|Exam Name||:||Developing with IBM Enterprise PL/I|
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BOSTON, Feb. 11, 2019 /PRNewswire/ -- Mendix, a Siemens enterprise and the chief in low-code for the business, nowadays announced new and vastly enhanced platform enhancements for Mendix on IBM Cloud to be introduced by Erno Rorive, senior product manager at Mendix, speakme at IBM feel 2019. Mendix is IBM's most effective enterprise-grade, low-code construction platform absolutely optimized and cloud-natively integrated with IBM Cloud functions. Rorive will spotlight Mendix's reengineered cloud-native structure that now entirely helps Kubernetes containerization for the IBM ecosystem. Full help for IBM's Kubernetes implementation offers Mendix low-code app developers with seamless access to the capabilities of Watson, the realm's main issuer of AI cognitive features.
"The purpose of the Mendix-IBM Alliance is to area the benefit of drag-and-drop, low-code software construction into the fingers of the commercial enterprise cloud market, leverage Watson's AI capabilities for the greatest variety of clients, and vastly speed up the time-to-cost deployment of enterprise innovation," says Rorive. "the combination of the Mendix platform with IBM Cloud and Watson represents a golden triangle of commercial enterprise-capable solutions so as to vigour the subsequent wave of wise functions to center of attention the power of AI on vertical trade options."
Mendix's platform enhancements for the IBM Cloud infrastructure encompass:
p>"The billing platform integration will encourage new clients who are seeking for a simple method to evaluate reducing-side products," says Rorive. "It becomes a great deal more flexible for firms to experiment and prolong their software landscape with low-code development, at a an awful lot lessen investment chance than commonplace."
The IBM think 2019 conference at San Francisco's Moscone core is the greatest annual gathering of desirable executives, enterprise strategists, professional developers, and academic and enablement specialists who will share their studies, insights, and most effective practices for developing cost with IBM's cloud-primarily based ecosystem.
Erno Rorive's presentation, "build functions 10x sooner with the IBM Cloud low-code platform with the aid of Mendix"takes region on Tuesday, February 12, at 1:30 p.m. at Moscone middle South as part of IBM suppose 2019's track on Cloud and Infrastructure: smart starts here.
to hear Rorive's speak, register for IBM believe 2019.
About MendixMendix, a Siemens enterprise and the global chief in low-code for the business, is transforming the world of legacy application and software development by means of bringing business and IT teams collectively to unexpectedly and collaboratively build powerful and modern applications for the business. The Mendix utility construction platform directly addresses the huge international software developer ability hole, and contains company and IT at the very start and all over the entire software constructing and deployment process. identified as a "chief" by means of true analysts, together with Gartner and Forrester, Mendix helps shoppers digitally seriously change their companies and industries by way of constructing, managing, and enhancing apps at remarkable speed and scale. more than four,000 forward-pondering agencies use the Mendix platform to build company functions that satisfaction shoppers and enrich operational efficiency. be a part of the Mendix neighborhood on LinkedIn and Twitter. birth constructing apps for free at signup.mendix.com.
Press InquiriesKatie McGovernSenior Account manager, SHIFT Communicationsmendix@shiftcomm.com (617) 779-1867
Dan BerkowitzSenior Director, international CommunicationsDan.Berkowitz@mendix.com (415) 518-7870
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Copyright (C) 2019 PR Newswire. All rights reserved
Low-code building platform company Mendix these days announced new enhancements for Mendix on IBM Cloud, its enterprise-grade construction platform optimized for IBM Cloud functions.
Mendix's re-engineered architecture now entirely helps Kubernetes containerization for the IBM ecosystem, offering developers with seamless access to Watson and enabling streamlined administration and interoperable deployment throughout public, inner most and hybrid clouds.
"The goal of the Mendix-IBM alliance is to region the benefit of drag-and-drop, low-code software building into the palms of the commercial enterprise cloud market, leverage Watson's AI capabilities for the greatest number of users, and vastly accelerate the time-to-value deployment of business innovation," Mendix senior product manager Erno Rorive talked about in a statement.
