iii
Contents
Foreword—Kaeso de Jager .............................................................. vii
Foreword—Ashok Soota ................................................................... ix
Acknowledgments ............................................................................ xi
Introduction ................................................................................... xiii
SECTION I— THE BASICS OF INFORMATION SYSTEMS
CONSULTATIVE SELLING
1 The Art of Consultative Selling ...................................................3
Key Points .................................................................................................16
2 Linking the Art of IT Consultative Selling to Blue Ocean
Strategy ......................................................................................19
Key Points .................................................................................................25
SECTION II—THE CONSULTATIVE SELLING FRAMEWORK
3 Consultative Selling Framework (CSF) Building Blocks............29
Inside-Out Theme ..................................................................................... 31
Outside-In Theme .....................................................................................32
Ideas Are Generated from a Combination of the Inside-Out Theme
and the Outside-In Theme .......................................................................33
The Innovation Factory .............................................................................33
Key Points .................................................................................................34
4 Getting into the Details ofthe Inside-Out Theme .....................37
Governance of the Inside-Out Theme .....................................................39
Tangible Decisions from the Inside-Out Theme ...................................... 41
Scaling Up the Inside-Out Theme ............................................................42
Key Points .................................................................................................42
ivContents
5 Getting into the Details ofthe Outside-In Theme .....................43
Governance of the Outside-In Theme .....................................................44
Tangible Decisions from the Outside-In Theme ...................................... 47
The Final Step ...........................................................................................48
The Empirical Process Model for the Outside-In Theme ........................49
Key Points .................................................................................................49
6 The Innovation Factory ..............................................................51
Innovation Validation ................................................................................ 53
Innovation Selection .................................................................................53
Innovation Implementation Phase ............................................................ 54
Key Points .................................................................................................55
7 Bringing All the Pieces TogetherUniting CSF ........................57
What Comes FirstThe Inside-Out Theme or Outside-In Theme? ........58
Engaging Your Customer in Outside-In and Inside-Out Themes ...........60
Talent Group Lead Being the SME during Project Implementation ........ 61
Measuring Success of CSF ........................................................................62
Theme Density ..................................................................................62
Innovation Density ............................................................................63
Benet Realization .............................................................................65
Customer Satisfaction ........................................................................66
Key Points .................................................................................................67
SECTION III— ENHANCING CSF FOR GREATER RESULTS
(THEE-CSFMETHODOLOGY)
8 Getting into the Details—E-CSF ................................................71
The Enterprise CSF Methodology .............................................................77
Key Points .................................................................................................78
9 The E-CSF Implementation—Getting to the Roots ....................81
The Localized Phase .................................................................................82
The Sub-Globalized Phase........................................................................83
The Globalized Phase ...............................................................................85
Identifying Domains for Localized Phase, Sub-Globalized Phase,
and Globalized Phase ...............................................................................87
Business Done by Your Organization vs. Your Competitors ...........88
Customer Trust and Intimacy in Each Domain ................................ 89
Customer Satisfaction in Delivery in Each Domain .........................89
Your Organizations Knowledge in a Domain .................................90
Contentsv
Bringing the Parameters Together for Analysis ................................90
Key Points .................................................................................................95
SECTION IV SOME EXAMPLES OF MOTIVATION TO MAKE CSF
REALITY
10 Agile Methodology .....................................................................99
Denition of Collocated Agile ................................................................ 101
Denition of Distributed Agile ...............................................................102
Applying Agile in CSF ...........................................................................102
Applying Collocated Agile in CSF ..........................................................103
Applying Distributed Agile in CSF .........................................................104
Conclusion ............................................................................................... 104
Key Points ...............................................................................................105
11 The Art of Six Sigma ...............................................................107
Applying Six Sigma in CSF ..................................................................... 110
Key Points ............................................................................................... 111
12 Master Data Management ........................................................113
Applying MDM Concept in CSF ............................................................. 116
The Link between MDM and Big Data—A Short Summary ................. 117
Key Points ............................................................................................... 118
13 Application Portfolio Rationalization ...................................... 119
Applying Application Portfolio Rationalization via CSF ........................121
Key Points ...............................................................................................122
14 Cloud Computing .....................................................................125
Cloud Delivery Models ...........................................................................126
Infrastructure as a Service (IaaS) .................................................... 127
Platform as a Service (PaaS) ............................................................127
Software as a Service (SaaS) ...........................................................127
Cloud Deployment Models .....................................................................128
Private Cloud ...................................................................................128
Public Cloud ....................................................................................128
Community Cloud ...........................................................................129
Hybrid Cloud ...................................................................................129
Applying Cloud Concept in CSF ............................................................. 129
Key Points ...............................................................................................130
viContents
15 Business Process Management ................................................133
Applying BPM in CSF..............................................................................135
Key Points ...............................................................................................136
References ......................................................................................137
Resources .......................................................................................139
About the Author ............................................................................ 151

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