The missing link in CEO succession planning

first_imgCommunication strategy in CEO succession is often a critical but missing element in managing the transition of leadership. Practically, the board’s focus is on answering the question “Who should be our next CEO?” and misses an opportunity to strategically manage the communication strategy. The most effective approach is to design a strategic succession process, and communication is one step in that process.Here are some examples to illustrate the collateral damage of mismanaging communication.Brett is the EVP of a well-run organization and has been told by his CEO that he is the de facto successor. Monday morning he learns the board did an external, confidential CEO search. Brett now has a new boss and was never presented the opportunity to interview for the position.Mary is the current CEO and is developing two executives as potential CEO candidates with whom she has created the expectation that there is no need for the board to go external. The board, however, has a different agenda. Mary has done well as the CEO, but the board is reflecting that the competencies needed in the next CEO may be materially different from Mary. In the meantime, the internal candidates are being developed as a Mary look-alike. The board is not sure what it wants in a CEO, and Mary is retiring in nine months. continue reading » 5SHARESShareShareSharePrintMailGooglePinterestDiggRedditStumbleuponDeliciousBufferTumblrlast_img read more

Raiders near full strength for Texans with Williams, Brown, Jacobs good to go

first_imgThe Raiders were as close to full strength Sunday as they’ve been all season based on their inactive list for their road game against the Houston Texans:The following players are active and expected to play:Wide receiver Tyrell Williams: Missed the last two games with plantar facciitis. Leads Raiders wide receivers with 17 catches and four touchdowns.Williams presence, along with Zay Jones, adds some size and athleticism to the unit to go along with Trevor Davis and Hunter Renfrow. Dwayne …last_img

Brand South Africa flying the flag at the World Economic Forum’s New Champions meeting

first_imgJohannesburg, Wednesday 11 September 2013 – Brand South Africa will fly the South African flag at the World Economic Forum’s Summer Davos or Annual Meeting of the Champions in Dalian,Peoples Republic of China from 11-13 September 2013.The high powered South African delegation to the Summer Davos will use the opportunity to network with government leaders, business representatives, and civil society to profile and position South Africa as a competitive, developed economy that offers investors good returns on investment and other benefits.The New Champions meeting follows the World Economic Forum’s announcement of its 2013 Global Competitive Index which revealed that South Africa has improved on four of the 12 pillars of competitiveness, namely: Institutions, Goods & market efficiency, Business Sophistication and Innovation.South Africa has also made steady progress on the Innovation pillar, improving by three positions to 39 this year.  This must be harnessed to drive the National Development Plan as South Africa’s blueprint for economic and social development by 2030.Brand South Africa CEO Miller Matola commented on this saying, “Economists recognise that innovation is a product of entrepreneurial activity and injects dynamism into an economy.  This reflects very positively on the South African economy and opportunities for growth.  It is also the factor that has been shown to drive social and economic development in other developing countries.  South Africa open for business and we invite investors to look at what we have to offer.”Meanwhile, South Africa retained its position on three pillars: financial market development, technological readiness and market size.South Africa will be represented at the Summer Davos by:NameDesignationOrganisationMiller MatolaChief Executive OfficerBrand South AfricaPaul Scott MatthewDirectorAfrica North Star AllianceImrhan ParukExecutive, Corporate DevelopmentAfrican Rainbow Minerals Ltd (ARM)Patrice T. MotsepeFounder and Executive ChairmanAfrican Rainbow Minerals Ltd (ARM)Anne Githuku-ShongweFounder and Chief Executive OfficerAfroes Transformational GamesBronwyn NielsenSenior Anchor and Executive DirectorCNBC AfricaTsholofelo B.L. MolefeGroup Executive, Group Customer ServiceEskom Holdings SOC LimitedSteve J. LennonGroup Executive, SustainabilityEskom Holdings SOC LimitedZola TsotsiChairmanEskom Holdings SOC LimitedMartyn DaviesChief Executive OfficerFrontier Advisory Pty LtdMonhla Wilma HlahlaChairman of the BoardIndustrial Development Corporation of South Africa Ltd (IDC)Lynette NtuliFounder and Chief Executive (Pty) LtdInnate Investment SolutionsJayendra Naidoo (Jay)Executive ChairmanJ&J GroupAvril HalsteadChief Director, Sectoral OversightNational treasury of South AfricaEllis MnyanduEditor: Business ReportSekunjalo Independent MediaIqbal SurvéExecutive ChairmanSekunjalo Investments Ltd South AfricaPatrick SchofieldFounderThe Indalo ProjectBruce HartHead, China Africa Business DevelopmentThe Standard Bank Group LimitedKuseni DlaminiChairmanTimes Media Group LimitedLungisa MatshobaFounding Chief Technology OfficerYOCOAbout Brand South AfricaBrand South Africa is the official marketing agency of South Africa, with a mandate to build the country’s brand reputation, in order to improve its global competitiveness abroad. Its aim is also to build pride and patriotism among South Africans, in order to contribute to social cohesion and nation brand ambassadorship.Further resources from Brand South AfricaMedia are invited to visit http://www.southafrica.info/ for further resources which can be reproduced without any copyright infringement.  Kindly attribute to Brand South Africa.For more information or to set up interviews, please contact:Nadia Samie-JacobsPublic Relations DomesticTel: +27 11 712 5007 Mobile: +27 (0)72 777 9399Email: [email protected] www.brandsouthafrica.comEndslast_img read more

