Selling to the CIO? Getting to know your buyer


After looking at the plight of the CIO earlier this week, I thought it might be good to post this presentation too.  It appears that CIO’s aren’t big fans of cold calls, but who is? In an world where getting someone’s attention is the first critical step for marketers and sales people alike, it appears that doing the research and understanding what is and what is not relevant is the first step to getting into the funnel with a CIO as a potential buyer for your product.

Top Online Content Distribution Strategies: Standards, Aggregation, Syndication, Versioning

Which are the top content distribution strategies for an online publisher? In this in-depth report authored by new media and future treneds analyst Ross Dawson, you can find a thorough analysis of the present online content distribution paradigm as well as a set of useful guidelines and examples to make greater sense of content distribution. If you are interested in content distribution standards, aggregation, syndication and versioning trends, this is a must-read document.


Which are the top content distribution strategies for an online publisher? In this in-depth report authored by new media and future treneds analyst Ross Dawson, you can find a thorough analysis of the present online content distribution paradigm as well as a set of useful guidelines and examples to make greater sense of content distribution. If you are interested in content distribution standards, aggregation, syndication and versioning trends, this is a must-read document. Leer más “Top Online Content Distribution Strategies: Standards, Aggregation, Syndication, Versioning”

Why So Many B-School Grads Suck At Starting Companies

MBAs tend to prioritize funding over execution. In May of 2009 Postabon was a 30 page PowerPoint presentation full of research and ThinkCell graphics on why local would be the next big thing. No one bought it.

It’s not 2002. Tech trends like cloud computing, coding frameworks and better browsers means most consumer facing start-ups (without inventory) are really cheap to start. With three months and ~$10K, we created a bare-minimum website and iPhone app that allowed us to iterate daily based on consumer feedback. No amount of time in Baker Library would have substituted.


Stuart Wall
I began working on Postabon, a bootstrapped start-up, after I graduated from Harvard Business School last June. For eight months my co-founders and I slept on lots of couches, worked from coffee shops, and invested in a minimum viable product. Last month we closed our Series A round with a Boston-based VC.

It’s been an awesome experience. The past eight months changed my view of entrepreneurship, the value of a degree, and a few mistakes that recent grads (myself included) seem make. Here are a few observations from the left-most section of the start-up learning curve. Leer más “Why So Many B-School Grads Suck At Starting Companies”

Taking On A Business Partner? Avoid These 4 Common Mistakes

Anne Field

He points to a five-employee web-design company as a case in point. About five years ago, the founder decided to bring on a partner with more sales savvy. But, when business didn’t roll in as quickly as he’d hoped, the founder stepped in and started calling on his own prospects—without telling anyone else. Soon, he was arranging for deals on the sly, often agreeing to lower-than-normal terms the partner learned about only later. Eventually, trust between the two eroded and the partnership dissolved.


He points to a five-employee web-design company as a case in point. About five years ago, the founder decided to bring on a partner with more sales savvy. But, when business didn’t roll in as quickly as he’d hoped, the founder stepped in and started calling on his own prospects—without telling anyone else. Soon, he was arranging for deals on the sly, often agreeing to lower-than-normal terms the partner learned about only later. Eventually, trust between the two eroded and the partnership dissolved. Leer más “Taking On A Business Partner? Avoid These 4 Common Mistakes”

Devil in the details

By Jim Bright

Going over your CV with a fine-tooth comb might land you that dream job, writes Jim Bright.

Heather writes from Canberra seeking advice about her cover letter and CV. As a recent graduate, she has been frustrated in her attempts to secure a position. She hopes for a management or public service role but has been offered only retail positions.

“What am I doing wrong?” she asks.

Well, having reviewed the email, cover letter and CV, there are plenty of areas in which Heather can improve her application.

Firstly, there is a discrepancy between her claim that she has “an eye for detail” and some of her content. For instance, the cover letter includes the sentence: “I am very thorough and precise, without overlooking the finer points.” Here, the word “without” is misused.


