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Why Sales Leaders Need to Digitally Transform Their Teams

Three key trends are driving the need for sales leaders to digitally transform their organizations. First, b-to-b buyers are conducting more of their purchase journey in the digital arena and demanding the same kind of frictionless and seamless customer experience they enjoy as consumers. Second, the subscription economy continues to grow rapidly, as consumers and b-to-b buyers want the ability to try products, pay for them monthly, and turn them off quickly if they’re not receiving the expected value. Third, data is widely available – therefore, buyers expect highly personalized interactions from sales. B-to-b organizations that can respond to these trends by reimagining their buyer and customer processes will enjoy a sustained competitive advantage. But what is a digital sales transformation, and what are the key tenets underpinning a successful one?

Spotlight

SmartSense

SmartSense delivers data-driven IoT solutions for food safety, facilities monitoring, and supply chain visibility, by providing actionable insight. Actionable insight is what enables companies to improve operational efficiency, ensure regulatory compliance, and manage product quality risk. SmartSense enables organizations to use wireless sensors, digital checklists, and advanced analytics to provide actionable insight based on remote sensing and artificial intelligence (AI). SmartSense uses these technologies to provide real-time insight at over 40,000 sites around the world.

OTHER ARTICLES
Enterprise Iot

The IoT Smarthome Battlefield: A Jointly Endorsed IoT Standard for the Home Area Network

Article | May 11, 2023

Google announced that together with Amazon and Apple (the big 3 smart home players) they will work on the adoption of a joint wireless IoT standard for the smart home. This new connectivity standard is designed to make it easier for smart home products to work with each other.In the statement, Google said they were “joining Amazon, Apple and others to create Connected Home over IP, a new independent working group managed by the Zigbee Alliance (separate from the existing Zigbee 3.0/Pro protocol). We’re contributing two of our market-tested and open-source smart home technologies, Weave and Thread. Both are built on IP and have been integrated into millions of homes around the world.”

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Industrial IoT, IoT Security

Smart Home Technologies: Zigbee, Z-Wave, Thread, and Dotdot

Article | July 12, 2023

If you own smart home products like SmartThings or Nest, you may be familiar with some of the technologies behind them. Network protocols like Zigbee and Z-Wave dominate the industry, while Thread, a younger network standard, is gaining headway as a strong contender in the battle for market share. Although this may seem like your typical rivalry between industry leaders, the competitive landscape is more complicated than selecting one over another.

Read More
IoT Security

12 Industrial IoT Companies You Should Know

Article | June 27, 2023

As the industrial IoT market continues to expand at rapid rates, companies across the world are reaping the benefits. Utilizing this growing network of tools and systems, businesses have been able to prevent costly downtime, decrease product development costs, enhance customer engagement and satisfaction and acquire and implement intelligent data for strategic planning purposes.The potential benefits are seemingly endless, and the list of organizations that are embracing this industrial revolution is continuing to grow, so let’s highlight some of the main IIoT companies you need to know for a number of the most common IIoT use cases.

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Who should lead the push for IoT security?

Article | February 10, 2020

The ease with which internet of things devices can be compromised, coupled with the potentially extreme consequences of breaches, have prompted action from legislatures and regulators, but what group is best to decide? Both the makers of IoT devices and governments are aware of the security issues, but so far they haven’t come up with standardized ways to address them. The challenge of this market is that it’s moving so fast that no regulation is going to be able to keep pace with the devices that are being connected,” said Forrester vice president and research director Merritt Maxim. “Regulations that are definitive are easy to enforce and helpful, but they’ll quickly become outdated.”The latest such effort by a governmental body is a proposed regulation in the U.K. that would impose three major mandates on IoT device manufacturers that would address key security concerns.

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Enterprise Iot

Understanding IoT Data Protocols: Why Do They Matter for IoT Data?

Article | May 11, 2023

Google announced that together with Amazon and Apple (the big 3 smart home players) they will work on the adoption of a joint wireless IoT standard for the smart home. This new connectivity standard is designed to make it easier for smart home products to work with each other.In the statement, Google said they were “joining Amazon, Apple and others to create Connected Home over IP, a new independent working group managed by the Zigbee Alliance (separate from the existing Zigbee 3.0/Pro protocol). We’re contributing two of our market-tested and open-source smart home technologies, Weave and Thread. Both are built on IP and have been integrated into millions of homes around the world.”

