How companies make money from digital transformation – Network World

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.main-header{box-shadow:0 0 5px rgba(0,0,0,0.3);position:relative}#banner .topics{background:#FFF;position:relative;z-index:5;*zoom:1}#banner .topics:before,#banner .topics:after{content:” “;display:table}#banner .topics:after{clear:both}#banner .topics nav{width:100%;height:42px}@media only screen and (min-width:60.625em){#banner .topics nav{max-width:970px;margin:0 auto}}#banner .topics nav ul{margin:0;padding:0;width:970px;font-size:0}#banner .topics nav ul li{display:inline-block;padding:10px;padding-right:0;font-size:1rem}#banner .topics nav ul li::after{content:”\00B7″;padding-left:10px;position:relative}#banner .topics nav ul li:last-child::after{content:none;padding-left:0}#banner .topics nav ul li.header{float:left;padding:10px 0 10px 10px;text-transform:uppercase}@media only screen and (min-width:60.625em){#banner .topics nav ul li.header{padding:10px 0}}#banner .topics nav ul li.header::after{content:none}#banner .topics nav ul li a{text-decoration:none}#banner section.main{padding:10px 10px 0 10px;position:relative;z-index:1400000;*zoom:1}#banner section.main:before,#banner section.main:after{content:” “;display:table}#banner section.main:after{clear:both}@media only screen and (min-width:48em){#banner section.main{padding:5px 20px}}@media only screen and (min-width:60.625em){#banner section.main .wrapper{max-width:1440px;margin:0 auto}}.lt-ie9 #banner section.main .wrapper{width:1440px}#banner section.main .masthead{float:left;position:relative;top:-10px;width:235px}@media only screen and (min-width:48em){#banner section.main .masthead{width:295px}}#banner section.main .masthead button{-webkit-appearance:none;-moz-appearance:none;appearance:none;font-size:18px;line-height:1em;margin:0 5px 0 0;outline:0;padding:10px 8px 4px 8px;position:relative;top:-8px}#banner section.main .masthead .logo{display:inline-block;position:relative}@media only screen and (min-width:48em){#banner section.main .masthead .logo{top:7px}}@media only screen and (min-width:48em){#banner section.main #reading-tools-wrapper{float:right;margin-left:10px;width:45%;width:-webkit-calc(100% – 310px);width:-moz-calc(100% – 310px);width:calc(100% – 310px)}}#banner section.main .reading{display:none;position:absolute;left:15px;top:60px;width:90%;width:-webkit-calc(100% – 55px);width:-moz-calc(100% – 55px);width:calc(100% – 55px);-webkit-transition:top .3s ease 0s;-moz-transition:top .3s ease 0s;transition:top .3s ease 0s}@media only screen and (min-width:48em){#banner section.main .reading{display:block;float:left;margin-left:220px;top:13px;width:40%;width:-webkit-calc(100% – 480px);width:-moz-calc(100% – 480px);width:calc(100% – 480px)}}@media only screen and (min-width:60.625em){#banner section.main .reading{width:450px;margin-left:30%;margin-left:-webkit-calc(50% – 200px);margin-left:-moz-calc(50% – 200px);margin-left:calc(50% – 200px)}}#banner section.main .reading #reading-selector{display:none}@media only screen and (min-width:60.625em){#banner section.main .reading #reading-selector{display:block;padding:4px 0 8px 0;position:absolute;width:100%;z-index:5500000}}#banner section.main .reading #reading-selector .label{cursor:pointer;padding-right:16px;padding-left:12px}#banner section.main .reading #reading-selector .label .tick{display:inline-block;float:right;font-size:12px;padding:9px 4px 0 0}#banner section.main .reading #reading-selector ul{display:none}#banner section.main .reading #reading-selector.open .label{padding-bottom:10px}#banner section.main .reading #reading-selector.open .label .tick{-webkit-transform:rotate(180deg);-moz-transform:rotate(180deg);-ms-transform:rotate(180deg);-o-transform:rotate(180deg);transform:rotate(180deg);padding:0 0 4px 4px}#banner section.main .reading #reading-selector.open ul{display:block;list-style:none;padding:0;margin:0}#banner section.main .reading #reading-selector.open ul li{border-bottom:1px solid #333;padding:.5rem 0;padding:8px 16px 8px 12px;margin:0}#banner section.main .reading #reading-selector.open ul li a{display:block;text-decoration:none}#banner section.main .reading #reading-selector.open ul li.more{font-size:.9em}#banner section.main .reading #reading-selector.open ul li.more .ss-icon{font-size:14px}#banner section.main .reading #reading-selector.open ul li.subhed{border-bottom:4px solid rgba(255,255,255,0.1);font-size:1.2em;padding-top:20px}#banner section.main .tools{float:right;position:relative;top:3px}@media only screen and (min-width:48em){#banner section.main .tools{top:11px}}#banner section.main .tools ul{margin:0;padding:0;float:left}#banner section.main .tools ul.social{display:none}@media only screen and (min-width:48em){#banner section.main .tools ul.social{display:block;margin-right:0}}#banner section.main .tools ul.social li:nth-child(3){display:none}@media only screen and (min-width:48em){#banner section.main .tools ul.social li:nth-child(3){display:inline-block}}@media only screen and (min-width:48em){#banner section.main .tools ul.user{-webkit-transform:top left;-moz-transform:top left;-ms-transform:top left;-o-transform:top left;transform:top left;-webkit-transform:rotate(-90deg);-moz-transform:rotate(-90deg);-ms-transform:rotate(-90deg);-o-transform:rotate(-90deg);transform:rotate(-90deg)}}#banner section.main .tools ul li{font-size:1.35rem;display:inline-block;padding:0 8px;float:left;margin:0;height:1.35rem}#banner section.main .tools ul li:first-child{border-left:none}#banner section.main .tools ul li:last-child{padding-right:0}@media only screen and (min-width:48em){#banner section.main .tools ul li:last-child{padding-right:8px}}#banner section.main .tools ul li.signed-in{top:-5px!important;font-size:.875rem;display:block;float:none;margin-right:10px}@media only screen and (min-width:48em){#banner section.main .tools ul li.signed-in{top:auto!important}}#banner section.main .tools ul li.signed-in .user-info{position:relative}#banner section.main .tools ul li.signed-in .user-info #loginuser-img{display:inline}#banner section.main .tools ul li.signed-in .user-info .avatar{height:28px;width:28px;border-radius:50%;margin-right:5px;cursor:pointer;box-sizing:border-box;-moz-box-sizing:border-box;display:inline-block;font-size:1rem;line-height:22px;vertical-align:middle}@media only screen and (min-width:48em){#banner section.main .tools ul li.signed-in .user-info .avatar{height:50px;width:50px;line-height:44px;font-size:2rem;margin-right:10px}}@media only screen and (min-width:48em){#banner section.main .tools ul li.signed-in .user-info img.user-img{border:2px solid #fff}}#banner section.main .tools ul li.signed-in .user-info i{font-size:.625rem;cursor:pointer}#banner section.main .tools ul li.signed-in .user-info .user-actions{position:absolute;top:23px;right:0;padding:0;max-height:0;width:100px;background-color:#fff;border-radius:3px;-webkit-box-shadow:0 0 10px 1px rgba(0,0,0,0.3);box-shadow:0 0 10px 1px rgba(0,0,0,0.3);-webkit-transition:all .1s ease 0s;-moz-transition:all .1s ease 0s;transition:all .1s ease 0s;visibility:hidden;overflow:hidden}@media only screen and (min-width:48em){#banner section.main .tools ul li.signed-in .user-info .user-actions{top:32px}}#banner section.main .tools ul li.signed-in .user-info .user-actions.open{-webkit-transition:all .3s ease 0s;-moz-transition:all .3s ease 0s;transition:all .3s ease 0s;visibility:visible;padding:15px 0;max-height:300px}#banner section.main .tools ul li.signed-in .user-info .user-actions li{font-size:.875rem;height:1.5rem;line-height:1.5rem;display:block;float:none;top:0;padding:0}#banner section.main .tools ul li.signed-in .user-info .user-actions li a{display:block;padding:0 10px;top:0;float:none}#banner section.main .tools ul li.signed-out{font-size:.875rem;padding:0 8px}#banner section.main .tools ul li