Going over your CV with a fine-tooth comb might land you that dream job, writes Jim Bright.

Heather writes from Canberra seeking advice about her cover letter and CV. As a recent graduate, she has been frustrated in her attempts to secure a position. She hopes for a management or public service role but has been offered only retail positions.

“What am I doing wrong?” she asks.

Well, having reviewed the email, cover letter and CV, there are plenty of areas in which Heather can improve her application.

Firstly, there is a discrepancy between her claim that she has “an eye for detail” and some of her content. For instance, the cover letter includes the sentence: “I am very thorough and precise, without overlooking the finer points.” Here, the word “without” is misused. Leer más “Devil in the details”

How to stay busy when you’re not

By Megan Byrne
The Sydney Morning Herald

Megan Byrne looks at how to stay busy when there’s seemingly nothing to do.

Most people have a quiet day at work now and then. But with businesses looking to cut costs wherever possible, you don’t want to appear idle for too long or you may find it’s your job on the chopping block. Don’t risk getting caught on Facebook or playing online sudoku activities that could potentially land you in hot water instead, use your time to improve your workplace, personal workspace, industry knowledge and career prospects.


By Megan Byrne
The Sydney Morning Herald

Megan Byrne looks at how to stay busy when there’s seemingly nothing to do.

Most people have a quiet day at work now and then. But with businesses looking to cut costs wherever possible, you don’t want to appear idle for too long or you may find it’s your job on the chopping block. Don’t risk getting caught on Facebook or playing online sudoku activities that could potentially land you in hot water instead, use your time to improve your workplace, personal workspace, industry knowledge and career prospects. Leer más “How to stay busy when you’re not”

Las rutinas defensivas en las negociaciones (y cómo evitarlas)

Por Tomás Donovan y Ari Sabbagh

Chris Argyris concibió la fórmula de “Rutinas Defensivas” para describir aquellos mecanismos psicológicos que tienden a refugiar a las personas en el plano de la seguridad y la “no exposición” a “situaciones difíciles”, bloqueando, al mismo tiempo, las posibilidades de generar progresos.

Un ejemplo sencillo de esto sería un empleado que, para evitar el riesgo de quedar en ridículo ante sus compañeros, omite un comentario de gran valor.

Lo interesante (y peligroso) es que estos mecanismos de protección se validan y homologan tácitamente en la cultura informal de las empresas.


Por Tomás Donovan y Ari Sabbagh

Chris Argyris concibió la fórmula de “Rutinas Defensivas” para describir aquellos mecanismos psicológicos que tienden a refugiar a las personas en el plano de la seguridad y la “no exposición” a “situaciones difíciles”, bloqueando, al mismo tiempo, las posibilidades de generar progresos.

Un ejemplo sencillo de esto sería un empleado que, para evitar el riesgo de quedar en ridículo ante sus compañeros, omite un comentario de gran valor.

Lo interesante (y peligroso) es que estos mecanismos de protección se validan y homologan tácitamente en la cultura informal de las empresas. Leer más “Las rutinas defensivas en las negociaciones (y cómo evitarlas)”

Flight test: Emirates A380 business class


Recline in a glossy walnut-panelled private suite in Emirates A380  business class.
Click for more photos
Photo: AFP

Flight test: Emirates A380

Recline in a glossy walnut-panelled private suite in Emirates A380 business class. 

Aircraft Emirates A380.

Route Sydney to Dubai (A380); Dubai to Munich (Boeing 777-300).

Class Business on the A380 (seat 14A) and on the 777-300 (seat 8F). Leer más “Flight test: Emirates A380 business class”

Health claims for chocolate shot through the heart

Fans of Turkish or Greek coffee have now been warned that their boiled coffee contains more bad cholesterol-bearing oil than filtered Italian coffee varieties.

The brutal news was delivered yesterday by the Heart Foundation following a review of more than 100 international studies on antioxidants from the past decade.