Read More
Industrial IoT, IoT Security

Key IoT Security Certifications to Boost Your Career in IoT Industry

Article | July 12, 2023

If you own smart home products like SmartThings or Nest, you may be familiar with some of the technologies behind them. Network protocols like Zigbee and Z-Wave dominate the industry, while Thread, a younger network standard, is gaining headway as a strong contender in the battle for market share. Although this may seem like your typical rivalry between industry leaders, the competitive landscape is more complicated than selecting one over another.

Read More
IoT Security

Essential IoT Security Books for IoT Professionals

Article | June 27, 2023

As the industrial IoT market continues to expand at rapid rates, companies across the world are reaping the benefits. Utilizing this growing network of tools and systems, businesses have been able to prevent costly downtime, decrease product development costs, enhance customer engagement and satisfaction and acquire and implement intelligent data for strategic planning purposes.The potential benefits are seemingly endless, and the list of organizations that are embracing this industrial revolution is continuing to grow, so let’s highlight some of the main IIoT companies you need to know for a number of the most common IIoT use cases.

Read More

Who should lead the push for IoT security?

Article | February 10, 2020

The ease with which internet of things devices can be compromised, coupled with the potentially extreme consequences of breaches, have prompted action from legislatures and regulators, but what group is best to decide? Both the makers of IoT devices and governments are aware of the security issues, but so far they haven’t come up with standardized ways to address them. The challenge of this market is that it’s moving so fast that no regulation is going to be able to keep pace with the devices that are being connected,” said Forrester vice president and research director Merritt Maxim. “Regulations that are definitive are easy to enforce and helpful, but they’ll quickly become outdated.”The latest such effort by a governmental body is a proposed regulation in the U.K. that would impose three major mandates on IoT device manufacturers that would address key security concerns.

Read More
MORE ARTICLES

Spotlight

SmartSense

SmartSense delivers data-driven IoT solutions for food safety, facilities monitoring, and supply chain visibility, by providing actionable insight. Actionable insight is what enables companies to improve operational efficiency, ensure regulatory compliance, and manage product quality risk. SmartSense enables organizations to use wireless sensors, digital checklists, and advanced analytics to provide actionable insight based on remote sensing and artificial intelligence (AI). SmartSense uses these technologies to provide real-time insight at over 40,000 sites around the world.

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SiriusDecisions Expands Benchmarking Performance Capabilities and Global Coverage

SiriusDecisions | July 10, 2017

SiriusDecisions has expanded its core industry benchmark database, the SiriusIndex™, the only one of its kind in the b-to-b industry, with new metrics across four major categories, including readiness, activity, output and results, and offered its clients unparalleled access to data from their peers with the introduction of its new Command Center™ platform. Now commercially available, it will enable business leaders to drive strategic and tactical changes informed by insights, best-in-class frameworks, readiness and performance metrics, and peer comparisons with the data, and qualitative guidance from SiriusDecisions analysts they know they can trust. With the data to support a variety of decisions from investments and organizational structures, to strategy development and process design, SiriusDecisions’ Command Center™ helps marketing, sales and product leaders realize competitive advantages, ensure smarter allocation of budget and human resources, and respond more nimbly to specific situations and opportunities.“We have made a major investment in data collection, analysis and the reporting engine fueling our client delivery portal called the SiriusDecisions Command Center™, which provides real-time access to more than 750 b-to-b industry metrics at your fingertips,” said Bruce Brien, Chief Technology Officer of SiriusDecisions. “The new platform will empower leaders to move quickly to energize their organizations’ performance and seize opportunities, with wiser organizational investment and resource allocation.”

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SiriusDecisions | May 30, 2018

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Read More

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The ROI Awards are designed to honor companies who excel in product development, marketing and sales through the use of SiriusDecisions’ research, frameworks and best practices. This year’s winners include: Cisco for its next-generation, blended approach to the engagement and retention of both partners and customers.Huron Consulting Group for centralizing marketing sales resources, revamping company branding and positioning and developing cross-functional processes.Illumina for creating content which is more accessible, scalable and relevant to its representatives. Imprivata for refocusing the company to target a single market, updating its ABM efforts and implementing SiriusDecisions’ Demand Unit Waterfall; and Vocera for enhancing its solutions and constructing a new marketing campaign to accompany the changes. “In today’s highly competitive market, companies with integrated marketing, sales and product capabilities have a distinct competitive advantage,” said Tony Jaros, President and Chief Product Officer of SiriusDecisions, in a statement. “This year’s ROI Awards winners seized opportunities to unify goals across departments and build programs that consistently achieve those shared objectives through unique implementations of SiriusDecisions’ models and methods.”

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