"the integration of the Mendix platform with IBM Cloud and Watson represents a golden triangle of commercial enterprise-ready options for you to vigor the subsequent wave of smart purposes to focus the vigor of AI on vertical trade options," Rorive added.
CAMBRIDGE, Mass., Jan. 15, 2019 /PRNewswire/ -- IBM (NYSE: IBM) these days announced that IBM® MaaS360® with Watson™ has been named with the aid of Google as an Android enterprise advised answer for company-owned, BYOD, and committed devices.
IBM employer emblem. (PRNewsFoto/IBM business enterprise) (PRNewsFoto/) (PRNewsfoto/IBM)more
Android commercial enterprise advised, a Google-led program, validates enterprise Mobility administration (EMM) product offerings that are developed to an extended set of solution specifications the use of superior Android commercial enterprise elements that prioritize contemporary management aid enterprise shoppers make the most of the better of Android. Android business counseled EMMs stay latest with the newest platform points and work intently with Google to present always trained personnel, demonstrated materials and trusted counsel to make sure a consistent, a hit deployment.
historically, guidance know-how and security leaders have applied cellular device administration (MDM) and business mobility management (EMM) options in order to support manipulate and cozy mobile instruments within the enterprise. With the introduction of laptops, computers, wearables and internet of things (IoT) instruments in an ever-altering latitude of endpoints and commercial enterprise use circumstances, groups need a platform that presents visibility and manage over their endpoint and cellular ambiance: unified endpoint management (UEM). MaaS360 is the handiest platform that delivers an AI approach to UEM to enable endpoints, conclusion users, and every thing in between — together with apps, content material, and information.
MaaS360 gives the visibility and manage IT should help at ease Android smartphones, drugs, IoT, and ruggedized instruments in the business. MaaS360 includes assist for Android within the enterprise, Samsung Knox and Android version 2.2 and better. With equal-day guide for the newest Android OS edition, Pie (9.0), users gain speedy access to the newest safety and productivity performance attainable during the platform.
"With gigantic Android commercial enterprise activations for MaaS360, we now have prioritized now not only the product roadmap to ensure our valued clientele can undertake the Android commercial enterprise solution sets, however also practicing and enablement for the IBM earnings and help organizations to surest support the platform." referred to John Nielsen, providing supervisor, MaaS360, IBM safety. "With the consistency that Android enterprise provides shoppers across a lot of Android manufacturers, we don't anticipate the adoption trend to slow down any time soon."
MaaS360 and Android Integrations
MaaS360 changed into some of the first UEM/EMM options to assist the Android operating system, starting lower back in 2010. With the release of Android commercial enterprise zero-contact enrollment, a number of customers have deployed the solution leveraging Android business through MaaS360. Android 9 Pie offers new performance already supported through MaaS360, akin to stronger lock down mode, native assist for shared devices, and streamlined QR code enrollment.
besides working with leading expertise companies to assist the latest platform updates, performance and necessities, MaaS360 is dedicated to offering a most reliable in class AI and analytics experience for IT & security specialists and their employees. during the past year, MaaS360 has brought a number of function enhancements designed to guide the benefit, speed, and self assurance in determination-making pertaining to endpoints and their regular use in the commercial enterprise.
the use of the UEM's cognitive capabilities, MaaS360 coverage suggestion Engine dynamically displays techniques during configuration to help administrators ascertain their inputs are in alignment with that of their peers throughout passcode, container, restrictions, and more. MaaS360 Assistant, the first-ever AI sidekick for the cell worker, is designed to assist raise cell productivity whereas slicing down the quantity of average end-person support inquiries. company Dashboards for Apps helps groups music ROI on their enterprise app investments, clearing up which had been discovered, which haven't, and which can be crashing – highlighting the ones that need probably the most attention and prioritization.
