Thursday, February 17, 2011

CIO Agenda for 2011: 6 Key points that will form the IT Strategy this year


World has changed post recession, so has the IT strategy. Change in consumer taste and preferences, competitor’s strategy and market expectations has impacted business strategies across the board in the organization. Closely aligned to these business strategies is the technology matrix. CIOs have finalized IT strategy and agenda for the year 2011. Based on my reading of the market, below are the 6 noteworthy points that will form CIO’s strategy this year.

1) Execution – Budget has finally stated following and many companies embarked on a roadmap for improvement was defined last year. Projects halted due to cost pressure regained funds. Three to five year strategies were defined and laid out and careful investment plans were rolled out. This year is the year of execution where the organization needs to make sure that project delivery happen in time. IT companies will observe demand for Project Management and governance roles this year.

2) Strategic Partnership – With strategic plan comes the need for a long term strategic partner. Leading companies do have prime partners to support, however maturing companies are still seeking out for partners. IT partner will bring focus, experience, best practices, methodology, excellence and capacity to accomplish and execute long as well as short term plans.

3) Breaking down investments – During tough times, CIOs faced a massive challenge breaking down fixed investments done most importantly on Hardware side. There will be a move to make fixed investments elastic to enable demand based payment and utilization. SaaS (Software as a Service), Cloud computing and such pay as you use models will gain investments. Gartner expects this year to be a unique time for IT as CIO strategies focus on new architectures and the potential of these lighter-weight technologies.

4) Lean Processes - Drive to make lean processes will continue. Recession realized CIOs that there has been a lot of room to squeeze out capital by optimizing processes. IT will be excessively leveraged to drive lean processes. BPM (Business Process Management) tools will help CIOs better align IT with business processes and subsequently consolidate IT systems.

5) Competitive Advantage – Over the next five years, CIOs expect dramatic changes in IT as they adopt new technologies and raise their contribution to competitive advantage. Solutions with that will provide competitive advantage and high on impact will gain priority over ongoing transactional development. Use of mobility solutions to improve sales or delivery productivity can be termed as an example under competitive advantage solution. Due to the vary nature of it, such solutions will get immediate sign-off from business and finance units. It becomes important to keep a tab on Gartner’s hype cycle to differentiate the noise from productive solutions.

6) Skill Change – Leaders will implement new infrastructure technologies to achieve both increased efficiency and to redirect IT resources to create greater business impact. Significant role change in IT organizations is expected as analysts foresee big change in technology and architecture in coming years. This would make CIOs think about existing IT skill base and change management within the organization in anticipation of the changes that might take place in next few years.

Monday, November 29, 2010


Different Day

Monday, November the 29th. I'm off to home from office realizing that today is a very different day and thinking whats making it different. Am I excited?; not sure. Am I anxious; not really. Is my boss happy with me?; not today at least. Is it the rain that's falling on my shoulders?, that's normal. Because it's a Monday?; may be.

Often, I start playing this game with my other self and reach home without noticing what's happening around. Not sure who guided me the way to home, it wasn't the GPS of my brain at least.

While stepping over the threshold, another question popped-up

Liberty?; Yeah! I forgot my lunch-box in the office.

http://answers.yahoo.com/question/index?qid=20120109154834AAhccxY

Sunday, November 28, 2010

Celebrations are short

November the 28th, it's mom-dad's marriage anniversary, special ants birthday, her secretly adopted daughter's birthday, and........ I'm still thinking who's left. One forgetfulness and adding to that the time difference between two latitudes of this earth (India and US) has made it complex for me to realize the importance of the occasions. Every event back home (in India) gives me a small window of 4 hours of day time in Chicago to celebrate when the day overlaps. Celebrating every event the day after event, is not normal at least to me . I wish to be close.

Memory is short and such is the celebration now.

Wednesday, November 24, 2010

Human or God?

Here it is - My nose is flowing again - like the Des Plaines river and along with the river. November the 24th, 32 F (0 C), wind is blowing South East, and I'm on my way to office riding on Bus No. 11 crossing the River Road. The misty wind is freezing my ears and reminding me that it's going to snow tomorrow. Less traffic on road this morning as we approach the Thanks Giving holidays.

