Category Archives: rants

Supply Managers are the Rock Stars of the Coming Resource Revolution … But

… the reality is that, in the majority of organizations, Supply Managers are still zeroes, not heroes, even though Professor Sheffi is taking the glass half full view in his article on “how a profession went from zero to hero” on SupplyChainMIT.com.

Supply Managers are only heroes in those leading organizations that were forwarding looking enough to let Purchasers gain influence in both the inbound and outbound supply chain and raise the profile of the organization in the eyes of both customers and suppliers. Their new practices, global view, and risk mitigation not only raised their profile, but also the profile of the organization as a whole. They were given more respect and authority, and soon after were the heroes of their organization.

But not every organization had the foresight of these leading organizations and, as a result, it is still only a select group of leaders that have truly embraced Supply Management and leaped the pond. Most organizations are still effectively in the dark ages and haven’t even embraced RFx or basic e-Invoice technology. While a considerable (but not necessarily a majority) of Fortune 500 / Global 2000 organizations have embraced Supply Management to some degree and some Procurement or Sourcing Technology, as you work your way down to mid-size and smaller organizations, the percentage of organizations that have embraced Supply Management and associated technology decreases dramatically.

Furtheremore, not only is there a huge number of organizations that have not adopted Supply Management, there is a huge gap between the enlightened and the ignorant. And the gap could mean the difference between uninhibited success and eventual bankruptcy.

So how do we spread the message to the masses and usher in the resource revolution?

Enterprise Software Companies Do Need Media Relations

In yesterday’s post, we insisted that Enterprise Software Companies DO NOT need Public Relations, because they do not. Why? Simple. They DO NOT sell to the public. They sell to big corporations. Big corporations are not the public.

Also, the messaging that you need to sell to a CFO is nothing like the message that you need to sell to an impulsive consumer. Good business is all about productivity, progress, and Return On Investment. Good public relations is all about feeling, connection, sexy, environmental responsibility, or anything else that happens to be the buzz of the day. Good enterprise relations is all about results. Public relations, like consumer advertising, is in constant flux. But the basics of good business never change.

However, the advertising channels through which business advertising have exploded, not only as a result of the rapid expansion of the ubiquity of the world wide web, but of social media as well. As a result, the complexity of media management has increased dramatically. The fundamentals haven’t changed, but the amount of work required to coordinate and manage the effort has. Not to mention the knowledge required to strategically place your advertising and messaging to stand out amidst the noise, which consists not only of a constant stream of advertising and messaging from your competitors but analysis, third party reviews, and random comments. It’s a media jungle, and unless you have a team of full time pros to manage it 24/7, you need help. Even if you do have a team, you probably need guidance.

A good Media Relations Team will help you:

  • Identify the Right Channels
    Which traditional print and online web publications are right for you?
    What are the right channels to advertise your coverage?
    Who are the right people at these outlets to reach out to?
  • Tailor the Message
    While you need to craft and own your message, you also need to recognize that different individuals at different publications who control different channels are interested in different parts of the message you have to deliver. To get your message heard, sometimes you have to focus in on the part that will get a crier’s attention.
  • Spread the Message
    Parts of your message have to spread through others, but thanks to the social media revolution, other parts have to be spread by your organization through social media channels. Managing these can be a full time job, and not the best use of your limited resources. This is best left to an expert.

In other words, you need help, but the help you need is not Public Relations. It’s Media Relations.

And if you really need someone to talk to in order to help you elicit your messaging in a collaborative fashion, hire a subject matter expert (SME) whom can also offer you project management, product development, or thought leadership consulting services. This will jump start those efforts as the subject matter expert will not only be fully familiar with your messaging, but with your modus operandi as well. As a result, there will be little to no learning curve for the SME when it’s time to start the project management, product development, or thought leadership creation. This will pay off in spades as you’ll get your project, product, and/or thought leadership done faster, hit the market faster, and see a significant return faster.

So when it comes to getting help, get the right help. Even if you don’t thank me for it.

