Upcoming Cloud Conferences

Upcoming Cloud Conferences Worth Checking Out
— Here at VM we’re planning our spring 2011 conference tour and we’re happy to say there’s a lot going on in the world of presentations and meetings about cloud-computing. Deadlines are fast-approaching though, so check out the list we’ve put together below and see if there’s something happening near you… hope to see you there!

Note: this list is incomplete and bound to change. Descriptions were taken off the sponsoring organizations’ websites and so may not reflect content and/or quality. Don’t hold us accountable if a conference sucks.

Today's 3 Best Cloud Computing Articles

Cloud Computing to Grow to "Billions and Billions"
— "IDC forecasts a 2009-2013 CAGR of 26% for the worldwide cloud services market, which includes software-as-a-service offerings," explains Mary Johnston Turner, research director for enterprise system management software at IDC. "As more and more organizations implement public cloud and SaaS solutions they will need access to monitoring capabilities that provide end-to-end visibility across internally run applications and public services and can be deployed just as quickly as the services they are monitoring."

Sorting Through the Cloud Jargon
— Over the last two weeks, I have fully immersed myself in the world of cloud. Thanks to conference keynotes, breakout sessions, customer briefings, and ad hoc discussions, I have not had much time to not think or talk about cloud. While this is not necessarily a bad thing, I do have to admit, something has been gnawing at me over these past two weeks: There is too much overloaded, confusing, or misunderstood cloud jargon.

Cloud Facilitators: A New Route to Market for Cloud Vendors
— As Cloud Computing moves into the large enterprise and becomes an embedded part of IT and the business, customers are turning to a new wave of Cloud Facilitator to help guide them through Cloud-based consulting, implementation and management challenges.
Cloud Facilitators like Acumen, Appirio, Astadia, Bluewolf, Cloud Sherpas, CoreMatrix, Global One, Model Metrics and Revevol (among others) provide a range of services that help clients move to the Cloud. These include business and IT consulting related to Cloud strategy, implementation and integration, custom development, and Cloudsourcing. Cloudsourcing is the key business innovation of new wave Facilitators, weaving together and innovating on partner Cloud solutions, platforms and infrastructure and charging for these services on both a project and subscription basis.

Today its all about price or is it?

Lately, I have really touched a nerve with my boss.  We are working on a number of opportunities and it seems all the conversations have become centered on price.  I am being accused of not of focusing the full suite of benefits my company has to offer and jumping right to price.  As a disclaimer, and clearly sucking up to my boss, he is very fair and a tremendous sales person.  In fact I have the freedom to write this because he trusts our relationship.  So, as much as he might be right, I am exploring if leading with price is a good tactic or not?

As a sales professional sometimes we make decisions based on what our gut or what a prospect is telling us.  There are definitely opportunities, usually the "Whale" type, that require submitting a best price just to get a seat at the features and benefits table. What is the best way to handle these?  Here are three things you can do to gage the validity of the RFP:

1.   Ask the right questions:

-Is this a real opportunity or a budgetary exercise?
-What is driving the cost analysis?
-Will price be the determining factor in choosing a vendor?
-Who are the getting quotes from?
-Ask for a meeting or a 15 minute phone conference?

What I'm looking for is detailed answers, the more information the prospect can provide me the better chance this is a real opportunity.  This may give me indication to put a strong enough quote on the table to get a seat at the meeting.  If the questions cannot be answered, chances are this is a fishing expedition, I give pricing without incentives and follow up regularly.

2.  Ask the right people:


-I check my LinkedIn connections, there is a good chance I am connected to someone at the company.
-Ask at networking events, on occasion I have even ask a competitor, "What did you think of that RFP from XYZ"
-Ask your boss for permission to discount outside of normal parameters!   If I ask the right questions, it helps my boss make the best decision.

3.  Sell into the opportunity:


-This is the strongest advice I have received and if your not involved in a group like the salesplaybook on LinkedIn, you are missing some great sales tips.  With tools like LinkedIn, Twitter and Facebook I now have the ability to stay close to prospects and to my competitors.  I can follow company blogs to see what if any challenges they may be facing.  I can post relevant content in groups they are members of, I can provide helpful links to industry information or post success stories similar companies have experienced with a similar solution.

I am a big believer is selling something you believe in and asking for a fair price, but when I find myself stepping onto the price war field, I want to make sure I am prepared. Before you fire the first shot make sure you have all your basis covered and have a plan to sell into the opportunity.