IBM MaaS360 with Watson is obtainable for a 30-day free trial: https://www.ibm.com/maas360-trial
To find out more about how IBM and Google have partnered for a success Android adoption within the business, join our upcoming January thirty first webinar: https://adventure.on24.com/wcc/r/1898869/E41647FDCF214C008DE864A962F1295E?partnerref=PR
Google and Android are emblems of Google LLC.
About IBM safety IBM safety offers probably the most advanced and built-in portfolios of commercial enterprise protection products and features. The portfolio, supported via world-well-known IBM X-force® research, makes it possible for agencies to readily manipulate risk and shield in opposition t rising threats. IBM operates one of the crucial world's broadest protection analysis, development and birth businesses, monitors 60 billion safety activities per day in more than one hundred thirty nations, and has been granted more than 10,000 security patents global. For greater advice, please investigate www.ibm.com/safety, observe IBMSecurity on Twitter or discuss with the IBM protection Intelligence weblog.
CONTACT: Dillon Townsel email@example.com 512-571-3455
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February 11, 2019 Timothy Prickett Morgan
If nothing else, the IBM i platform has exhibited extraordinary longevity. One might even say legendary longevity, if you want to take its history all the way back to the System/3 minicomputer from 1969. This is the real starting point in the AS/400 family tree and this is when Big Blue, for very sound legal and technical and marketing reasons, decided to fork its products to address the unique needs of large enterprises (with the System/360 mainframe and its follow-ons) and small and medium businesses (starting with the System/3 and moving on through the System/34, System/32, System/38, and System/36 in the 1970s and early 1980s and passing through the AS/400, AS/400e, iSeries, System i, and then IBM i on Power Systems platforms.
It has been a long run indeed, and many customers who have invested in the platform started way back then and there with the early versions of RPG and moved their applications forward and changed them as their businesses evolved and the depth and breadth of corporate computing changed, moving on up through RPG II, RPG III, RPG IV, ILE RPG, and now RPG free form. Being on this platform for even three decades makes you a relative newcomer.
There is a longer run ahead, since we believe that the companies that are still running IBM i systems are the true diehards, the ones who have no intention of leaving the platform and that, at least according to the survey data we have been privy too, are intending to continue investing in, or even expand their investments in, the IBM i platform.
Thus far, we are not in a recession and heaven willing there will not be one, so the priorities that IBM i shops have are not the ones that they had a decade ago during the height of the Great Recession. Back then, as was the case in just about all IT organizations, IBM i shops were hunkering down and were trying to cut costs in all ways possible, including deferring system upgrades and migrations as well as cutting back on other projects. Only 29 percent of the 750 IBM i shops that participated in the 2019 IBM i Marketplace Survey, which HelpSystems did back in October 2018, were concerned about reducing IT spending. This is a remarkably low level, and I think is indicative of how relatively strong the economy is – excepting some of the fits and starts we saw at the end of 2018 and here in early 2019 that make us nervous and could start putting pressure on things. Here are the top concerns as culled from the survey:
Dealing with the growth in data and in figuring out the analytics to chew on that data ranked a little bit higher on the 2019 IBM i Marketplace Survey than did reducing costs, and I think over the long haul these issues will become more important than modernizing applications and dealing with the IBM i skills shortages that are a perennial worry. Both of these issues are being solved as new programmers and new tools to make new interfaces to database applications are becoming more common and as technologies such as free form RPG, which looks more like Java, Python, and PHP, are being more widely deployed and, importantly, can be picked up more quickly by programmers experienced with these other languages.
Given the nature of the customer base, it seems unlikely to me that security and high availability will not continue to be primary concerns, despite the fact that the IBM i platform is among the most secure platforms on the planet (and not just because it is obscure, but because it is exceedingly difficult to hack) and it has a range of high availability and disaster recovery tools (from IBM, Syncsort, Maxava, and HelpSystems) available for those who want to double up their systems and protect their applications and data. The bar is often higher than simple backup and recovery for many IBM i shops in the banking, insurance, manufacturing, and distribution industries that dominate the platform. These companies can’t have security breaches, and they can’t have downtime.