Nature is taking it's toll on trees outside sparing only the dark brown wood but the flower shop lady is still selling all colors - fresh, bright and watered. Sometimes make me think, if it is human who has overpowered God will or is that something God wanted anyways. It is going to rain today, has human made an arrangement for Chicago?

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Thursday, November 04, 2010

Time Machine within "Myself"
I'm sitting on a dirty couch watching "New Jersey Drive". The movie has taken a young black boy, who just landed in prison, to a flashback to about 7 months.
SEVEN MONTHS....?
Isn't that exactly when I got on to the air plane? I look back and see family, relatives, friends and 300 people were there to bid me good-bye on Terminal No. 3 at IG Airport, New Delhi. Not sure if they all came for me on that night.

Parting songs in back of my head, mixed feeling in my heart and night was adding it's own emotion to feeling. We had driven 113kms from Rohtak to New Delhi, IG Airport that night. We had a XYLO packed with relatives, luggage and limited oxygen in it. I was sitting right on top of the gear shift.

Few relatives were told to stay back after observing distress on our driver's face. After all, it was a new Xylo. Luggage was weighted 23 times to check space for more Haldiram's readymade food packs Didi bought for me. Each item put in bag was scrutinized 4 times by a team of 7 people, lead by my father, from different dimensions including usability, availability and ofcourse weight. I wanted to make sure my RayBans, Casio watch and hard drive is taken care. Probably, these were the only 3-4 items, I could recall, I bought for myself since 4.5 years of sweat and rust. Not that I was going on a war, my mum pacified herself that I'll be back. Dad took me to his workplace that morning. After 2 Years, I was going to see the workplace neighborhood and familiar faces growing old. Satyawan, the famous welder in our market and our closest neighbourer walked-up to give his wishes. I couldn't have imagined that within 2 years, his face wrinkles would get deep and his head will not have a sift of black hair on it. I turned my neck to my dad, my heart filled and my face turned red. I got anxious imagining mum and dad in next 2 years.

Is going to Chicago really worth it? When will I come back? My mind took a swinging like a pendulum every second. 50 things crossed my mind in half a minute - John Denver's leaving on a Jet plane, Bob Dylan's Rolling Stone and Jamaican Farewell from Harry Belafonte.

"15 minutes can save you 15% or more" GIECO's advertisement brought me back to date. I've missed the first part of the movie already. Still oscillating between my present and past, haven’t I built-up a "Time Matchine" within myself?



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Thursday, May 29, 2008

10 "Smart" ways to Cold Call, bypass gatekeepers and other bottlenecks.



Fixing business meetings has never been that easy as it’s always difficult to digest a tight slap while cold calling (I have received many). We have been spending days and even nights in generating leads and maintaining sales funnel, however adding a little tactics to our efforts could make a huge difference. Presenting below the 10 Best ways to cold call, bypass gatekeepers and opening other bottlenecks.

