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“Meet the new bosssame as the outmoded boss”-The Who
“’Cause hustlers hit the shroud when police change shiftsNew York, California different toilet, selfsame shit.”-The Game
Every day I hear from entrepreneurs, angel investors and venture capitalists about an exciting new movement called “the consumerization of the enterprise.” They explain me how the outmoded expensive Rolex wearing sales forces are a thing of the past and, in the future, companies will “consume” enterprise products proactively dote consumers pick up Twitter.
But when I talk to the most successful new enterprise companies dote WorkDay, Apptio, Jive, Zuora, and Cloudera, they everyone employ sober and large enterprise sales efforts that usually comprise expensive people some of who indeed wear Rolex watches. In fact, companies dote Yammer who originally started with new age models possess transitioned to more traditional enterprise sales approaches after experiencing the market without them.
So what gives? Are everyone these smart people out of their minds? Has nothing changed since the early days of IBM? Some things possess changed, but others are exactly as they were.
The Order of Adoption Has Changed20 years ago, the technology adoption curve generally conformed to the following order:
1. Government, specifically Defense and Intelligence organizations.2. Businesses, with large businesses going first and smaller businesses adopting later.3. Consumers
Today things possess completely reversed. The latest technology goes to consumers first, followed by minuscule enterprises that behave dote consumers, then larger ones, then the military. The stunning reversal is one of many profound side effects of broad scale Internet adoption.
In the outmoded days (before the Internet), no technology products were free, because distribution costs made it impossible to offer anything without some commitment from the conclude customer. As a result, new technology adoption generally started with the deepest pockets (the military) and worked its course down to the shallowest pockets (the consumer). Since the introduction of the Internet, many technology products can breathe distributed for free, and therefore possess some free or free visitation version. Interestingly, the order of adoption now follows decision-making hurry rather than profound pockets. That is, consumers who can resolve very quickly adopt first and the military — who has a notoriously intricate decision making process — adopts last.
This reversal first initially stunned businesses. I recall dozens of CIOs at large companies being shocked that it was easier to find things on the Internet via Google than it was to find things in their own companies. We’ve seen the phenomenon iterate many times with the most recent being that it’s far easier to rep background information on complete strangers via LinkedIn than it is to know the skill sets and backgrounds of your co-workers.
Encouraged by the new trend, innovative entrepreneurs imagine a world where consumers find magnificient solutions to befriend their employers in the selfsame course that they find magnificient products to befriend themselves. In the imaginary enterprise, these individuals will then assume the initiative to convince their collegues to buy the solution. Through this method, if the product is truly great, there will breathe miniature or no requisite to actually sell it.
The actual enterprise works a bit differently. Meet the new enterprise customer. He’s a lot dote the outmoded enterprise customer.
Meet The New Enterprise CustomerAt the D8 technology conference, Steve Jobs made a statement about selling to enterprise customers that many missed but was extremely insightful and revealing: “We want to acquire better products than them. What I fancy about the marketplace is that they achieve their products, they explain people about them, and if they dote them, they rep to Come to work tomorrow. It’s not dote that in enterprise . . . the people who acquire those decisions are sometimes confused.”
Why are the enterprise people so confused? Why don’t they just quickly adopt the best products without requiring these intricate sales processes?
Big Companies Don’t possess Credit CardsPurchasing anything in a large organization requires a rigorous justification process that generally culminates in a purchase order (PO). They achieve not allow their employees to disburse their credit cards to buy technology off of the Internet. In fact, at many companies, doing so and attempting to expense it after the fact is a fire-able offense.
If you work in a startup, you might miracle why large organizations don’t just confidence their people to acquire smart purchasing decisions. If an employee needs a new technology, why wouldn’t the company just let him achieve the perquisite thing? There are many reasons:
1. The employee may not know what’s arrogate in the context of the larger organization. The more people in an organization, the more diverse the set of needs. If the organization purchases, for example, convivial networking software it must attempt to assume these needs into account.
