rssmarketingandsales IDC RSS alerts rssmarketingandsales <P>This IDC Survey Spotlight provides insight into the dramatic shift of tech buying behaviors to digital sources. Respondents to IDC's <I>IT Buyer Survey</I> reveal that there are differences in preferences and buying behaviors across the three generations of Millennials, Generation X, and Baby Boomers. Millennials' preferences to buy more through digital commerce will change the role of B2B sales. This IDC Survey Spotlight examines a key reason why.</P> IDC Survey Spotlight Thu, 22 Oct 2020 04:00:00 GMT Laurie Buczek rssmarketingandsales <P>PwC introduced ESG Pulse, a new digital tool that helps clients assess and benchmark their ESG reporting process on environmental, social, and governance (ESG) programs. As companies increasingly look at sustainability from an operational and financial performance perspective, dealing with a variety of stakeholder demands, ESG Pulse offers a centralized web-based app for navigating ESG-related efforts. It serves as an accelerator in the area of data maturity and readiness assessments focused on ESG investment grade disclosures, and currently covers five ESG topics. </P> IDC Link Wed, 21 Oct 2020 04:00:00 GMT Laura Becker, Bjoern Stengel rssmarketingandsales <P>The introduction of Celonis' Execution Management System is well-timed for the current climate where there is strong interest in driving down operating costs and removing obstacles that make an enterprise difficult to do business with. Celonis is significantly extending its portfolio past process mining and process intelligence to improve real-time control over process execution. With the acquisition of Integromat, EMS customers will be able to combine rapid detection of problems with low cost and rapid development of automation aimed at fixing those problems. </P><P>The purpose of EMS is to increase the process execution capacity of its customers. Execution capacity is defined as the measured amount of activity that a person, machine or process can do over a period of time compared with a best-in-class standard or benchmark. Or, more simply:</P><P>Execution Capacity = Outcomes/Input (Time + Cost + Resources)</P><P>EMS acts as a process control layer connecting to and interacting with the transactional applications that support the business process. </P><P>The processing layers include: </P><UL><LI><B>Knowledge Model: </B>Contains the set of definitions, policies and rules and metadata that capture all of the knowledge about how the process runs. This includes the BPMN process model, KPI definitions, targets, benchmarks, business dimensions, and machine learning models. The underlying data architecture is built around managing the state of the knowledge model as data is continuously delivered, processed and correlated into EMS.</LI><LI><B>Core Mining Engine</B><B>:</B> Processing engine that uses the knowledge model to determine conformance or non-conformance of the current process compared with the BPMN model. Exception-based logic identifies process exceptions, which Celonis refers to as execution gap detection.</LI><LI><B>Automation Engine:</B> Automated tasks or actions are triggered to apply the control policy by sending tasks and instructions to workers that ensure compliance with the policy, automating actions to help workers perform their tasks more efficiently or orchestrating a series of steps to fully automate a task. Integromat is a core mechanism for these orchestrations.</LI></UL><P>Celonis Execution Applications includes role-based templates that align with the roles supported in each process: Control View (VP role), Steering View (director or team lead), Action View (individual contributor), Analyst View (for analyzing and discovering processes). The UI features include:</P><UL><LI><B>Dashboard: </B>Monitors real-time situational awareness shows the status of KPIs, with automated alerts letting stakeholders know when there are problems with process execution that will negatively impact a KPI.</LI><LI><B>Process Visualization:</B> Process mining visualizations used for planning and decision making, including identifying the root cause of an execution gap.</LI><LI><B>Actions</B><B> Buttons</B><B>:</B> Manual onscreen activities that, when invoked, trigger an automation managed in the automation engine or initiates use of another application, such as clicking on the collaborate button to initiate a chat session. </LI></UL><P>EMS is an ambitious product portfolio that has the potential to modernize business operations, allowing customers to gain competitive advantage by being able to out-execute competition. By that, we mean customers adopting EMS have the potential to outperform competition with lower operating costs, faster process execution and simpler business practices that gain and retain customers. </P><P>Most vendors that build data-intensive applications, such as IoT platforms, recommendation engines, predictive analytics, start first with thinking through the application logic and then focus on collecting the data. The data is always the most difficult challenge. Celonis is the opposite in that process mining is heavily organized around data collection as a primary activity and not a secondary concern. </P><P>Essentially, EMS is a logical progression from Celonis' roots. Teams originally began using process mining for business process re-engineering or process improvement planning. Process mining evolved to encompass process monitoring and intelligence used by teams to identify and solve problems in near-real-time. Customers then began working on automating responses to common problems. They often work on one process that identifies problems in an upstream process. And the cycle of visualizing, improving and automating response begins again in that adjacent process.