  1. Act like a CEO: The best way to get through gatekeepers is to act like a CEO of your company and not just a Business Development Manager. Tell him that you need to talk to Mr. Henson for 3 mins and for that you want to take an appointment to discuss business. Taking an appointment is the finest way ever to crack through. Ask her what time is he free and you can call him that time. Do not take the first time suggested by EA. Tell her that you are extremely busy at that time and have back to back meetings scheduled on that day. Take the next best time slot from her.
  1. Calling Hour: Calling in early hours works better than calling at late hours (assumption based on experience). Do not worry, if you have missed early hours; the next best thing could be calling 5 mins. before every complete hour as that is the time when any prior meeting will come to an end.
  1. Reach higher in Hierarchy: The best way to reach a Director IT could be dialing in CIO’s EA and asking for Director IT. Tell that you got transferred to her extension by reception and then ask direct number for Director IT. Once transferred, tell Director that you just got transferred from CIO’s Desk and have been suggested to talk to you. He will greet you, if you do that.
  1. Find Direct Numbers Direct numbers are the best when cold calling as it saves you a lot of time when you have to call 100s of these. You would usually not get any direct number from US switch boards. The best way to get a direct number could be calling in UK office when you know that the person you want to located is in US. Here you can ask for direct number to any Director/CIO office.
  1. Straight Messaging: Be very straight to your message. Do not ever hide your objective of call while speaking to prospect. Tell the prospect on the face that you want to follow-up regarding services to Oracle which was implemented by Wipro last year and want to know the status of the contract renewal.
  1. Circle the Best: Be confident about your product/service. Circle down the best points of your product and impress the purchaser about you being number 1 in your space. Tell him that if he is not listening to you then he is loosing something.
  1. No waste of Time: Be precise about the time you want to take in that call. – “I would like to take next 30 Sec. and not even a single sec. more than that”. Assure him that you are not here to waste his time.
  1. Avoid Slaps: Ask him his profile or search for his profile on internet just by Googling his name before you make a call. It could be a “One tight Slap” situation if you are pitching wrong proposition to wrong party.
  1. The Gyan: Do not try to sell him in the first call. Do not try to give him all “Gyan” (he being the right guy to trap) in one go. Request him for a time; if he is not interested to give you time then it is clear that he doesn’t require any services at this point; move on for new prospect. Give him freedom to select his time. It could be after 2 weeks.
  1. Call Closing: Do not close the call before you take a next date to follow-up with client. They are going to need your services some day for sure if not today. It doesn’t matter if your prospect tells to follow-up next year. Immediately mark your calendar wit the same.
- Nishchal

Thursday, March 06, 2008

Free style Marketing

How many times have you been to a business conference that guided the world to sell things for free? Well, if you never heard about one, then you need to know about Nokia World 2007 Conference where Chris Anderson, Editor in Chief talks to the world referring to this. The campaign broke all the traditional rules of selling a service product. As per Chris, the new way to sell today has changed focus from the actual product to the complementary product or supporting product that could enhance the selling of original product.

Chris talks about the new selling concept of 0 + 2 = 2 in contrary to the old concept of 1+1 = 2. Now, what the hell does he mean by this Maths..?

Consider Company A that sells both - the products and the services on the same products. As per the traditional earning model Company A earned Rs 1 revenue from selling the product and Rs 1 revenue from the services on the product. The modern way of selling sacrifices the revenue on product to earn revenue on service which is more profitable and perpetual revenue raiser i.e. - selling the product for free with revenue as Rs 0 and earning 2 from servicing that eventually costs very less.

In industries like IT the revenue earned through service and maintenance of a software or an Infrastructure could be 100 times the price of software (which is considered product). For Telecom operators the investment is fixed as they pay for the licensing lease - the huge the number of subscribers, the larger the profits.
Giving a valuable product at a very less (or at no margin) or even free of cost can breakdown the entry barrier and at the same time, developing a model to recover the revenue from value added services and perpetually introducing innovation may lead to deep money mines.

One such industry that has practiced this principle well enough is Telecom. In May 2009, Apple announced that one billion iphone apps have been downloaded in the first nine months. A source identified that Apple is earning more than $70-160$ from iphone applications developed by open source community of around 600,000 developers that paid a membership fee of $99 (excluded revenue). Now it’s worth noting that it took 6 months to hit 500m app downloads, and only three months for the next 500m app downloads, so Apple’s revenue run rate is higher than this. Thought the revenues from software applications today have not gone pass the product revenues but the change is expected soon. It wasn't a miss calculation when Reliance sold Samsung phone sets for Rs. 500 in the year 2002.

I run a Guitar School. Imagine a situation where every home has a Guitar, the music school industry is destined to grow leaps and bounds. The reason why it's not growing today is because a decent guitar costs good amount money. If I shake-hands with a Guitar retailer and partner to provide learning services on such a model, both Product and Services will amplify.

If you go by the Cheese theory, you will analyze that the old cheese might not last longer and the market dynamics might move the cheese soon. The quicker you let go the old cheese the sooner you will find the new cheese. Move with the cheese and enjoy it.

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