Cloud Benefits, Risks, Controls and Mistakes to Avoid

 

Top 10 Artificial Intelligence Companies in Media Ecosystem

Top 10 Artificial Intelligence Companies in Media Ecosystem 

• Appier 
• GumGum 
• Sizmek by Amazon 
• IBM Watson 
• Dstillery 
• Invoca 
• Influential 
• Quantcast 
• Heuritech 
• NetBase Quid 

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Weekend Reading

 

Ten Rebranding Do’s And Don’ts 

• Do re-imagine your business beyond the logo. 
• Do gain support from the C-suite. 
• Do get internal as well as external insights. 
•  Do keep it real. Do bring in all key stakeholders. 
• Do leverage the opportunity to drive broader change. 
•  Do over communicate. 
•  Do keep it aligned. 
• Do make sure your people can deliver. 
•  Do find the right partner. 

  What’s in Today’s MarTech Toolkit? 

Close to two-thirds (64%) of all the marketers surveyed are currently using artificial intelligence (AI). A full 60% say they have a fully defined AI strategy. This year, the leading use case for those marketers using AI is to drive next best actions, followed by personalizing the overall customer journey and automating customer interactions. 

 How to Win over a Team of Experts Try these three strategies: 1. Look inward to the team. Your success will depend on your ability to build interdependence and cooperation among team members. Focus on the team itself and see whether you can find ways to improve communication, interaction, and debate. Aim to create a group whose members learn to rely on each other and are less dependent on you to be involved in every decision. 

Exercise: Identify a decision you believe the team can make (it should not be a decision regarding a crisis situation). Use team meetings to work on the decision. Solicit input from everyone without allowing debate on the ideas. Summarize what you have heard from the team. Redirect the team to focus on the core areas, then encourage debate. 

 2. Look outward to the organization. Seek ways to resolve the team’s problems with the broader organization. Examples include things as simple as securing a budget, getting top-management backing for a project, or winning the cooperation of another department. 

Exercise: For a current team challenge, list the people you know in the organization who could provide any of the following: additional information or perspective that could help the team or shift its perspective; access to individuals who could support the team by doing small tasks, or people who would like to be involved in solving the problem; and bridges to other groups or stakeholders. Then use your network to tap those resources. 

 3. Look to build team members’ reputations. Although this strategy doesn’t specifically address a pain point, it still shows employees that you have their backs and are interested in their career development. Help team members expand their networks and their perspectives. With a broader network, a team member can more easily address his or her pain point and bring new perspectives to the team’s challenges.
Exercise: For each team member, list two to three people who would value knowing of that individual’s experience, perspective, and capabilities. Use your connections to set up one meeting for each employee. Coach the individual on how to best manage that meeting. Check on the impact the team member had.

Strategis for Mananging Digital Transformation

The goal, according to a recent PCW report, is to get beyond titles and delve into attitudes and behaviours. That’s the approach that leads to more relevant communication, rewards, performance and development, the report reads.

Selling Better, Faster using Real-Time Sales Education

SAAS Companies Growth Valuation “Not all software is created equal. Software businesses that don’t have a short term path to FCF (call it <2 years) have gotten wacked in the public markets. But, just like pre-2015 when the market assumed software wouldn’t turn profitable, the same thing is happening now. With a longer term horizon we’ll see many software companies turn profitable. The important task is finding the businesses that can turn profitable, while maintaining attractive top line growth. That “holy grail” combo will be a smaller percentage of software businesses – ones growing >20-30%, with FCF (free cash flow) margins >20-30%, with annual revenue >$1B. Final thought - what gets me so excited currently is that we’re seeing companies still in hyper growth mode, at a scale of ~$1B ARR+, hit mature FCF margins. Crowdstrike (>60% growth, ~30% FCF margins), Datadog (>80% growth, ~30% FCF margins), Snowflake (>80% growth, ~20% FCF margins), ZScaler (>60% growth, ~20% FCF margins), and ZoomInfo (~60% growth and >30% FCF margins) all have incredibly impressive profiles. 