Monday Night Raw and Sharpening your Sales Skills.

In 1991 at The 84 Lumber Company, I was taught the importance of engaging customers, "What are you building today?" is what we were trained to ask everyone who walked through our front door.

At the time I didn't realize the questions greatness, but it steers the customer to talk about their project. We were so well trained in our products that customers relied on our expertise to make sure they got the best material's to finish the job.  We also made sure they didn't leave without basic necessities like screws, nails, joist hangers or paint.  To the customer we were customer service/product experts, the exact place every sales professional should strive to be.

As a Dad in a blended family of eight (8), yes EIGHT, we are constantly working to sharpen our parental sales skills.  Most families have similar core values they want to instill in their children. We are no different, we want our kids to be respectful, resourceful, self-advocates and productive people, but when they walk into the room it is sometimes difficult to engage.  "What are you working on today"...it just doesn't carry the same luster as it did 20 years ago.

I have to work hard to engage my children and meet them right where they are in life, and trust me, the junior high humor days are some of the toughest I have experienced, I would much rather change the diapers of my 1 year old than sit through Monday Night Raw (Which I actually did last night!).

But, in order to learn about what's going on in their life I engage in knock knock jokes, punch buggy, Gin Rummy, Monopoly debates and even watching WWE !  I find the more intimate activities I do with my kids the more they open up and share about their life.  Most of the time I don't have to lead a discussion, I can just listen!

I also believe leading my kids through my actions is far greater than any lecture I can deliver.  I can talk to them all day long about respect, but what they see, is how I choose to treat people.  I have learned to choose my words wisely, remain calm and always display self-control no matter what emotions are going on inside me.  This philosophy is one I adopted in my sales career and being a father helps remind me how crucial these 3 things are in my parenting and professional life:

1. Engage - Much like I was taught 20 years ago at 84 Lumber and in the same way I connect and learn more about my kids, I engage my customers.  I regularly read blog post about their industries, send pertinent information on business or success articles from companies that have implemented new technology.  Schedule regular coffee meetings to talk about their businesses and see if there are any challenges they are currently facing, even if I can't help, I might know someone who can.
2. Listening - One of the greatest things a person can do is repeat back what you have heard to the person you are listening too.  This shows you are interested and you understand exactly what the person is trying to say.  There is an amazing amount of credibility that comes with someone who really knows how to listen.
3. Lead - Customer want to work with people who are experts in their field.  I can put any title on my business card, but the real expertise comes in being an advocate of my products and industry.  I believe in taking leadership roles on committees, supporting the mission of organizations in my industry.  Where is the value in a passive membership in anything?  The real value is participating, voicing your opinion and listening to the opinions of others.

I would never have thought that parenting could be related to sales, but its become very clear to me that no matter what your background is, the "golden rule" apply's in all facets of life.

5 Reasons fishing makes you better at selling.

During my summer break I spent time reflecting on what I can do to be a better Husband, Dad and Sales Professional. I decided to take up fishing.  I've been feeling the need to disconnect from the regular routine, and I enjoy the outdoors, so fishing seemed to be a good candidate.  I am quickly learning the difficulties with fishing and its really helped me understand my need to be more patient.  


There are many factors that make a good sales person and there is a fascinating debate about what are the better characteristics to have:  The Hunter philosophy or The Farmer philosophy. 

The debate centers around two core characteristics of most sales professionals, persistence and empathy. There isn't a right or wrong answer to the debate as there are many factors that need consideration and either trait can be developed to create a winning strategy.  There is a certain amount of wisdom that is required to go from being a good sales professional to being a trusted advisor, consultant and a partner.

There are many ways to draw analogies to the world of selling, but fishing is  helping me with my quest to be a better sales professional.  Here are 5 things I am applying to my sales routine:

1. Preparation:  I spend several hours the night before planning my day on the lake, prospecting maps for the best places to fish and checking water depths (I am usually fishing shallow waters for bluegill and crappie).  I make sure I have all the right tools, a variety of live bait, spinners and lures to handle any situation.  I even take several rods, each uniquely rigged.  I am scheduling prospecting time in my calendar, cold calling, social networking and follow-up are all getting specific time in my calendar.
2. Start Early:  Everyone has an equal playing field when it comes to managing time and fishing, like selling, is no different; I need to rise early and beat the competition to the water.  When the alarm goes off at 5:00 am I am eager with anticipation, wanting to get on the lake to see if my planning will pay off! 
3. Manage my expectations:  As much as it is important to plan, it is equally important to be prepared for stumbling blocks.  When I arrive a the water a mild breeze can make the difference in what bait I start with, cloud cover, wind direction and water temperature are also factors that I need to analyze.  On sales calls I have a plan going in, but I also understand how to adapt to a clients needs.
4. I don’t assume going in I know the solution:  I am expecting the fish to respond to my new “rooster tail”, but it’s still dark and those work best with a little reflection with the sunlight.  On this day my new rooster didn’t make it out of the box, it was a small rubber wax worm with a red tip (A dozen for 1.99 at walmart!!) that is killing the crappie…they can’t get enough.  In sales I must be armed with good questions and never lead with a product or solution until I have exhausted my discovery!
5. I work the entire area:  When prospecting for the best fishing spot I will make 7 or 8 attempts to cast a line to see if I get a nibble or two.  I repeat this process changing bait every so often, listening to the water to see if I hear any fish hitting the surface.  If I am not successful luring something in, I need to cut my losses and find a new spot.  Just like in sales, sometimes I just need to move on.

I enjoy my time on the water, it gives me the opportunity to reflect on what I have tried in the past, whats worked and what doesn't.  Packing down is sometimes the greatest opportunity to learn, as I will often engage others who have an ice chest full of fish.  Thankfully like most sales people, anglers love to share the success too!

The 4 x 4 selling principle - what's your goal?

During my career as a sales professional, I always find myself looking for ways to stay active and focused on my goal.  I've made the mistake of looking ahead and counting on "potential" sales...ouch, so a few years ago I established some core principles to keep me focused.


This requires giving some attention to the age old question, "What is my goal"...aside from getting lost in the meaning of life I narrowed the focus and kept it simple.  Keeping things simple is important in managing your goals, plus, I'm a pretty simple guy so double bonus points awarded.


Cynthia asks herself the right question everyday, "is what I'm doing right now helping me reach my goal?"  This is a great question we should all be asking ourselves.

Greg is a connection of mine and he posted one of the more meaningful quotes I have witnessed in the last few months:  "If it takes less than two minutes, do it now!" Great rule of thumb and talk about a simple way to keep you focused on your goal.


My goal....

and to get this I must become a trusted advisor!

I don't allocate my time to specific hunter or farmer activities.  I have been a sales rep long enough to know I am a farmer, so I have put myself in a position that will take advantage of my qualities.  I continue to network, speak, teach, share and talk with anyone who wants to know more about cloud computing.  Great farmers are experts in their field, I will continue to put the majority of my time and efforts towards my goal.


I shape my week to reflect my 4 X 4 principles;  these are the top 4 things I Must Do 4 of, in order to reach my goal.


1.  4 coffee meetings.  A coffee meeting is with someone I've never had face to face interaction with, it can be personal or business.  I may initiate the meeting to talk parenting, sales or technology.  
2.  4 Sales appointments. (My bread and butter)  Prospecting meetings, proposal presentations or a tour of our facility.
3.  4 Hours of prospecting.  Must Must Must always be looking for prospects.
4.  4 Events per month.  Attend local IT events, and take it a step further, find organizations that have a mission you support and get involved.

Proposal writing, internal meetings, committee meetings and social networking are additional areas that command my attention too.  But, if you are interested in becoming a "trusted advisor" set your goal on a 4 x 4.

Cloud Security - Put your fears to rest.

I want to know as much about new things as I possibly can, and this cloud stuff is no different.  Trying to understand how and when it will impact businesses is like wishing for snow days.  Its going to happen, I just don't know when.

I've been asking a lot of questions about the cloud, and with studies like "Risk outweighing the benefits" of cloud computing, it appears the technology professionals are not yet ready to  fully embrace the cloud.  Why?

The two issues I am finding at the top of many IT professionals lists are  Security and Job Extinction.  
Let's be clear about this, the cloud will create more jobs than it will eliminate.  Mostly through reallocating skills, entrepreneur ventures and large cloud providers gobbling up talent…hmmm, does the boom of the internet in 1995 ring a bell.


If a company decides to roll their infrastructure into the cloud, on the surface it appears they won't need internal IT resources.  Not true, remember going forward it's all about the application.  IT professional's will need to re-tool skills, but at the end of the day, IT jobs will migrate into supporting applications instead of servers. Most Infrastructure IT professionals will find themselves in high demand from cloud computing service providers, which is a good position to be in.

