Post by Carrie Zhang

Reading the classic WHO SAYS ELEPHANTS CAN'T DANCE by former IBM CEO Lou Gerstner. It was impressive that Gerstner was able to identify and bet on the two trends of #integrated service and #connected network leveraging an #open ecosystem in the 1990s early in his tenure as an outsider, while he was navigating the then 'blue dinosaur' out of survival crisis I was amazed by the high level of similarities in challenges of selling services faced by IBM almost 30 years ago and by us in a different industry now! By selling service, we sell a capability, we sell knowledge, very different from selling products. Leveraging synergy from an existing sales force is no easier either - they might not be so motivated and incentivised to bring their service bros and sis into the door... Looks like when it comes to new business model trends, high tech leads the way...