2. The company may already own the technology or a similar technology. If you work with 100,000 people, how achieve you know what the other 99,999 possess already purchased? When EDS was a customer of ours, they had a $1B annual credit with Computer Associates. Computer Associates sells hundreds of products and is constantly developing new products (many of which can only breathe learned about via special meetings with the company). How would any employee at EDS possibly know about potential conflicts without a formal process?
3. The employee may breathe corrupted by side incentives – If an employee of a large organization can acquire significant purchases without review or proper process, it’s quite workable that he will breathe corrupted by an agent of a vendor. For example, an enterprise sales rep might buy a networking engineering a new Porsche in exchange for a $10 million order.
4. Public companies must comply with Sarbanes-Oxley compliant expense controls. Generally, when a company designs its expense controls, it must possess in plot a mode for approving significant expenses before they are made. If a company lets an employee acquire significant a purchase or even a minuscule purchase that leads to a significant purchase on his credit card, that will violate the company’s financial controls, because the purchase was not pre-approved.
As a result of these and other factors, large companies employ intricate processes to ensure that major purchases acquire sense. These processes generally span many different organizations and stakeholders. It is not unusual for a purchasing decision to comprise people from many different IT departments (e.g. development, security, operations) and traffic functions (e.g. Finance, IT, Legal). The decision often involves technical decision makers, economic decision makers, and risk management decision makers.
Often these processes are so intricate that almost nobody inside the company knows how they work. Excellent enterprise sales reps will sheperd a company through their own purchasing processes. Without an enterprise sales rep, many companies literally achieve not know how to buy new technology products. A top notch enterprise sales person not only knows her customer’s process better than the customer, but will breathe skilled at characterizing the value of her product to each decision maker independently. This will involve product demonstrations, proof of concepts, complete revert on investment analysis and even competitive positioning. The sales rep will work with the various constituents to befriend characterize the value proposition to their management teams.
Large Enterprises dote Their outmoded ProductsOne thing that everyone large businesses possess in common is that they possess purchased a huge amount of technology over time. In fact, many of these technologies enabled the companies to become vast in the first place. Naturally, the technology deployed in an enterprise varies widely in age. Some of the systems are outdated, complex, and downright arcane. Nonetheless, once deployed, enterprises develop magnificient affection for the technology that runs their companies. They may complain about it, but dote an outmoded woman speaking of her spouse, the underlying fancy is far stronger than the criticism. And vast companies anticipate you to fancy their outmoded products too – by integrating with them.
But how achieve you device out which outmoded systems you requisite to integrate with and which ones you can afford to ignore? dote most things in the enterprise, it’s complicated. magnificient enterprise sales forces sort through the myriad of existing systems and befriend sheperd their companies to find the essential few.
People in vast Companies work to LiveIf you work in the technology industry and particularly in Silicon Valley, you become used to employees who work tirelessly to improve their companies. It is not difficult to imagine one of these employees independently finding a new technology then championing it inside of her company simply because she wants her company to become great. Outside of technology and especially in very large companies, people generally don’t achieve things dote that. Most large company employees dote to sojourn within the scope of their defined job. If they must acquire a altenative between potentially advancing the efficiency of their employer via new technology or getting home to behold their 8 year old’s pee wee baseball game, it’s not a difficult decision. As a result, expecting them to adopt your product with no befriend is probably not a superb idea.
Final ThoughtsIf you are selling to consumers or companies that behave dote consumers, then pathetic away from the outmoded channel models may acquire impeccable sense. However, if you design to sell to a large enterprise, hold in reason that the new boss is the selfsame as the outmoded boss.
Ben Horowitz is a colleague at Andreessen Horowitz and the former co-founder and CEO of Opsware.
PALO ALTO, Calif., June 21, 2017 (GLOBE NEWSWIRE) -- Hewlett Packard Enterprise (NYSE:HPE) (HPE) today announced that it has promoted Antonio Neri to President effectual immediately. Previously, Neri served as Executive Vice President and generic Manager, Enterprise Group, accountable for the progress and delivery of the IT infrastructure solutions at the core of the world’s largest and fastest growing organizations, which includes servers, storage, networking, technology services, converged data headquarters infrastructure, Telco and cloud solutions.
