VIDEO: Enterprise Security Trends with Insight Enterprises

[http://avnet.me/08527]

Is the anti-virus strategy “dead” for enterprises, as Norton said recently? if so, then what role does breach detection play in the enterprise security portfolio? What are today’s top security concerns for the enterprise IT customers at Insight Enterprises, a $5.1 billion Avnet partner and global provider of  IT hardware, software and service solutions to business and public sector organizations?

Mike Guggemos, Insight’s CIO, spoke on these topics at Avnet’s recent IT Security Summit, so I wanted to capture some of his remarks as part of our Tech Trends series as well.

CLICK HERE or on the image above to access this brief 2:30 video.

I’d like to thank Michael for taking an afternoon to speak and participate in this year’s Summit and the video shoot above.

- Steve

Share or print this post:
  • Facebook
  • Twitter
  • LinkedIn
  • Google Bookmarks
  • Print
  • email
  • Reddit
Posted on Leave a comment

Secrets of Selling to the CIO—from the CIO’s Perspective

There is no shortage of content out there telling you how to sell effectively to CIOs and IT executives. However, most of it has been created by salespeople.

With that in mind, let me share the CIO’s perspective on successful selling.

To keep it simple, here are five DOs and four DON’Ts to follow if you really want to get—and keep—my attention.

  • DO #1) Do show how you can help me do more with less.

Delivering greater system reliability for less cost is an evergreen goal. Show me how your product or service helps Avnet do that, and I’ll be interested.

  • DO #2) Do talk to me about using IT to solve business problems.

Avnet’s in a competitive, mature industry. I need to use IT to help make Avnet easy to do business with, deliver a superior customer experience, demonstrate our value, and lay the groundwork for profitable growth.

  • DO #3) Do show how you can unlock the potential of our data analytics investment.

Big data is a significant strategic initiative at Avnet, and we’re looking to make the most of our SAP HANA-based infrastructure investment to drive breakthrough decision-making and analysis capability.

  • DO #4) Do tell me about keeping Avnet more secure.

There’s little that keeps me up at night more than maintaining the integrity of Avnet’s systems and data.

This aspect of IT is evolving rapidly, and the stakes get higher with every highly-public data breach. If you can improve our security infrastructure and protocols, I’m listening.

  • DO #5) Do tell me how I can balance the Consumerization of IT with the need for centralized governance, administration and oversight.

BYOD and cloud-based applications are just the start of this transformation in the workplace, and it’s my duty as CIO to give employees the tools they need (and want) while still ensuring that every device and scrap of Avnet data is accounted for, backed up and secured.

Along with those five things to do, here are four activities you should actively avoid if you want my attention.

  • DON’T #1) Don’t contact me through generic bulk emails.

Email is a good way of making the initial contact, but if you want to get past that point, do some research on what matters to Avnet, frame your offering around helping us meet our business goals, and share some supporting content.

White papers, studies and surveys are likely to get my interest, especially if they come from third-parties.

  • DON’T #2) Don’t overstate the financial benefits of your offering.

That only gets both of us in trouble. If you’re going to talk about return on investment, make sure your information is credible and easy to reference.

If it’s not a strategic initiative, I need to see 100% ROI in 12 months or less, ideally far less.

  • DON’T #3) Don’t try to sell me cool technology.

As a CIO, I am a technologist, but that doesn’t hold my attention at all. To maintain it, you need to sell to my inner CFO.

I’m only interested in being a trendsetter if your product delivers bottom line benefit and doesn’t expose Avnet to potential breaches. To maximize your chances for success, talk to me about benefits, results and business impact.

  • DON’T #4) Don’t offer me free trials to get me to test-drive your company’s products and services.

Free trials may be good for consumer sales, but they don’t work for me in the enterprise. I’m looking for solutions-oriented long term partnerships. If your company delivers value to me, I’m happy to pay for it.

The CIO role has evolved greatly over the last decade, and the approaches that worked then likely won’t work today.

If you keep this list of dos and don’ts in mind as you plan your next round of sales and marketing pitches, you’ll be much more likely to get my attention and keep it.

- Steve

Share or print this post:
  • Facebook
  • Twitter
  • LinkedIn
  • Google Bookmarks
  • Print
  • email
  • Reddit
Posted on Leave a comment

Five Lessons Learned So Far From Avnet’s Big Data Implementation

Earlier this year, I outlined eight critical elements for big data success as our own big data journey gained speed. Now that we’re a couple of quarters further along, I wanted to share a few of the lessons we’ve learned along the way.

1) IT’S NOT JUST ABOUT SPEED

There’s no question that the migration to SAP’s HANA platform based on in-memory computing has delivered some incredible jumps in performance for Avnet so far.

With HANA in place, we’re seeing query response times that are 5-6 times faster than our previous business intelligence platform could deliver, and some complex queries are coming back 15 to 20 times faster than before.

While this kind of improvement validates the platform investment, by itself it only represents a minute portion of the potential benefits a big data platform like HANA can bring.

