Economics

Zachman @ IRMAC – Charisma Versus Chaos – But Schumpeter Lurks In Background

 Is it possible to more completely grasp the idea of “enterprise”? 

And thereby submit that enterprise to the will of executive leadership?

John Zachman, well-known evangelist for enterprise architecture and originator of the Zachman “Framework for Enterprise Architecture”, says “yes”.

Canada’s DAMA affiliate IRMAC scored a coup last week by hosting Mr. Zachman on his road show for an update of the famous Zachman Framework.   Mr. Zachman gave a comprehensive tour of the Framework, the reasoning behind it and the advantages that adopting organizations might enjoy.

Mr. Zachman’s key message was that the application of normalization and ontological modeling to low-order, high-entropy organizations – i.e. organizations which are failing due to high cost structures and sclerotic inflexibility -- would reverse that state.  The sciences of organizational normalization and ontological modeling, defined by the Zachman Framework, unlock enormous benefits for organizational stakeholders . . . read more

McKinsey On Sales Process Failures -- Also, John's Comment -- "Ironic Lack Of Theory"

Unused PhoneThe boffins at McKinsey have just issued a stirring call to "free the reps"!

According to the consulting company, at one representative global firm, 75% of inside sales reps' time was spent not selling!

This frustrating sales situation is not uncommon, despite what McKinsey says is "the guiding principle of all sales operations", which is "to maximize time for selling and relationship building".  Of course sales people and sales executives, and probably even general management, all know that sales people should be selling.  But given that sales people everywhere are facing similar issues, it's helpful to have a spotlight on the situation.

As a professional B2B sales person focused on BPM, your host is naturally interested in the subject of the McKinsey article -- and how BPM is one point of leverage for improving sales operations.  The McKinsey article also raises larger questions about sales management; your host has now commented on these issues in the letter below. 

You can read the whole McKinsey Quarterly article and follow up reader comments including your hosts' comment, at the following URL. (Please note you will need to register, although there is no charge.) . . . read more

Software, Ontologies & The Semantic Ceiling

After decades of achievement in the development of software technologies and software engineering, the software industry is rightly acknowledged as having contributed enormously to every aspect of business, social and personal life.  It is a general belief, fostered by both science and culture that a "long revolution" based on IT will continue on, bringing ever more amazing, delightful and useful innovations.

This expectation of progress can probably be depicted as a linear function with a nice upward slope.  While Whiggish expectations of continual progress are nice, the reality of software engineering is less rosy.  The realization of future progress based on software technology may not be so easily achieved and the immediate future of software development is probably more of a step function.

The current state of software engineering and data management is characterized by what could be called a "semantic ceiling".  On the software engineering side, the newest software products and software development are, while often quite wonderful, still rather limited in what they accomplish:  mashups, social applications, situational applications, modeling tools, more SOA, point business applications etc.  The scope of these new applications is typically either siloed or trivial in some sense.  On the data management side, the growth of data resources has exacerbated the chaos of data that confront both business and individual trying to make . . . read more

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