Linchpin Labs

This is the excerpts from Gartner´s 4 publications for Sales and Accounts Growth mentioned below.  Three Buyer Behavior Myths Debunked   Why Accounts Aren't Growing, and What To Do About It  Win More B2B Sales Deals - How sales delivers more value to today’s B2B buyers The Sense Making Seller - How High-Performing Sellers Help Today’s Overwhelmed Buyers   In essence - Growing Accounts When it comes to growing accounts, customer improvement has a great impact on retention as ensuring customers get maximum value from the solutions they have already bought Provided customers with unique, critical perspective on improving their business Laid out a vision for improving customer’s business Outlined the ROI of their commercial relationship Driving growth Growth is ultimately about asking the customer to do something differently in the future than they have done in the past. And doing something differently moving forward naturally requires a new decision altogether, not simp...

This is the summary of the book titled 'Doing Agile Right - Transformation without Chaos' published by Harvard Business Review Press 2020. The authors include Darrell Rigby, Sarah Elk, and Steve Berez who are the Partners at Bain & Company, Inc.  This captures the essence of a roller coaster ride for every organization undergoing Agile. The ideas in the book are not only just applicable to enterprise IT and also to the Business side of it. The book not only provides ideas, but also stimulates thinking and creates an urge.  It does not stop by covering just one aspect like Innovation, but also encompasses different angles such as budgeting (i liked most), funding, reviewing, customer loyalty and obsession, functional silos and bureaucracy and GOLDEN MEAN. 

Here are some key insights and stats from the Gartner CIO Agenda 2021 - Rebuild the Future webinar . Access the session deck here  . This is based on the survey with CIOs in different industry verticals across all regions.   n = 1877 CIOs in 74 countries with $ 4.7 Trillion in revenue and $85 Billion in IT spend.  Gartner classifies, survey respondents in 3 categories such as Top, Typical and Trailling based on 3 parameters mentioned below; and their rating on 0 - 5 scales ( Trailling-0,1   Typical-2,3,  4,5-Top ) Digital Maturity  Business Performance  Pandemic Response  Top = 303 ; Typical = 1373 and Trailling = 201 performers.  Summary Overall Global IT spend is expected to increase by 2% in 2021. However, this is the lowest in the last 5 years (2017 - 2.2%, 2018 - 3.0%, 2019 - 2.9%, 2020 - 2.8% and 2021 - 2.0% increase) Digital business has been maturing steadily; and Covid-19 accelerated the organization's digital efforts in the five s...