Speed creates an environment for capacity and scalability; now we have to work closely with the businesses to convert that potential into measurable value for our employees, customers, suppliers.

2) THE “FOUR Vs” ARE GAME CHANGERS

At Avnet we talk about the “four Vs” of big data: Velocity, Volume, Variety and Veracity. Speed is certainly one area of improvement, but it’s also about the quantity and disparate sources of data that are now able to be processed using SAP HANA.

From Avnet’s perspective the veracity—or accuracy—of the data and results are essential as we look to standardize metrics and seek out “one version of the truth” across all of our businesses worldwide.

The combined improvements we’ve seen in all four dimensions to date require an entirely new paradigm of thinking to ensure we take these capabilities to their fullest potential.

3) MANAGING EXPECTATIONS IS ESSENTIAL

Big data, like cloud computing, has such high visibility and universal application that it’s easy for any business or function leader to see the benefits of applying the technology to his or her own area of influence.

But big data is a longer-term, enterprise-wide journey, and laying the groundwork for future success goes far beyond the IT aspects as I’ve discussed before.

There’s a real excitement around big data at Avnet, so properly setting and managing expectations with business colleagues has been much more important with this initiative than many other IT rollouts.

Rusty Murdaugh, Avnet’s vice president of Financial Planning & Analysis, recently alluded to this fact in his guest post.

4) IMPLEMENT A GOOD CHANGE MANAGEMENT STRATEGY

To help ensure that expectations and excitement are grounded in the reality of your big data rollout, be sure to devote strategic and tactical resources to execute a sound change management campaign as well.

We’ve had a great deal of success at Avnet standardizing on the ADKAR® change management model from Prosci. ADKAR stands for Awareness, Desire, Knowledge, Ability and Reinforcement. Every employee has to go through each phase in sequence to truly maximize the intended results of the change.

From the perspective of Avnet’s big data journey, we’re focused on supporting our employees as they move through the all five stages of ADKAR, laying a proper foundation for our future training initiatives.

5) MOBILITY IS MANDATORY

Having the ability to request and view reports anywhere, anytime has been one of the most requested features of our big data rollout. Avnet’s leaders spend most of their time on the move, either between meetings or traveling. Looking at a full-size monitor is a rarity, and traveling with paper printouts are a nuisance to many.

So when it comes to designing our end reporting capabilities, we’ve been heavily focused on ensuring that our business leaders are able to request and view analytics reports on demand through their tablets or smartphones.

After all, the data is only of value if it’s delivered in a timely basis in a way that the audience can easily understand.

I’ll be sure to check back in with a new list of observations and lessons learned as we get a bit further along in Avnet’s big data journey.

We’re building a strong foundation for future performance at Avnet through hour big data initiative, and there’s a tangible excitement in the businesses and IT team as we roll this capability out across the globe.
- Steve

Share or print this post:
  • Facebook
  • Twitter
  • LinkedIn
  • Google Bookmarks
  • Print
  • email
  • Reddit
Posted on Leave a comment

Avnet EM Enters the Avnet Design Zone for the Engineer’s Perspective

Regular followers of Behind the Firewall and my Tech Trends video series know that a few IT trends have had my attention over the last year or so:

My goal in these posts and videos is to clearly explain up and coming trends and show you how we’re applying them here at Avnet by sharing our best practices.

In all of these cases, the rubber meets the road at the engineering level, where the real implementation work happens.

If you’re looking to dive into the next level of detail on any of these topics above and many more, I’d like to recommend a visit to Avnet Design Zones, a thought leadership content series curated by Avnet’s Electronics Marketing business.

The content there covers Big Data, the Internet of Things, and many of the technologies that are top of mind for me, as well as Automotive, Defense & Aerospace, LEDs and much more.

If you’ve ever come across a topic here on Behind the Firewall that left you wanting more, consider visiting the Avnet Design Zone and bookmark the site or subscribe to have future content sent directly to you when it posts.
- Steve

Share or print this post:
  • Facebook
  • Twitter
  • LinkedIn
  • Google Bookmarks
  • Print
  • email
  • Reddit
Posted on Leave a comment

VIDEO: Mobile Security Trends with viaForensics

http://avnet.me/64341

What mobile hacking tactics have security experts most concerned? Why isn’t mobile antivirus effective? What should every company with a BYOD policy do to keep their mobile devices secure?

Andrew Hoog, CEO of mobile security firm viaForensics, discussed these topics and more at our recent Avnet IT Security Summit. So I  sat down with him afterward to briefly answer these questions for the broader Tech Trends audience as well.

CLICK HERE or on the image above to access this brief 2:30 video.

Special thanks to Andrew (follow him at @ahoog42 on Twitter) for taking the time to speak and participate in this year’s Summit.

- Steve

Share or print this post:
  • Facebook
  • Twitter
  • LinkedIn
  • Google Bookmarks
  • Print
  • email
  • Reddit
Posted on Leave a comment
1 2 3 4 5 6 7 8 9 10 11   Next »