I am not a security professional and definitely not an expert in fire-walls or complex routing.  So when I investigate security one of the first thing I ask is how sensitive is your data?  And make sure you ask the right people too, the sales/marketing department will give you a much different perspective than IT or research and development.  Set your sites on getting the perspective of the executive committee.  Have you really ever ask to present your solution to an executive committee?...sorry,topic for another day.


The reality is, how many end-users have been through a security audit?  How many have completed a process similar to SAS-70?  Security with a cloud provider, more than likely, is far superior than your existing environment. Most providers will have mulit-layers of storage to protect you data.  And a few, like profitability.net's public cloud, will offer 3 Layers with vulnerability scanning built into their compliance portal.  Combine that with multi-layered physical security, bio-metrics, electronic locking cabinets and the redundant infrastructure of a data center, and you have a solution that removes the fear of security!


The cloud is ready, its time to put your trust in a proven provider!

Where are the sales reps? 5 Great reasons to be one!

Lets face it, I sell at home, at work and to my kids everyday. Whether its my wife about upcoming vacation plans, where I want to take the kids to eat or a marketing idea to my boss, I am selling.  Lately, I have become more and more thankful that I have a gift of asking good questions, building relationships, selling, and delivering what I promised.  This is certainly not rocket science, and there used to be sales reps everywhere...I just don't understand where they've gone.


I consider myself a pretty good networker, I am an active member of several professional groups, AFCOM, itSMF, Technology First just to name a few.  I am the type of sales person that is comfortable walking up to a group of strangers to introduce myself.  What I am seeing more of lately are shocked looks on peoples faces when I say I am a sales rep.  Did I miss something?


I get the fact there are plenty of negative mantras out there surrounding being in sales.  The pushy in home water purification sales rep, the helicopter flying mall kiosk sales dude and of course the used car salesmen.  These types of sales people have been around for 50 years.  Since when did we need a title to try and distinguish ourselves?


I like being a sales rep and I can give you two dozen reasons why, but here are my top 5:


1.  Income, the ability to make a great living.
2.  Freedom, given the right situation, you are essentially your own boss.
3.  Time, its the only thing on a level playing ground with your competition, I choose how I spend it wisely.
4.  I get to meet interesting people and see how other companies operate.
5.  The pride I feel when a client attributes success to my solution.


Titles are great for stroking your ego, but it if you want to make it in sales, embrace your roll, and heck...try putting it on your business card.

Asking good questions is only half the battle.

LinkedIn is such a fantastic tool for so many reasons; prospecting, networking, professional development and sharing meaningful content.  I am learning everyday from creative status updates, thought provoking discussions, and even great humor.


Yesterday was no different as I've been blogging lately about asking good questions.  What great responses from other sales professionals who are posting in my discussion group.  As I find myself constantly looking to perfect the art of selling, which lately has been all about questions...I get a great reminder from one of my connections Fred Yee.


You have to understand Fred, not that I know him personally, but when Fred decides to post or share something it is worth reading!  Even when it is not original content, which is why social media works, because without it, I wouldn't have found this article...its all about sharing.


So as I find myself in the middle of honing my questioning skills, in pops an update from Fred..Customer Centric: Laser Focused Listening.  Of course I have to read it.


Not only does Fred's update visit an important topic for me, but did you ever think to ask yourself questions that will make you be a better listener?  This is an absolute must read post.  It also sends me a reminder to keep my sales calls conversational.  As important as it is to ask great questions, the real solution creating can only begin after you listen!  


  

What question are you asking about the cloud?

I took a cold call today from someone who dropped a name on me.  I immediately new the name and said, "Yes, Mark's a friend of mine, what can I help you with".  Seems relatively harmless on the surface, but truth be told...I have never met or spoken to Mark!  My only interaction with Mark is via group discussions on linkedin.  A common occurrence these days for connecting and building relationships

Discussion groups are interesting, 1000's of question posed in 1000's of groups.  Some are rather simple, "Why do you like sales?", "What is cloud computing" and even "Does anyone know someone who will clean my gutters?"  These are great for generating discussion and connection with like-thinkers, but where are the good questions?

Youth learn is a website that is designed to support our youth and assist them as they move into adulthood.  In this article they give a great tutorial on how to ask questions, "How does light help people?"  I love this question because you immediately have to think.