Enterprise OpenID: SAP Becomes a Provider

first_img3 Areas of Your Business that Need Tech Now Tags:#enterprise#news#Products IT + Project Management: A Love Affair Related Posts Cognitive Automation is the Immediate Future of…center_img Massive Non-Desk Workforce is an Opportunity fo… steven walling Enterprise software giant SAP can now be your OpenID provider, according to a blog post from the company this morning. Through their pilot program, you can use an openid.sap.com subdomain as your single sign-on identifier. The decision to become a provider stemmed directly from the SAP Community Network, which, in addition to being a central site, is connected to a whole host of partners that require separate logins. The aim is to let customers who use the SCN’s resources avoid any headache as they move through the network. Though there’s been talk for years of OpenID as the future of enterprise single sign-on, most of the attention from big vendors has been experimental at best. One promising development in enterprise identity standards is the UK-basedKantara Initiative, which has backing from Intel, Oracle, Sun and Novell, among others. From reading the announcement by SAP, it’s pretty clear they’ve been feeling the pain when it comes to porting identities between the numerous websites that make up their community. While they make it clear that this is a pilot and thus may not work as a general purpose provider at this point, it’s a good first step for an enterprise heavyweight like SAP. last_img read more

Known, Liked, and Trusted: A Revision

first_imgFor three decades my friend was a successful salesperson. He was gregarious, charismatic, and charming. His method was to develop a personal relationship with his clients that was very much a friendship. He would invest his time and his money in that friendship. If his clients wanted tickets to the game, he’d buy them tickets. If his clients needed some present for their children, he’d acquire it for them. He spent money on lunches, dinners, golf outings, and other things that deepened his friendship.When we had lunch, he said to me, “My sales are terrible. I don’t understand. I am doing what I have always done, but it isn’t working.”The reason that my friend’s approach quit working is because he did nothing to create economic value. His friendship and his willingness to spend money buying things to please his clients is no longer enough to win their business or their loyalty. The world changed, but my friend did not recognize those changes and, worse still, he did not change with it. He did not shift his focus to the areas where he can create value for his clients.Your client relationships are still built on your being known, liked, and trusted. But the fundamental questions have changed.Known: It isn’t enough to be known. It’s what you are known for. What are you known for? Are you known for your ability to deliver some result? Are you known for solving some problem? Are you known for your business acumen and your situational knowledge? Are you known for creating value?Liked: It isn’t easy to buy your client’s business anymore. You still need to be liked. But being liked means something different. It doesn’t hurt to be gregarious, charismatic, and charming. But your client is trying to make a decision as to what it’s going to be like to work with you long-term. The decision they are making is what it’s going to be like to have you on their team. Are you like having a great new team member? Are you going to be easy to work with? Is the rest of their team going to want to work with you?Trusted: Great relationships, business or personal, are built on the foundation of trust. My friend’s willingness to spend money now subtracts from trust. It looks and feels unethical. It isn’t unethical for my friend to spend his own money, but it often can be for the person who accepts his gifts. The trust that you need is built on your ability to keep your word and your ability to delivering the outcome your client needs. How do you enable your clients to trust you? What do they need to trust you to do?It is still known, liked, and trusted. But what these words mean has changed. You have to change, too.last_img read more