Enterprise Software Companies DO NOT Need Public Relations!

Since we’re on the topic of what really grinds the doctor‘s gears, another thing that really grinds the doctor‘s gears is the incessant insistence by public relation companies that they need to be ingrained in all communication activities undertaken by an enterprise software company. To this I say, BullCrap!

Let’s start by defining what public relations is. As can easily be read on Wikipedia, public relations is the practice of managing the spread of information between an organization and the public. Let’s dwell on this. It’s the management of information flow between the organization and the public. Now let’s dwell on what enterprise software companies do. Enterprise software companies sell software made by their organization to their client organizations. Now let’s dwell on this. They move software from one organization to another organization. Not to the public. As a result, the accompanying information flow is between two organizations, not between the organization and the public. So where does public relations enter the mix?

Let’s dive into what modern Public relations organizations do, or at least try to sell perspective clients, to see if we can make any sense of this.

  • Audience Targeting

    While it’s important to sell to the right audience, enterprise software companies have a pretty good idea of who their audience is. It is companies with a potential need for their software that is their audience, and not only does marketing have a pretty good idea of what their audience is, it is their job to know what that audience is.

  • Messaging

    Messaging is of the utmost importance, especially with so many other vendors also hawking their wares, and in a world where many customers are looking for partners, or at least software providers who can offer a complete solution (software, services, and training), the messaging often has to be perfect. But this is why you have Marketing — this is their primary job.

  • Social Media Marketing

    Since many of the decision makers at a potential customer are on social media, this is an important channel in which to place your messaging. With so many social media networks (LinkedIn, Facebook, Twitter, etc.) and so many different individuals in the target organizations to target (employees, directors, C-Suite, etc.), this is a lot to manage, and secondary to the messaging and audience targeting responsibilities of Marketing. So it makes some sense to get some help here — but this help should come in the form of organizations that specialize in social media marketing for B2B organizations, not Public Relations firms that specialize in information flow to the public for B2C organizations.

  • Media Relations

    This is important for any organization that does business and needs to get its message out to the world, even if it is just the corporate sector. However, this relationship should be controlled by marketing, not some third party with a watered down message.

Now it’s no secret that the doctor does not like PR, for a host of reasons (chronicled in his Blogger Relations series), but this has nothing to do with his like of PR. This has to do with his dislike of many PR firms telling enterprise software companies that they need to be embedded in all of their communication processes and work with those companies in a collaborative and consultant manner for months and months to define their targeting, messaging, (social) media, and relations strategy and do all of the work that should be done, or at least managed, by Marketing at a very high cost to you. Not only are you shelling out 10’s of thousands of dollars for them to walk you through an exercise where you do all the work (because, let’s face it, they don’t have a clue what you’re selling, what’s unique about it, or how to uniquely position it), but you’re losing two, three, and sometimes even four quarters of momentum while you go through this drawn out exercise to get a message that your marketing team, possibly with the help of some subject matter experts, could figure out in a matter of weeks! It’s the oldest consulting trick in the book after making up a fad you don’t need — take your money to listen to you elicit what you need. (If you need to talk through your strategy to elicit your messaging, the doctor is certain a quack psychologist will be cheaper.)

So Fire That PR Firm and put your money where you need it:

  • Subject Matter Expert Consulting

    to help you figure out what is distinct about your solution and missing in your solution space

  • Thought Leadership and Expert Writing Services

    to help you get your message crystallized and down on (white) (e-)paper and in appropriate training materials for your clients

  • Social Media Campaign Management

    to manage your messaging through social media and on-line channels

Just like you shouldn’t get taken in by companies selling infinite scrolling websites that you don’t need, you shouldn’t get taken in by companies selling your collaborative PR services that you don’t need either.

What Idiot(s) Brought Back Infinite Scrolling Websites?

the doctor really wants to know because that (collective of) individuals should be tarred and feather!

What is the doctor ranting about now?