My friend Penelope has a blog with more than 40,000 followers (I know not REALLY a friend, but if you have read her enough you would call her one too) and she too is a huge fan of asking questions, but they must be good questions.   She has great advice, "if you want to ask good questions, practice by answering other peoples questions."  

As sales professionals we sometimes get consumed with preaching, talking, and selling, and we forget about asking good questions.  Our questions are more generic, "So Mr. Customer, Tell me about your business" or "Mr. Customer, if you could solve one issue today, what would it be?"...but...What if you ask, "Mr. Customer, what is the primary benefit your company provides to your clients" or "Mr. Customer, when your not in meetings what are you thinking about?"

I hope to find a group that is willing to share from there own arsenal of question asking.  

I am not claiming to be an expert cross-examiner, but I do understand that we are embarking on another great technological transformation.  Virtualization and cloud computing will change the way businesses will deliver information technology.  Who are you connecting with...and what questions are you asking?

Sales shouldn't be hard...just hard work!

Most of my friends consider a career in sales "easy" money...roll into the office around 9am, long lunches and afternoon golf sessions...r  i  g  h  t...unless you are selling Cisco in 1999, its hard work.

I was in a slump over the winter and happened to get invited to join a Linkedin group.  This nutty guy was talking about Jedi mastery, kicking ass, and called himself Uncle Paul...I figured what the heck.  I will check it out, and either block him or learn something new...I was in a serious need for a momentum swing.

I read several post before it dawned on me...basics.  The basic rules of sales have NEVER changed,  What makes a person successful in sales is A C T I V I TY.  There are 3 things I always come back to when I hit a slump;

1.  I don't need to bored with arguments about social networking versus cold calling.  The bottom line is, do what comes naturally and what you are good at....and seriously...do it!  Set aside time everyday to connect with outsiders by calling, connecting or networking.  Whatever your method, ACTIVITY DRIVES OPPORTUNITY.

2.  Be an expert in what your selling, the 10,000 hour rule! I don't need to understand the details of a specific technology, but I better understand how your products and services can solve complex business issues.  And don't be afraid to turn down the sales ratchet.  Instead, get involved in professional organizations.  Stop treating it as opportunities to sell your product, but as opportunities to work side by side and get to know your prospects!  What better way to gain respect and trust, than by working on committees with business leaders who are passionate about the same things I am.

3.  Get motivated! Kick up the volume and let "Rock N Roll Ain't Noise Pollution" be heard around the office, head phones are a good option too.  I tend to watch some of my favorite movie clips to get me in the mood to cold call, like Al Pachino's Speech.

So sales is hard work, but it can be fun and rewarding too.  Always be enthusiastic about the approach, have a solid plan of attack, stay active and find sources of motivation to work through the tough times.  Of course getting a jump start from a crazy sales professional like Uncle Paul helps too.

Clouds produce more than precipitation

Those of us that live in midwest, not neccessarily the geographical midwest, but the "real" midwest, the one that has all four seasons....seasons filled with snow, rain, heat, cold, flowers, green grass and miles of corn fields.  I was raised in a small midwestern town and had a Grandfather that was a tremendous farmer, I had uncles that farmed...the weather and clouds were mainstays of our conversations.  In fact, we were dependent on clouds, clouds created the neccessary weather that feed our farms.  

Its funny...I am not close to being a farmer, but finding myself in the middle of cloud discussions, has a little bit of irony for me.

I am currently going through a series of personal beta technology movements...tweeting, blogging, linkedin, and the most painful, I've moved everything I do to the cloud.  Yes...I am flying solo on a mini notebook, an Acer AS1410.  Nifty little machine that is fast, lightweight and extremely portable.  I need to give a nod to Windows 7 too...I am a fan.

So the only application I am running locally is Internet Explorer 8.  All my docs are at google, my mail is Profitabilities Hosted Exchange. My primary business application is a custom built web based tool for quoting and billing.  I wonder how many users are like me?  I do use word and excel, but google docs is sophisticated enough to handle any word processing or spreadsheeting. (spell check says not a word, beg to differ!)  Easy transition.

In just a day I gained speed and effieciencies.  I am enjoying the benefit of connecting to wifi anywhere and having everything, even if I don't have my notebook.

Long before I made the conscious decision to move everything to the cloud, I realized I've been relying on it for years.  In 2003 I began using TurboTax Online...one of the most important things a person has to do is file taxes...I do it in the cloud.  Every year my prior return is there, I log in, update, submit, done. 

Bottomline:  The cloud has been around, I need to pay closer attention, and continue to carry the family torch...watching the clouds role in.