In addition to leading the company’s four primary lines of business, in this new role Neri will oversee the company’s efforts to streamline and optimize the go-forward company following the completion of the spin-mergers of its Enterprise Services and Software divisions. These efforts, which the company calls HPE Next, are focused on driving growth and profitability, and ensuring the company will breathe well positioned to win in the markets where it competes.
“Antonio is a veteran technology executive who has led some of the most distinguished businesses and initiatives at HP during his 22 years with the company. From overseeing the reinvention of their Technology Services traffic and the divestiture of their H3C traffic in China, to the integration of critical acquisitions dote Aruba, SGI, SimpliVity and Nimble, Antonio has been invaluable to me as they possess worked to establish the new Hewlett Packard Enterprise,” said Meg Whitman, chief executive officer of Hewlett Packard Enterprise. “His promotion reflects the significance of his contributions to the company as leader of the Enterprise Group, which represents more than 80 percent of the go-forward company’s revenue.”
Prior to HP’s separation into two companies—Hewlett Packard Enterprise and HP Inc.—Antonio served as Senior Vice President and generic Manager for HP Servers and HP Networking traffic units, accountable for setting the R&D agenda, bringing innovations to market, and go-to-market strategy execution. Prior to that role, he led the HP Technology Services traffic unit providing support and consulting services for HP’s Enterprise products and solutions. Antonio joined HP in 1995, as a customer service engineer in HP’s EMEA muster center.
Antonio holds a Computer Engineering degree from Universidad Tecnológica Nacional in Argentina and is a Professor of Arts and Drawing.
About Hewlett Packard EnterpriseHPE is an industry-leading technology company that enables customers to ebb further, faster. With the industry's most comprehensive portfolio, spanning the cloud to the data headquarters to workplace applications, their technology and services befriend customers around the world acquire IT more efficient, more productive and more secure.Editorial contact Kate Holderness, HPE email@example.com
Hewlett Packard Enterprise
Palo Alto, California, UNITED STATESEditorial contact Kate Holderness, HPE firstname.lastname@example.org
LOS ANGELES — Feb. 27, 2008 — Kicking off more than 225 events around the world and joined by more than 4,000 customers and partners, Microsoft Corp.’s Chief Executive Officer Steve Ballmer today showcased the next generation of infrastructure and application platform products, including Windows Server 2008, Microsoft Visual Studio 2008 and Microsoft SQL Server 2008.
The launch represents a major milestone to befriend customers on the road to Dynamic IT, Microsoft’s initiative to befriend customers optimize their people, processes and technology, and in whirl position IT as a strategic asset for their business. These new enterprise products befriend customers more efficiently and securely manage their entire infrastructure and chase to a virtualized environment while also delivering traffic intelligence and next-generation Web experiences to boost traffic results. The theme of the events, “Heroes betide Here,” highlights the outstanding work that IT professionals, developers and partners achieve every day to create solutions and cutting-edge applications that hold global commerce and industry running.
“IT professionals and developers explain us they disburse too much time and money managing existing systems and not enough investing in new capabilities that create strategic advantage,” Ballmer said. “That feedback is at the core of the innovations in this new wave of products. Already, the overwhelming response from thousands of IT professionals and developers around the world is that this is the most secure enterprise platform they possess ever delivered, and that it will simplify management and enable them to focus more on driving their businesses forward.”
Big Benefits for Early Adopters
Researchers at consulting agency Capgemini looked at companies and institutions in the financial services, education, retail and high-technology industries using Windows Server 2008 in a mingle of geographic regions. They create that the new operating system quickly adds value to IT operations through enhancements to management, security and reliability. On average, deployment duration was reduced by up to 60 percent and IT reduced costs by up to $124,000 per year. Cost reductions resulted from a wide purview of areas, including the recovery of five IT staff hours per server and 91 percent less downtime. A white paper detailing usage scenarios and providing more data on the impact of deploying Windows Server 2008 is available at http://www.microsoft.com/windowsserver2008/en/us/product-information.aspx.
