FM-first — At the Wrong Table, with the Wrong Budget Getting a seat at the top table is going to take change ERP modernisation is changing what customers need. It may be the biggest catalyst yet for changing how enterprise…
iWMS Sellers Need a Stronger Business Case Cost reduction is necessary. But not sufficient. Why this matters: Enterprise iWMS solutions can affect a wide range of business areas: workplace strategy, facilities operations, real estate planning, asset management, service delivery, compliance,…
Five Questions That Create Better Technology Value Why this matters: By the time an enterprise technology project reaches implementation, some of the most important success conditions may already have been missed. When that happens, blame for project failure usually falls…
Getting Started With Ecosystem Intelligence Why this matters: A previous article (It’s Time to Rethink the Channel Partner Operating Model) argued that the channel partner operating model needs to evolve toward ecosystem intelligence. But that raises a practical question: How…
It’s Time to Rethink the Channel Partner Operating Model The Rise of Ecosystem Intelligence Why this matters: The channel partner model is not obsolete. But the traditional channel partner operating model is becoming too narrow for complex enterprise markets. For…
iWMS Selling Has Outgrown the Old Playbook Why this matters: Enterprise iWMS opportunities are becoming harder to progress because customers are no longer evaluating workplace technology in isolation. They are weighing operational change, financial justification, stakeholder alignment, implementation risk, and…
Why iWMS Sales Organisations Need a Different Conversation See what’s changed – and why it matters Enterprise iWMS sales have become harder to predict. Opportunities slip. Forecasts lose accuracy. Buying groups expand. Price pressure increases. And even when the pipeline…