The Value Equation tag:typepad.com,2003:weblog-5141732013-06-19T09:54:33-05:00Growth insights and research covering B2B software and BPO outsourcing & technology solutions. TypePad#SHRM2013 Recap Linkstag:typepad.com,2003:post-6a00d834c2beb753ef019103860f22970c2013-06-19T09:54:33-05:002013-06-19T09:54:33-05:00#SHRM13 Recap Links: HIGHLIGHTS FROM HILLARY CLINTON LESSON #2:: Leadership is a team sport. Have you ever had a leader that is “holier than thou” ? Well, Hillary spoke to the heart and made it clear that leadership whether it...charles bedardRevenue Leadership For The Digital Economy: Why Buyerlyticstag:typepad.com,2003:post-6a00d834c2beb753ef0192aa8f20f9970d2013-05-31T14:22:25-05:002013-05-31T14:22:25-05:00Today’s buyers have more information and resources than ever. But they also have less time, trust their peers and friends for recommendations, and yet are still creatures of emotion and habits. Sales analytics allows for faster, more robust and accurate...charles bedardBreaking Silos to Improve Performance : The Social Management of Worktag:typepad.com,2003:post-6a00d834c2beb753ef0191023e8458970c2013-05-17T13:57:18-05:002013-05-17T13:57:18-05:00People are inherently social. The trouble is, organizations typically do not harness this natural inclination well. Rather, they create barriers that hinder how employees engage with one another, and limit agility in how they collaborate and make decisions. They do...charles bedardThe Founders Dilemma and Overcoming Barriers to Growthtag:typepad.com,2003:post-6a00d834c2beb753ef017eeb34c091970d2013-05-15T16:28:27-05:002013-05-15T16:28:27-05:00Entrepreneur Useful Capital is an Alternative to Venture Capital An alternative to venture capital (VC) funding is capital that preserves the founder’s equity and has flexible payment terms controlled by the entrepreneur. Historically, startups have raised seed funding from friends...charles bedardYTD 2013 MA Transactions Recaptag:typepad.com,2003:post-6a00d834c2beb753ef017eeb348799970d2013-05-15T15:55:35-05:002013-05-15T15:55:35-05:00YTD 2013 M&A Forecast & Landscape: We anticipate M&A activity to be quite robust over the next 9 to 18 months as SaaS technology expands and as service providers consolidate to become solution providers. Mergers and acquisitions in the B2B...charles bedardUseful Capital Strategies for Growth in 2013: Preserving Equity for Entrepreneurstag:typepad.com,2003:post-6a00d834c2beb753ef017eea5f90cf970d2013-04-18T16:26:06-05:002013-04-18T16:26:06-05:00While growth capital is readily available for large scale profitable enterprises and venture capital is focused on a narrow segment of industry sectors (life and bio sciences, high tech and software, and energy); useful capital sources for asset light service...charles bedardCloud Optimize Your Business from #MMS2013 Microsoft Management Solutions Conferencetag:typepad.com,2003:post-6a00d834c2beb753ef017c38796d52970b2013-04-09T12:05:36-05:002013-04-09T12:05:36-05:00At the Microsoft Management Summit (#MMS2013) IT professionals from around the world meet to increase their technical expertise. It's an intensive week of technical training, learning, and networking. With more than 5,000+ attendees and 50+ vend or solution providers there...charles bedardWhat Does SMB Really Mean?tag:typepad.com,2003:post-6a00d834c2beb753ef017d41945e6c970c2013-03-07T13:43:28-06:002013-03-07T13:43:28-06:00"What it means depends on whom you ask. There are simply so many more SMB companies there! Millions of them. The key has always been hands-free selling. ADP and a few others have figured out how to make money sending...charles bedardSelling Small Business in 2013 Effectivelytag:typepad.com,2003:post-6a00d834c2beb753ef017c37553246970b2013-03-05T15:51:14-06:002013-03-05T15:51:14-06:00Why focus on selling small business? For many companies that have historically focused on selling to only large enterprises, the advancement of technology solutions and business processes has expanded the market opportunity to include medium sized mid-market businesses with 50+...charles bedardCreating a Customer Experience Driven Marketing Sales Model Starts with Sales Analyticstag:typepad.com,2003:post-6a00d834c2beb753ef017ee8c3cbd2970d2013-02-27T09:08:50-06:002013-02-27T09:08:50-06:00Sales analytics is bringing science to selling. A more scientific approach to selling using sales analytics is helping companies overcome competition and satisfy demanding customers by focusing resources on customers. Data segmentation is focusing resources on qualified buyers so that...charles bedard