Some People have connections...

I am not sure how it works...well I know how it works, you have to know someone who knows someone to get information before the rest of us.  This is definitely the case with Nigel Edelshain, no sooner did I get his latest post, then I get an update from linkedIn about the enhance capability of using the Company Watch feature!  Damn, I'm not sure who Nigel knows, but seriously to get his post out before LinkedIn.  My hats off.  In case you missed it here are a few of the highlights:


"LinkedIn is, in my opinion, the number one tool for B2B sales people to have in their tool box when trying to get into target accounts. Primarily this is because it allows you to build and leverage relationships. But as LinkedIn continues its relentless pursuit of Facebook it keeps adding features that give real-timeupdates.These real-time updates are a perfect source of trigger events.
"Trigger events" are changes in your prospect's environment. These changes cause opportunities for you as a salesperson as they create new pains or needs that your product or service may be able to address."



You should read on..Great stuff Nigel.

Sales Playbook...Uncle Paul Just Gets It.

I have been following my brother in sales Uncle Paul Castain for several months.  I don't REALLY no Uncle Paul, but he is clearly either studied the psychology of selling or he has a ton of experience and is kind enough to share is his thoughts and wisdom.  


Do you find yourself trying to justify reason why not to make the call,  Mondays are bad because everyone is grumpy getting back to work and Tuesday, no way!! Everyone is busy trying to fix all the issues from Monday...so on and so forth.  C'mon, don't act surprised, we've all had those debates.


In this post he answers the age old question...what day is the best day to cold call?


Once again he hits a homerun.

Why twitter works...against you.

Again I have to give credit to my co-worker on this one.  He shared a tweet this week that really sums up where twitter is heading.  

Some of you might have heard the story about an over weight Hollywood executive that got kicked off of a plane for taking up too much room.  Unfortunately the airline didn't realize that this passenger had more than a million followers on twitter!  He proceeded for the next few hours to just punish the airline with his humorous anecdotes on his experience.

There is an obvious lesson here, right...something about watch what you say, or write...or post...or god forbid tweet!

Even though my trip to the bookstore has seemingly validated my new fascination with twitter.  "Twitterville", "The twitter book", "Twitter for dummies", "Twitter in 10 minutes" & "Twitter Tips" are just a few of the titles that have made there way onto the shelves in the last 7 days.  I have some concerns about me & twitter.  I realize in our new found relationship we will hit peaks and valleys, good days and bad, maybe even break up a time or two.

I need to work on managing my expectations anyway.

Seriously...what if people don't like me or what I say, or wirte...or post...or tweet.  What if I say the wrong thing, do the wrong thing, wear the wrong thing, parent the wrong way, husband the wrong way, or post something that just offends someone...or worse piss off someone with a gagillion followers.

How long until my kids are tweeting about what an awful parent I am...with two (2) in junior high I am accused of this often.

Are we now in such a social revolution that your reputation is based more on how your write, blog, tweet and post.  Does your twitter following carry more weight than a personal reputation?  Concerning...it takes a lifetime to build ones integrity, only to be shattered by twitters voice.  I am cautiously pressing on with you twitter...

Re-Thinking Social Media.

I just started blogging…and social media has been an early target for me. I have a hard time understanding the relevancy of self-promotion and self-branding. Pompous, Arrogant, and Selfish…timewaster... are still top of mind. However, this week I had a few experiences that are giving me a new perspective. Hey…I am not jumping ship here, only making an observation, MAYBE there is some VALUE to social media.

I regularly read Erin Schreyer’s blog http://sagestone.wordpress.com she is enthusiastic about what she does, passionate about sharing success and as far as I can tell…authentic. Never met her…which since I have never met her… how can I…..getting side tracked. (Reference my past blast on you can’t formulate an opinion on someone via social media)

What Erin shared in her latest blog was fascinating to me. As much as I joke and criticize those who choose to tweet their lives away…she found a motivational tool. She tells a great story of taking a 100 mile cycling challenge! Quite a feet, and along the way she thought it would be cool to share her experience with her twitter nation.

What she got was totally unexpected…she received something powerful…tweets and re-tweets! At a point in her journey when she thought it was over…couldn’t find motivation to finish, and her legs shot…who’d of thunk it….twittering. Her nation bombarded her with notes of encouragement and motivation, she easily finished the race.