a{display:inline-block;position:relative;top:-2px;text-decoration:none}#banner section.tools-expand{max-height:0;padding:0 10px;position:relative;top:-55px;-webkit-transition:max-height .3s ease 0s,top .3s ease 0s,padding .3s ease 0s;-moz-transition:max-height .3s ease 0s,top .3s ease 0s,padding .3s ease 0s;transition:max-height .3s ease 0s,top .3s ease 0s,padding .3s ease 0s}@media only screen and (min-width:60.625em){#banner section.tools-expand{max-width:970px;margin:0 auto}}.lt-ie9 #banner section.tools-expand{width:970px}#banner section.tools-expand form.search{display:none}#banner section.tools-expand form.search button{border:0;padding:0;margin:0;background:transparent;margin:0 20px 0 -30px}#banner section.tools-expand .user{display:none}#banner section.tools-expand.search form.search{display:block}#banner section.tools-expand.user div.user{display:block}#banner section.tools-expand input[type=text]{width:80%;width:-webkit-calc(100% – 140px);width:-moz-calc(100% – 140px);width:calc(100% – 140px);border-radius:3px}#banner section.tools-expand input[type=submit]{padding:4px 7px;text-decoration:none;font-size:1.1rem;color:#fff;background:#ddd;border-radius:3px;font-weight:700;text-transform:none;font-style:normal;text-transform:none;width:auto;margin:0;box-shadow:none}#banner section.tools-expand .ui-helper-hidden{display:none}#banner section.tools-expand .ui-helper-hidden-accessible{border:0 none;clip:rect(0px,0px,0px,0px);height:1px;margin:-1px;overflow:hidden;padding:0;position:absolute;width:1px}#banner section.tools-expand .ui-autocomplete{cursor:default;border:1px solid #e5e5e5!important;border-radius:0;border-top:2px solid #eee!important;box-shadow:0 5px 5px 0 rgba(0,0,0,0.5);left:0!important;margin-top:10px;top:auto!important;padding:5px 0;width:100%!important;z-index:5500000!important;background-color:#fff;position:absolute}#banner section.tools-expand .ui-autocomplete li{color:#666;font-size:.9375rem;list-style:none}#banner section.tools-expand .ui-autocomplete li a{display:block;padding:5px;color:#000}#banner section.tools-expand .ui-autocomplete li a.ui-state-focus{border:0 none}#banner section.tools-expand .search-suggest{font-size:.75rem;font-weight:bold;color:#999;margin:10px 0 0 72px;text-transform:uppercase;display:none}#banner.expand-open section.main .reading{top:130px}@media only screen and (min-width:48em){#banner.expand-open section.main .reading{top:13px}}#banner.expand-open section.tools-expand{max-height:100px;padding:10px 10px;top:0}#banner.expand-open section.tools-expand.fixed-bar{max-height:500px;max-width:none;margin:0;padding:0;-webkit-transition:max-height 0s ease 0s,top 0s ease 0s,padding 0s ease 0s;-moz-transition:max-height 0s ease 0s,top 0s ease 0s,padding 0s ease 0s;transition:max-height 0s ease 0s,top 0s ease 0s,padding 0s ease 0s}#banner.expand-open section.tools-expand.fixed-bar .fixed-search-wrapper{padding:15px 10px;width:95%;width:-webkit-calc(100% – 20px);width:-moz-calc(100% – 20px);width:calc(100% – 20px)}@media only screen and (min-width:60.625em){#banner.expand-open section.tools-expand.fixed-bar .fixed-search-wrapper{padding:20px;width:95%;width:-webkit-calc(100% – 40px);width:-moz-calc(100% – 40px);width:calc(100% – 40px)}}.fixed-search-scroll #banner.expand-open section.tools-expand.fixed-bar .fixed-search-wrapper{position:fixed;top:0;z-index:1400000}#banner.expand-open section.tools-expand.fixed-bar .fixed-search-wrapper form{margin:0 auto}@media only screen and (min-width:60.625em){#banner.expand-open section.tools-expand.fixed-bar .fixed-search-wrapper form{max-width:970px}}#banner.expand-open section.tools-expand .search-intro{margin:0 auto;padding:20px}@media only screen and (min-width:60.625em){#banner.expand-open section.tools-expand .search-intro{max-width:970px}}@media only screen and (min-width:48em){#page-wrapper{padding-top:.9rem}}#banner section#sticky-head.main{-webkit-transform:translate3d(0px,0px,0px);-moz-transform:translate3d(0px,0px,0px);-ms-transform:translate3d(0px,0px,0px);-o-transform:translate3d(0px,0px,0px);transform:translate3d(0px,0px,0px)}.modal-box{display:none;position:fixed;z-index:6100000;width:98%;background:white;border-bottom:1px solid #aaa;border-radius:2px;box-shadow:0 3px 9px rgba(0,0,0,0.5);border:1px solid rgba(0,0,0,0.1);background-clip:padding-box}.modal-box .modal-header,.modal-box .modal-header-title{padding:1.25rem 1.5rem}.modal-box .modal-header-title h3,.modal-box .modal-header-title h4{margin:0}.modal-box .modal-body{padding:2rem 1.5rem}.modal-box .modal-footer{padding:1rem;text-align:right}.modal-overlay{position:absolute;top:0;left:0;width:100%;min-height:100%;background-color:rgba(0,0,0,0.5);z-index:6000000}div.close{line-height:1;font-size:1.5rem;position:absolute;top:5%;right:2%;text-decoration:none;color:#bbb;cursor:pointer}div.close:hover{color:#222}div.close-btn{cursor:pointer}html,body{height:100%}#banner{*zoom:1}#banner:before,#banner:after{content:” “;display:table}#banner:after{clear:both}#banner nav.main{box-shadow:0 0 5px rgba(37,37,37,0.75);box-sizing:border-box;-moz-box-sizing:border-box;height:auto;left:-100%;padding:0;top:95px;position:absolute;width:280px;z-index:5500000;-webkit-transition:left .5s ease 0s;-moz-transition:left .5s ease 0s;transition:left .5s ease 0s;-webkit-backface-visibility:hidden;backface-visibility:hidden;-webkit-perspective:1000;-moz-perspective:1000;perspective:1000;-webkit-transform:translate3d(0,0,0);-moz-transform:translate3d(0,0,0);-ms-transform:translate3d(0,0,0);-o-transform:translate3d(0,0,0);transform:translate3d(0,0,0)}@media only screen and (min-width:48em){#banner nav.main{width:310px;top:108px}}#banner nav.main ul{margin:0;padding:0 10px;padding:0;position:relative;width:280px}@media only screen and (min-width:48em){#banner nav.main ul{width:310px}}#banner nav.main ul>li{font-size:1rem;font-weight:bold;height:36px;margin:0;padding:0;position:relative;background-color:#ccc}#banner nav.main ul>li a{display:inline-block;text-decoration:none;padding:7px 10px;width:80%;width:-webkit-calc(100% – 20px);width:-moz-calc(100% – 20px);width:calc(100% – 20px)}#banner nav.main ul>li a span{display:none}@media only screen and (min-width:48em){#banner nav.main ul>li a span{display:inline-block;position:absolute;right:0;top:0;height:36px;line-height:36px;padding:0 10px 0 20px}}#banner nav.main ul>li ul{position:absolute;margin:0;padding:0;top:-1px;-webkit-transition:left .5s ease 0s;-moz-transition:left .5s ease 0s;transition:left .5s ease 0s;width:280px;left:0;display:none;z-index:-1}@media only screen and (min-width:48em){#banner nav.main ul>li ul{width:310px;display:block;left:-310px}}#banner nav.main ul>li ul li{height:auto;padding-left:0;background-color:#999}#banner nav.main ul>li ul li:first-child a{text-transform:uppercase}@media only screen and (min-width:48em){#banner nav.main ul>li.nav-open ul{left:310px}}#banner nav.main ul.primary,#banner nav.main ul.secondary{-webkit-backface-visibility:hidden;backface-visibility:hidden;-webkit-perspective:1000;-moz-perspective:1000;perspective:1000;-webkit-transform:translate3d(0,0,0);-moz-transform:translate3d(0,0,0);-ms-transform:translate3d(0,0,0);-o-transform:translate3d(0,0,0);transform:translate3d(0,0,0);-webkit-transition:left .5s ease 0s;-moz-transition:left .5s ease 0s;transition:left .5s ease 0s}#banner nav.main ul.secondary{padding-top:0}#banner nav.main ul.secondary li{font-weight:normal;border:0 none}#banner nav.main ul.secondary li:first-child{border-top:0}#banner nav.main ul.topnav,#banner nav.main ul.subnav{-webkit-backface-visibility:hidden;backface-visibility:hidden;-webkit-perspective:1000;-moz-perspective:1000;perspective:1000;-webkit-transform:translate3d(0,0,0);-moz-transform:translate3d(0,0,0);-ms-transform:translate3d(0,0,0);-o-transform:translate3d(0,0,0);transform:translate3d(0,0,0);-webkit-transition:left .5s ease 0s;-moz-transition:left .5s ease 0s;transition:left .5s ease 