Top 10 EV / NTM Revenue Multiples

How to Influence your Buyers for Cloud App Modernisation

How to Influence your Buyers for Cloud Application Modernisation

Cloud Offerings for Application Modernisation

Buyers Persona Mapping with Cloud Offerings for Application Modernisation to execute the Sales Strategy 

Persona Mapping from - Sellers from Mars and Buyers from Venus

Eight Steps for Every CFO to Apply in Recession

 Eight Steps for Every CFO to Apply in Recession

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• Prioritisation - Make a prioritised list of the trade-offs in your budget with a reason for why.
• Cloud - Accelerate movement to the cloud, while paying attention to shifting pricing strategies from software providers as prices rise.
• Business Process - Radically challenge workflows and processes to make them faster, simpler, and more agile for the long-term.
• Leverage and Cost Arbitrage -  Fundamentally rethink the way your company leverages humans (locations, hours, part vs full time, in-house vs outsource).
• Digital Talent - Clarify your Employee Value Proposition (EVP) so you are positioned to attract and retain the right digital talent. Aggressively source key digital talent that will shake loose and help accelerate your digital plan
• Digital Investment Roadmap - Develop a future vision of the customer and employee to accelerate the right digital investments for 2025.
• Automation - Invest in predictive and autonomous digital projects that will make the organization faster and leaner.
• Measure and Focus - Narrow the metrics you use to measure and manage digital initiatives to the few that align with outcomes.

Source  Gartner, BCG, Mckinsey, HBR

Why Cloud - Reality vs Perception, Impact on IT

 Why Cloud is in Demand

Cloud - Reality vs Perception

Impact on IT

Pricing Strategy - Mistakes to Avoid

 

Telecom Cloud Evolution, Use Cases and Infrastructure Market

• Telecom Cloud has evolved from an early infrastructure offering to a solution-centric and to being an aggregator. 
• Telecoms are struggling to get ROI in this domain while the sector is still growing by 30-35% YoY. 
• Players Like AWS, MSFT, Google, Dell (EMC/Vmware), IBM and others are not letting Telecoms to play in this space. Besides Telecoms with so many customer-centric assets are struggling to refine their operating model to take advantage of the cloud to diversify and increase revenue.

 

Telecom Cloud (Distributed) Use Cases 

Cloud Infrastructure Services Market - 2022

Why Cloud

Cloud Sales Roadblock

Weekend Reading

Digital Business Ecosystem Under The Hood 

In an ecosystem, we typically see three types of horizontal business models emerge - Aggregators, Integrators, and Infrastructures - which may be distinguished based on their position in the value chain. Additionally, firms may specialise and act as capability providers.

Five Anxieties of Tech CEO

• The first is dealing with increasing individual and team performance. Technology moves at such a rapid pace that is challenging to keep up with evolving new concepts. 
• The second is with doing more with less – either with resources (people and budgets) or time to meet the company goals. 
•  Most technology organisations have developed specializations over the years and the CEO experiences the third anxiety of leveraging with partner organisations as specializations are all over. 
• Often, either the organization, the investors or the board has a new vision, and the CEO now needs to deal with the fourth anxiety of how to synchronize one’s execution with a new vision. 
•  Finally, the technology world has grown global and technology teams take the job to where the talent is. This now means managing and leading the global workforce, the fifth anxiety.

Want More Deals - Teach your Sales Rep to Write

Why B2B Marketers Must Stop using the Jargon

“Don’t hope to impress customers with the language they won’t understand. Instead, impress them with how much you understand them,” the post said. “The reality is that jargon varies so much from organization to organization – and even from department to department inside of an organization – that it’s always better to speak in plain terms than to risk fanciful obscurity.”

Replacing the Sales Funnel with Flywheel 
Using a flywheel to describe a business allows us to focus on how to capture, store and release our own energy, as measured in traffic and leads, free sign-ups, new customers, and the enthusiasm of existing customers. It’s got a sense of leverage and momentum. 

The metaphor also accounts for the loss of energy, where lost users and customers work against our momentum and slow our growth. 

The two dynamics that make our flywheel spin fast: are force and friction.  