There is a remarkable amount of stability in the IBM i customer base that we think, at this point, is reflective in the stability of the IBM i platform and Big Blue’s own belief that it needs a healthy IBM i platform to have an overall healthy Power Systems business. We all know that the Power Systems hardware business has just turned in five quarters of revenue growth – something we discussed recently in developing our own revenue model for the Power Systems business – but what we did not know, and what you should know, is that in the second and third quarters of 2018, the IBM i portion of the business grew significantly faster than the overall Power Systems business, and the only reason that this did not happen in the final quarter of 2018 is that sales of IBM i machinery in Q4 2017 was quite strong and represented a very tough compare. The point is, the IBM i business has been raising the Power Systems class average. (These hints about the IBM i business come compliments of Steve Sibley, vice president and offering manager of Cognitive Systems at IBM.)
IBM’s own financial stability of the Power platform – which has been bolstered by a move into Linux clusters for analytics and high performance computing simulation and modeling as well as by the adoption of the HANA in-memory database by SAP customers on big iron machines including Power8 and now Power9 systems – helps IBM i customers feel more confident in investing in the current IBM i platform. The recent evidence from several different surveys, not just the one done by HelpSystems every year, suggests that companies are by and large either continuing to invest in the platform or even in some cases are planning to increase their spending on the IBM i platform in 2019.
As you can see, the pattern of investment plans for the IBM i platform, as shown in the chart above, has not changed very much at all in the past four years. It is a remarkably stable pattern with but a little wiggling here and there that may not even be statistically significant. Just under a quarter of IBM i shops have reported in the past four years that they plan to increase their investment in the platform in each year, and just under half say that they are holding steady. This does not mean that the same companies, year after year, are investing more and other companies are staying pat, year after year. It is far more likely that every handful of years – more like four or five – customers upgrade their systems and expand their capacity, and they then sit tight. The wonder is that the split isn’t showing far fewer companies investing and far more sitting tight. That more than a tenth of the shops don’t know what their plan is as each prior year comes to a close is a bit disturbing, but it is honest and shows that a significant portion of shops have other priorities aside from hardware and operating system upgrades. We have said this before and we will say it again: We think that the people who respond to surveys and read weekly publications focused on the IBM i platform are the most active shops – the ones more likely to stay relatively current on hardware and software. So the pace of adoption for new technologies, and the rate of investment, should be higher than in the actual base, much of which does not change much at all.
So if we had to adjust this data to take on the whole base, there might be far fewer sites that are investing more money, far more companies that are sitting tight, and maybe fewer sites that are contemplating moving off the IBM i platform. I think the distribution of data is probably something like 10 percent of shops have no idea what they are doing investment wise with IBM this year, 5 percent are thinking about moving some or all of their applications to another platform, maybe 10 percent are investing more this year, and the remaining 75 percent are sitting tight. This is just a guess, of course. As far as we can tell, the rate of attrition – how many sites we actually lose each year – just a tad over 1 percent. So the rate of movement of applications off the platform, or incidences of unplugging IBM i databases and applications, may not be anywhere near as high in the overall base as the data above suggests. What is alarming, perhaps, is that the rate of moving some or all applications off the platform is balanced against those who say they will increase investments. Perhaps these are hopeful survey takers, and those who think it is easy to move find it is not and those who think they will find the money to invest will not.
What we do know is that if the rate of application attrition was anywhere near as high as these surveys suggest, then the IBM i business would not be growing, but shrinking. And we know it is not shrinking, so we think there is a disconnect between planning and reality, both on the upside and the downside.
If you drill down into the data for the 2019 IBM i Marketplace Survey, there were 13 percent of shops that said they would be moving some applications to a new platform, and another 9 percent that said they were going to move all of their applications off IBM i. (This number is consistent with the recent ALL400s survey done by John Rockwell.)