0s}#banner nav.main ul.subnav{padding-top:0}#banner nav.main ul.subnav li:first-child{border-top:0}#banner.nav-open nav.main{left:0}section[role=”main”] article .byline address{display:inline-block}html,button,input,select,textarea{color:#191919}body{font-size:1em;line-height:1.4}::-moz-selection{background:#ccdeef;text-shadow:none}::selection{background:#ccdeef;text-shadow:none}hr{display:block;height:1px;border:0;border-top:1px solid #ccc;margin:1em 0;padding:0}img{vertical-align:middle}fieldset{border:0;margin:0;padding:0}textarea{resize:vertical}h1,h2,h3,h4,h5,h6{color:#191919;font-family:”news-gothic-std”,”Helvetica Neue”,Helvetica,Arial,sans-serif,sans-serif}p{font-family:”Source Sans Pro”,”Helvetica Neue”,Helvetica,Arial,sans-serif,sans-serif}a{color:#0067a5}a:visited{color:#0067a5}a:hover{color:#007dc5}a:active{color:#0067a5}input[type=text]{border-radius:.18rem}input[type=submit]{border:0;background-color:#0067a5;color:#FFF}.btn,.btn-link{background:#007dc5;border-radius:3px;color:#fff;font-size:19px;font-weight:700;font-family:”news-gothic-std”,”Helvetica Neue”,Helvetica,Arial,sans-serif,sans-serif;line-height:1.4375rem;padding:.25rem .625rem .375rem .625rem;text-decoration:none;word-spacing:-1px}.btn:hover,.btn-link:hover{background-color:#191919;color:#fff}section[role=main]{font-family:”Source Sans Pro”,”Helvetica Neue”,Helvetica,Arial,sans-serif,sans-serif}section[role=main] .insider{color:#fff;float:left}.filter-list-controls select.filter-list{border:1px solid #ccc;background:#191919;color:#fff;font-family:”Source Sans Pro”,”Helvetica Neue”,Helvetica,Arial,sans-serif,sans-serif}section[role=”main”] .bodee .promo .eyebrow,section[role=”main”] .bodee .promo .item-eyebrow{color:#d9511f;font-size:.75rem;font-family:”news-gothic-std”,”Helvetica Neue”,Helvetica,Arial,sans-serif,sans-serif;word-spacing:-1px}section[role=”main”] .bodee .promo .eyebrow a,section[role=”main”] .bodee .promo .item-eyebrow a{color:#d9511f;padding-right:2px}section[role=”main”] .bodee .promo .eyebrow a:hover,section[role=”main”] .bodee .promo .item-eyebrow a:hover{color:#007dc5}section[role=”main”] .bodee .promo .eyebrow .sup-credit span,section[role=”main”] .bodee .promo .item-eyebrow .sup-credit span{color:#aaa}section[role=”main”] .bodee .promo .eyebrow .sup-credit span a,section[role=”main”] .bodee .promo .item-eyebrow .sup-credit span a{color:#aaa}.bubble{background-color:#007dc5;border-radius:50%;-webkit-box-shadow:2px 2px 5px 0 rgba(0,0,0,0.25);box-shadow:2px 2px 5px 0 rgba(0,0,0,0.25);color:#fff;display:inline-block;font-size:1rem;font-style:normal;line-height:50px;text-align:center;text-transform:lowercase;width:50px}.contributor-nw{font-family:”Source Sans Pro”,”Helvetica Neue”,Helvetica,Arial,sans-serif,sans-serif}.follow-us{border:1px solid #ccc;width:auto}.follow-us .head{background:#007dc5 url(http://idge.staticworld.net/nww/nww-hdr-logo.png) no-repeat right 1px;color:#fff;font-family:”news-gothic-std”,”Helvetica Neue”,Helvetica,Arial,sans-serif,sans-serif;font-size:1rem;font-weight:500;margin:0;padding:.375rem .625rem .375rem .625rem;word-spacing:-1px}.follow-us p{margin:1rem 0 0 0;padding:0 1.25rem 0 1.25rem}.follow-us a.btn{background:#0067a5;display:block;font-family:”news-gothic-std”,”Helvetica Neue”,Helvetica,Arial,sans-serif,sans-serif;font-size:1rem;font-weight:600;margin:1.25rem 1.25rem 1rem 1.25rem;word-spacing:-1px}.follow-us a.btn:hover{background:#007dc5}.follow-us ul.social{background-color:#b1cde7;margin-bottom:0}.follow-us ul.social li{font-size:1.125rem;height:2rem;padding:.625rem 0 0 0;width:18%}.follow-us ul.social li a{color:#003d67}.follow-us ul.social li a:hover{color:#007dc5}.follow-us .links p{margin:0}#banner{background-color:#fff}@media only screen and (min-width:48em){#banner{background-color:#007dc5}}#banner .main-header{box-shadow:0 3px 5px rgba(0,125,197,0.12)}#banner .topics{background:#fff;font-family:”news-gothic-std”,”Helvetica Neue”,Helvetica,Arial,sans-serif,sans-serif;font-weight:400;max-width:1440px;margin:0 auto;padding-left:10px;padding-right:10px;word-spacing:-1px;z-index:1500000}@media only screen and (min-width:60.625em){#banner .topics{padding-left:20px;padding-right:20px;z-index:5}}#banner .topics nav{margin:0;max-width:none}#banner .topics nav ul li{font-size:.875rem}@media only screen and (min-width:48em){#banner .topics nav ul li{padding-top:13px}}#banner .topics nav ul li::after{color:#ccc}#banner .topics nav ul li.header{color:#666;font-weight:700}@media only screen and (min-width:48em){#banner .topics nav ul li.header{padding-top:13px}}#banner .topics nav ul li a{color:#003d67}#banner .topics nav ul li a:hover{color:#007dc5}@media only screen and 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100%);background:-ms-linear-gradient(top,#fff 0,#f0f0f0 100%);background:linear,to bottom,#fff 0,#f0f0f0 100%;filter:progid:DXImageTransform.Microsoft.gradient(startColorstr=’#ffffff’,endColorstr=’#f0f0f0′,GradientType=0);border:1px solid #d9dad8;border-radius:3px;box-shadow:0 0 1px rgba(185,185,185,0.3);color:#4d4d4d;font-family:”news-gothic-std”,”Helvetica Neue”,Helvetica,Arial,sans-serif,sans-serif;font-weight:400;font-size:19px;word-spacing:-1px}#banner section.main .reading #reading-selector .label{font-weight:600;-webkit-font-smoothing:antialiased}#banner section.main .reading #reading-selector .label .tick{color:#00598d}#banner section.main .reading #reading-selector.open ul li{padding:0;border-bottom:1px solid rgba(202,219,232,0.5)}#banner section.main .reading #reading-selector.open ul li:hover{background:0}@media only screen and (min-width:60.625em){#banner section.main .reading #reading-selector.open ul li:hover{background:#007dc5}}#banner section.main .reading #reading-selector.open ul li:last-child{border:0}#banner section.main .reading #reading-selector.open ul li a{color:#003d67;padding:8px 12px 8px 16px}#banner section.main .reading #reading-selector.open ul li a:hover{color:#fff}#banner section.main .reading #reading-selector.open ul li.subhed:hover{background:0}#banner section.main .tools{top:3px}@media only screen and (min-width:48em){#banner section.main .tools{top:15px}}#banner section.main .tools ul li a{color:#003d67}#banner section.main .tools ul li a:hover{color:#007dc5}#banner section.tools-expand input{padding:9px 6px 6px 6px}#banner section.tools-expand input:focus{box-shadow:0 0 8px rgba(42,107,143,0.45)}#banner section.tools-expand input[type=text]{width:50%;width:-webkit-calc(100% – 150px);width:-moz-calc(100% – 150px);width:calc(100% – 150px)}#banner section.tools-expand input[type=submit]{font-family:”news-gothic-std”,”Helvetica Neue”,Helvetica,Arial,sans-serif,sans-serif;background:#0067a5;word-spacing:-1px}#banner section.tools-expand .search-suggest{font-family:”news-gothic-std”,”Helvetica Neue”,Helvetica,Arial,sans-serif,sans-serif;color:#fff;word-spacing:-1px}#banner section.tools-expand .ui-autocomplete{font-family:”news-gothic-std”,”Helvetica Neue”,Helvetica,Arial,sans-serif,sans-serif;word-spacing:-1px}#banner section.tools-expand .ui-autocomplete li{margin:0 82px}#banner section.tools-expand .ui-autocomplete li a.ui-state-focus{background-color:#c0deff}#banner label{font-family:”news-gothic-std”,”Helvetica Neue”,Helvetica,Arial,sans-serif,sans-serif;font-weight:600;font-size:1rem;color:#fff;word-spacing:-1px}#bg-gradient{height:50px;position:absolute;left:0;top:0;width:100%;z-index:-1;background:#fff;background:-moz-linear-gradient(top,#d5d3d3 0,#fff 50px,#fff 100%);background:-webkit-linear-gradient(top,#d5d3d3 0,#fff 50px,#fff 100%);background:-o-linear-gradient(top,#d5d3d3 0,#fff 50px,#fff 100%);background:-ms-linear-gradient(top,#d5d3d3 0,#fff 50px,#fff 100%);background:linear,to bottom,#d5d3d3 0,#fff 50px,#fff 100%}#banner .topics-wrap{background:#fff}#banner .topics nav ul{width:auto}#banner .topics nav ul.social{display:none}@media only screen and (min-width:48em){#banner .topics nav ul.social{display:block;float:right;margin-right:20px;background:#fff;z-index:11;position:relative}}#banner .topics nav ul.social li{display:none;position:relative;font-size:1.25rem;padding-left:5px}#banner .topics nav ul.social li::after{content:”}#banner .topics nav ul.social li.display-icon{display:inline-block}#banner .topics nav ul.social li:nth-child(1),#banner .topics nav ul.social li:nth-child(2),#banner .topics nav ul.social li.more-social{display:inline-block}#banner .topics nav ul.social li.more-social{top:6px;cursor:pointer}@media only screen and (min-width:60.625em){#banner .topics nav ul.social li.more-social:hover{color:#007dc5}}#banner .topics nav ul.social li:nth-child(1):before{content:”;position:absolute;z-index:10;top:8px;right:34px;bottom:0;width:100px;height:24px;background-image:-webkit-linear-gradient(right,white 0,rgba(255,255,255,0) 100%);background-image:linear-gradient(to left,white 0,rgba(255,255,255,0) 100%)}#banner .topics nav#scrollable{display:none}@media only screen and (min-width:48em){#banner .topics nav#scrollable{position:relative;display:block;width:80%;float:left;z-index:10}}@media only screen and (min-width:60.625em){#banner .topics nav#scrollable{width:85%}}#banner .topics nav#scrollable .ftscroller_container:after{content:”;position:absolute;z-index:10;top:0;right:0;bottom:0;width:20px;height:40px;background-image:-webkit-linear-gradient(right,white 0,rgba(255,255,255,0) 100%);background-image:linear-gradient(to left,white 0,rgba(255,255,255,0) 100%)}#banner .topics nav.tools{width:100%}@media only screen and (min-width:48em){#banner .topics nav.tools{float:right;position:absolute;width:97%}}#banner .topics nav.tools .insider-signin{float:left;color:#fff;font-family:”news-gothic-std”,”Helvetica Neue”,Helvetica,Arial,sans-serif,sans-serif;font-size:.85rem;position:relative;top:6px;word-spacing:0}@media only screen and (min-width:48em){#banner .topics nav.tools .insider-signin{font-size:1rem;word-spacing:-1px}}#banner .topics nav.tools .insider-signin a{text-decoration:none;position:relative;top:2px}@media only screen and (min-width:48em){#banner .topics nav.tools .insider-signin a{top:0}}#banner .topics nav.tools .insider-signin .insider{padding-right:8px;width:51px;height:14px}@media only screen and (min-width:48em){#banner .topics nav.tools .insider-signin .insider{padding-right:5px;height:18px;width:65px}}#banner .topics nav.tools .insider-signin .insider:before{content:””;display:block;width:0;height:100%}#banner .topics nav.tools .insider-signin .divider{padding-left:5px;padding-right:5px;color:#b5b5b5;position:relative;top:2px}@media only screen and (min-width:48em){#banner .topics nav.tools .insider-signin .divider{top:0}}#banner .topics nav.tools ul.user{float:right}@media only screen and (min-width:48em){#banner .topics nav.tools ul.user{float:right;top:6px;right:20px;position:relative}}@media only screen and (min-width:48em) and (min-width:60.625em){#banner .topics nav.tools ul.user{right:25px}}#banner .topics nav.tools ul.user li.search-icon{top:4px;padding:0;-webkit-transform:rotate(-90deg);-moz-transform:rotate(-90deg);-ms-transform:rotate(-90deg);-o-transform:rotate(-90deg);transform:rotate(-90deg);position:relative;font-size:1.25rem}@media only screen and (min-width:48em){#banner .topics nav.tools ul.user li.search-icon{right:-20px}}#banner .topics.stick-topics{position:fixed;width:100%;height:31px}#banner .topics.stick-topics nav.tools ul.user{position:relative;right:20px}#banner section.main .wrapper{-webkit-font-smoothing:subpixel-antialiased}#banner section.main .insider-signin{float:right;color:#ccc;position:relative;top:16px;font-family:”news-gothic-std”,”Helvetica Neue”,Helvetica,Arial,sans-serif,sans-serif;font-size:1rem;-webkit-transition:all .3s;-moz-transition:all .3s;transition:all .3s}@media only screen and (min-width:48em){#banner section.main .insider-signin{line-height:1.1}}#banner section.main .insider-signin a{text-decoration:none;color:#003d67}#banner section.main .insider-signin a:hover{color:#0067a5}#banner section.main .insider-signin .insider{padding-right:5px}#banner section.main .insider-signin .insider:before{content:””;display:block;width:0;height:100%}#banner section.main .insider-signin .divider{padding-left:5px;padding-right:5px}#sticky-head.main.stick-head{position:fixed;width:100%;margin-top:31px;height:38px}#sticky-head.main.stick-head.stick{-webkit-transition:all .3s;-moz-transition:all .3s;transition:all .3s;margin-top:24px;height:30px}@media only screen and (min-width:48em){#page-wrapper.top-pad{padding-top:74px}}@media only screen and (min-width:48em){#banner .ad.top-margin{margin-top:0}}#banner section.tools-expand.top-margin{margin-top:84px}@media only screen and (min-width:48em){#banner section.tools-expand{margin-top:0}}#banner.expand-open section.tools-expand.search{margin-top:84px}@media only screen and (min-width:48em){#banner.expand-open section.tools-expand.search{margin-top:0}}.insider-list{display:block;line-height:1.1}.insider-list #insider-selector .stories{display:none;-webkit-box-shadow:3px 3px 5px 2px rgba(153,153,153,0.2);-moz-box-shadow:3px 3px 5px 2px rgba(153,153,153,0.2);box-shadow:3px 3px 5px 2px rgba(153,153,153,0.2)}.insider-list #insider-selector .label>a{outline:0}.insider-list #insider-selector .label>a .ss-icon{margin-left:5px;top:2px;position:relative;display:inline-block;-webkit-transition:all .3s ease 0s;-moz-transition:all .3s ease 0s;transition:all .3s ease 0s;font-size:.97rem}.insider-list #insider-selector.open .label{padding-bottom:0}.insider-list #insider-selector.open .label>a .ss-icon{-webkit-transform:scale(-1,-1);-moz-transform:scale(-1,-1);-ms-transform:scale(-1,-1);-o-transform:scale(-1,-1);transform:scale(-1,-1);top:-2px;font-size:.97rem}.insider-list #insider-selector.open .stories{position:absolute;top:26px;left:-15px;background-color:#f1fcdf;width:280px;padding:1rem 0;display:block;list-style-type:none}@media only screen and (min-width:48em){.insider-list #insider-selector.open .stories{top:44px;left:inherit;right:0}}.insider-list #insider-selector.open .stories .personalization{font-family:”news-gothic-std”,”Helvetica Neue”,Helvetica,Arial,sans-serif,sans-serif;font-size:1rem;font-weight:700;line-height:normal;color:#000;margin-left:1.5rem;margin-right:1.5rem;padding-left:0;word-spacing:-1px}.insider-list #insider-selector.open .stories ul{list-style:none;padding:0;margin:0}.insider-list #insider-selector.open .stories ul li{font-family:”news-gothic-std”,”Helvetica Neue”,Helvetica,Arial,sans-serif,sans-serif;font-size:1rem;font-weight:700;line-height:normal;color:#000;margin-left:1.5rem;margin-right:1.5rem;padding-left:0;padding-bottom:0;word-spacing:-1px}@media only screen and (min-width:48em){.insider-list #insider-selector.open .stories ul li{padding-bottom:.5rem}}.insider-list #insider-selector.open .stories ul li:after{content:”;top:0;font-size:0;padding-left:0}.insider-list #insider-selector.open .stories ul li:first-child{border-top:0;border-image:none}@media only screen and (min-width:48em){.insider-list #insider-selector.open .stories ul li:first-child{margin-top:.5rem}}.insider-list #insider-selector.open .stories ul li a{font-family:”news-gothic-std”,”Helvetica Neue”,Helvetica,Arial,sans-serif,sans-serif;font-size:1rem;font-weight:500;color:#4e4242;border-style:solid;border-width:1px 0 0 0;-webkit-border-image:url(http://idge.staticworld.net/ctw/dotted-border-new.png) 1 repeat;-moz-border-image:url(http://idge.staticworld.net/ctw/dotted-border-new.png) 1 repeat;-o-border-image:url(http://idge.staticworld.net/ctw/dotted-border-new.png) 1 repeat;border-image:url(http://idge.staticworld.net/ctw/dotted-border-new.png) 1 repeat;border-top:1px dotted #7f7a79;border-bottom:0 none;display:block;padding-top:.5rem;word-spacing:-1px}.insider-list #insider-selector.open .stories .sign-out-link{border-width:1px 0 0 