Why Inflation is Rising - Macro and Geo Political View

 

Future of Cloud - Upcoming Talk 2022

 Sharing the Agenda and Summary from my Upcoming Talk on,  "Future of Cloud - 2022"

Distributed Cloud Battle - AWS vs Google

 Distributed Cloud Battle - AWS vs Google

Evolution of Cloud Migration Strategy for IT and Business Application

 Evolution of Cloud Migration Strategy for IT and Business Application  

Source: Gartner, BCG, CCF, Forrester

Weekend Reading

 

• Key to Building a Great Company
• Do the hard things. To build a great startup, you have to move fast. But you shouldn’t let urgency distract you from tackling big, thorny problems. Doing the hard things is one of the most effective ways to build true defensibility. 
• Protect your principles. Having clear company principles helps your team make faster, better decisions. It’s easier to act autonomously when you have a clear framework to follow. Failing to protect these values can shift your company towards an “exception-based” culture. 
• Pay your debts. Every time you make a sub-optimal corporate decision, you create a “debt” that must be paid. This is true across engineering, product, and marketing teams. To avoid debts spiraling, keep track of them and proactively pay them down. 
• Build a brand. If you’re building a good business, you’ll inevitably attract competition. For consumer companies, it’s essential to create an impactful, differentiated brand. If you do it well, you’ll outcompete better-capitalized opponents.”
• Career Advice
• Try to be the best at what you do. The money will take care of itself…In business, persistence pays off…Others may have more advantages than you, but no one has more hours in the day than you. No one can outwork you unless you let it happen…Find your workplace tribe…No one cares about your disadvantages. Overcome them…Managers must be managed.
• Action for Sales Leader When Inflation is Rising
• Actions - Once you and your peers have assessed the market landscape and your ecosystem, take action. Incorporate immediate actions into existing sales plans and future required actions into your B2B sales strategy. 
•  Leadership Actions 
• As with all changes that affect our teams, we must take a leadership role. For example, we must treat economic downturns and the changes that we have to make as a comprehensive change program. As usual, this starts and continues with communication. 
•  Communication. When economics impacts our business, our teams and those within our partner ecosystems need reassurance about the future of the company. In addition, they need reassurance of their personal futures. Share executive team views on the market. Communicate the results of any assessments that have been made and actions that are planned. 
• Care for your team. Managers must ensure that open and transparent communications are available. Continue to appreciate and recognize employee efforts during what could be a challenging time. A culture of appreciation drives employee engagement and productivity. 
• Budget. Although sales does not have tremendous discretionary budget, it goes without saying that leaders must reduce all unnecessary spending, including travel, and consider hiring freezes where appropriate. 
• Go-To-Market Actions 
• Position resources toward the market priorities that will drive the best current and future results. For example, some industries such as healthcare may be more recession-proof than others. 
•  Demand engine changes. Shift marketing spend to appropriately drive demand in target segments and nurture those that will be poised to act when recovery occurs. Share Six Tips Marketing Operations Leaders Can Use To Prepare For A Potential Recession with your marketing partners. 
• Digital routes to market. Consider how buyers may be changing their purchasing behavior. If, for example, they desire self-service, consider if now is the time to invest in digital selling capabilities. Doing so can meet buyer needs and reduce human sales expense. 
• Seller enablement. Educate direct and partner sellers on new messaging, offerings, packages, etc. In addition, coach them to ensure that they can effectively leverage these resources. 
• Coverage and quota. Shift coverage to ensure that existing and targeted priorities are effectively covered. Consider changes to quota or incentives to drive action to the highest-potential opportunities and clients. Also, consider how quota or incentives may have to be adjusted if existing targets are no longer achievable. 

• Define ROI from Digital Transformation 
• Example - Insurance 
• Once the link between digital capabilities and customer and business metrics has been established, begin to map these digital capabilities to the customer lifecycle, the insurance value chain, and a technology stack. 
•  Demonstrate how digital technologies: Improve product design, marketing and sales, service, and engagement. 
• Lower the costs of underwriting, acquisition, service, and compliance.
• 12 Best Sales Methodologies & The Key to Customer-Centric Selling
• SPIN Selling 
• N.E.A.T. Selling™ 
• Conceptual Selling 
• SNAP Selling 
• Challenger Sale 
• The Sandler System 
• MEDDIC 
• Solution Selling 
• Inbound Selling 
• Target Account Selling 
• Command of the Sale 
• Gap Selling

Global Financial Crisis to Global Inflation Crisis Spectrum

 Global Financial Crisis (GFC) to Global Inflation Crisis (GIC) Spectrum