Published By: DocuSign
Published Date: Mar 23, 2016
This Guide is a foundation for sales transformation based on twenty years of benchmarking best-in-class firms along with concrete examples. Staffing, management, and technology approaches are explored; giving actionable steps to vastly improve your sales organizatio's performance.
Fortinet’s 2018 Security Implications of Digital Transformation
Survey looks at the state of cybersecurity in organizations
around the world from the lens of digital transformation (DX).
Three hundred responses from CISOs and CSOs at large
organizations helped us identify several current trends:
n Digital transformation is the most impactful IT trend on
businesses today, with 92% responding that it has a
large impact today.
n Security is by far the biggest challenge to DX efforts,
with 85% of respondents saying it has a large impact.
n The typical organization saw four attacks that resulted
in data loss, outages, or compliance events over two
n Many companies have automated some of their security
procedures, but they are even further behind with other
security best practices.
n Big chunks of infrastructure remain vulnerable in the
typical organization, with 25% of the infrastructure not
adequately protected at the typical organization.
Looking more deeply into the data, we ident
Published By: Dell EMC
Published Date: Nov 09, 2015
While the EDW plays an all-important role in the effort to leverage big data to drive business value, it is not without its challenges. In particular, the typical EDW is being pushed to its limits by the volume, velocity and variety of data.
Download this whitepaper and see how the Dell™ | Cloudera™ | Syncsort™ Data Warehouse Optimization – ETL Offload Reference Architecture can help.
CSO Insights analysts gathered 100+ metrics from 1,500+ sales executives to develop insights on three key areas:
• the challenges facing their sales teams
• why those problems exist
• how they are successfully reengineering their teams to overcome those challenges
Based on this data, the whitepaper How to Build a World-Class Sales Organization clearly outlines how to increase productivity and collaboration so reps can spend more time selling.
Published By: Mimecast
Published Date: Nov 14, 2018
Mike Rothman, President and Analyst at Securosis, and author of The Pragmatic CSO, conducted this study, which breaks down how companies can most effectively change employee security behavior and lower risk.
If you want a blueprint for developing an effective program, this is a great place to start.
Are you setting unattainable targets? It seems counter-intuitive, but 95% of Chief Sales Officers (CSOs) reported higher revenue targets and 86% are not very confident they can reach them.
With over 25 years in sales – 15 of those in sales management and 3 years in executive leadership, I’ve seen my share of sales failures and successes.
In that time, I’ve learned that if you want to be a sales leader who can easily adjust plans and withstand a barrage of obstacles, you’ll need the support of a knowledgeable sales team, modern best practice processes, and technology.
With this holistic approach, you can design the optimal plans and effectively implement them to drive performance.
This brief will act as your roadmap with tips about how best to utilize people, processes, and technology to improve your company’s sales performance.
Published By: Gigamon
Published Date: Dec 13, 2018
Perimeter-based solutions for network security do not work, leading to tool sprawl and performance issues. Read CSO Magazine’s interview with Gigamon CISO, Simon Gibson, to learn why a new, more intelligent approach is needed to build resilience into technology operations. “Security Should Be an Enabler” talks about an architectural approach that distributes only relevant data to appropriate tools, enabling an adaptable, simplified model at a reduced cost. Read now.
Published By: Anaplan
Published Date: Apr 06, 2016
Optimizing incentive compensation: aligning what you say with how you pay
CSO Insights’ ICPM study* found that 69 percent of organizations use three or more metrics to build their sales compensation plans, but modeling and planning this sales strategy can quickly become too complex as a spreadsheet-driven exercise. It is crucial to get these incentive compensation structures right, because sales reps receive up to 60 percent of their income from incentive comp.
In this white paper, we discuss the disconnect between sales behavior and incentive compensation structure and provide recommended steps towards optimizing your compensation plan.
The rapid adoption of Office 365 means that work created using the Microsoft product contains a large amount of the business world’s sensitive information. In fact, in most enterprises using Office 365, more than half of that highly valuable information — including business plans, sales data, product designs, M&A details and financial forecasts — is contained within Excel, PowerPoint, Word, Outlook and other Microsoft software. Securing the information created with its products has emerged as a primary concern for CSOs, CIOs, IT departments and other C-level executives.
