Archives for: December 22nd, 2011

Polycom CEO: Selling Today, for the Future

Written by John Gallant on 22/12/2011

When you think about Polycom, you probably conjure an image of its triangular speakerphone. But CEO Andrew Miller wants you to know about the company’s unified communications and collaboration software. Miller and I talked via Polycom’s high-definition telepresence system about the impact of business trends and the changing competitive landscape. Customers’ Motivations Change The reasons […]

New Year’s Business & Tech Resolutions 2012

Written by Michael Friedenberg on 15/12/2011

Last month I made some predictions for the Top 10 trends that will affect your work life in 2012. Now that the New Year’s celebrations are upon us, it’s a good time to reflect on what your Top 10 Business & Tech New Year’s resolutions might be (beyond losing 10 pounds or learning to hang […]

CA CEO Advises: Get Your Story Straight

Written by John Gallant on 13/12/2011

William McCracken took over as CEO of CA Technologies in 2010. I talked with him about how he’s worked to improve how customers perceive the company and broadened CA’s reach into new areas of technology and new customer segments. Define Your Value CA sells IT management software and solutions. McCracken considered whether to push further […]

Nimsoft CEO: Selling a New Value Proposition

Written by John Gallant on 13/12/2011

Corporate functions from human resources to customer relationship management (CRM) have already been migrated to the cloud. Now systems monitoring and management is becoming a cloud-based service. Nimsoft, a CA Technologies company, provides management-as-a-service (MaaS) capabilities. CEO Chris O’Malley and I talked about strategies for marketing new technology, selling to different customer segments and finding […]