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Thursday
Sep022010

Our New Car

After driving my wife's last car into the ground we broke down and bought a new one this week.  Thinking that everyone in our country ought to make purchase decisions with the balance of trade in mind, we committed early to buying an American car.  

After driving all kinds, we settled on a Jeep Liberty.  It is an awesome car, just big enough but not too big.  Just tough enough but not too tough.  

There were a few revelations during the process:

The process at the car dealership (Bellevue Chrystler Jeep) was awesome.  Our salesperson, Joe Langhans took great care of us -- and once we decided to buy -- we were done in under 2 hours -- awesome.  Of course I was prepared for the worst -- but it did not even come close to happening.  I recommend Joe and his dealership highly.

I made a comment during the purchase process that Americans should buy American made cars and the reaction:  Republicans think like that but not Democrats.  Hmmm.  I had never thought about it that way before.  Today Rham Emanuel and our President are getting blasted for saying not very nice things about the UAW and its products.  Maybe a little leadership will bring the D's back to buying our cars.

 

 

 

Wednesday
Sep012010

Just a Picture

Once while getting a new Costco card I was joking around with the person taking my picture.  She said: "Stick out your tongue."  I did.  She took the picture. And we both thought we were pretty funny.  I walked back to the backdrop to take another one and she handed me my new card.  For years after that I had to explain to the Costco check out person how I came to have my tongue sticking out on the card.  It kept things pretty light hearted at the check out stand.

Each time I renew my passport I get more and more serious in the picture.  Getting into or out of a country is somewhat more serious than spending money at Costco, and accordingly requires a more serious photo.  I don't want to know how the friendly people from Homeland Security would respond if I was making a face in my passport photo.

Today I was getting a new card at my athletic club and the nice person in charge gave me the choice of a new picture, or to keep the old one.  The old one was pretty old -- I even had hair.  In fact it was one of my better photo ID pictures.  I was tempted, but in the end opted for a new picture of my more mature self and was mature enough to keep my tongue to myself.  

I have a nicely done, PR type head shot on this blog that was taken about five years ago.  I use it for all kinds of professional stuff and it works just fine.  It has about the right amount of hair, I have a blazer on but no tie -- versatile enough for just about any situation.  I use this picture to represent who I am on Linked In and can't think of a reason to change it.

I have monkeyed around on Facebook with a variety of pictures including one with my dog, one as a kid, and right now that funny looking guy from the old Egghead Software logo.  The addition of pictures to facebook, Linked-in, and now built into Outlook 2010, have changed electronic communication from its formerly faceless self.  

If you have not yet upgraded to Outlook 2010 or if you have, but not hooked up the picture thing, you should really think about it.  Having pictures of everyone who is going to be in a meeting -- right there in the invitation -- is a tremendous help to me as I visualize the meeting in advance.  When some people are attending by conference call -- having their picture in front of me helps me put their comments into context.

This seemingly small thing, the addition of a picture to an electronic communication is a significant and game changing thing.  Any picture is a big help to the humanizing of the communication.  Not knowing whether the communication context will be a Costco, a Homeland Security, a Linked-in, or a Facebook, drives most of us to present ourselves on the serious end of the scale.  No matter which picture you choose, it is a good idea to take a few minutes and think it through.  The face you present in electronic communications makes a big difference -- clearly not just a picture.

I am looking forward to the day when we make the leap to easily deployed live pictures -- aka video conferencing that works.  That will be a game changer too.

 

Tuesday
Aug312010

Lowering Sales Costs

SoftwareAdvice.com had a great post recently about Oracle's next acquisition.  I encourage you to click through to the piece if for no other reason than to look at the great chart of Oracle acquisitions from PeopleSoft to the present.  

Clearly Oracle knows it is an enterprise computing company.  Selling to the enterprise is difficult and expensive and no one knows how to sell to the enterprise like Oracle.  Detractors often claim that acquisitions are a waste of money, and the recently announced Intel/McAfee deal will certainly add fuel to that fire, but when talking about the enterprise -- the cost of selling and long sales cycles is enough to make sense of many deals.

Ironically, Glen Hodges, President of McAfee until 2006 explains the Intel/McAfee deal with the same lowering the cost of selling angle in this post in the NY Times.  He points out that Intel's excellent channel partner program is underutilized and that the $7.8B price tag for McAfee could make sense just by having more for Intel to push through its highly efficient sales channel.