Another experience that has me waffling was at a luncheon that highlighted a company re-inventing themselves. Not uncommon in the business world and these stories are always fascinating to me. Here we have a travel company whose business was in a serious downturn, they sold high-end vacation incentive packages to fortune 500 companies…suits…conservative type business folk. Cutting exotic incentive trips in today’s economic climate...easy decision for them.

In a few weeks you will be hearing about www.ZipSetGo.com . The travel industry may not be the same after this hits. They are taking advantage of their expertise in the travel industry and delivering it to the masses via blogs, tweets and postings. You can get as much information as you need about any place you desire, no pretty brochures or canned videos, but real information from people who are there!

They have hired people to travel the world, keeping us up to date on everything from hiking, bungee jumping, dining, hotels, museums and beaches. Without giving too much away, can you imagine following someone on twitter that is traveling to a destination you might be considering! How cool is that.
There was no surprise when someone from the audience asks…”How do I get that job!”

They have put together a great team, innovative platform, and have a clear vision…they are launching in October. I smell a success story…social media included.

Join a group...don't follow a feed!

To the Gen X & Yer’s, let’s be clear about something….clubs and groups are a great way to meet people, develop relationships and solve problems…AS LONG AS IT IS FACE TO FACE, PRESSING PALMS AND EXCHANGING INTERPERSONAL DIALOG! Becoming a fan of…following me on…getting linked too or sharing my space, doesn’t make you connected!

I know your arguement...it is more productive to join online groups, post messages, and respond to emails, it is "the way" we communicate now...I get that. But really, why did you join the group? Take me for example, I joined a few groups in my youth…some official, some not so official. As a kid, I think it started with my love of sports, being on a team fueled my need to be amongst people. William Schutz, a well known American psychologist, identified 3 needs in humans: inclusion, control, and affection. In my youth I always felt included. As a kid this was probably OK and fairly normal, but this pretty much screwed with me as I transitioned into adulthood. I had this notion that everything I did was about making me feel included, which translated into my happiness.

In college I joined a fraternity, hanging with friends, no purpose…just hang out, play sports, host parties and meet girls. In college…I always felt included. A few years after college I joined the married group…married my college girlfriend. We traveled with other couples, vacationed with friends, bought a nice home in the same neighborhood as friends. In the married club…I always felt included. So these groups and clubs were great at the time, but what did they really offer me. What did I offer them? Did I even know why I was in the club…oh yeah, I almost forgot…. I was included and it made me feel good.

Trust me, without purpose and understanding why you are in a group or a club; they just come to an end, so choose wisely.

It took me a long time to understand the real benefits of joining a group. Inclusion can certainly make you feel good, but getting through life isn’t about feeling good. There comes a time when you have to draw a line in the sand and say, “This is me…this is where I am going.” A good group will help you define this; professional, therapeutic, social, or a marriage, will mold you as a person, challenge you do things that you thought you couldn’t, support you when you’re struggling, listen to you when no one else will, provide constructive feedback and offer you a helping hand. You won't find these qualities when browsing tweets, re-tweets, status updates and postings. Listen X & Yer’s, I am not suggesting give up on your twitting, but when you are ready…I mean really ready to advance yourself…find a good group, join it and contribute. Maybe then you will have something worthwhile to post.

Exercise for your business...

“It has been my observation that most people get ahead during the time that others waste time.” Henry Ford

According to J.T. Packard, a world leader in providing network critical power equipment, power outages in the United States cost businesses $152,000 every minute. Do you know what your number is?

In today’s market we need to deliver faster, better and more reliably than ever before. If you are a business owner or a “C” level executive, consider the following exercise and challenge your staff to help quantify the value of your network to the business. When business is looking at every conceivable alternative to save money, this exercise is certainly worth the effort. You may be surprised at what you uncover and even more amazed when you see what cost you can eliminate.

NEEDS ANALYSIS
-How many power or network outages have we had in the last 24 months?
-What have we spent on repairs, including overtime to resolve issues?
-How many opportunities have we lost due to outages?
-What is the dollar value of lost revenue?
-What are we currently spending on utilities for our server room?
-What is the cost of the space for our server room?
-What are we spending each month on connectivity?
-What is the dollar value of lost efficiencies? If an employee can only do 30% of their work when the network is unavailable…

Whatever the outcome of this exercise, your team will have a great understanding of their business unit and ultimately helps them become better decision makers for your company.

Fashion First?