Already IT professionals and developers around the world are using Windows Server 2008, Visual Studio 2008 and test versions of SQL Server 2008 to implement more secure platforms and Web applications while reducing costs and speeding development.
With the introduction of Windows Server 2008, leading global communications provider Verizon traffic will deliver this next-generation platform to its managed hosting customers worldwide, enabling them to achieve greater reliability, performance and control over their IT infrastructure. In addition, Microsoft’s advanced Windows Deployment Services suite will allow Verizon traffic to extend the hurry of deployments and simplify management.
“This next-generation technology means a magnificient deal to their enterprise customers,” said Michael Marcellin, vice president of product marketing at Verizon Business. “Through their long-standing relationship with Microsoft and as an early adopter of this technology, they are poised to continue to deliver innovative solutions to customers around the globe that will befriend them harness the power of the Internet.”
Go Daddy, the largest paid, shared Web hosting provider in North America, with 27 million domain names under management, is incorporating the new Windows Server 2008 with Internet Information Services 7.0 (IIS7) software into its Windows hosting product line. In its testing, ebb Daddy has seen a 300 percent to 400 percent extend in server performance using the new technology. The performance gains will allow ebb Daddy to prick a more efficient and effectual service for its shared hosting customers.
“We are excited to offer this technology to their customers,” said Bob Parsons, CEO and founder of ebb Daddy. “With more than 5 million customers around the globe, ebb Daddy prides itself on using cutting-edge technology that will befriend enhance Web site performance and provide their customers with a solid foundation for their IT needs.”
At fealty National true Estate Solutions, the combination of Windows Server 2008, SQL Server 2008 and Visual Studio 2008 enabled the creation of a cutting-edge Web site that provides near-instant access to true estate and neighborhood information about listings for sale, home values, schools and much more. The site operates significantly faster than was previously workable and was developed at a much lower cost.
“Not only is the new Web site visually gelid — serving up customized content, 3-D aerial views and animations 10 times faster than was workable with older technologies — but it also was created for approximately $1.4 million less than it would possess cost using other progress tools,” said Marty Frame, senior vice president and generic manager, Cyberhomes, fealty National true Estate Solutions. “And, most important, visitors disburse an medium of 30 minutes on the site per visit, four times the typical medium for competitors’ sites.”
These companies are just a sampling of the more than 3 million customers that participated in early feedback programs or as beta testers during product development.
The performance improvements and enterprise-class features of SQL Server 2008 and Windows Server 2008 possess resulted in record-breaking results. Today Microsoft disclosed new world-record performance results on TPC-E and SAP Sales and Distribution (SD) measure Application 3-tier benchmarks running on four-socket industry-standard blade servers.** Microsoft also published breakthrough performance benchmarks for several customer scenarios, including leading results on Microsoft Dynamics CRM, Microsoft Dynamics AX, Siemens Teamcenter and Camstar Manufacturing Execution Systems.
Microsoft also announced that Microsoft Windows Server 2008 with .NET Framework 3.5 delivers faster throughput than IBM WebSphere 6.1 on Red Hat Linux as shown through two new benchmark tests measuring scalability and performance in mission-critical enterprise scenarios. The sample application shows 117 percent better throughput of Windows Server using the IBM-designed Trade 6.1 benchmark; and Sun Microsystems’ WSTest Web services benchmark demonstrates 94 percent better throughput on Windows Server when processing Web Service requests. More information on the results is available at http://www.microsoft.com/presspass/events/HHHlaunch/docs/BenchmarkFS.doc.