DUSU removes busts of Savarkar, others from campus

first_img The ABVP, however, claimed that the Delhi University has assured them that the busts will be reinstalled in accordance with the procedure after the DUSU polls are concluded.The busts of the trio were installed on August 20 by outgoing DUSU president Shakti Singh without taking permission from the varsity authorities. They were removed on the intervening night of Friday and Saturday.“ABVP-led DUSU has removed the busts of Veer Savarkar, Bhagat Singh and Subhash Chandra Bose till permission is obtained from the DU Administration. The busts have been kept (at a) safe (place) by the varsity,” the RSS-affiliated outfit said in a statement.Earlier, the ABVP had asked DUSU office-bearers to install the statues as per the procedure, it claimed.The students’ body also demanded “stringent legal action” against members of the Congress-affiliated National Students’ Union of India (NSUI) for allegedly blackening the bust of Savarkar on Thursday.The ABVP claimed left-affiliated student organisations along with AAP’s CYSS and the NSUI had “stooped to a low level” and were harming the “the culture of debate and discussion, prevalent in the university“.’Stop insulting freedom fighters’“ABVP strongly believes that the Left, AAP and the student organisations affiliated to the Congress should stop insulting freedom fighters to meet their trivial political interests,” it said.ABVP Delhi’s State Secretary Sidharth Yadav said: “It is very unfortunate that the DU administration turned a deaf ear to DUSU’s demand for installation of busts of freedom fighters, for a very long time. The university should restore these idols, as per their assurances, at the earliest.”The manner in which other student organisations have carried out such extremely unfortunate acts reveal the real and degraded mindset of these student organisations towards freedom fighters, the repercussions of which they will face in the times to come, he added.“At the same time, the Congress should understand that its ‘Kaalikh model’ is not going to hide the reality. We have decided to remove the busts because we don’t want to do politics over the name of freedom fighters,” he said.No immediate reaction was available from the university. The Akhil Bharatiya Vidyarthi Parishad-led Delhi University Students’ Union has removed the busts of V.D. Savarkar, Bhagat Singh and Subhash Chandra Bose from the campus, the student outfit said in a statement on Saturday.Also Read Delhi NSUI chief blackens bust of Savarkar installed on North Campuslast_img read more