I dated a girl once that always believed in Fashion First. It was pretty cool too, at least the first few weeks. I thought it was great she always wanted to look "hot" or "sexy"...it felt good with her on my arm. I thought I was pretty cool having a woman, 8 years younger, all gussied up and hangin' with me. Unfortunately I found out quickly she wasn't about me...it was all about promoting herself. She was always prepared for whomever she may encounter. Luckily for me I bailed. She was married twice before and has been married twice since and that was 3 years ago. One of the few good decisions I have made.

In a few months the freshness of facebook and twitter will be lost in their own media mockery. I see consultants everywhere pushing social media conferences and training sessions...How your company will benefit from facebook? Why you need to use twitter to promote your business? C’mon isn’t your facebook a long list of soccer updates, mommy meet-ups and family vacation photos. Don't get me wrong I love the novelty of it all. I spend a few minutes each day sifting through post and catching up on friends and family news…which is exactly what it should be.

I think most people are average Joe's just like me. I have a family, friends and a company that provides me a paycheck... and all with dreams, ideas and priorities. Their goals and aspiration's are just as important, if not more important, than mine. I hope as we go through this latest trend that we don't forget the people that support us. This is the root of my frustration with social media. It seems we are becoming obsessed with instant self-promotion and having to feel as though our lives are so important and fulfilling that everyone should follow it.


Unfortunately this has become an endless supply of noise that only a few have the time to muddle trough. If I am a business owner or manager...I pull the plug. Save that stuff for your own time in your home office. As a business community we need to focus on the basics...teach our people to be responsible and promote value and service, dig deep to find what makes your company unique...and guess what...having a facebook or twitter is not the answer to more sales... is just makes you fashionable.

Social Media – Are we more concerned with falling behind or leading?

Point# 1. Social media is perpetuating a culture of immediacy.

This is not anything new…since newspapers, radio, television, fast food, highways and the internet we have been a culture of “quicker, faster, better”. The problem is we continue to get further away from personal communication. When was the last time you could get a “vibe” or “gut” feeling from a text message? How can you interpret body language from a tweet? As we continue to feed this generations thirst for immediate gratification…where does it end. How is this going to impact our ability to develop strong leaders? Diving even deeper, what is the impact of immediate gratification on our economy? I think we are in a Spontaneous Reactionary Economic Condition. This can’t be good, but don’t get too worried, you won’t find that term anywhere…I just made it up.

Point# 2. Please just stay the course.

Social media is feeding an already increasing trend of “job hopping”. Today, employees are bombarded with opportunities that provide bigger titles, corner office and fatter paychecks. Heck, I get daily updates in my mailbox of jobs in my field and in my city. Since the mid 90’s I have seen resume’s change. No longer do you see people working for a company for 7, 10, 15 years. I understand the value of taking new positions and moving your career forward, but when times are tough and things get hard, leaders emerge. Leaders develop from learning to manage through crisis. The best leaders don’t react they transform. How can you be an effective leader if you continue to live off of your successes? How can you develop talent and leaders when employees are constantly on the move?

Point# 3. We just react.

In the course of business, effective leaders have always surrounded themselves with people they trust, people that are forthright with thoughts and information. These are people that can be counted on to listen to every hair brained idea and give you fair and constructive feedback. Maybe it’s a board of directors or an inner circle, whatever you call it; a leader needs PEOPLE to make decisions. I see a dangerous trend of discounting personal interaction. You cannot effectively have a conversation and make good decisions via email or instant messaging. We are creating an environment that discounts personal interaction. Our culture today seems to be all about making decisions on the fly.…a click of a mouse or slight movement of thumbs and you react. Let’s not forget about work ethic; when did learning to worker smarter not harder, turn into, just not working?…hmmm. Email, Facebook, Myspace, Twitter are prime examples of how we are cultivating a spontaneous reactionary culture. Are we more afraid of falling behind than leading?

Point# 4. Convergence of worlds.

Maybe I am the only one that is uncomfortable with my clients and prospect seeing my vacation photos, but when did it become OK to mix work circles, social circles, and inner circles? I realize this point is probably pointing to more of a health/wellness issue rather than economics, but companies need to be cautious here. The old cliché “it only takes one bad apple to spoil the bunch” is certainly worth a look. Why would you want your employees listing their employers on social media sites? I realize the ability to expand you network and reaching potential clients is huge, but what about the pitfalls. People make mistakes every day, do you want those mistakes instantly available to the world.

I have a hard time seeing through all the clutter, but for my time, the juice is not worth the squeeze.

Nathan