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5i Sales Training specialises in business-led sales methodologies for IT and technology companies. This site is dedicated to providing content and information to help sales and business development teams align with the business and technology needs of their customers

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Analyst viewpoints

Accenture: Strategic planning is dead! Long live strategic planning! The changing face of strategic planning and risk assessment – lessons for business and enabling IT
BYOD considerations – Solving the consumer conundrum Simple, soild advice on what is driving and challenging adoption of BYOD
Cloud collaboration – Understanding the Options to Find the Right Fit September 2012 – Tech Knowledge Consulting recommend Cisco for cloud-based collaboration
Collaboration is the next game changer in customer service ZK Research white paper detailing 4 customer service transformation stories – 2012
Flipping the Switch: Who Is Responsible for Getting Employees to Take a Break? Knowledge @ Wharton blog exploring the challenges of ‘always-on’ connectivity to work. Contains interesting examples of different company approaches to restoring work-life balance and staff productivity
Garner UC magic quadrant August 2012 Cisco inches ahead of Microsoft in the leaders quadrant
Gartner: The Future Of Work: How Jobs Change in the Next Decade The work swarm and 9 other emerging work trends
IBM CHRO Study 2010: Working beyond borders From IBM’s renowned C-suite study, this HR study offers clear messages around the importance of building the versatile, collaborative, global workforce of hte future and the hard realities of getting there
IBM's 2011 CMO study Part of IBM’s excellent C-suite studies. Essential reading if you want to align with your customers’ marketing priorities
IT – cost centre or profit cetre? – debate Debate about the role – and changing demands – on IT. A critical factor for CIOs, their companies and their suppliers
McKinsey: Elevating technology on the boardroom agenda Boards are starting to guide management by asking the right questions about technology
McKinsey:Wiring the open source enterprise How to drive open innovation in business
Stop talking about social Blog says social is human not an app the web is changing fundamentally
TEDxTalk: the Future of Work with Heiko Fischer From Human Resources to Resourceful Humans: why companies need to rethink the way they work – from burgers to burritos!
The do or die questions boards should ask about technology Excellent summary of the key expectations and needs for technology to align with business
The fog is lifting – the changing face of customer service White paper outlined 4 megatrends in custoemr service. Relevant to collaboration and the social contact centre
The SmartWorking Handbook Practical, non-technical guide for businesses on how to implement flexible working practices
UC Strategies – Current state of the UC market Useful, sunccinct summary of the UC and collaboration market from Blair Pleasant, UC Strategies, pub’d March 7 2012
What happens in an internet minute? The massive social data explosion – Infograph
Zeus Kerravala: Top 10 reasons to consider hosted collaboration solutions Clearly written analyst viewpoint on key benefits of hosted collaboration – November 2011

CIO viewpoint

Cisco viewpoints

Collaboration technologies

Industry research

A rising role for IT: McKinsey Global Survey results Highly relevant survey of IT & non-IT execs Published December 2011
Altimeter report: Making the Business Case for Enterprise Social Networks Published February 2012, report recommends focus on relatiomships to drive value
Businesses Planning Cloud Computing, Data Analytics Investments: Deloitte Deloitte research into key midmarket IT investment priorities finds the right investment increases productivity
Cisco Workforce Survey in Northern Europe Confirms Need For Open, Flexible Workplace Environment That Accommodates Social Media, Device Freedom And Remote Access (60%) of IT decision makers from North European countries believe the ability to work remotely leads to increased productivity, and it is no longer necessary to be confined to an office to be productive
Deloitte research: Global Business-driven HR Transformation Highly relevant, in-depth insight into the changing role and function of HR as business models and working practices transform
Employees see improvement in work-life balance -Regus study Employees are reporting improved job satisfaction and work-life balance since 2010 – in part due to more flexible commuting / working patterns
Gartner study of top 10 business & IT priorities for 2013 Interesting comparison of priorities – and the challlenges for IT to align and deliver. Fits well with 5i’s training on business priorities and how IT can facilitate growth and operational efficiency
Help wanted: the future of work in advanced economies McKinsey Global Institute Paper March 2012 – how disparities in skills, jobs, geographies, talent pools and income are shaping the future of work, accelerated by technology
IBM CEO Study 2012 Latest CEO study from IBM’s insightful C-suite series – full of important and topical trends for those engaging at C-level
IBM CHRO Study 2010: Working beyond borders From IBM’s renowned C-suite study, this HR study offers clear messages around the importance of building the versatile, collaborative, global workforce of hte future and the hard realities of getting there
IBM's 2011 CMO study Part of IBM’s excellent C-suite studies. Essential reading if you want to align with your customers’ marketing priorities
Infonetics research predicts $22 billion to be spent on videoconferencing and telepresence over the next 5 years Excerpts from research published March 2012 show bouyant, growing market and Cisco market share extending
Interesting experiment – can O2's 2,000 staff HQ work from home? Summary of what happened when O2 asked their HQ staff to all work from home for the day
McKinsey CIO Survey – Priorities are Big Data, Social Business Tools & flexible delivery platforms Summary of report from Tribalcafe. Published June 2012
McKinsey Qarterly: How to put your money where your strategy is Insightful research makes clear recommendations for businesses seeking to allocate spend for business performance
McKinsey Quarterly: How social technologies are extending the organization McKinsey’s fifth annual survey on the way organizations use social tools and technologies finds that they continue to seep into many organizations, transforming business processes and raising performance.
Smartphone shipments to reach 17 billion by 2017 – Ovum Ovum analysis of smartphone market growth
Socially devoted manifest sets new standard for customer care How companies are getting to grips (or not) with interacting with customers via social networks- and which industry sectors are trailling behind!
The Essential CIO – 2011 study Detailed and highly relevant research from IBM
The Future of Work: Say Goodbye to Your Cubicle Studies say companies are embracing “co-working” spaces to spark new ideas and innovations for their businesses
Wainhouse Research: Optimising sales team performance using unified communications & collaboration White paper guidance on leveraging sales performance throughspecialist optimisation. Pub’d March 2010
What CEOs want from their CIOs – BCS survey BCS survey reveals the changing relationship between the boss of vision and the head of IT – yet more evidence that companies want CIOs to prioritise business transformation and organisational change
What type of salesperson are you? Corporate Executive Board study of 6,000 salespeople identifies qualities that make for high fliers
Work-life balance index 2012 – Regus Interesting summary of employee work-life satisfaction. Europe could do better!

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2012 technology predictions

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2012 technology predictions

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Analyst viewpoints

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Follow “5i Sales Training”