5 Key Ways to Maximize Email Marketing Effectiveness [Data]

first_img Don’t forget to share this post! AddThis Sharing ButtonsShare to TwitterTwitterShare to FacebookFacebookShare to Email AppEmail AppShare to LinkedInLinkedInShare to MessengerMessengerShare to SlackSlack This is a guest blog post written by Hunter Boyle. He is the senior business development manager for AWeber and a seasoned optimization and content marketing strategist. Hunter also speaks and blogs about multichannel marketing with an emphasis on SMBs and nonprofits.We all know that today, high quality content that helps prospects and customers solve business problems is the most effective type of marketing.And no matter which channels deliver that help, from blogs and social sites to webinars and whitepapers, email is still playing an integral role in cultivating those business relationships.When asked about their top email marketing priorities for 2012 in a recent MarketingSherpa survey of more than 2,700 email marketers, “delivering highly relevant content” ranked first among large and mid-sized companies (70% and 62% respectively), and second among small businesses (71%), surpassed only by “growing and retaining subscribers” — which, of course, largely depends on content also. This is great news, because it suggests that email will continue to improve in 2012.The trick is, how do we keep making those content-driven email relationships better and more profitable for all involved, marketers and customers alike? We set out to answer that question, and the result was a new special report ebook and email series that explores five key ways to maximize your email marketing:1. Approach List Building StrategicallyThere’s no shortage of tactics for growing email lists, but it’s all too easy to get caught up in them at the expense of a fully developed plan. Does your email strategy account for how and when to apply various tactics, when to test others, and a consistent process for analysis and adjustments? With less than a third of email marketers saying they send relevant emails to segmented audiences with a clear conversion goal, this is an area ripe for improvement.2. Set Clear Expectations for SubscribersAs marketers, we often don’t see the disconnect between our perception of how our offers are presented and how prospects see and understand them. In particular, short email forms that simply ask for name and email and offer little context or information about send frequency, specific content options, or address validation, tend to generate larger lists but include lower quality contacts. We may know what’s behind our opt-in form, but how clear is it really to a first-time site visitor who got served a pop-up window before even reading the page? That’s why it’s critical to set expectations with your potential subscribers so they know exactly what they’re signing up for and exactly what the value is.3. Segment Lists to Match Your PrioritiesWhether you’re segmenting lists based on behaviors such as opens, clicks, and downloads (or lack thereof); on stage in the sales cycle; or on more specific demographic data, the bottom line is that segmentation is a huge factor in establishing relevance. Matching segments to your organization’s ideal customer personas makes your content more engaging and your offers and campaigns more likely to succeed. So why are only about half of email marketers using these techniques regularly?4. Automate Your CampaignsThank you, welcome, and transactional emails are widely used by organizations of all sizes, but research shows a significant drop-off in other types of automated messages. Lead nurturing, drip campaigns, re-engagement campaigns, and auto-responders make it easier for marketers to create email series with the intent of building relationships; however, these types account for roughly one-third or fewer of the emails sent by survey respondents. If your content mix includes “evergreen” information such as how-to articles or training videos that won’t lose their news value, marketing automation is definitely an option worth exploring.5. Optimize and Test RegularlyTo quote the MarketingSherpa report, “Continuous experimentation is the quickest path to peak performance.” Yet only 28% of small businesses regularly test and optimize email messages. Mid-sized and larger organizations fared better, but still only around half test regularly. Deadlines and full workloads are a common culprit, but let’s say you run a test that yields an 18% lift in response — you’d probably find time to test more consistently next time, right? Interestingly, subject lines are among the most popular tests, yet they often produce the smallest gains compared to other areas such as landing pages and target audiences. Don’t be afraid to test various elements of your email marketing efforts to optimize email performance.The tips above are a starting point, but for more detailed charts from the survey plus recommendations and links to case studies, how-to articles, and online tools related to these five steps, you’ll want to get the complete special report ebook and email series. MarketingSherpa and AWeber are providing the series for free through December 31. Originally published Dec 14, 2011 8:00:00 PM, updated October 20 2016 Email Marketing Topics:last_img read more

