Another shift the pandemic has accelerated – enterprise sales

B2B selling was already changing before COVID-19. I’ve written before about how I think customer success practices with their emphasis on product usage is changing sales to be more data and impact driven and more receptive to the user, not just the purchasing unit. This change is not unique to enterprise software sales – think about how you purchase cars these days, I did and it involved very few sales people or even physically seeing the car. VC Andreessen Horowitz looks to startups for inspiration and new research from McKinsey provides data points.

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The employee customer experience connection – fundamentals

Here is an infographic with some supporting source material and an industry overview for context if you want it. Here too is where my interest and expertise in this space lie. This post is intended to dig a little deeper on the subject. Check out the diagram which captures a little more detail than I’ve gone into before and then the notes to elaborate – because its time to level up 💯

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The backlash to video calling and the alternatives

Okay I wouldn’t call just one decision from the CEO of a major bank the indication of a backlash: Citigroup CEO ordains Zoom-free Fridays to ease ‘relentless’ pandemic workday. But come on, how many tales have you already heard of similar woes. Zoom fatigue has become a thing. And its not just about Zoom. Microsoft Teams (disclosure) has built features into their software to try and negate the ill effects of too much time spent on video calls. So what’s a business bod to do?

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I care deeply about the woman and children in my life and feel like I and all men need to make an extra effort for them. Of course some men are in the same position but to a far lesser degree – more often than not they are the perpetrators. Off the back of the recent celebration of International Woman’s day and a pandemic that has been particularly harsh for domestic abuse victims, comes this amazing #SignalForHelp campaign created by the Women’s Funding Network. Children of course are also among the more vulnerable. I decided a DanelDoodle was in order to help spread the knowledge and love 💑

State of a category – customer success 2021

I’ve been in this space formally for almost 10 years now. I say formally because I’ve been doing the work a lot longer, just under another name. I’ve been passionate about it all these years and still am but after that long, you’ve got to question things. I’ve written on the state of customer success twice before, in 2017 and 2018. This is not such a post since they were in depth pieces based on the annual Pulse events run by the category builder Gainsight. This is just a simple temperature check, for my own sanity if nothing else.

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Considering Microsoft Teams as a Platform – get started with App templates

In several foundational pieces I have written about Microsoft Teams as a Platform (disclosure). This post gets to some of the detail and focuses on a simple way to get started with use of App templates in Teams. This is a big focus of my work with customers at the moment and I give an overview of the App template library and then dive into two popular Apps.

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The Ever Given ship blocking things up on the Suez Canal has been such a funny affair that has captivated the world and given rise to numerous memes. Okay for some it’s not been so funny. Anyway, here is my take in a DanelDoodle.

In an age of machines human organisations matter – an ode to joy

There is an explosion of automation, Artificial Intelligence, Machine Learning with many fearing job losses. In the attention economy we have proliferation of social media, questionable content, digital addiction, etc. Freedom of expression knows no bounds yet sensitivities are tested like never before. There are many benefits to adopting these tools and approaches and there are those that countervail – some stand out, either as out of touch dinosaurs or innovators. In all this there are many reasons to be joyful.

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