The Heart Foundation’s national director of healthy weight, Susan Anderson, said the benefits of dark chocolate, coffee and red wine had been overstated, and the review was conducted following concern that these popular beliefs were misleading the community.

”The evidence is just not there in terms of prevention and treatment of cardiovascular disease,” Ms Anderson said.


BRIDIE SMITH


Generic pic of glasses of red wine and party food.Wishful thinking … That glass of red wine may not be as good for the ticker as previously thought.

YOU are not going to want to read this: chocolate cannot be relied upon as a source of antioxidants to boost cardiovascular health. But it gets worse: drinking coffee and red wine in the hope it will prevent heart disease doesn’t work either. Leer más “Health claims for chocolate shot through the heart”

Overtime linked with heart risk: study

After accounting for risk factors such as smoking, excessive weight and high cholesterol, doctors found that working between three and four hours of overtime each day was associated with a 60 per cent greater risk compared to those who did no overtime.

Those who worked overtime tended to be slightly younger than the non-overtime group, were more likely to be male than female, and were in a higher occupational grade.


Heart attack
Image via Wikipedia

Study findings … Longer hours can raise the risk of heart problems.

People who work three hours or more of overtime per day run a 60 per cent higher risk of heart problems compared to those who work regular hours, a study published in the European Heart Journal said.

The findings came from a long-term research project into 6014 British civil servants aged 39-61, two-thirds of whom were men, and who had healthy hearts at the start of the probe in the early 1990s. Leer más “Overtime linked with heart risk: study”

Social media como estrategia de comunicación interna

Hace ya unas semanas lanzamos una acción interna en Sowre , orientada a fomentar la comunicación en la compañía y a educar (si cabe) a nuestros compañeros de trabajo, sobre una forma distinta de entender nuestra profesión.

El “padre de la criatura” (el no lo admitiría nunca, pero la idea se debe al genial @mitus82 , nuestro fiel defensor de la marca Sowre 🙂 ) diseñó un conjunto de acciones utilizando herramientas y estrategia de los Social Media para reforzar las relaciones entre los empleados de la empresa.

Thinking Different (así se llama la idea) transmite al empleado la necesidad de cambiar el punto de vista tradicional, buscando continuamente nuevos caminos para mejorar tanto su posición en la empresa como el valor que la empresa transmite a sus clientes.

El “movimiento” Thinking Different se basa en 4 principios:

* Todos contamos: somos una cadena y el trabajo final es el resultado del trabajo de cada uno de nosotros.
* Aprendemos compartiendo: creamos y compartimos conocimiento con nuestros compañeros, clientes y colaboradores.
* Encontrar nuevos caminos: la innovación es nuestra forma de mejorar.
* Pasión por nuestro trabajo: disfrutamos con lo que hacemos.


Hace ya unas semanas lanzamos una acción interna en Sowre , orientada a fomentar la comunicación en la compañía y a educar (si cabe) a nuestros compañeros de trabajo, sobre una forma distinta de entender nuestra profesión.

El “padre de la criatura” (el no lo admitiría nunca, pero la idea se debe al genial @mitus82 , nuestro fiel defensor de la marca Sowre :-) ) diseñó un conjunto de acciones utilizando herramientas y estrategia de los Social Media para reforzar las relaciones entre los empleados de la empresa.

Thinking Different (así se llama la idea) transmite al empleado la necesidad de cambiar el punto de vista tradicional, buscando continuamente nuevos caminos para mejorar tanto su posición en la empresa como el valor que la empresa transmite a sus clientes.

El “movimiento” Thinking Different se basa en 4 principios:

  • Todos contamos: somos una cadena y el trabajo final es el resultado del trabajo de cada uno de nosotros.
  • Aprendemos compartiendo: creamos y compartimos conocimiento con nuestros compañeros, clientes y colaboradores.
  • Encontrar nuevos caminos: la innovación es nuestra forma de mejorar.
  • Pasión por nuestro trabajo: disfrutamos con lo que hacemos. Leer más “Social media como estrategia de comunicación interna”
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