3 Big Problems Plaguing Enterprise Marketers (And How to Overcome Them)

first_img Lead Generation This blog post was inspired by and partially excerpted from our latest ebook, How to Execute Inbound: Three Lead Generation Success Stories. For deeper dives into the real-life applications of inbound marketing and how they can solve common problems faced by marketers — Enterprise marketers, in particular — download your free copy of the ebook.Remember the last marketing revolution? A clever tagline, a catchy song, or a funny commercial could make or break your brand. Sure, consumers still appreciate these light-hearted things, but they’re simply not compelling enough to have prospects reaching for their wallets.No one wants to be the dinosaur that gets left behind as industry standards change. But 2013 just might be the year of the mass dino exodus, as marketing executives everywhere are realizing the importance of delivering targeted, personalized content through inbound marketing.The climate for marketing in the Enterprise arena, specifically, is changing rapidly; and the slew of traditional tactics like television advertising and trade shows aren’t jiving with changing buyer behaviors. Today’s buyers crave trust, relationships, and an exceptional customer experience from their providers. So in this post, we’ll tackle three of the biggest problems Enterprise marketers face (but really, I think a lot of us feel these pains), and how marketing tools like list segmentation, marketing automation, and social media analytics can help solve them.Common Problem #1: Abandoned LeadsLet’s face it, we’ve all had one before: a graveyard of abandoned leads. We remember a better time when our leads were engaged, and it seemed like a relationship between our company and this lead could blossom into something magical … like an actual purchase. Unfortunately, something changed. They stopped opening our emails, and never converted on anything after the initial offer. Into the graveyard they go — a bunch of abandoned leads. What a shame.Even if inbound marketing didn’t bring them to your database in the first place, doesn’t mean it can’t help to revitalize their interest in your company. If your contacts database is integrated with your website and analytics, you’ll be able to segment these abandoned leads based on all the information you have about them, and reach out to them again with targeted communications that are appropriate based on the history of their interactions with your organization.Enterprise business Ektron, for instance, identifies leads who have visited a landing page and not converted on the offer. They follow up with an email containing an offer that’s relevant to the lead based on all the information they have about the lead.When all of your marketing tools are integrated, you can target those abandoned lead communications based on information from every marketing channel, including the types of pages they’ve looked at on your website. For example, if they’ve looked at your pricing page five times and have stopped reading blog posts about your product releases, they may be questioning the worth of your product against its price. You could use marketing automation to send this segment an email announcing all of the recent additions to your offerings, direct them to some of your latest blog posts that demonstrate value, and even include a call-to-action to talk to one of your sales reps about payment plans.What would be even more effective is taking a look at the behaviors of these people. Do you have lots of abandoned leads who have viewed your blog posts on how to choose, say, a healthcare provider in the past? If so, it would be worth creating a content offer specifically for that segment that educates your potential customers and justifies the cost of a healthcare provider like yours. Remember, inbound marketing isn’t just about acquiring leads; it’s about delivering the right message, to the right person, at the right time. For this reason, it’s extremely valuable to provide these unique leads with the relevant information they need to justify their ongoing relationship with you.Common Problem #2: High Opportunity and Customer Acquisition CostsKeeping opportunity and customer acquisition costs low is extremely important for any business, but particularly so with Enterprise companies. With such a large customer base, it’s simply not sustainable to allow this metric to stay high — or worse — to grow over time. Inbound marketing, however, is an extremely cost-efficient way to acquire leads and customers. Here’s how inbound marketing, with a strong focus on content, could help alleviate the problem of high CAC and opportunity costs.Hire a Content CreatorBy producing educational content on your industry and offerings, you’re not only drawing people into your site, you’re helping to move customers along in their decision process to invest in your business. Instead of allocating your marketing budget toward tactics like ads and email list rentals (which stop being effective one you stop pumping money into them), you should be investing your money on a member of your team whose job description involves creating content (which continues to make money for you long after the initial investment to create it). Once you have a means of creating valuable content — blogs, ebooks, whitepapers, etc. — for your site visitors, marketing automation can help you drive them further down the funnel.Map Your Content to Personas and Lifecycle StagesYou can lower the cost of customer acquisition by making your content work harder for you — through segmentation, personalization, and targeting. Your content creation strategy should revolve around buyer personas and lifecycle stages.These personas are a sort of customer profile that outline exactly what a prospect’s pain points are, and developing them will help you create content that speaks to their needs. Lifecycle stages are just what they sound like — stages in the customer lifecycle that bring someone from a stranger, to your customer.By mapping