</P><P>Celonis saw the opportunity to work with their strategic customers to develop out of the box solutions that combine all elements of their portfolio to replicate what customers were doing on their own. </P><P>We are seeing increasing interest in and sponsorship of process mining at the senior executive level that gets pushed down to teams to figure out how to use it to improve process performance. In conversations with our clients new to process mining, this is an entirely new way of thinking and they have to learn how to use these tools and associate them with their existing and new types of KPIs to successfully demonstrate the business value of improvement. We expect the Execution Instruments to make it much easier for new customers to adopt and benefit from process mining because the KPIs are included and directly tied to the process mining. </P><P>Another challenge is building the execution environment. Proactively identifying exceptions and responding to them can be complex, creating a new and expensive workload for employees without automation support. That means the automated responses are as important as the insights. While Celonis has had the concept of its Action Engine for some time, driving down the cost and improving the speed of building automated actions became a critical issue with the introduction of Execution Applications. </P><P>Integromat and its competitors have been around for several years and have not scaled their businesses the way everyone expected when they were launched. It seems intuitive that combining broad catalogs of APIs with simple to use guided software would mean that end users would embrace this type of automation. But that hasn't been the case. </P><P>With this acquisition, the use of Integromat will be much more purposeful than end user ideation on how to use these types of services. With EMS, the requirements of automated actions are defined by how to solve the exceptions. Business users will be involved with describing how those are solved. </P><P>The question is whether business users will be the ones automating the responses using Integromat. The idea of citizen development has been around for a long time, and there have been some successes. But this type of effort has not been broadly successful for different reasons. Enterprises investing in end user automation programs or planning to invest will be able to monitor the purposeful uptake of Inegromat and, perhaps, be able to use this knowledge to apply this type of consumer grade low code to other parts of the organization. </P> IDC Link Sun, 18 Oct 2020 04:00:00 GMT Maureen Fleming rssmarketingandsales <P>This IDC Perspective contributes ideas and recommendations from analysts, clients, and event experts to assist marketing leaders with adapting events to the next normal. Forward-looking guidance on event marketing is provided. Marketing leaders have an opportunity to reimagine the role and delivery of events, digital, and content within their marketing portfolios. Marketing leaders must move beyond a "lift and shift" mode to reconfigure their in-person events due to COVID-19 and embrace the opportunity to reimagine their experiential customer engagement for the 21st century. </P><P>"Event marketers are energized by the surprising results of virtual events. I am inspired by the creative thinking to reimagine the event experience and maximize digital and content capabilities in new ways," says Laurie Buczek, vice president, CMO Advisory Practice. "This inflection point allows marketing to take a big leap toward better customer experiences, accelerated pipelines, and improved outcomes."</P> IDC Perspective Mon, 12 Oct 2020 04:00:00 GMT Laurie Buczek, Wayne Kurtzman rssmarketingandsales <P>This IDC PlanScape highlights the growing but underutilized set of next-generation marketing analytics capabilities and solutions that can help address investment analysis issues and prepare retailers for the future.</P><P>"For retailers, leveraging next-generation intelligence for marketing analytics means faster and more accurate insights at scale, accelerated learning, and less subjective bias" says Jon Duke, vice president, IDC Retail Insights.</P> IDC PlanScape Wed, 07 Oct 2020 04:00:00 GMT Jon Duke rssmarketingandsales <P>This IDC Market Analysis Perspective (MAP) summarizes key buyer and seller trends driving the sales force productivity and management software market. The MAP includes market forecast and vendor data, buyer trends and insights, key technologies driving market change, and guidance for vendors.</P> Market Analysis Perspective Fri, 25 Sep 2020 04:00:00 GMT Gerry Murray rssmarketingandsales <P>"As the competition becomes increasingly fierce in the banking consumer market in Asia/Pacific, banks must do further effort in their marketing process. Relationship development is not only for a bank's customers, but also for its prospective customers, such as certain communities in the target market. With this in mind, AI/ML technologies can be leveraged for relationship development analysis," says Handojo Triyanto, senior research manager, IDC Asia/Pacific Financial Insights.</P> IDC PlanScape Wed, 23 Sep 2020 04:00:00 GMT Handojo Triyanto rssmarketingandsales <P>The market forecasts used in this study take into consideration the impact and outlook of the novel coronavirus (COVID-19) pandemic as of the end of March 2020. The AI systems market grew more than 50% YoY in 2019 because of active DX efforts in companies, implementation of proof of concept (POC) in multiple departments, and increase in AI deployments to actual systems. IDC predicts the market will continue to grow beyond 2020. In the said year, the market growth rate will temporarily slow down because of the impact of the COVID-19 pandemic, but it will expand during the forecast period from 2020 to 2024 as companies' initiatives toward DX remain unchanged. On the other hand, the limited introduction of AI in companies and the chronic shortage of AI personnel will inhibit market growth. "IT suppliers are required to provide hybrid solutions, combining the latest AI technologies and human resources to enable users to continuously deploy AI systems. They should also identify profitable use cases and swiftly launch products and services in the market," says Nobuko Iizaka, research manager, Software and Security, IDC Japan.</P> Market Forecast Thu, 10 Sep 2020 04:00:00 GMT Nobuko Iisaka rssmarketingandsales IDC Link Tue, 01 Sep 2020 04:00:00 GMT Warren Lane, Jordan Jewell, Alan Webber, Gerry Murray rssmarketingandsales <P>This IDC Web Conference explores best practices for business strategy, marketing, and sales enablement. The discussion also includes guidance on pockets of growth in technology spending and IDC's predictions for business focus and the economic outlook for the future.</P><P>As the tech industry prepares to move toward recovery from the health crisis, the "next normal" will require different tactics and strategies. Are you a technology vendor looking to understand how to adapt your business to empower sales teams and increase customers' business resiliency in the "next normal"?</P><P>IDC Senior Vice President Robert Parker will begin by reviewing the impact of COVID-19 on global ICT markets and how it is reshaping technology investment. Then IDC Vice President Randy Perry and Chad Quinn, CEO and cofounder of Ecosystems, will help technology vendors understand where their opportunity is to ensure business continuity and resiliency in their planning, marketing, and selling strategies. The session will conclude with time for audience questions.</P> Web Conference Proceeding: Tech Supplier Thu, 13 Aug 2020 04:00:00 GMT Robert Parker, Randy Perry