CIO/CISO Seattle Summit Recap

June 14th, 2018 – Pan Pacific – Seattle, WA

While the overall theme of our Seattle CIO and CISO Summits was “Digital Transformation is a Journey, Not a Destination”, a key takeaway was emphasizing the leadership role in the digital transformation journey through avenues such as communications, risk assessment, economics and costs of ownership.

Luis Carlos Cruz Huertas, Enterprise Technology Innovation Architect at IBM, and Sudharma Thikkavarapu, Head of Application & Data Security at T-Mobile, kicked off the day with sessions focusing on case studies from their digital transformation journey including focuses on security best practices.

We also want to thank all the speakers:

We also want to thank each of our participants on our lunch panel – CIOs/CISOs as the Consummate Consumer

  • Michael Cockrill  Former CIO at the State of Washington (Moderator)
  • Andrew Whitaker – CISO, City of Seattle
  • Sunil Lingayat – Chief of Cyber Strategy & Technology at T-Mobile
  • Slayton Austria – VP & CIO at Valley Medical Center

We are confident that you created new connections with your peers, uncovered one or more new ideas that will impact your digital transformation efforts and found several new solution providers that can help your achieve your goals. We look forward to seeing you again soon.

Sales Lessons from the Road – Pt. 4

Our Director of Sales, Ryland Ferguson, will be on the road working remotely for the next couple months. While on the road, he has shared some of his sales lessons along the way.

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Quick update on my travels and such. Since the last update we’ve spent quite a bit of time in northern New Mexico in the high desert – which I highly recommend. Jemez National Forest was our home base for a week or so, a little north of Albuquerque (winner of most awkward spelling of a city name in the U.S.) which is an interesting area because you go from the driest of desert to pine forest in just a short drive up the mountain. From there we visited Bandolier National Monument, where the Anasazi cliff dwellers once called home and much of the original dwellings still remain in some level of preservation. I also survived driving past Los Alamos, which I’m no longer allowed to talk about (Hi there, NSA!) and saw all manner of wildlife from deer, to giant toads, to armadillos and beyond. We also stopped in Santa Fe (important to my childhood due to its prominent featuring in a song from Newsies. What? Oh like you like Newsies, too) and moved along to Northern Arizona, where we saw one of the best preserved meteor craters (over a mile wide) in the world and visited the Petrified Forest National Park and the Painted Desert area.

This is where our sales lesson from the road comes in for today. Petrified wood is pretty astonishing when you see it in person. The area in Arizona where the park is located would have been much different back then, falling in a similar latitude to present day Costa Rica and having a similar ecosystem vs the arid desert of today. Tectonic shifts over time drove the area up both in latitude and elevation, and as the area dried out, much of what was left behind was perfectly preserved. To the unfamiliar, these petrified wood pieces are basically fallen trees that are millions upon millions of years old. When they fell in their previously marshy environment, they were buried in silt and covered from the elements. Over time the porous wood was slowly but surely replaced by the quartz, iron, and other minerals in the soil, changing their very makeup from wood to crystal and stone. As the winds and rain eroded the desert, these newly formed “rocks” emerged as they fell millions of years ago. Some pre-date the dinosaurs and yet remain visible today.

So why are we talking about old trees? I think there’s an apt analogy here about sales that you may already have a sense of in your career. In order to become something other than your average everyday self who is preoccupied with the mundanities of life and become a Super B2B Salesperson, you have to undergo a process of transformation. You have to change yourself at the molecular level (metaphorically) from the average everyday you to a business executive who has absorbed the very DNA of your company. You must believe fundamentally in your ability to help change the way your customers do business and aide them in their journey. Much the way the minerals replaced the wood, your belief in yourself and your product must go down to your very core. It is easy to forget this in the everyday of appointments and CRM systems and even in worrying about bonuses and commissions. Your customers and prospects need you to deliver a great product, but before they’ll even consider it, they need to know you believe in your product. Ask yourself today, are you the usual you on the phone? Or are you the Super B2B Salesperson you? Can the prospect on the other end sense your belief? Can they feel in your DNA how much you believe you can help them? Is the passion evident in your tone, confidence, and conviction?  Today, set aside the family stuff, the errands, the social media and all of the elements of you that can be picked up after close of business. If a prospect or client thinks you’d rather being watching Netflix, it’s because they can hear it in your voice. If you’d rather be watching Netflix, I’m sure you can find a job that lets you do that. This isn’t one of them. If the customer thinks you can help them grow their business and shorten their path to revenue, they can hear that too.

The only hitch? Like everything in B2B Sales you’ve got it harder than the trees did. You don’t have millions of years, you’ve got today. And tomorrow. Let the business sink into your very DNA and go out there and show the B2B world the new you.

Bye, ya’ll!

Ryland

CIO/CISO Detroit Summit Recap

May 17th, 2018 – Westin Book Cadillac – Detroit, MI

While the overall theme of our Detroit CIO and CISO Summits was “Digital Transformation is a Journey, Not a Destination”, a key takeaway was the really diving into IT and security executives roles with how to manage, handle, and store all the different types of data in a responsible manner.

Raj Singh, Chief Data & Digital Officer at DTE Energy, brought the energy in the morning with his keynote focusing on the role of the CIO (CISO) going beyond just IT and instead having a voice in other areas of the business. He also touched on the changes with data over the years and what that means for those responsible in handling this data.

We also want to thank all the speakers:

We also want to thank each of our panelists on our lunch panel – CIOs/CISOs as the Consummate Consumer

  • Coover Chinoy – Former Global Information Security Officer for General Motors
  • Michael Lindskov – Chief Security Architect at Blue Cross Blue Shield of Michigan
  • Viren Shah – CIO at Masco Cabinetry
  • John Gift – Director – Information Security at Dominos

We are confident that you created new connections with your peers, uncovered one or more new ideas that will impact your digital transformation efforts and found several new solution providers that can help your achieve your goals. We look forward to seeing you again soon.

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CIO/CISO Charlotte Summit Recap

May 15th. 2018 – Charlotte Marriott – South Park, NC

While the overall theme of our Charlotte CIO and CISO Summits was “Digital Transformation is a Journey, Not a Destination”, a key takeaway was the really diving into what digital transformation means as well as what we need to do and what that means to continue digital transformation.

Paul Cavanaugh, Information Technology Executive, SVP, CIO, Advisory Board Member, CIO Charlotte Leadership Association, kicked off the day with his keynote focused on digital transformation and what it means today. Included in this was his five stages of the transformation journey:

  1. Denial
  2. Old School
  3. Paralysis
  4. Hybrid
  5. All-In

We also want to thank all the speakers:

We also want to thank each of our panelists on our lunch panel – CIOs/CIOs as the Consumate Communicator

  • Paul Cavnaugh – Information Technology Executive: SVP, CIO, Advisory Board Member at CIO Charlotte Leadership Association
  • Kevin McKenzie – CISO at Dollar Tree
  • Joel Lowe – CISO at Sonic Automotive
  • Victor Ventura – Global CIO at Babcock & Wilcox

We are confident that you created new connections with your peers, uncovered one or more new ideas that will impact your digital transformation efforts and found several new solution providers that can help your achieve your goals. We look forward to seeing you again soon.

Sales Lessons from the Road – Pt. 3

Our Director of Sales, Ryland Ferguson, will be on the road working remotely for the next couple months. While on the road, he has shared some of his sales lessons along the way.

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Since our last update we’ve made our way through Dallas/Fort Worth for a week that included a rodeo, lots of traffic, some visits with extended family, and horseback riding. Seriously, the traffic though – I’m a big city veteran, but only in Texas can you combine big city volume with half the population going 90 mph. Our next stop, post-Dallas, took us to west Texas and Palo Duro Canyon. If you’re not familiar, it’s the second largest canyon in the U.S. behind some Grand one, located just outside Amarillo. They say it’s hard to photograph a canyon, and that goes double if you don’t know how to photograph to begin with. The first night we were greeted by a thunderstorm with sustained winds of 50 mph and gusts up to 75 mph in the canyon floor where we were camped out. Once the weather cleared, however, the canyon was a delight to explore.

So where’s the lesson hiding this time around? In neither of those places! Surprise. As we left Palo Duro, we found ourselves quickly following I-40 west to New Mexico, which closely parallels the famous Route 66. Route 66 for those of you who may not be familiar was a legendary stretch of highway that ran from Chicago, IL to Santa Monica, CA in a long arc that crossed through the southwest and up into the plains states.  Founded in the late 1920s, the highway inspired a hit song, a television show, and was a treasured piece of Americana as travelers found their way out west. Countless businesses from hotels, motels, gas stations, roadside attractions, and tourist businesses thrived on the traffic the route drew. Starting in the 1960s and continuing into the 1970s and 1980s; however, the interstate highway system gradually replaced the famous road offering a faster route from point A to point B. Today, there is no official Route 66, though parts have been preserved and reclaimed by states. Many of those businesses closed, relocated, or struggled to hang on and survive.

While not as stark a reminder as some of the rapid declines we see in the business world today, it does serve to show how a once mighty cultural institution can be relegated to an afterthought by change and innovation. While this will be nothing new it reminded me of the importance this subject holds for our customers and for ourselves as salespeople. Enterprises are undertaking massive efforts around digital transformation because they have to in order to survive. They can no longer wait and rely upon reputation and market share to secure the next 20 years of success. Change has to come quickly. This is the driving force behind most of the conversations taking the attention of the C-Suite executives we work with every day. The same is true for our solution provider partners. Big or small, today is their best chance to succeed and they have to move quickly to become the partner of choice as these enterprises evolve. Innovation is critical here as well, as old technologies are sometimes less than a decade in before they’re replaced by something better.

And what does this mean for you, salesperson, this Friday morning? Today is all you have. You can’t wait for tomorrow. Our customers need to shorten their path to success and so do their customers. We can help with that. They can’t wait. Neither can you. And if you do wait, someone will come along and eat your lunch by Monday morning. Don’t turn into a roadside attraction that’s not on the right road because you couldn’t see the writing on the wall. Carpe Diem, or the Diem will pass you by at 75 mph on the interstate.

Bye, ya’ll!

Ryland

CIO/CISO Minneapolis Summit Recap

May 8th, Minneapolis Marriott City Center, Minnesota

While the overall theme of our Minneapolis CIO and CISO Summits was “Digital Transformation is a Journey, Not a Destination”, a key takeaway was the importance of understanding data – what it means and what to do with it.

Jesse Horowitz, EVP, Head of Enterprise Information Security Risk Management at Wells Fargo, kicked off the day with his keynote focused on data and answering the questions:

  • What do we need to do with it?
  • What is personal data?
  • How do we handle data properly?
  • What is the real-world impact of the digitization of that data?

Thanks to all our speakers:

We also want to thank each of our panelists on our lunch panel – CIOs/CISOs as the Consummate Communicator

  • Scott Borg – Director (CEO) and Chief Economist, US Cyber Consequences Unit
  • Vinod Bidarkoppa – SVP Technology, UnitedHealth Group
  • Mark Ruchie – CISO, Entrust Datacard Corporation
  • Tammylynne Jonas – Senior Director – IT, Couche-Tard

We are confident that you created new connections with your peers, uncovered one or more new ideas that will impact your digital transformation efforts and found several new solution providers that can help your achieve your goals. We look forward to seeing you again soon.

CIO/CISO Boston Summit Recap

April 26th, 2018 – Omni Parker House Boston, MA

While the overall theme of our Boston CIO and CISO Summits was “Digital Transformation is a Journey, Not a Destination”, a key takeaway was the importance of understanding digital transformation in today’s climate.

Matt Griffiths, CIO at Stanley Industrial, kicked off the day with his keynote focused on The 4th Industrial Revolution. After reviewing the previous industries and their revolutions, Griffiths covered the new technologies and the new expectations of Industry 4.0. He concluded with four key takeaways:

  1. The new world will not be built on the foundations of the old one.
  2. Be brutally self-critical of existing IT process and culture.
  3. Bi-Modal IT was a stepping stone to Intrinsic Technology Innovation.
  4. Balancing maintenance and innovation is more critical than ever.

Thanks to all our speakers:

We also want to thank each of our panelists on our lunch panel – CIOs/CISOs as the Consummate Communicator

  • Madge Meyer – Former EVP, Chief Innovation & Technology Follows at State Street Corporation
  • Matt Griffiths – CIO at Stanley Black & Decker Industrial
  • Jin Chum – Head of Cognitive Computing, IT Fellow, Fidelity Investments
  • John Campbell – CIO – Partners Continuing Care, Partners Healthcare System
  • Wendy Cofran, CIO, Natick Visiting Nurse Assocation

We are confident that you created new connections with your peers, uncovered one or more new ideas that will impact your digital transformation efforts and found several new solution providers that can help your achieve your goals. We look forward to seeing you again soon.

CIO/CISO Philadelphia Summit Recap

April 24, 2018 — Le Meridien Philadelphia, PA

While the overall theme of our Philadelphia CIO and CISO Summits was “Digital Transformation is a Journey, Not a Destination”, a sub theme was the value of the CISO’s input.

CISOs and security executives continually are labeled as the “Chief of No”. They have a reputation from the other teams in their organization as barriers to digital transformation because of security threats. Instead of being “Chief of No”, they want to be “Chief of let’s find a secure solution”. In addition, we discussed how digital transformation requires speed and agility. Speed requires Trust. Trust requires us to engage not only boards and other senior leaders, but also those who will be implementing the key projects that comprise the digital transformation journey. Engaging requires us to be great story tellers of WHY – “Why we need to do what needs to be done.”

Thanks to all our speakers:

We also want to thank each of our panelists on our lunch panel – CIOs/CISOs as the Consummate Consumer

  • Chiranjoy Das – CIO at Simple Tire
  • Mark Eggleston – VP, Chief Information Security & Privacy Officer at Health Partners Plan
  • Steve Hendrie – CISO at The Hershey Company
  • William Bailey – VP Information Security at Police & Fire FCU

We are confident that you created new connections with your peers, uncovered one or more new ideas that will impact your digital transformation efforts and found several new solution providers that can help your achieve your goals. We look forward to seeing you again soon.

CIO/CISO Digital Transformation & Public Sector – Canada Summit Recap

April 22-24, 2018 — Fairmont Chateau Laurier, Ottawa, ON

While the overall theme of our CIOCISO Digital Transformation and CIO & CISO Public Sector Canada Summits was “Digital Transformation Is a Journey, Not a Destination, discussions over the course of the two days highlighted the imperative for a collaborative, partnership approach in order to deliver innovative, cost-effective solutions to the diverse communities served. Moreover, organizations will need to increase their risk appetite to truly start disrupting.

Alex Benay’s ‘Government Next’ keynote set the tone for discussions, highlighting the need to anticipate skills required for the organization of the future. We need to work as a community to innovate our companies, but security needs to be designed in from the beginning instead of being an afterthought. In addition, we discussed how digital transformation requires speed and agility. Speed requires Trust. Trust requires us to engage not only boards and other senior leaders, but also those who will be implementing the key projects that comprise the digital transformation journey. Engaging requires us to be great story tellers of WHY – “Why we need to do what needs to be done.”

We are confident that you created new connections with your peers, uncovered one or more new ideas that will impact your digital transformation efforts and found several new solution providers that can help your achieve your goals. We look forward to seeing you again soon.

Thanks to all who participated, but a special note of thanks to our MC Rob Collins and our presenters:

We also want to thank each of our panelists:

CIOs/CISOs as the Consummate Communicator

  • Alex Benay – CIO at Government of Canada
  • Rob Collins – Consultant, Author of the Value Imperative
  • Johanne Duhalme – VP Information Technology & Communications at Hydro Quebec
  • Jake Frelvald – VP Product Marketing at Information Builders
  • Tammy Labelle – CIO at Public Services & Procurement Canada
  • Jennaeya McTavish – CIO at Privy Council Office

CIO as Driver of Digital Disruption

  • Rob Collins – Consultant, Author of the Value Imperative
  • Jacques Mailloux – Executive Director of Innovation at Elections Canada
  • Daniel Steeves – CIO at Ottawa Police

We are confident that you created new connections with your peers, uncovered one or more new ideas that will impact your digital transformation efforts and found several new solution providers that can help your achieve your goals. We look forward to seeing you again soon.

Sales Lessons from the Road – Pt. 2

Our Director of Sales, Ryland Ferguson, will be on the road working remotely for the next couple months. While on the road, he has shared some of his sales lessons along the way.

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Welcome back to another installment of Sales Lessons from the Road. If you’re reading this blog post, you should pause, go to the CDM Media homepage, and submit a sponsorship inquiry before continuing. All done? Good!

This is the part where I update you on my travels. Today I’m writing this as I stare out across a gorgeous valley in Petit Jean State Park, located in North Central Arkansas, about an hour outside Little Rock. This place is awesome – highly recommended if you’re ever traveling this way. From its position atop Petit Jean Mountain, the park overlooks the Arkansas river to the west for some epic sunsets and features great hiking in a relatively compact area.

If you’re into 2000 year old cave drawings, they got ‘em. If you’re into waterfalls, they got ‘em. Hiking? Check. Wildlife? Yup. Bears? Nope. (That’s a check too for this guy. #DaysWithoutBearAttacksCounterIsAt20. The name of the park and mountain comes from a legend about an 18th century woman who made her way to America to follow her true love who’d left to sail across the ocean by disguising herself as a man and finding work aboard the same ship, only to later die atop the mountain after falling ill.

Petit Jean or “Little John” was the nickname given to her on the ship as they sailed to North America. The locals, however, pronounce it “Petty Jeen” or “Petuh Jeen” in an accent that’s so buttery smooth you have to forgive the departure from the original French. Arkansas, as you’ll recall, was part of the Louisiana Purchase wherein the United States acquired a massive tract of land from France in 1803, hence all the France talk.

You’re probably thinking, “Here comes the predictable French Explorer metaphor or maybe it’ll be about going to extremes to get what you want.” Aha! Fooled you! (I’m saving those for next week).

This is actually more of a part two to last week’s post about kick starting your new quarter in sales. And this time I’ll be serving them up to you in “clickbait-y” list format. Before we get too far into April, I wanted to pass along a couple of suggestions for having a good quarter. While little of this will be new to many of you, sometimes we need a reminder of the basics that get and keep us performing at our best.

Three tricks to having a successful quarter in sales

  1. Three Months, Three Stages.
    Having a good quarter is often most impacted by the first 4-6 weeks. This is your creation stage. It’s often easy to let the opportunities that rolled over from last quarter give you a false sense of security and take up your time in the early part of the quarter. Yes, you should be nurturing those that are still alive and well, but don’t miss out on your window to create a robust pipeline of new opportunities in the early days of the quarter. If you don’t, you’ll find the well a bit dry.Next comes the Development Stage. This is the meaty middle of the quarter where you drive forward with those opportunities and make sure you’re progressing them through to a decision stage. Sift through all those opportunities you created and be honest with yourself about which have the best chance to move forward and potentially close. Don’t push snow uphill – you know which prospects will have shown buying signals and indicated a decision timeline within the quarter. Lastly, is the closing stage, the final four weeks of the quarter. Get laser focused on working through those final decisions you know can be had by end of quarter. Creation, development, closing. Sounds simple, right? And the quarter even provides you with an easy to follow Month One, Month Two, Month Three format. Convenient, right? But make sure you’re sticking to those timelines. It’s week two of the quarter – you should be well on your way to generating a huge pipeline. If you’re not, you may want to rethink your approach.
  2. Have a plan, Stan.
    Or Carol, or Jim or whoever you are. In his book Getting Things Done: The Art of Stress-Free Productivity, author David Allen writes, “Things rarely get stuck because of lack of time. They get stuck because the doing of them has not been defined.” If you want to be superhuman this quarter and get more done in less time, you need a plan. You need to tackle things with intention and break them down into simple actionable next steps. You need to hold yourself accountable to that plan and make consistent reliable progress. Sales isn’t a job where you can thrive in a manic state with hours or days of massive productivity followed up with hours or days of little effort and meaningful progress. Success rewards consistency and the key to consistency is having a very specific plan, keeping the steps within that plan simple, and taking action every single day to move forward. Have you made your plan for the quarter yet? What about this week? If not, you’re leaving it up to chance.
  3. Make every day a success before 10 AM
    Who has had a day get away from them? That day seemed busy and yet next to nothing meaningful was accomplished? Oh come on, raise your hand. A little higher…that’s better. What about a week?  Even with the best plan in the world from Point 2 above, we can have days that simply melt away from us into confusing haze of meetings, training, impromptu conversations, and “Snapchattery”. It doesn’t mean you’re not working hard, but you could be working smarter. Give yourself a challenge this quarter. Identify the three things that are most important to accomplish from your plan each day and do them before 10:00 AM without fail. If you can’t do one of them before 10:00 AM because it has to occur at a specific time in the day, add a bonus and get the other done before 10:00 AM. What’s the point? If by 10:00 AM you’ve accomplished three major milestones every day, you’ll keep your pipeline and your deals moving forward consistently, and even if the rest of the day turns into an impromptu marathon meeting with the CEO, your sales won’t suffer.

That’s it from Petit Jean. Make this a great quarter by choosing to do so. In the words of David Allen, “If you don’t pay appropriate attention to what has your attention, it will take more of your attention than it deserves.” In other words, if you’re not being intentional and focused with a clear plan each day, your days will never go according to plan.

Bye, ya’ll!

Ryland