Partners behold Opportunity
Microsoft has worked with more than 1,000 industry partners to befriend plan, build, test and deploy leading-edge solutions by providing early access to code, training and testing, and certification support. Hundreds of independent software vendors possess demonstrated their support with the progress of a wide variety of traffic applications for industries that comprise retail, accounting, commerce, engineering, financial services, healthcare, supply chain and more. In a related announcement, Microsoft minute extensive investments in programs and tools for software and hardware partners. More information on the announcement is available at http://www.microsoft.com/presspass/press/2008/feb08/02-26ISVWS08PR.mspx. A replete list of vendors offering applications certified for Windows Server 2008 or pledging to provide support for their applications on Windows Server 2008 can breathe create at http://www.microsoft.com/presspass/events/hhhlaunch/docs/PartnerWS08FS.doc.
Further demonstrating support for the new products, more than 40 companies are making announcements today and more than 80 partners are participating in launch events around the world, including platinum sponsors Advanced Micro Devices Inc. (AMD), CA, Cisco Systems Inc., Citrix Systems Inc., Dell Inc., Fujitsu, Hitachi, HP, Intel Corporation, Quest Software Inc., SAP AG and Unisys Corp. Highlighting the occasion for industry partners, a 2007 IDC study* predicts that for every $1 Microsoft earns from Windows Vista and Windows Server 2008 this year in the U.S., the ecosystem beyond Microsoft — software and hardware vendors that support or incorporate the products — will gleam about $18 in revenue. In 2008, this ecosystem is predicted to sell more than $120 billion in products and services revolving around Windows Vista and Windows Server 2008.
Product Availability and Information
Windows Server 2008, including a beta version of the Hyper-V virtualization technology, and Visual Studio 2008 are available today. The feature-complete, February community technology preview of SQL Server 2008 is also available, with generic availability expected in the third quarter of 2008.
Later this year Microsoft will release the Windows Essential Server Solutions family of products for minuscule and midsize companies built on Windows Server 2008 and the newest Microsoft server technologies and services: Windows minuscule traffic Server 2008 and Windows Essential traffic Server 2008. Windows HPC Server 2008, the successor to Windows Compute Cluster Server 2003, is on track for availability in the second half of 2008 and is designed to extend productivity, scalability and manageability for high-performance computing scenarios. In addition, Windows Storage Server 2008, the next-generation storage solution based on Windows Server 2008, will breathe available by the conclude of the year.
Additional information on the launch of Windows Server 2008, SQL Server 2008 and Visual Studio 2008 is available in the virtual pressroom at http://www.microsoft.com/presspass/events/HHHlaunch/default.mspx.
Founded in 1975, Microsoft (Nasdaq “MSFT”) is the worldwide leader in software, services and solutions that befriend people and businesses realize their replete potential.
* IDC white paper sponsored by Microsoft, “The Economic impact of Microsoft’s Windows Vista and Windows Server 2008 in the U.S.,” Doc. 5052007, May 2007.
** Certification Number 2008003: SAP SD measure SAP ERP 6.0 (2005) application benchmark in 3-Tier configuration certified on 02/26/08 with Number of benchmark users & comp.: 34,000 SD (Sales & Distribution) with an medium dialog response time: 1.99 seconds running Windows Server 2008 Enterprise Edition (64-Bit) and SQL Server 2008 (64-bit) on RDBMS database server. Hardware configuration of RDBMS server: HP ProLiant BL680c G5, 4 socket/16 core/16 thread Quad-Core Intel Xeon E7340 / 2.40GHz, 64GB RAM. For more details, behold http://www.sap.com/benchmark.
Note to editors: If you are interested in viewing additional information on Microsoft, delight visit the Microsoft Web page at http://www.microsoft.com/presspass on Microsoft’s corporate information pages. Web links, telephone numbers and titles were redress at time of publication, but may since possess changed. For additional assistance, journalists and analysts may contact Microsoft’s Rapid Response Team or other arrogate contacts listed at http://www.microsoft.com/presspass/contactpr.mspx.
Microsoft CEO Steve Ballmer delivers the keynote at the launch of Windows Server 2008, SQL Server 2008 and Visual Studio 2008. Four thousand customers and partners attended the live event in Los Angeles, Calif. Feb. 27, 2008.
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