Anyway, good luck with that.
Porting applications from one platform to another, of buying a new suite on that new platform, is an exceedingly difficult task. It is not like trying to change a tire while driving down the road, as is a common metaphor, but rather like trying to take the tire off one car moving down the highway and installing it on another car driving beside it in the adjacent lane without crashing either car or smashing into anyone else on the road. Optimism abounds, but when push comes to shove, very few companies try such a maneuver, and when they do, it is usually because there is a corporate mandate, more times than not caused by a merger or acquisition, that pits some other platform against IBM i running on Power Systems. Companies that say they are making such a move off IBM i are sanguine for their own personal reasons, perhaps, but they are not necessarily realistic about how long it might take, what disruption it will cost, and what ultimate benefit, if any, will be realized.
If you do the math on the chart above, eight-tenths of the base has no idea how long a move will take, another 1.7 percent thinks it will take more than five years, and 3 percent say it will take between two years and five years. Only 3.4 percent of the total base say they can do it in under two years. We think all of these numbers are optimistic, and the companies who could easily leave OS/400 and IBM i already did a long time ago and those that are remain have a harder time, not an easier time, moving. If this were not true, the IBM i base would be a hell of a lot smaller than the 120,000 customers we think are out there, based on what Big Blue has told us in the past. This is the difference between fear or pressure or culture and the reality of trying to move a business off one platform and onto another. These moves are always a lot harder than they seem on the front end, and we suspect many of the benefits also don’t materialize for those who do jump platforms.
At the average attrition rate suggested by this survey data – 9 percent move off the platform in somewhere between one year and more than five years, with most companies not being able to see more than five years into the future that is a neat trick – the installed base would shrink dramatically. It is tough to say how far because of the wide range of timeframes in the survey. If it was 9 percent of the base within two years – call it 4.5 percent of the base per year – then within a decade the overall base would shrink from 120,000 IBM i sites worldwide down to about 72,000. This would dramatic indeed. But at a 1 percent attrition rate per year, the base is still at 107,500 unique customers (not sites and not installed machines, both of which are larger) by 2029. We think there is every chance that the attrition rate will actually slow and drop underneath 1 percent as IBM demonstrates commitment to the Power Systems platform and its IBM i operating system. There are always some new customers being added in new markets, to be sure, but the bleed rate (even if it is small) is still probably an order of magnitude larger than the feed rate.
When they do think about making the move, IBM i shops know exactly where they want to go, and this answer has been gradually changing over the years: Linux as an alternative to IBM i is on the rise and Windows Server as an alternative is on the wane. In the latest survey, 52 percent of the companies that said they were moving all or some of their applications to another platform said they were choosing Windows Server, while 34 percent chose Linux. This reflects the relative popularity of Windows Server and Linux in the datacenters of the world at large, and may be tipped just a little more heavily towards Linux compared to the rest of the world. Interestingly, 10 percent of those polled who said they were moving were looking at AIX platforms, and another 4 percent were going upscale to System z mainframes – as unlikely as this may seem. Platforms tend to roll downhill; they do not usually defy gravity like that.
The thing about such surveys is that they show intent, not action. We often intend to do a lot more than we actually can accomplish, and moving platforms after spending decades of building up expertise is not usually a very smart move unless the platform is in real trouble – like the Itanium systems from Hewlett Packard Enterprise running OpenVMS or HP-UX or the HP 3000s running MPE or the Sparc systems from Oracle running Solaris. These were once great platforms with huge installed bases and tremendous revenue streams, but now, IBM is the last of these Unix and proprietary platforms with its Power Systems line. And it is by far the biggest and for sure the only one showing any growth.RELATED STORIES
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Linux has blossomed into the right platform at the right time for enterprise computing.
