130 research outputs found

    Redesigning the Information Technology Infrastructure Sales Engineering Process

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    Vendors in industries with highly technical solutions often employ sales engineers to engage with customers and align solutions to customer requirements. In the information technology infrastructure industry, sales engineers are not consistently identifying customer business outcomes. This results in a gap between the execution of sales engineering and the ideal impact of presales systems for customers and vendors. This dissertation identifies the context of this problem through the lens of the Cynefin Framework as complex. As a complex system, sales engineering demands a systems thinking approach to understand the present state and to design an ideal future state. A multimethodological approach was used, drawing on a breath of systems and design thinking tools. After describing the present state through these tools, a representative cohort of industry stakeholders participated in a design session to identify the characteristics and design of an ideal system. The synthesis of this output describes an ideal sales engineering system, inclusive of an engagement and coaching process, training and enablement programs, organizational structure, and compensation plan for sales engineering and the adjacent systems of sales and post-sales. The present state analysis and ideal future state designs were validated with an industry questionnaire. Survey responses indicated general agreement with present and ideal design descriptions but highlighted some areas of concern that require caution during implementation. These included the integration of pre- and post-sales organizations and connecting sales engineer compensation to customer satisfaction. The design identified by this work empowers sales engineering organizations to address customer outcomes, which has the potential to drive vendor revenue while accelerating customers’ digital transformation and its associated benefits

    Ethical, legal, and social issues in the Earth BioGenome Project.

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    The Earth BioGenome Project (EBP) is an audacious endeavor to obtain whole-genome sequences of representatives from all eukaryotic species on Earth. In addition to the project's technical and organizational challenges, it also faces complicated ethical, legal, and social issues. This paper, from members of the EBP's Ethical, Legal, and Social Issues (ELSI) Committee, catalogs these ELSI concerns arising from EBP. These include legal issues, such as sample collection and permitting; the applicability of international treaties, such as the Convention on Biological Diversity and the Nagoya Protocol; intellectual property; sample accessioning; and biosecurity and ethical issues, such as sampling from the territories of Indigenous peoples and local communities, the protection of endangered species, and cross-border collections, among several others. We also comment on the intersection of digital sequence information and data rights. More broadly, this list of ethical, legal, and social issues for large-scale genomic sequencing projects may be useful in the consideration of ethical frameworks for future projects. While we do not-and cannot-provide simple, overarching solutions for all the issues raised here, we conclude our perspective by beginning to chart a path forward for EBP's work

    The difference that tenure makes

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    This paper argues that housing tenures cannot be reduced to either production relations or consumption relations. Instead, they need to be understood as modes of housing distribution, and as having complex and dynamic relations with social classes. Building on a critique of both the productionist and the consumptionist literature, as well as of formalist accounts of the relations between tenure and class, the paper attempts to lay the foundations for a new theory of housing tenure. In order to do this, a new theory of class is articulated, which is then used to throw new light on the nature of class-tenure relations

    In-play sports betting: a scoping study

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    Technology has changed the nature of gambling practices over the last decade and is continuing to do so. The online sports betting industry has become a rapidly growing sector of the global economy, with online sports betting contributing 37% of the annual online gambling market in Europe. There has been an integration of social and technological processes that has enabled the cultural saliency of contemporary online betting. One of the more newly introduced forms of online sports betting is in-play sports betting behaviour (the betting on events within a sporting event such as football and cricket). In-play sports betting features (such as 'cash out') are increasing in popularity amongst online gambling operators. A scoping study was carried out examining the evolution of this new form of gambling practice which included both a systematic literature review and the examination of 338 online gambling websites that offered sports betting. The present study identified a comprehensive list of what in-play betting features are currently being offered on online gambling websites as well as other information concerning in-play sports betting. A total of 16 academic papers and two 'grey literature' reports and were identified in the systematic review. Out of 338 online gambling websites that were visited, 26% of these offered at least on in-play betting feature. Results from the systematic review suggest that in-play sports betting has the potential to be more harmful than other ways of gambling because of the inherent structural characteristics

    In-play sports betting: a scoping study

    Get PDF
    Technology has changed the nature of gambling practices over the last decade and is continuing to do so. The online sports betting industry has become a rapidly growing sector of the global economy, with online sports betting contributing 37% of the annual online gambling market in Europe. There has been an integration of social and technological processes that has enabled the cultural saliency of contemporary online betting. One of the more newly introduced forms of online sports betting is in-play sports betting behaviour (the betting on events within a sporting event such as football and cricket). In-play sports betting features (such as 'cash out') are increasing in popularity amongst online gambling operators. A scoping study was carried out examining the evolution of this new form of gambling practice which included both a systematic literature review and the examination of 338 online gambling websites that offered sports betting. The present study identified a comprehensive list of what in-play betting features are currently being offered on online gambling websites as well as other information concerning in-play sports betting. A total of 16 academic papers and two 'grey literature' reports and were identified in the systematic review. Out of 338 online gambling websites that were visited, 26% of these offered at least on in-play betting feature. Results from the systematic review suggest that in-play sports betting has the potential to be more harmful than other ways of gambling because of the inherent structural characteristics

    Skill formation and precarious labor: the historical role of the industrial training institutes in India 1950-2018

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    This paper explores the historical and ideological contestations over the meaning, nature and scope of industrial skill training in state-sponsored Industrial Training Institutes (ITIs) in their attempts to create a disciplined and committed labour force in India. Through a combination of conceptual insights drawn from Indian labour historiography and ethnographic participant research, the paper addresses the challenges faced by ITIs in maintaining a unified, centralized vision for industrial skill-training of workers under conditions of vastly uneven geographical development of the industrial sector and progressively intense interregional capital mobility in contemporary India
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