0;-webkit-border-image:url(http://idge.staticworld.net/ctw/dotted-border-new.png) 1 repeat;-moz-border-image:url(http://idge.staticworld.net/ctw/dotted-border-new.png) 1 repeat;-o-border-image:url(http://idge.staticworld.net/ctw/dotted-border-new.png) 1 repeat;border-image:url(http://idge.staticworld.net/ctw/dotted-border-new.png) 1 repeat;border-top:1px dotted #7f7a79;margin-top:.75rem;padding-top:.5rem;float:right;width:232px;font-weight:400;margin-right:24px}@media only screen and (min-width:48em){.insider-list #insider-selector.open .stories .sign-out-link{margin-top:.2rem}}.insider-list #insider-selector.open .stories .sign-out-link a{display:block;float:right;color:#6eae00;top:0}.insider-list #insider-selector.open .stories .sign-out-link a.sign-out{float:right}.insider-list #insider-selector.open .stories .sign-out-link a.more-insider{float:left}#sticky-head.main .insider-list.show-me .insider{cursor:pointer}#sticky-head.main.stick .insider-list #insider-selector.open .stories{top:38px}#sticky-head{max-width:100%}#sticky-head{max-width:100%}#sticky-head.main.stick{position:fixed;top:0;z-index:1100000;left:0;right:0;padding-bottom:2px}@media only screen and (min-width:48em){#sticky-head.main.stick{height:40px}}@media only screen and (min-width:60.625em){#sticky-head.main.stick{z-index:5100000}}#banner section#sticky-head.main .tools ul.user{transform:initial}#banner section#sticky-head.main.stick .masthead{-webkit-transition:all .3s;-moz-transition:all .3s;transition:all .3s;height:35px;top:2px}@media only screen and (min-width:48em){#banner section#sticky-head.main.stick .masthead{top:4px;height:40px}}#banner section#sticky-head.main.stick .masthead button{-webkit-transition:all .3s;-moz-transition:all .3s;transition:all .3s;padding:7px 6px 1px 6px;top:-8px}@media only screen and (min-width:48em){#banner section#sticky-head.main.stick .masthead button{margin-right:8px;padding-top:8px;padding-bottom:2px;top:-8px}}#banner section#sticky-head.main.stick .masthead .logo{-webkit-transition:all .3s;-moz-transition:all .3s;transition:all .3s;background-size:145px 28px;height:28px;top:-2px;width:150px}@media only screen and (min-width:48em){#banner section#sticky-head.main.stick .masthead .logo{background-size:175px 36px;height:36px;width:180px;top:4px}}#banner section#sticky-head.main.stick .insider-signin{-webkit-transition:all .3s;-moz-transition:all .3s;transition:all .3s;top:10px}#banner nav#sticky-nav.main{padding-bottom:8px;margin-top:18px}@media only screen and (min-width:48em){#banner nav#sticky-nav.main{margin-top:0;padding-bottom:4px}}#banner nav#sticky-nav.main.stick{position:fixed;top:0;z-index:5500000}#banner nav.main{-webkit-perspective:none;-moz-perspective:none;perspective:none}#banner nav.main ul.primary,#banner nav.main ul.secondary,#banner nav.main ul.topnav,#banner nav.main ul.subnav{-webkit-perspective:none;-moz-perspective:none;perspective:none}#banner nav.main ul>li a span{right:20px}#banner.nav-open nav#sticky-nav.main{overflow-x:hidden;overflow-y:scroll;visibility:visible;z-index:5500000;padding-bottom:80px}@media only screen and (min-width:48em){#banner.nav-open nav#sticky-nav.main{padding-bottom:95px}}#banner.nav-open nav#sticky-nav.main.no-stick{top:64px!important}@media only screen and (min-width:48em){#banner.nav-open nav#sticky-nav.main.no-stick{top:217px!important}}#banner.nav-open nav#sticky-nav.main ul>li{height:auto}#banner.nav-open nav#sticky-nav.main ul>li:hover{background:0}@media only screen and (min-width:60.625em){#banner.nav-open nav#sticky-nav.main ul>li:hover{background:#003d67}}#banner.nav-open nav#sticky-nav.main ul>li a .ss-icon{-webkit-transition:all .3s ease 0s;-moz-transition:all .3s ease 0s;transition:all .3s ease 0s;font-size:.8125rem}#banner.nav-open nav#sticky-nav.main ul>li.arrow{background:#003d67}#banner.nav-open nav#sticky-nav.main ul>li.arrow a .ss-icon{-webkit-transform:scale(-1,-1);-moz-transform:scale(-1,-1);-ms-transform:scale(-1,-1);-o-transform:scale(-1,-1);transform:scale(-1,-1);right:10px}#banner.nav-open nav#sticky-nav.main>ul>li.active ul.subnav{z-index:1;left:0;visibility:visible;position:relative;zoom:1;overflow:hidden}#banner.nav-open nav#sticky-nav.main>ul>li.active ul.subnav li:first-child{border-top:1px solid rgba(202,219,232,0.15)}@media only screen and (min-width:60.625em){#banner.nav-open nav#sticky-nav.main>ul>li.active ul.subnav li:hover{background:#002347}}#banner.nav-open nav#sticky-nav.main>ul>li>a{display:block;position:relative;outline:0}#banner.nav-open nav#sticky-nav.main ul ul{display:none}#banner.nav-open nav#sticky-nav.main ul ul a{display:block}#banner.nav-open nav#sticky-nav.nav-stick{top:51px!important}@media only screen and (min-width:48em){body.article #banner #sticky-nav.main.no-stick{top:107px!important}}@media only screen and (min-width:48em){body.article.article-product-hub #banner #sticky-nav.main.no-stick,body.article.slideshow #banner #sticky-nav.main.no-stick,body.article.article-wide #banner #sticky-nav.main.no-stick{top:217px!important}}html.touch #banner.nav-open nav#sticky-nav.main>ul>li:hover{background:0}html.touch #banner.nav-open nav#sticky-nav.main>ul>li.arrow{background:#003d67}html.touch #banner.nav-open nav#sticky-nav.main>ul>li>a:hover{background:0}#insider-popup.modal-box{display:none;position:absolute;z-index:6100000;width:100%;background:transparent;border-bottom:0 none;border-radius:0;box-shadow:none;border:0 none;top:0;bottom:0;left:0;right:0;margin:0 auto;height:auto}@media only screen and (min-width:48em){#insider-popup.modal-box{position:fixed;width:770px;height:auto}}@media only screen and (min-width:60.625em){#insider-popup.modal-box{width:850px;height:auto}}#insider-popup.modal-box ::-webkit-input-placeholder{color:#a0a0a0}#insider-popup.modal-box input:-moz-placeholder{color:#545454}#insider-popup.modal-box ::-moz-placeholder{color:#545454}#insider-popup.modal-box input:-ms-input-placeholder{color:#a0a0a0!important}#insider-popup.modal-box ::-ms-input-placeholder{color:#a0a0a0}#insider-popup.modal-box input:focus::-webkit-input-placeholder{color:#ccc}#insider-popup.modal-box input:focus:-moz-placeholder{color:#ccc}#insider-popup.modal-box input:focus::-moz-placeholder{color:#ccc}#insider-popup.modal-box input:focus:-ms-input-placeholder{color:#ccc}#insider-popup.modal-box .insider-modal-wrapper{width:100%;height:100%;border-radius:2px;box-shadow:0 0 40px rgba(0,0,0,0.25);position:relative;margin:0;background:white;background:-moz-radial-gradient(center,ellipse cover,white 49%,#eef6e3 100%,#ebf4dc 100%,#f1fcdf 100%);background:-webkit-radial-gradient(center,ellipse cover,white 49%,#eef6e3 100%,#ebf4dc 100%,#f1fcdf 100%);background:radial,ellipse center,white 49%,#eef6e3 100%,#ebf4dc 100%,#f1fcdf 100%;filter:progid:DXImageTransform.Microsoft.gradient(startColorstr=’#ffffff’,endColorstr=’#f1fcdf’,GradientType=1);height:auto}@media only screen and (min-width:48em){#insider-popup.modal-box .insider-modal-wrapper{background:white;background:-moz-radial-gradient(center,ellipse cover,white 30%,#e0f2c1 100%,#ebf4dc 100%,#f1fcdf 100%);background:-webkit-gradient(radial,center center,0px,center center,100%,color-stop(30%,white),color-stop(100%,#e0f2c1),color-stop(100%,#ebf4dc),color-stop(100%,#f1fcdf));background:-webkit-radial-gradient(center,ellipse cover,white 30%,#e0f2c1 100%,#ebf4dc 100%,#f1fcdf 100%);background:-o-radial-gradient(center,ellipse cover,white 30%,#e0f2c1 100%,#ebf4dc 100%,#f1fcdf 100%);background:-ms-radial-gradient(center,ellipse cover,white 30%,#e0f2c1 100%,#ebf4dc 100%,#f1fcdf 100%);background:radial,ellipse center,white 30%,#e0f2c1 100%,#ebf4dc 100%,#f1fcdf 100%;filter:progid:DXImageTransform.Microsoft.gradient(startColorstr=’#ffffff’,endColorstr=’#f1fcdf’,GradientType=1);margin:20px auto;width:728px;height:680px;height:auto}}@media only screen and (min-width:60.625em){#insider-popup.modal-box .insider-modal-wrapper{width:810px;height:680px;height:auto}}#insider-popup.modal-box .modal-header,#insider-popup.modal-box .modal-header-title{padding:1.25rem 1.5rem}#insider-popup.modal-box .modal-header-title h3,#insider-popup.modal-box .modal-header-title h4{margin:0}#insider-popup.modal-box .modal-header-title .modal-banner-insider{position:absolute;top:0;left:0;width:120px}@media only screen and (min-width:48em){#insider-popup.modal-box .modal-header-title .modal-banner-insider{top:-18px;left:-19px;width:205px}}#insider-popup.modal-box .modal-header-title .modal-banner-insider .insider{width:115px;height:32px}@media only screen and (min-width:48em){#insider-popup.modal-box .modal-header-title .modal-banner-insider .insider{width:210px;height:74px}}@media only screen and (min-width:48em){#insider-popup.modal-box .modal-header-title .modal-banner-insider .insider{background-image:url(http://idge.staticworld.net/images/insider-shadow.png)}}#insider-popup.modal-box .modal-body{padding:0}@media only screen and (min-width:48em){#insider-popup.modal-box .modal-body{padding:0 1.5rem;min-height:500px;max-height:650px}}#insider-popup.modal-box .modal-body .insider-signin,#insider-popup.modal-box .modal-body .insider-register{padding-top:.5rem;width:95%;margin:0 auto}@media only screen and (min-width:48em){#insider-popup.modal-box .modal-body .insider-signin,#insider-popup.modal-box .modal-body .insider-register{padding-top:2rem}}#insider-popup.modal-box .modal-body .insider-signin .loading-icon,#insider-popup.modal-box .modal-body .insider-register .loading-icon{display:none;position:absolute;left:50%;right:50%;top:30%;bottom:50%}@media only screen and (min-width:48em){#insider-popup.modal-box .modal-body .insider-signin .loading-icon,#insider-popup.modal-box .modal-body .insider-register .loading-icon{top:50%}}#insider-popup.modal-box .modal-body .insider-signin h3,#insider-popup.modal-box .modal-body .insider-register h3{font-weight:700;font-size:2.188rem;color:#000;margin:0;line-height:2.188rem;margin-left:5px;margin-right:5px}@media only screen and (min-width:48em){#insider-popup.modal-box .modal-body .insider-signin h3,#insider-popup.modal-box .modal-body .insider-register h3{font-size:2.5rem;margin:2rem 0 1.25rem;line-height:2.5rem}}#insider-popup.modal-box .modal-body .insider-signin h3 span,#insider-popup.modal-box .modal-body .insider-register h3 span{color:#6eae00}@media only screen and (min-width:60.625em){#insider-popup.modal-box .modal-body .insider-signin h3,#insider-popup.modal-box .modal-body .insider-register h3{font-size:2.938rem}}#insider-popup.modal-box .modal-body .insider-signin h3 p,#insider-popup.modal-box .modal-body .insider-register h3 p{font-size:1.125rem}#insider-popup.modal-box .modal-body .insider-signin p,#insider-popup.modal-box .modal-body .insider-register p{font-size:1rem;margin-bottom:40px;margin-top:10px;color:#222;margin-left:5px;margin-right:5px}@media only screen and (min-width:48em){#insider-popup.modal-box .modal-body .insider-signin p,#insider-popup.modal-box .modal-body .insider-register p{margin-left:0;margin-right:0;font-size:1.125rem}}#insider-popup.modal-box .modal-body .insider-signin p a,#insider-popup.modal-box .modal-body .insider-register p a{color:#2f64b9;text-decoration:underline;cursor:pointer}@media only screen and (min-width:60.625em){#insider-popup.modal-box .modal-body .insider-signin p a:hover,#insider-popup.modal-box .modal-body .insider-register p a:hover{color:#333}}#insider-popup.modal-box .modal-body .insider-signin p a.learn,#insider-popup.modal-box .modal-body .insider-register p a.learn{display:none}@media only screen and (min-width:48em){#insider-popup.modal-box .modal-body .insider-signin p a.learn,#insider-popup.modal-box .modal-body .insider-register p a.learn{display:block}}#insider-popup.modal-box .modal-body .insider-signin{padding-bottom:450px}@media only screen and (min-width:48em){#insider-popup.modal-box .modal-body .insider-signin{padding-bottom:0;width:60%}}#insider-popup.modal-box .modal-body .insider-signin form input.err-msg-grad{background-image:-moz-linear-gradient(top,#ffe5e5 0,#fff4f4 22%,white 52%);background-image:-webkit-linear-gradient(top,#ffe5e5 0,#fff4f4 22%,white 52%);background-image:linear,to bottom,#ffe5e5 0,#fff4f4 22%,white 52%;background-image:-ms-linear-gradient(top,#ffe5e5 0,#fff4f4 22%,white 52%);filter:progid:DXImageTransform.Microsoft.gradient(startColorstr=’#ffe5e5′,endColorstr=’#ffffff’,GradientType=0);border-color:#c00}#insider-popup.modal-box .modal-body .insider-signin form div.info-bubble{display:none;position:relative;width:180px;height:130px;padding:10px 20px 20px 20px;background:#5a5a5a;-webkit-border-radius:3px;-moz-border-radius:3px;border-radius:3px;color:#fff;top:-46px;left:0;margin:0 auto;font-size:.8rem;line-height:1.5}@media only screen and (min-width:48em){#insider-popup.modal-box .modal-body .insider-signin form div.info-bubble{top:20px;left:30px;margin:0}}#insider-popup.modal-box .modal-body .insider-signin form div.info-bubble .ss-delete{color:#cacaca;display:block;text-align:right;font-size:1rem;line-height:1;position:relative;right:-5px;cursor:pointer}#insider-popup.modal-box .modal-body .insider-signin form div.info-bubble:after{content:”;position:absolute;border-style:solid;border-width:0 10px 15px;border-color:#5a5a5a transparent;display:block;width:0;z-index:1;margin-left:-10px;top:-15px;left:50%}#insider-popup.modal-box .modal-body .insider-register{padding-bottom:80px}@media only screen and (min-width:48em){#insider-popup.modal-box .modal-body .insider-register{padding-top:1rem;padding-bottom:0}}#insider-popup.modal-box .modal-body .insider-register.thankyou{padding-bottom:240px}@media only screen and (min-width:48em){#insider-popup.modal-box .modal-body .insider-register.thankyou{padding-bottom:0}}@media only screen and (min-width:48em){#insider-popup.modal-box .modal-body .insider-register h3{margin-top:30px;padding-left:44px;padding-right:44px}}#insider-popup.modal-box .modal-body .insider-register h3 p{font-size:1rem;font-weight:300;display:inline;padding-left:0;padding-right:0}#insider-popup.modal-box .modal-body .insider-register form{padding-left:0;padding-right:0}@media only screen and (min-width:48em){#insider-popup.modal-box .modal-body .insider-register form{padding-left:44px;padding-right:44px}}#insider-popup.modal-box .modal-body .insider-register p{text-align:center;padding-left:0;padding-right:0;margin-left:5px;margin-right:5px}@media only screen and (min-width:48em){#insider-popup.modal-box .modal-body .insider-register p{padding-left:44px;padding-right:44px;margin-left:0;margin-right:0}}#insider-popup.modal-box .modal-body .insider-register p.desc{text-align:left;font-size:1.65rem;margin-bottom:20px;line-height:2rem}@media only screen and (min-width:48em){#insider-popup.modal-box .modal-body .insider-register p.desc{font-size:1.875rem;margin-bottom:30px;line-height:2.25rem}}#insider-popup.modal-box .modal-body .insider-register p.summary{color:#888;padding-left:0;padding-right:0;font-size:1rem;line-height:1.75rem;margin-left:10px;margin-right:10px}@media only screen and (min-width:48em){#insider-popup.modal-box .modal-body .insider-register p.summary{font-size:.9rem;margin-bottom:0;margin-left:0;margin-right:0}}@media only screen and (min-width:60.625em){#insider-popup.modal-box .modal-body .insider-register p.summary{font-size:1rem}}#insider-popup.modal-box .modal-body .insider-register p.existing{margin-bottom:24px}#insider-popup.modal-box .modal-body .insider-register.full{width:95%}@media only screen and (min-width:48em){#insider-popup.modal-box .modal-body .insider-register.full{padding-top:1rem;width:88%}}#insider-popup.modal-box .modal-body .insider-register.full h3,#insider-popup.modal-box .modal-body .insider-register.full p,#insider-popup.modal-box .modal-body .insider-register.full form{padding-left:0;padding-right:0}#insider-popup.modal-box .modal-body .insider-register.full h3{margin-top:0;margin-bottom:0}@media only screen and (min-width:48em){#insider-popup.modal-box .modal-body .insider-register.full h3{margin-top:10px}}#insider-popup.modal-box .modal-body .insider-register.full p{text-align:left;margin-bottom:5px;margin-top:0;font-size:1.125rem;color:#222}#insider-popup.modal-box .modal-body .insider-register.full p.refresh{font-size:1rem;line-height:1.3}#insider-popup.modal-box .modal-body .insider-register.full form{margin-bottom:80px}@media only screen and (min-width:48em){#insider-popup.modal-box .modal-body .insider-register.full form{margin-bottom:0}}#insider-popup.modal-box .modal-body .insider-register.full form .input-row{clear:both}#insider-popup.modal-box .modal-body .insider-register.full form .input-row .input-wrap{width:100%;margin-top:10px}@media only screen and (min-width:48em){#insider-popup.modal-box .modal-body .insider-register.full form .input-row .input-wrap{width:48.5%;float:left;margin:0}}@media only screen and (min-width:48em){#insider-popup.modal-box .modal-body .insider-register.full form .input-row .input-wrap:nth-child(2){margin-left:11px}}#insider-popup.modal-box .modal-body .insider-register.full form .input-row input[type=text],#insider-popup.modal-box .modal-body .insider-register.full form .input-row input[type=tel]{margin:0;width:100%}#insider-popup.modal-box .modal-body .insider-register.full form .input-row input[type=text]:first-child,#insider-popup.modal-box .modal-body .insider-register.full form .input-row input[type=tel]:first-child{margin-bottom:0}@media only screen and (min-width:48em){#insider-popup.modal-box .modal-body .insider-register.full form .input-row input[type=text]:first-child,#insider-popup.modal-box .modal-body .insider-register.full form .input-row input[type=tel]:first-child{margin-right:7px;margin-bottom:0}}@media only screen and (min-width:60.625em){#insider-popup.modal-box .modal-body .insider-register.full form .input-row input[type=text]:first-child,#insider-popup.modal-box .modal-body .insider-register.full form .input-row input[type=tel]:first-child{margin-right:8px}}#insider-popup.modal-box .modal-body .insider-register.full form .input-row.three .input-wrap{width:100%}@media only screen and (min-width:48em){#insider-popup.modal-box .modal-body .insider-register.full form .input-row.three .input-wrap{width:32%}}#insider-popup.modal-box .modal-body .insider-register.full form .input-row.three .input-wrap.phone-field{clear:left;padding-top:0}@media only screen and (min-width:48em){#insider-popup.modal-box .modal-body .insider-register.full form .input-row.three .input-wrap.phone-field{padding-top:9px;margin-bottom:9px}}@media only screen and (min-width:48em){#insider-popup.modal-box .modal-body .insider-register.full form .input-row.three .input-wrap.phone-field.left-float{clear:none;padding-top:0;margin-left:11px}}#insider-popup.modal-box .modal-body .insider-register.full form .input-row.three .input-wrap.phone-field input[type=text],#insider-popup.modal-box .modal-body .insider-register.full form .input-row.three .input-wrap.phone-field input[type=tel]{margin-bottom:0;outline:0}#insider-popup.modal-box .modal-body .insider-register.full form .input-row.three .input-wrap.city-field{display:none;margin-right:9px;position:relative}#insider-popup.modal-box .modal-body .insider-register.full form .input-row.three .select-wrap{width:100%}@media only screen and (min-width:48em){#insider-popup.modal-box .modal-body .insider-register.full form .input-row.three .select-wrap{width:31.5%;float:left}}#insider-popup.modal-box .modal-body .insider-register.full form .input-row.three .select-wrap.country-field,#insider-popup.modal-box .modal-body .insider-register.full form .input-row.three .select-wrap.jobPosition-field{margin-top:10px}@media only screen and (min-width:48em){#insider-popup.modal-box .modal-body .insider-register.full form .input-row.three .select-wrap.country-field,#insider-popup.modal-box .modal-body .insider-register.full form .input-row.three .select-wrap.jobPosition-field{margin-top:0}}#insider-popup.modal-box .modal-body .insider-register.full form .input-row.three .select-wrap.country-field{display:none}#insider-popup.modal-box .modal-body .insider-register.full form .input-row.three input{width:100%;margin-bottom:10px}@media only screen and (min-width:48em){#insider-popup.modal-box .modal-body .insider-register.full form .input-row.three input:nth-child(2){margin-right:7px}}@media only screen and (min-width:60.625em){#insider-popup.modal-box .modal-body .insider-register.full form .input-row.three input:nth-child(2){margin-right:8px}}#insider-popup.modal-box .modal-body .insider-register.full form .input-row.one{padding-top:0}#insider-popup.modal-box .modal-body .insider-register.full form .input-row.one .input-wrap{width:100%}@media only screen and (min-width:48em){#insider-popup.modal-box .modal-body .insider-register.full form .input-row.one{padding-top:0}}#insider-popup.modal-box .modal-body .insider-register.full form .input-row.one input{width:100%;margin-right:0}@media only screen and (min-width:48em){#insider-popup.modal-box .modal-body .insider-register.full form .input-row.one input{width:98.5%}}#insider-popup.modal-box .modal-body .insider-register.full form div.info-bubble{display:none;position:absolute;width:180px;height:130px;padding:10px 20px 20px 20px;background:#5a5a5a;-webkit-border-radius:3px;-moz-border-radius:3px;border-radius:3px;color:#fff;top:20px;left:30px;font-size:.8rem;line-height:1.5;z-index:5}#insider-popup.modal-box .modal-body .insider-register.full form div.info-bubble .ss-delete{color:#cacaca;display:block;text-align:right;font-size:1rem;line-height:1;position:relative;right:-5px;cursor:pointer}#insider-popup.modal-box .modal-body .insider-register.full form div.info-bubble.city{margin:0 auto;left:0;right:0;top:100px}@media only screen and (min-width:48em){#insider-popup.modal-box .modal-body .insider-register.full form div.info-bubble.city{top:54px;left:10px;margin:0}}#insider-popup.modal-box .modal-body .insider-register.full form div.info-bubble.jobs{left:0;right:0;margin:0 auto;top:-165px}@media only screen and (min-width:48em){#insider-popup.modal-box .modal-body .insider-register.full form div.info-bubble.jobs{margin:0;top:-160px;left:187px}}@media only screen and 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Here are the latest Insider stories.How to protect yourself in an age of insecurityApril 2017: The month in hacks and breachesReview: The 6 best JavaScript IDEs Robotic process automation market poised for explosive growthMore InsiderSign OutSearch forSuggestions for youInsider email ApplicationsAll ApplicationsBig Data/Business IntelligenceCRMERPLinuxWindowsCareersAll CareersEducationSalariesSkills and TrainingData CenterAll Data CenterBusiness ContinuityDisaster RecoveryGreen ITNetwork StoragePCsServersTabletsVirtual DesktopVirtualizationHome TechInfrastructure ManagementAll Infrastructure ManagementApplication Performance ManagementAsset ManagementNetwork ManagementSystem ManagementLAN & WANAll LAN & WANInternetRoutersService ProvidersSwitchesWAN OptimizationWi-FiWide Area Networking (WAN)Mobile & WirelessAll Mobile & WirelessAndroidBYODCellular NetworksMDM/MAMMobile AppsSmartphonesiOSSecurityAll SecurityApplication SecurityComplianceEndpoint SecurityMalware and CybercrimeMobile SecurityNetwork SecuritySmall BusinessSoftware-Defined Networking/NFVUnified Communications/VoIPAll Unified Communications/VoIPCollaborationEmailSocial NetworkingVideoconferencingVoIPCloud Computing SubnetInternet of Things SubnetCisco SubnetMicrosoft SubnetTech PrimersNewsReviewsInsiderBlogsResources/White PapersNewslettersVideoNetwork World Events×CloseHomeCareersLeadership and Management IDG Contributor NetworkWant to Join?Digital TransformationBy Bob Barr,Network World|May 4, 2017 4:30 AMPT