When she was vice president of Cognitive Systems at IBM Corp., Stefanie Chiras (pictured) kept a vial of metal on her desk, a memento of an internship spent developing advanced materials for NASA that would be light enough to be carried into space yet strong enough to support a load. The vial was a reminder that the right materials must be matched to the right project or the outcome will likely be failure.
Since those days with NASA and IBM, Chiras has moved on to a different role as vice president and general manager, RHEL business unit, for Red Hat Inc., but the vial’s message is still the same. Today’s expanding computing infrastructure demands the right operating system, and Chiras is absolutely convinced that Red Hat Enterprise Linux, or RHEL, is the right solution at the right time.
“I always say to customers, you may not know the applications you’ll run next year, in three years or five years, you may not know where you’ll want to run them,” Chiras said. “What you do know is they’ll run on Linux. It’s the fastest-growing operating system in the industry today.”
Chiras spoke with Dave Vellante (@dvellante) and Stu Miniman (@stu), co-hosts of theCUBE, SiliconANGLE Media’s mobile livestreaming studio, during the IBM Think event in San Francisco. They discussed the role Linux plays in multicloud, features contained in the latest RHEL update, how Red Hat’s technology supports containerization, new tools to help manage a complex infrastructure, and passion exhibited by the open-source community. (* Disclosure below.)
This week, theCUBE features Stefanie Chiras as its Guest of the Week.Central to Red Hat’s business
RHEL sits at the core of Red Hat’s business, and Linux is the foundation upon which the digital world is built. Developed in the early 1990s by Linus Torvalds, Linux today runs supercomputers, stock exchanges, smartphones and cars. It’s an open-source operating system that’s everywhere, and the best part is it’s free.
Red Hat Linux is not only the number one operating system for on-premises computing; it is also number one in the cloud, according to IBM chief executive Ginni Rometty. And what’s fueling its popularity is a reputation for stability, security and reliability in a multicloud world.
“You can buy a house, an office building, an apartment building, but what doesn’t change is the land underneath,” Chiras said. “You need that land to be stable, and you can build whatever you want on it. And that’s how we view Linux. Consume it anywhere you want. It’s always secure; it’s always stable in multiple public clouds.”RHEL beta speeds updates
In November, Red Hat released a major RHEL update that was designed to recognize the cloud, application and container-based ecosystem of the current information technology landscape. One of the key new enhancements found in the beta version of RHEL 8 is Application Streams, which allows developers to upgrade user space packages, system memory allocated for running applications, without having to monkey with the core operating system. This allows for experimentation with newer programming package versions while running an older, more stable edition in production.
“It allows you to do faster updates, continue on your core, run multiple versions of your user space,” Chiras said.
The newly released beta version of RHEL also enables new Linux tools for container creation and management. These include Buildah for generating a container, Podman to run it, and Skopeo for application sharing.
Red Hat’s implementation of RHEL 8 demonstrates how the firm is positioning itself in the cloud ecosystem. The various elements contained in the new beta follow a carefully orchestrated trail from developer tools for applications to containers, with OpenShift, the firm’s enterprise container and Kubernetes platform, playing a key role in the ultimate move toward the hybrid cloud.
“We believe strongly in the customer experience we deploy with RHEL, that trusted ecosystem,” Chiras said. “In order to be able to take that into a container world, we need to be able to get access into the user space, into Kubernetes, and into the kernel because they’re so intimately entwined. As we transition that, OpenShift is the way we deliver it.”New tools for Ansible
Container orchestration and managing complex IT production environments can be a tricky business. To make life easier in the DevOps world, Red Hat is optimizing the open-source Ansible automation framework for the hybrid cloud.
In January, Red Hat announced that it would add support for playbooks or workflows inside Ansible to help automate IT processes. Ansible Tower is the console that Red Hat provides to create and manage playbooks. As part of last month’s announcement, Tower 3.4 will now run on RHEL using a Federal Information Processing Standard for compliance mode.
