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MARTECH Outlook – Technology plays a key role and is an integral part of any business transformation. It goes hand in hand with redesigning the processeses, new information requirements and has an impact on the people, enabling them to achieve their goals and ambitions. 

Business transformation should start with the process redesign, followed by uonderstanding the information needs and requirements. Based on these, we can identify the technology that enables them. Last, but not least we should consider the impact on the sales people – what’s changing, what new capabilities they need to learn, what new behaviors we expect from them to exercise in order for the transformation to be successful. 

Do Not Overwhelm the Sales People with Data; Give them the Information they need to be successful.