Published By: Seismic
Published Date: May 24, 2019
Recent research from CSO Insights found that 61% of organizations have a dedicated sales enablement function; however, not all enablement teams are equally effective. In fact, only 34% of organizations are effective while the majority, 66%, meet some internal expectations and end up with average results.
Watch the webinar to learn how to:
? Put the customer as your primary focus
? Formalize collaboration with clear accountability
? Utilize tactical content management
? Leverage state-of-the-art enablement technology
In this webinar you'll learn the secret to achieving an ultra-efficient, revenue-generating sales and marketing engine.
While investments to secure the enterprise continue to rise, breaches into company systems and data are skyrocketing. These cyber crimes are consistently debilitating organizations operations, reputations and ultimately, viability. Today’s CEOs are demanding aggressive strategies to protect their business. CIOs and CSOs are working together to employ proven Business Software Assurance approaches across the enterprise to stay ahead of constant threats.
With an extensive background in police, military, government, and industry security, Howard Schmidt explains how to respond to the changing landscape of cyber threats and how business leaders are helping set the standards for application security. He then profiles industry role models who are setting the standard for application security.
This executive level paper highlights trends and findings from CIO’s 2011 Global Cloud Computing Adoption survey as it relates to Security and Compliance in the virtualized datacenter. Featured content includes debunked myths of securing cloud environments, how the secure cloud is a key business enabler for the CSO, as well as strategies for how to get started building a secure cloud initiative. Please download the white paper for more information.
Published By: Anaplan
Published Date: Nov 27, 2017
"A recent CSO Insights’ study* found that 69 percent of organizations use three or more metrics to build their sales compensation plans, but modeling and planning this sales strategy can quickly become too complex as a spreadsheet-driven exercise.
Download this white paper to find:
• The disconnect between sales behavior and incentive compensation structure
• A recommended approach you can take to optimize your compensation plan
• Three key steps to better predict and control sales revenue
*CSO Insights 7th Annual Incentive Compensation and Performance Management (ICPM) study"
Published By: Anaplan
Published Date: Mar 29, 2018
As businesses grow more optimistic about opportunities for growth, the pressure is on for sales organizations to meet ever higher revenue targets. In a global survey on sales performance optimization by CSO Insights, 94 percent of respondents said their 2014 revenue targets were higher than last year’s. It’s no wonder that “capture new accounts,” cited by 60 percent of respondents, topped the list of objectives for 2014 in the study.
At the same time, many sales reps are struggling to meet even their current quotas. And in an Aberdeen Group survey, nearly half identified insufficient revenue growth as the top pressure motivating them to pursue sales management initiatives ranging from building out the capabilities of sales teams to improving management practices and investing in technology tools.
Published By: Tribridge
Published Date: Feb 09, 2015
Cornerstone is among the world’s most powerful talent management platforms. But you’ll benefit from molding and shaping it to meet your unique needs and ensure you optimally deploy, integrate, and manage your TMS or LMS.
The dreaded annual performance review: whether you’re on the giving or receiving end, it can be an uncomfortable experience for both managers and employees. But it doesn’t have to be.
See how great organizations use reviews to:
Increase employee productivity
Create an on-going dialog between employees and managers
Support overall organizational goals
Effectively managing employee performance has never been more critical, companies must leverage the best tools to inspire performance and drive engagement. Maximize employee performance and align company goals with business strategy with these 5 tips.
Being a manager is hard. Being a great manager is even harder. Learn simple things you can do as a manager to increase performance from both individuals and teams.
Simple strategies like:
• Talk less, listen more
• Play to your (and your team's) strengths
• Manage teams, not individuals
• Accentuate the positive
Rapid7's CSO and Chief Architect of Metasploit leads this webcast which covers the most critical java-based security flaws and demonstrates the use of Metasploit in exploiting them. The target list includes web browsers, mobile platforms, embedded devices, application servers, and RPC services.
What's your security protection factor (SPF)? In this on demand webcast for IT and security professionals, Rapid7's CSO and Chief Architect of Metasploit, HD Moore, shows how you can reduce your remediation workload by testing which vulnerabilities really matter.
Are performance reviews more time consuming than useful? Do your employees and your organization actually benefit from them? Well they should, and if done right, they will.
You will learn how reviews can:
- Motivate managers and employees
- Create better managers (not better reviewers)
- Improve team performance
- Contribute to organizational knowledge