“Ansible is an amazing tool,” Chiras said. “We’ve pulled in things like system rules directly into the operating system so you can set up networking, you can set up storage with Ansible playbooks in a much simpler way.”
Red Hat has also added DevOps capabilities to its system management program — Satellite. In October, the company updated its Satellite interface to integrate more fully with Ansible by providing remote execution and desired state management functionality. Ansible playbooks can now be generated automatically.Passion for open source
All of these recent moves by Red Hat signify the company’s continued focus on the IT community by providing system administrators and developers a continuous stream of new tools to make the complicated challenges of running compute operations an easier proposition.
IBM is not new to the open-source world, having invested $1 billion in 2001 to support the Linux movement. Chiras was quite familiar with both Linux and open source before she moved to Red Hat last year, yet she found herself still deeply impressed by the level of dedication among developers in the community.
“What I loved and what surprised me a bit was the passion around open source,” Chiras explained. “They understand the market; they do this as a hobby on the weekends. It’s just unbelievable.”
Whether Red Hat and IBM can channel that enthusiasm into a new model that will propel both companies forward remains to be seen. But the goal is unmistakably clear. IBM’s Rometty flatly stated during interviews and presentations at Think this month that her company will become number one in hybrid cloud, and she is betting that Linux is the right tool at the right time to reach the mountaintop.
“Clearly there’s a lot of buzz and excitement around what both IBM and Red Hat can do together for the open hybrid cloud,” Chiras said. “I couldn’t be more excited about what Linux is going to do for innovation.”
Watch the complete video interview below, and be sure to check out more of SiliconANGLE’s and theCUBE’s coverage of the IBM Think event. (* Disclosure: Red Hat Inc. sponsored this segment of theCUBE. Neither Red Hat nor other sponsors have editorial control over content on theCUBE or SiliconANGLE.)Photo: SiliconANGLE Since you’re here …
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The world, both our customers and our own, is best characterized by turbulence.
By this, I mean each of us, at least if we are paying attention, is pummeled by information overload/overwhelm, massive disruption, escalating change, increasingly confusing choices, increasing complexity, transformation, time compression, risk, uncertainty, and distraction.
Too often, our customers are struggling to cope, to keep up, to understand, often to survive. At the same time, they are trying to learn, to grow, to improve, to achieve.
In the face of all of this, how can we create the greatest value with our customers, how can we be most helpful?
I think it is encapsulated in the concept of “Sense-Making.”
By that, I mean, helping the customer make sense of the turmoil and turbulence they face. Helping them sort through everything thy are being pummeled with, helping them identify a path and chart a course forward, to solve their problems, to achieve, in fact to thrive, despite the turbulence.
I believe sales people are among the best to do that–at least in the context of the problems that we solve. Whether it is helping with massive, enterprise wide change, or taking something off their plate, so they don’t have to worry about it.
We are the best equipped to help our customers manage, learn, and grow, because we see others addressing the same issues every day. We can help them understand and navigate the issues they face, providing greater clarity.
Being a sense maker requires, perhaps, different skills and mindsets. We have to have the empathy to understand how our customers feel. We have to understand them, their businesses, their markets, their customers. Perhaps, it’s helping them feel less alone, that they are the only people/organizations facing these issues.
We have to help them figure out where they want to go, how they should be thinking about the issues and the potential solutions. We have to help them learn how to mobilize within their own organizations, navigating both their problem solving and buying processes.
These are non trivial issues, there are no easy solutions, but we can help them discover these and move forward. We can help them make sense of what they face and what they want to achieve.
Afterword: I will be expanding on the concept of Sense-Making in other posts. Increasingly, this single concept will become the biggest area in which sales people can help their customers.
Afterword: One of the most important books you can read is: Sensemaking: The Power Of Humanities In The Age Of The Algorithm, Christian Madsjberg. While Madsjberg addresses far broader issues, the principles apply to everything we do as sales people, in complex B2B sales and as leaders within our own organizations.
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