Now back to one of my favorite rants -- Salesforce.com.  One of the potential acquisition targets for Oracle listed in the SoftwareAdvice.com post is Salesforce.com.  Even Larry Ellison is not that crazy.  True, Salesforce.com proves the point that selling to the enterprise is difficult by spending over 50% of revenue on sales and marketing and combining the Salesforce.com and Oracle sales teams would represent hundreds of millions of dollars of savings.  But Wall Street never seems to notice this fact about Salesforce.com and has priced the stock at 193 times earnings!  In March I thought investors had lost their minds when the P/E was 114!  The industry is still in the low 20s.

Lowering the cost of selling is as important now as ever.  And it is on its way to even more significance as the talk of a double dip surges. 

Saturday
Aug282010

Waste Wipes Out Stimulus

David Brooks has a good post in the NY Times yesterday where he compares the strategies of the US (big stimulus) and Germany (small stimulus) and the outcome: US not recovering and Germany growing big time.  I would add one thing:  stimulus spent in a wasteful way doesn't do any good.  In fact it does harm because it increases the deficit and debt load.

Germany spent its money and energy stimulating the production of products other countries want like machine tools.  We spend our money and energy propping up failed banks and expanding benefits for the unemployed.  While the comparison of the size of the stimulus is one data point, how it is invested is the other.  

We all should be watching the trade deficit as the most important measure of our success.  It measures how successful we are as a country producing products and services that other countries value enough to buy.  Right now our trade deficit is increasing -- so whatever stimulus money is making it past the bankers is being spent to buy products made elsewhere.

Friday
Aug272010

Electronic Pearl Harbor could do 1 trillion dollars damage

If you want a quick and high quality update on the state of cybersecurity you should watch this episode of Ideas In Action.  Thousands of companies have been compromised, our government is spending billions, but are we doing enough?  Do we think there is a real threat?

If foreign governments are gaining access to our computer networks and stealing everything from designs of weapons systems to the formulas for drugs, is it an act of war?

Earlier this year I was at a conference where a cyber crime panel proclaimed that 50% of all credit cards are compromised and the banks know it -- but they don't want to say anything for fear it would destroy the marketplace for credit card services.  These compromised credit card numbers are routinely sold on the black market for 10% of the available balance.  So whoever is buying them plans to use them.  

Just yesterday I wanted to send some iTunes money to my daughter and found that Apple no longer does email iTunes gift cards -- I suspect because of the fraud.  

Many experts are waiting for the cyber crime equivalent of Pearl Harbor to wake up America and bring about the changes necessary to secure our systems from attack.  

We probably should all be thinking more about this.

Wednesday
Aug252010

Expectations and the Uncanny Valley

I find myself lucky to be exposed to the most interesting issues as I work on our RetroDex event.  In particular the intersection of virtual worlds and the real world.  Most recently I came across the subject of the Uncanny Valley on one of my favorite radio shows (podcasts), NPR's On the Media.

The Uncanny Valley is the name animators give to the negative correlation between audience acceptance of their craft as it approaches perfection.  In other words, as viewers we much prefer an animated being that looks animated enough to clearly not be human.  For the last decade or so, technology has enabled the creators of animated beings to enter the Uncanny Valley and render an image so lifelike that it disturbs the audience.  As a result, ever since Dreamworks created the first Shrek movie in 2001, technology ceased to be the limitation and the artists had to intentionally back off on the realism of their creations.

What a wild idea.  We like the way animations approximate the human form and are constantly asking for better and better animations.  But at some point the image generated leaves the realm of great animation and enters the realm of a human with flaws -- and we get nauseous.

There are many ways this translates into business.  One is linked to the common quip "Even the worst day [insert favorite activity here] is better than the best day at the office."  We work hard at CSG to create a great place to work and are making pretty good progress.  However, if we slip into a warped expectations zone like the uncanny valley we will never succeed.  After all work is work and not soaking up the sun on the beach.

 

Sunday
Aug222010

The People Have Voted: Wall Street Still Not Safe

In our country government is less powerful than business.  This is probably the most visible in the military industrial complex, but there is evidence that the lobbyists call the shots in other areas as well.  A few months back I wrote in this post that Wall Street would not be regulated until it decided it was in its best interest to be regulated. 

Since then our representatives in Washington passed the financial reform bill in an effort to manage the forces that lead to the last melt down and possibly prevent a repeat.  During July, the very month the legislation passed, individual investors took $15 billion more out of equities than they put in, and so far this year, the total cash flow out of the stock market has been $33 billion.   The people are voting with their wallets and the verdict is that the stock market is not safe for the individual investor - reform legislation or not.  

If you don't know who the sucker is at the poker table -- it is probably you.  A couple more years of this and the Wall Street firms may just start asking for real reforms to reassure the public that the market is regulated and safe.

Saturday
Aug212010

Intel Wants the Consumer

The grass is definitely greener on the consumer side of the fence in 2010.  Companies that have built their businesses on their ability to sell to the enterprise, or that are a step or two removed from direct access to the consumer, are looking for a the gate through the fence. Increasingly mobile is that gate, and it appears that Intel thinks McAfee is their best shot at getting over there.

It is much more fun as a writer to be negative on announcements like this -- and the business press is having their share of fun with Intel.  Anyone that wants the business press to be positive should remember not to surprise them.  A few good leaks will get some of the journalists onto your side ahead of the announcement.  With the exception of Steve Jobs, who gets to play by a different set of rules, scoop equals page views, page views equals happy writers, happy writers equals "this is a brilliant idea".

Intel depends on the PC makers to get its chips to market and has managed to dominate that business over the years through business tactics that just keep getting them in trouble with the Justice department and the EU.   The top PC makers in the world control over half of the sales of new PCs including HP (18%), Dell (13%), Acer (12%), Lenovo (10%), and Asus and Toshiba tied (5% each).  The industry is on the rebound, up 22% in Q2, so everyone is growing.  However, HP and Dell are growing only slightly, and the other guys are smokin' with growth rates up to 87% (Asus).

The deal to buy McAfee may or may not be a good idea, but it does signal Intel's concern over its traditional route to market, and its corresponding desire to find a new route.  Their best domestic friends are getting pounded by the guys in Asia, and they are increasingly prevented from pulling monopolistic stunts, so I would guess there will be more deals to follow.

Other coverage:  

BusinessWeek

WSJ Digits Blog

Daily Finance

Read Write Web

CNet (for the PC industry numbers)

 

 

 

 

Friday
Aug202010

Events Have Dates

The thing I like the most about events is their concrete connection to a specific date on the calendar.  An event is not an event unless it is actually scheduled for a specific date.  Sure an event can be moved -- but not without considerable pain and public notice.

Little things get accomplished in time for a weekly meeting, medium sized things get accomplished in time for the quarter end, and big things get accomplished in time for events.  The annual sales conference, or the big annual industry trade show, are the Superbowls of business.  Everything somehow ties into those dates.

As time marches relentlessly towards the date of an event, amazing people raise their level of performance to match the challenge and the most incredible things are accomplished.   The next time you really want to get something accomplished -- tie it to an event.

 

Wednesday
Aug182010

Real Meets Virtual

Yesterday we announced Retrodex, a live event in Seattle to compliment Comdex Virtual in November.  This real world and virtual world story gets more interesting every day and I find new examples regularly.  At what point does the virtual reality GPS display in the car get to be more useful than looking out the real window?  There have been bad weather days on my boat where GPS and Radar became the primary inputs of reality, and pilots have been flying IFR since the 50s.

National Geographic has a short piece running this month on augmented reality - which demonstrates the possibilities of a converged real and virtual experience.  Anyone with a camera equipped Andriod phone can put this type of capability today with Google Goggles.  I for one am looking forward to the day my phone whispers peoples names in my ear as they approach.  

Over the past two years we have virtualized all of our servers at CSG -- cutting the number of physical machines to a tenth of the prior number while increasing availability, uptime, and redundancy.  This very real example of the virtual machine skipping to a place ahead of the real machine in line is yet another example of the many layers of the real meets virtual world.

We all have the opportunity to use these new capabilities to improve our world.  Telemedicine and Distance Learning are just two examples of ways virtualization technologies can be put to practical use improving lives and the world.

We are delighted to be in the middle of this convergence.  In the event you are interested in following this story, you may want to subscribe to the RSS feed of the Retrodex blog, or follow Retrodex on Twitter.