Opinions expressed by ICN authors are their own.OpinionHow companies make money from digital transformationValue comes when you leverage digital capabilities to drive more revenue and reduce operating costsEmail a friendToUse commas to separate multiple email addresses

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How companies make money from digital transformationCredit:ThinkstockRelatedsubscription primaryWhy the subscription economy is the future of businessfave raves primary31 tech pros share favorite IT productsmaze direction lost way out future3 telltale signs it’s a real digital transformation4 Devices to help get a better night's sleepVideoFour devices to get a better night’s sleep

Several years ago, I was asked, “How do we actually make money from digital transformation?” In response, I tactfully answered with a question: If you want to put away more money in your retirement fund, how do you do that? The answer is simple: Make more money while spending the same (or even better, spend less), and put the difference into your retirement account.

Deriving financial value from a digital transformation is simply leveraging digital capabilities to drive more revenue and saving on your operating expenses.      

How digital can drive incremental revenue

The first way to grow a business is to acquire new customers who will bring new revenue.

Increasingly, your current and prospective customers begin their product purchasing by searching on the web. For example, small businesses are most likely to find you by searching around on the web simply because you cannot afford to hire enough people to knock on their doors, and frankly they are too busy running their businesses to accept appointments with salespeople face to face or over the phone.

Having a digital presence alone does not lead to acquiring new customers. Unlike billboards, for example, where a potential customer might drive by and potentially notice, searching on the internet requires a degree of optimization/help. That help comes in the form of digital marketing tactics, such as display advertising on a website you might visit for another reason; email, social or search engine marketing; or search engine optimization (SEO).

+ Also on Network World: 3 telltale signs it’s a real digital transformation +

For instance, search engine marketing (SEM) helps businesses find you because you’ve purchased a product using a specific search term that allows them to locate you and/or someone like you.

Once this traffic is brought to your website or mobile app, hopefully customers will find your content and experience relevant enough to register and make their first purchase. And with advances in data analytics, customer insights and personalization, digital can be a very effective channel to lift the future average order value (AOV) through upselling and cross-selling while onsite—a second opportunity to drive incremental revenue.

What drives operating expense (OPEX) savings?

There are numerous opportunities to save on operating expenses with an effective digital investment.

For starters, you can simply eliminate physical catalogs and mailers. Some of this information can be done via self-service, including placing and paying for orders, checking status of and tracking orders, generating various purchasing reports, arranging returns, accessing how-to videos, looking up store locations and hours, and tracking warranty expirations.

Automating some of these processes can reduce calls into a call center or field sales representative. Shifting a customer who typically engages using a call center to a self-service model means real money is saved for the bottom line. 

What about new costs?

I would be remiss if I didn’t recognize that it costs money to build compelling digital experiences. While we are looking to simplify the process, important factors to consider include:

Design and creative costsContent creation and curationAmortized software and hardware and application development servicesFraud detection and prevention servicesPayment processingDigital marketing and mediaChange management and communication (to customers and employees)

Value realized is simply the incremental revenue you realize minus, of course, related product costs, plus operating expense savings minus new operating expenses.

Discounting to present value (the sometimes scary part)

To complete our calculation of value realization, we need to discount the value expected into present value (as value realized in the future is not as valuable as value realized in the present). This is the concept of net present value. For our simplistic purposes, we’ll defer that conversation to another time.

To Digital transformation is inevitable for companies wanting to survive and grow a future-ready and sustainable business. Besides the financial prize discussed above, it also allows you to build brand, increase speed to market, manage relationships at scale, reposition your sales organizations, improve both customer and employee satisfaction and lift perceptions for your investors. If done right, an effective digital transformation will help you differentiate your business in your chosen markets.

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Bob Barr is the managing director of Accenture Interactive, where he leads Accenture’s North American Digital Transformation and Operations Practice and serves as the global B2B commerce lead. He provides digital strategy expertise for companies in the business and government sectors.

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