Imagine how the third Monday in next January looks to leaders in the sales department. That’s the first day of the annual sales kickoff and the excitement level won’t get any higher. New products and services are in the works, lucrative customer contracts are up for renewal, alliance partners are in the house, and qualified opportunities are already flowing through your pipeline. The executive team is expecting big things from sales in the new year and has approved hiring additional people to address opportunities that otherwise would be neglected. But despite all this activity, the organization faces two big problems in hiring and integrating new sales staff.
Topics: Business Analytics, Business Collaboration, Business Performance, Financial Performance, Human Capital, Mobile Technology, Operational Intelligence, Sales Performance, CRO, Sales, Human Capital Management, Analytics
The proliferation of chief “something” officer (CxO) titles over the past decades recognizes that there’s value in having a single individual focused on a specific critical problem. A CxO position can be strategic or it can be the ultimate middle management role, with far more responsibilities than authority. Many of those handed such a title find that it’s the latter. This may be because the organization that created the title is unwilling to invest the necessary powers and portfolio of responsibilities to make it strategic – a case of institutional inertia. Or it may be that the individual given the CxO title doesn’t have the skills or temperament to be a “chief” in a strategic sense.
Topics: Business Analytics, Business Collaboration, Business Performance, Chief Risk Officer, Cloud Computing, compliance, CRO, Data, Data Governance, ERM, Financial Performance, financial services, FPM, GRC, IBM, OpenPages, Operational Performance, Risk, Office of Finance
Integrated risk management (IRM) was a major theme at IBM’s recent Smarter Risk Management analyst summit in London. In the market context, IBM sees this topic as a means to differentiate its product and messaging from those of its competitors. IRM includes cloud-based offerings in operational risk analytics, IT risk analytics and financial crimes management designed for financial institutions and draws on component elements of software that IBM acquired over the past five years, notably from Algorithmics for risk-aware business decisions, Open Pages for compliance management, SPSS for sophisticated analytics, Cognos for reports, dashboards and scorecards, and Tivoli for managing all of this in a Web environment. Putting its software in the cloud enables IBM to streamline integration and maintenance, offer more flexible deployment and consumption options and potentially lower the total cost of ownership.
Topics: Business Analytics, Business Collaboration, Business Performance, Chief Risk Officer, Cloud Computing, compliance, CRO, Customer & Contact Center, Data, Data Governance, ERM, financial services, FPM, Governance, Risk & Compliance (GRC), GRC, IBM, Information Applications, Information Management, IT Performance, OpenPages, Operational Intelligence, Operational Performance, Risk, Supply Chain Performance, Office of Finance