Back in the early days of the World Wide Web when HTML was in version 1.0, when Mosaic and Netscape ruled the web (before Microsoft released the horror called Internet Explorer upon the web), websites were relatively simple web pages that scrolled and scrolled and scrolled (as frames, which hadn’t yet been invented, were two years off and tabs further off still). CGI was still being invented (by the NCSA team) and it would be three more years before version 1.1 was formally defined (which would make dynamic web sites truly feasible and lay the framework for proper, real-time, pagination).

Then HTML, CGI, and browser technology matured and we got well structured, properly paginated, well-designed web-sites. And these got better and better over time. And for those who kept up to date, mouse-overs, drill-down menus, dynamic animations, and even time-delayed responses. And properly used, these were all good improvements (as long as you could stop the animation or sound if you didn’t want it) and made the web experience better.

But now, almost every fourth site is an infinite scrolling site, just like at the beginning of the web! And it’s driving me nuts. Once frames and pagination became common, only amateur sites were infinite scroll. Because who wants to scroll and scroll and scroll looking for the information they want? No one in their right mind!

And for those of you jumping to the defense of these sites because they’re not really infinite scroll as you can expand and collapse the page dynamically with arrows and gestures, they’re still websites on one page! And with all of the progress we’ve made over the last 20 years, it’s ridiculous. I know it’s the newest fad, but it’s pathetic. Why?

Because it represents an utter lack of imagination and innovation. And, in particular, on the part of the big web shops selling these sites.

You see, these shops stay in business not by selling new companies websites, as it doesn’t take that much time or effort to throw up a web-site for a start-up (who won’t pay much for it anyway) because it can be quickly put together with a bit of custom imagery and provided content using a plethora of free open source blog, wiki, CRM, and even social network platforms. They make money by selling existing clients maintenance services and, more importantly, regular web-site upgrades because, every year, new technology is developed and a website that isn’t continually updated to use that technology looks antiquated and possibly abandoned (which, if you are a technology company, could make you, by association, look antiquated and possibly on the decline).

So, every year or so, they have to come up with a must-need piece of technology that the web-sites of the majority of their clients must have so that they can sell upgrades and stay very profitable.

But we have reached the point where we are at an inflection point. For the last few years, there have been no revolutionary new developments in web technology, just evolutionary ones, and we have reached the point where most technology solution providers have very modern, extremely powerful, web-sites and don’t need complete overhauls, just minor, regular maintenance. This is not very profitable, so these web site development companies need to either develop a new innovation, or, like a traditional consulting company when their business and attention is on the decline, come up with a new gimmick to get more work and increase their profit margin. And in this case, this is undeniably 100% gimmick. And, by definition, a 100% rip-off to their clients who, for the most part, probably already had great sites that just needed a little graphic touch-up, a slightly-streamlined information flow, and a little bit more social media technology.

But even though I said otherwise, from a sales and marketing perspective, it is very imaginative — because it’s netting these web development companies not just one, but two — that’s right — two website upgrades. You see, just like in the early days of the web, it’s not going to take long before people realize that the infinite scrolling (web) site is the most annoying development to hit the web since … wait for it … the first infinite scrolling (web) site two decades ago! Once the web realizes en-masse that it was insanely stupid to bring back the infinite scrolling web-site, these web development companies will get an overload of web-site redesign requests for something … anything … better.

And for this as well, they deserve to be tarred and feathered. Technology is about evolution and revolution, not devolution. the doctor‘s gears have really been ground to the point where he wants to go on TV and complain like Peter Griffin.

Why Is This Poor Little LOLCat Begging You?

As per our post on April 26, this poor little LOLCat is Begging You to Stop Harper.

Why is this poor little LOLCat begging you to Stop Harper? Because when even the leading academics of China call your prime minister “Canada’s George W. Bush” and a leader who has overseen a sullying of the country’s international reputation, you know things are bad. (This quote is from Nathan Vanderklippe’s article in the Friday, May 16 edition of The Globe and Mail print edition, page A9, in the article headlined Canada’s image in decline, say Chinese.

You have to admit, they do look very much alike in this picture!