation-mandated selling processes. Young executives with a technology background looking for a sales and marketing career in the IT industry can also effectively use this book. It will also be an essential read for scholars and researchers in B2B marketing, IT consulting, technology sales, and digital transformation.
Author: Leslie P. Willcocks Publisher: Springer ISBN: 1137005580 Category : Business & Economics Languages : en Pages : 285
Book Description
A rich database of over 2,200 outsourcing arrangements, studied across sectors and geographies, and over time, from inception, through contract signing, to outcomes. This book has unparalleled insight into the robust practices that have been proven effective time and again.
Author: Grant S. Lange
Author: Grant S. Lange
Author: McKinsey & Company Inc.
Author: Grant S. Lange
Author: Javier Peña Capobianco
Author: Elizabeth Sparrow
Author: John Harte
Author: Patricia Rich
Author: Sandip Mukhopadhyay
Author: Leslie P. Willcocks
Author: