Frost & Sullivan Invites Information Technology Leaders to Submit Nominations for the 2015 CIO Impact Awards

Setting Standards for the Industry Worldwide


As successful Chief Information Officers and their teams are increasingly being called upon to play key roles in innovating enterprise strategy as well as implementing the advanced technologies required to realize strategic goals, Frost & Sullivan’s CIO Impact Awards 2015 continues to honor enterprise teams and individuals that are enabling revolutionary new business models and strategies through the pioneering use of transformative technologies.

CIO Impact Awards recipients will be presented at the awards gala on the final day of the 3rd Annual ConNEXTions 2015: A Frost & Sullivan Executive MindXchange, February 10, 2015, in San Francisco, Calif., and will be recognized as global IT leaders.

Nominate any Chief Information Officer or their team around the world by visiting

CIO Impact Award participants can:

  • Showcase their company as leaders in technology implementation
  • Receive global recognition for a winning project and individual achievement from industry peers
  • Promote expertise to excite customers, prospects, partners, shareholders and employees
  • Position their company as a change agent for the global economy
  • Network with other award recipients to share best practices and grow prospective customer and partner network

 Companies and their IT teams are invited to nominate their breakthrough projects in the following categories:

 Find category descriptions and further details about the CIO Impact Awards by visiting: Technology vendors are also welcome to facilitate nominations for clients that have completed outstanding projects. There is no cost to submit a CIO Impact Awards nomination, and nominations close September 12, 2014.

“The 2014 CIO Impact Awards have a special meaning for NutriSavings as this award is truly designed to measure the business impact using innovative technologies,” said NutriSavings Senior Vice President and Chief Operating Officer/Chief Information Officer Niraj Jetly. “The CIO Impact Award gala is the best place to be for any CIO who wants to be immersed in astounding quality of content within an amazing list of speakers. I learned a lot of new things and made new friends from the industry that we can collaborate with.”

2014 CIO Impact Awards Gala recipients:

  • Unified Communications and Collaboration: San Francisco Giants
  • Mobility: Marin General Hospital, UBS
  • Cloud Computing: McKesson Corp, Choose Digital Inc.
  • Enterprise Architecture: Ricoh Americas Corp., British Telecom Ltd.
  • Advanced Analytics and Big Data: NutriSavings, WhitePages, SumAll
  • Data and Network Resilience: IndusInd Bank Limited, Kotak Mahindra BankLtd.

Join Your Customer Contact Peers in Lisbon, Portugal

BSkyB, Blizzard Entertainment, Vorwerk International, ING Bank Romania, Nokia plus many more, plan to attend the one and only 8th Annual Customer Contact 2014, Europe: A Frost & Sullivan Executive MindXchange, 9- 11 June 2014 at the Marriott in Lisbon, Portugal. 

The 8th Annual Customer Contact 2014, Europe: A Frost & Sullivan Executive MindXchange will offer you the opportunity to share, question and benchmark with the best companies in the industry such as Metlife Iberia, Philips Healthcare, and You’ll hear about the latest trends and discover unique strategies over the course of over a dozen hands-on interactive sessions and Executive Insight Presentations. KEYNOTE speakers will present on:

  • Super Agent 2020: The Future of the Contact Centre by Nicola Millard, Customer Experience Futurologist, BT  
  • Opening up a New World – As Customer Experience Increasingly Becomes a Core Competitive Differentiator What Now for the Contact Centre? by Peter McKenzie, Barcelona Service Center Site Head & EMEA Consumer Banking Operations & Technology CAO, Citi

The three tracks include:

  • Customer Touchpoints and Experiences
  • Customer Care Excellence
  • Perspectives on Customer Interaction

REGISTER TODAY! Make sure to also sign up for a tour of Lisbon’s most innovative Contact Centres.

Happy International Women’s Day From Frost & Sullivan

Based on an article by Author: Maxine-Laurie Marshall

Being a female marketer in a male-dominated industry can be difficult. Maxine-Laurie Marshall sought advice from female leaders about dealing with the most common barriers stopping women from progressing their careers.

March plays host to International Women’s Day so it only seemed right to dedicate a couple of pages to women in marketing. This may act as an eye opener and you will discover some advice you can pass onto your wives, girlfriends and daughters.Women on boards.

In an article published at the end of January The Independent said: ‘Twenty per cent of all directors and 25 per cent of non-executive directors are women.’

Things are moving in the right direction. But let’s not forget the aim is 25 per cent, and that is still only one quarter and we’re not even at that number yet. So what do women need to do to stand a chance at filling a seat that is predominantly filled by men? “Go for it”, Victoria Park, marketing director at Sapphire Systems, says emphatically. “

Having confidence can help deal with a particularly thorny issue when it comes to women in the workplace: emotions. Having enough confidence and self-belief can help keep emotional outbursts at bay.

While people are in charge of their own destiny, the working environment in which they operate has a major impact. “We must remember the workplace was historically a male sphere, and as such many organisations are still structures in which men have more opportunity to flourish – with inflexible working hours that make balancing a family and career a seemingly distant dream,” says Jane Asscher, founding partner, strategy and management at 23red.

The historically male dominated workplace can also look upon certain female attributes as a sign of weakness. As Alana Griffiths, marketing strategy director at Mason Zimbler, says: “I think at times it can be daunting to operate at a senior level with few females around you, especially if you happen to have a softer skillset. Unfortunately, not all colleagues value a gentler approach, or understand that it isn’t synonymous with weakness.”

In order to promote those internal personal changes – such as an increase in confidence – and give women the strength to push for wider change in the industry, a mentor is needed.

Jonathan Becher, CMO of SAP, believes the lack of females in their twenties with mentors is potentially harming their future career success. If I look at women in their twenties who have business mentors compared to men, it seems substantially lower.”

When thinking about who you might like to have as a mentor or role model, Jen Roach, VP communications, EMEA at SAP says: “Ensure they are prepared to make time for thinking creatively, are confident and engender a collaborative, listening approach. It is better to pick someone you admire and approach them yourself: be well prepared and be able to articulate your case and what you aspire to and how you’d like the relationship to develop with the mentor. In other words you will need to market yourself.”

Women and children
Finally, whether you’re in your early-mid thirties, and regardless of whether you are planning on having a child soon, it’s likely your boss is thinking about it. So is it possible for women to be in a leadership position while having children? “Anything that makes it more practically possible for men to take on the childcare role will free up the possibility for women to continue advancing on their career paths, towards board positions.”

So if career progression and leadership roles are your aim, then some of the changes required to make that happen rest with you. But we all need to act and keep pushing this topic to the forefront, it’s raising awareness and pushing for a change in attitudes.

Yes you CAN sell ice to Eskimos – Part I

Yes you CAN sell ice to Eskimos – Part I.

via Yes you CAN sell ice to Eskimos – Part I.

Outmaneuver the Competition with Your Content Strategy

As marketers you know that content is king. But how do you position your content to maximize your initial spend? And further, how do you position differently by Geography, Vertical, and Persona?   If we outmaneuver our competition, we end up with better conversations from sales to customer, and ultimately better conversion on our spend.  The goal: greater returns and a larger budget for 2015!

This eBroadcast  on March 13, 2014, 2;00 PM ET, will run through the key process checkpoints to design a custom content strategy, including:

  • Tactics to leverage to support the buyer’s journey: Awareness, Consideration, Credibility, and Evaluation
  • Cost-effective strategies that won’t break the bank
  • Specific nuances to consider by Geography, Vertical, and Persona
  • Tracking and scorecarding

2014 has arrived. Attend our content positioning eBroadcast and guide the way to an enlightened 2014 content plan.

Click here to register and listen in on the experiences of others, participate in a live Q&A, and walk away with actionable strategies for your own organization.

Frost & Sullivan Honors CIO Innovators of the Year, CIO Game Changers and Best-in-Class CIO Impact Award Winners for 2014

Somayaji Bulusu of Marin General Hospital and Balaji Rangaswamy of Ricoh Americas Corporation honored at ConNEXTions 2014

MOUNTAIN VIEW, Calif. – Feb. 11, 2014 — Frost & Sullivan honored IT leaders from Ricoh Americas Corp. along with  Brown and Toland Physicians as top winners of their CIO Impact Awards program at the 2nd Annual ConNEXTions 2014: A Frost & Sullivan Executive MindXchange in San Francisco, CA.

Frost & Sullivan recognized recipients of the CIO Impact Awards Best-in-Class, Technology Partner, and CIO Game-Changer honors, at the awards gala held at the ConNEXTions 2014 Executive MindXchange.

Winners of the CIO Impact Awards are recognized as individuals and companies enabling breakthrough new business models and strategies through the innovative use of transformative technologies. Frost & Sullivan was pleased to present these awards, and congratulates all award recipients on their achievements.

Frost & Sullivan honored two CIO Innovators of the Year among all project award recipients. These recipients are CIOs whose teams had the most positive impact on their enterprises’ strategic innovation, and who delivered a significant competitive advantage.

 The recipients of the CIO Innovators of the Year went to:

 Somayaji Bulusu, CIO at Brown and Toland Physicians (formerly CIO of Marin  General Hospital)

Balaji Rangaswamy, Vice President of Information Technology at Ricoh Americas Corporation

Somayagi Bulusu, recipient of the medium-size enterprise CIO Innovator of the Year Award, dedicated this honor to his team at Marin General Hospital. He specifically recognized Dr. Susan Cumming, who he said was the principal supporter of the award-winning project.

 “It was her brain-child project, and she was the driving force for its successful conclusion,” said Bulusu, formerly Marin General’s CIO, and now CIO of Brown and Toland Physicians. “I share this with her and on behalf of the entire hospital.”

Frost & Sullivan also announced recipients of the CIO Impact Best-in-Class Awards. These were the companies that scored the highest in each of six CIO Impact Awards project categories.

The recipients of the CIO Impact Best-in-Class Awards are:  

  •  Analytics & Big Data: SumAll
  • Cloud Computing: McKesson Corp.
  • Data & Network Resilience: OmniCom Media Group
  • Enterprise Architecture: Ricoh Americas Corporation
  • Mobility: Marin General Hospital
  • Unified Communications: Amtec

 “We are honored to receive the 2014 CIO Impact Award from Frost & Sullivan,” said Dane Atkinson, CEO of SumAll. “Being recognized for helping businesses of all sizes tear down data silos by connecting sales, social, and web data all in a single place, is a major achievement for our team.”

 The CIO Game Changer Award went to: 

  • Tony Pizi, Chief Technology Officer and Managing Director of Platform Services, UBS

Frost & Sullivan also announced recipients of the CIO Impact Technology Partner Awards, given to providers who played important roles in winning projects.

The recipients of the CIO Impact Technology Partner Awards are:  

  • Burton Software
  • Cicero, Inc.
  • CloudBees, Inc.
  • EarthLink Business
  • ForeScout Technologies

To view the complete list of 2014 CIO Impact Award winners, visit:

 Each of the three winners of the top individual CIO Impact Awards delivered high levels of innovation and competitive advantage to his organization: 

  • Ricoh/Rangaswamy: After merging with IKON in 2010, the global maker of office imaging, printing, and document management products and services, launched an aggressive integration initiative that brought together HR, field services, CRM, and ERP systems, while also aggressively embracing mobile, social, and cloud technologies. The $60 million project is on target to deliver $360 million in savings to Ricoh.
  • Marin General/Bulusu: In 2013, Marin General implemented the nation’s first Mobile Care Transitions Network; a breakthrough mobile collaboration platform to connect in real-time multidisciplinary teams caring for patients as they transition from the hospital to other facilities or home. The system, used by all Marin General care providers and key post-discharge users from seven aftercare organizations, saves physicians up to one hour per shift by streamlining the patient transition process. And it has helped cut 30-day readmissions for patients age 65 and older by 22 percent.
  • UBS/Pizi: The global financial services provider launched a breakthrough system that allows 7,000 financial advisors to securely access the complete account information of their wealth management clients on the go from iPad devices.  Based on internally-developed  technology and tools from Cicero, the system allowed financial advisors to access existing applications to enhance the customer experience.

The theme for the 2014 ConNEXTions Executive MindXchange was “Driving Innovation and Industry Transformation Through Information Technology.” The event enables senior-level executives to embrace their increasingly strategic role as CIO, while building an action plan to reap more value from information technology investments.

For more information on the 2nd Annual ConNEXTions: A Frost & Sullivan executive MindXchange, go to: For more information regarding the CIO Impact Awards & Gala, please go to:

Nominations for the 2015 CIO Impact Awards will open in April 2014.

10 Email Marketing Mistakes to Avoid – By Frost & Sullivan

More at: Frost & Sullivan’s IMS Knowledge Center.Image

Email gives marketers a great way to connect with current and potential customers and make one-on-one contact that drives revenue growth. However, email marketing is also a crowded field, and businesses must do their best to stand out and get their messages opened, read, and acted on.
From spam filters to list attrition, there are a number of obstacles that can get in the way of a campaign having a positive impact. Here are some of the most common mistakes that hurt marketers’ chances of success:
1. Focusing on sales, rather than useful content
One way to make sure email open rates stay low and recipients quickly unsubscribe is to constantly blast out nothing but sales-focused content. While recipients do want relevant information about your company’s products or services, few people volunteer their email address so they can be bombarded with sales pitches. Rather, they want and expect useful, interesting, engaging content.
Creating great content requires knowing your customers and their preferences and behaviors. Surveys are a good way to find out what kinds of content people are most interested in.
Another important tactic is to watch what recipients are doing. Keep track of what’s getting opens and clicks and offer more of that content. In addition, try new things and test how they perform so you can expand what kinds of content you are offering.
2. Failing to target the message
As marketers strive to understand their audience and what kinds of content they want, it’s important to keep in mind that not everyone in the recipient list will have the same needs. For some businesses, it might be best to segment the list into specific groups and target them accordingly.
One of the most important steps for marketers to take is to move away from thinking and talking about email campaigns as a “blast” to an anonymous audience. Email is a good way to connect with customers individually, so businesses should think of email as more of a one-on-one conversion tool.
To develop those segmented lists, one strategy could be to ask what people are most interested in reading when they opt in. Some companies also maintain separate lists based on which channel recipients used to sign up.
3. Getting caught in the spam filter
Just because someone signs up to receive your emails doesn’t mean they’ll ever actually get anything that you send. Many emails end up stuck in recipients’ spam filters because marketers don’t understand how those filters work.
And you can hope as much as you want that people will add you to their address book after they opt in to ensure the messages are delivered, but the fact is that most people don’t do that.
Today’s spam filters are complex and it’s easy to trigger them by accident. Marketers should pay particular attention to their subject lines. While all filters have their own algorithms and behave differently, here are some of the most common reasons subject lines get blocked, according to Charles Wallace, Director of Marketing for Frost & Sullivan’s Events Division:
1.       Using too many capital letters compared to lowercase letters
2.       Repeating too many capital letters in a row
3.       Including words with gaps in between letters (for example, “s*a*l*e”)
4.       Repeating letters and/or symbols
5.       Overusing special characters like $, #, %, ?, !, etc.
6.       Using a special character to start the subject line
7.       Using too many punctuation marks
8.       Including too many blank spaces, and
9.       Starting your subject line with a common spam word.
4. Not understanding the laws
In addition to running afoul of spam filters, many email marketers may be unintentionally violating the laws regarding commercial email communication. Regulations such as the CAN-SPAM Act regulate how those messages can be sent, and businesses that fail to comply can face financial penalties.
Here are some of the mistakes that lead to noncompliance, according to the FTC:
  • Using false or misleading header information, including the “from” and “reply to” addresses
  • Failing to honor opt-out requests promptly – the law says you have 10 days
  • Making the opt-out process difficult or confusing – emails should include a clear and conspicuous explanation of how to stop receiving emails, and failing to keep an eye on service providers – even when another company handles your emailing, your business will still be held accountable for violations.

 5. Sending too often – or not often enough

Sending too many emails is one way to drive customers away and make them unsubscribe. And if companies send emails infrequently or only sporadically, recipients may forget they even signed up and the business likely won’t be getting enough numbers to get value from the email campaign.
How much is the right amount of email? That depends on a lot of factors, such as the audience and the content. A good rule of thumb: Email as frequently as you can while still offering real value to recipients.
Businesses can watch key metrics such as open, click, unsubscribe, and conversion rates to get an idea of whether or not their recipients think the emails are adding value. It may also be helpful to segment lists by engagement and send more frequently to recipients who are highly engaged.
 6. Missing a call to action
Of course, getting the audience to open emails does little good if those recipients don’t actually do anything. Emails should always include some kind of next step, whether it’s making a purchase, downloading a white paper, joining a social media group, etc.
When presenting this call to action, it’s important to create urgency and focus on the value it adds for the recipient. For example, copy such as “Click here to download our email marketing best practices white paper” can be reworded to something like “Take your email marketing to the next level by reading our white paper.”
7. Making it hard for mobile users
One of the keys for great email marketing is that messages must be easy for recipients to read. That was hard enough before with the variety of email clients in use, but now emails are read on totally different devices.
A lot of people read email primarily on mobile devices, and that number is only going to grow. For those recipients, if emails are difficult to read on their device of choice, they simply won’t bother to look at them. That means businesses must optimize their emails for mobile and test on a variety of different devices.
8. Relying on images
While Gmail recently changed the way images are handled, most email clients still block images by default, and many users don’t change those settings. Therefore, marketers should make sure their emails don’t require images in order to make sense or be effective. For example, a call to action link shouldn’t just be an image – it should also be supported by text that all readers will see.
Relying on images is also becoming problematic as more email is being read on mobile devices. Images are harder than text to scale properly on smartphones and tablets, and images may appear too small for mobile readers to comprehend.
9. Neglecting to test and refine
Even if businesses get great results right off the bat, it’s likely that there’s still room to improve. That’s why marketers should always be using response data to tweak their approach and test new strategies.
Some of the elements businesses should test include:
  • Subject lines
  • Frequency of delivery
  • Day and time of delivery, and
  • Types of offers and calls to action.
 10. Following others’ lead
Email marketing is a popular strategy, and that means people get a lot of emails in their inboxes and businesses must work hard to stand out. Therefore, one of the top email marketing mistakes a company can make is to sound and look like everybody else, says Gary Robbins of Frost & Sullivan’s Integrated Marketing Solutions practice.
For marketers to stand out, they need to lead, rather than follow. The strategy must go beyond doing what’s worked for other businesses or doing what’s worked for your organization in the past. It’s important to also come up with new ideas and test them to find better ways to connect with your audience and get meaningful responses.
About The Author:
Sam Narisi is the publications editor and lead writer for Frost & Sullivan’s Integrated Marketing Solutions practice, which helps companies through all stages of the customer buying cycle. For more marketing information and insight, visit Frost & Sullivan’s IMS Knowledge Center.