content to these personas and stages, you can better guide your leads to the point of becoming a Sales Qualified Lead (SQL) and ultimately, a customer.Enterprise business Mimio, a Rubbermaid company, uses closed-loop marketing software to execute their marketing automation — without the spammy side effects many marketers worry about. To ensure that leads are only receiving relevant content, they’ve revolved their lead nurturing strategy around lifecycle stages, and followed up with a custom lead scoring setup. That means they classify leads based on where they are in the buying cycle as a subscriber, lead, MQL, SQL, opportunity, or customer. Depending on which of these stages leads fall into, they’ll only receive communications from Mimio that are relevant to that stage.Segmenting your lists based on their personas and lifecycle stages means that you’re able to target content to these leads in a way that guides them toward making a decision. Think of your content as the gas that powers your marketing vehicle, and segmentation as the map that will get them to their destination — the end of your marketing funnel.Align Marketing and SalesThe last step to lowered opportunity and customer acquisition costs is ensuring Marketing and Sales are well aligned — and the best way to do this is to simply open the line of communication between your Sales and Marketing teams. When you’re using closed-loop software to track all of your marketing efforts, your sales reps have all the information they need to intelligently qualify leads.The first step is to have a conversation between Sales and Marketing to agree on what a qualified lead looks like. From there, communications can be easily streamlined by integrating your marketing channels with your CRM. This makes scoring leads simple, because the process can be customized to specifications laid out and agreed upon by the sales and marketing teams. The sales team can then view every action a lead has taken with any of their various marketing channels, along with that lead score, to ensure they’re working the hottest leads at all times.Common Problem #3: Developing a Social Media “Strategy”Some Enterprise businesses, especially those with lengthy sales cycles, assume that their target customer just isn’t using social media to consume information. But if the past five or so years have taught us anything, it’s that buyer behavior is changing. Not only do consumers expect an exceptional customer experience, they’re changing the mediums through which they expect to engage in this experience. Consumers have also become more vocal about their experiences with businesses, even before they’ve become actual customers. People go to Twitter to voice their opinions on pretty much anything, for instance — and that includes aggressive sales reps, annoying marketing communications, and poor customer service and support.That means to simply “do” social media isn’t enough. It’s great if your company is present on various social networks, but presence alone does not mean you’ve got a solid social media strategy.Social media analytics are essential for determining whether or not your efforts are actually working. You should be looking at the sources through which people are navigating to your site — are they actually coming to you through social media? If so, which networks are they finding you through? Let’s say that 70% of your social media traffic is coming to you through Twitter, 20% through Facebook, and 10% through LinkedIn. This information gives you clear, data-backed evidence on what social media efforts are actually working for you, and where you should be focusing your efforts.For instance, the Chromatography Division at Thermo Fisher Scientific used to think that social media would be a waste of time for their business. There was a common belief in their industry that scientists weren’t participating in social media. But using social media analytics, they were able to find that after posting their blogs to Facebook, Twitter, and LinkedIn, there was a huge bump in traffic coming to their site from social media — and that most of it was coming from Twitter and LinkedIn. They decided to take a step back, reevaluate their strategy, and focus efforts on those networks. As a result, they were able to grow their Twitter following by 154%.As marketers, we also know that we shouldn’t take everything at face value. It’s valuable to dig a little deeper into these social media analytics and see exactly what kind of traffic is coming to your site through these networks. You should be able to see not only which networks drive traffic, but which drive actual conversions and customers. For instance, it’s great that Twitter is driving 70% of your social media traffic, but if you know that LinkedIn visitors are converting into leads at a higher rate than your Twitter traffic, those analytics give you insight as to where your most qualified traffic is coming from. You should adjust your strategy accordingly to optimize LinkedIn for lead generation, and Twitter for reach and content evangelism.Finally, if all of your marketing tools are integrated, you can use your analytics to help you determine which of your offers are performing better on social media versus other mediums — like email, for instance. You can check out your landing page analytics to do this, and compare the various types of offers to see which topics hit home with social media contacts versus other channels. This allows a company to adjust their social media strategy to promote the offers where they perform best, instead of bombarding social media audiences with communications they’re just not interested in.What other marketing problems are plaguing Enterprise businesses out there?Image credit: Rhys Asplundh Don’t forget to share this post! AddThis Sharing ButtonsShare to TwitterTwitterShare to FacebookFacebookShare to Email AppEmail AppShare to LinkedInLinkedInShare to MessengerMessengerShare to SlackSlack Topics: Originally published Mar 13, 2013 9:00:00 AM, updated March 21 2013last_img read more