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Tuesday, January 26, 2010

60 reasons to love India

A great insight into 60 reason by Kushalrani Gulab at Hindustan Times highlighting on why you should love India. They are no particular order or achieving greatness, but simple thing that makes India, the India we know.

Have an interesting read:-

Our ability to adapt other cuisines to our tastes: Hot and Sour Chinese soup has desi tadka. Sandwiches aren’t thinly sliced and lightly buttered slices of bread with slivers of cucumber. We add green chutney and sliced aloo and beetroot. We invented Chicken and Veg Manchurian, developed Udipi pizzas, concocted onion omelettes, created veg kheema, de-Japanesed Japanese food by cooking up gajjar-ka-sushi, and now are well on the way to Indianising the seafood diet of penguins in Antarctica just in case that becomes the hot new phoren cuisine of 2010.

Faith and spirituality: Tell someone you don’t believe in God. Go on. You’ll find yourself arguing so vehemently to make your case that you could well be accused of having a severe case of faith – faith in no God in this case. Because that’s what we do – believe. Hard. With passion. In anything we want to believe. Which is why practically every faith known to God is right here in India, and we’re not above inventing several more if we think we haven’t enough.

The way we are so flexible: Checked anyone’s filofax lately? Know anyone who has a filofax? We may set off in the morning expecting to follow a strict schedule of assignments and appointments, but we are always happy to chuck all our plans at a moment’s notice, particularly if the alternative involves partying.

Our many and varied stories: Our history goes back 5,000 years – and so do our epics that contain every emotion, possibility and philosophy that humans have ever managed to come up with. Not to mention a frightening amount of maths, if we’re considering the ages that make up the four yugas. Add to that the epics of Islam and Christianity, local folk traditions and tales that simply emerge from our fertile brains, and we’re wondering why our TV channels need to import bad reality shows from phoren and inflict them on us.

Chai: It’s raining. We need chai. It’s cold. We need chai. It’s hot and sweaty and miserable. We need chai. Yes chai, not tea. The over-boiled, over-milked and over-sweetened stuff that could rot our teeth and turn our insides into shoe leather, yet never fails to put life back into our tired frames. Then there’s also tea. Darjeeling, Assam, Nilgiri, Kangra... Mmmm, the fragrance.

Monsoon mania: Who needs marijuana or Ecstasy? The monsoon is what we get high on. After a long summer spent gazing up at the sky through a magnifying glass looking for the merest hint of a cloud (and in imminent danger of setting our eyebrows on fire), we see the sky begin to darken, then the first drops of rain hit the earth, then we breathe deep and our nostrils fill with the delicious scent of wet earth... and then we complain bitterly about floods.

Weddings and family occasions: Our weddings are attended by family, relatives, friends, past and present neighbours, people who invited you to their or their siblings’ weddings, past and present colleagues, random strangers because we had 300 wedding cards extra and didn’t want to waste them, plus gatecrashers – a guestlist so long it rivals the population of the whole of Africa. If however, our homes are filled with the population of only one small country, like Bangladesh, we’re just having a family dinner.

Bollywood jhatkas: Hips swirl in one direction while the torso twists in another and the shoulders go somewhere else entirely even as the head moves so violently, it could spin off the neck entirely. We’d make excellent weather vanes, only no one would know where the wind was actually coming from.

Autos: Germany had its cute little Volkswagen Beetle, we have our cute little autos – three-wheelers packed with hi-tech music systems and disco lights that would put nightclubs to shame, which trundle up and down roads as their drivers overcharge everyone in sight, including themselves by mistake.

Bargaining: Worry about being cheated, who us? It’s the people we’re buying from who are tense. That’s because we don’t see bargaining only as a legitimate means of lowering prices. We see it as a sport. So we will not move an inch from the thelawalla even if the sun is blazing down at 53 degrees. We want that 30 paise off our kilo of apples and that is that.

Desi hospitality: Atithi devo bhava… and we will be devo-ed till our stomachs burst. (Perhaps because our hosts bargained so hard with the thelawalla that the apples were practically free?) When we step into anyone’s house we are fed, watered and pampered so much, we’d never believe there was a single nasty person on this planet. The only difficulty is getting away – if they could, our hosts would adopt us on the spot.

Tel maalish: Even as we read the stories by our lifestyle journalists on the joys of spa massages, we are getting our hair cut in full anticipation of the head massage that will follow. It’s hard to fathom why the phoren people get so excited about massages. Haven’t we been tel-maalished from the second we were born?

We’re child-friendly: Aside from the fact that we love children so much that we’re soon going to produce enough to populate the entire world, everything in our lives is geared towards their happiness. So much so that our parents never want us to leave home.

So many newspapers and magazines: Whatever the rest of the world may think about reading, we have so much respect for knowledge that many of us literally worship our books (i.e., take them to temples to be blessed, instead of actually opening them). This may explain why new newspapers and magazines are constantly being launched even as marketing people complain that nobody reads any more.

We survived the recession: That’s because even though we are clambering up the conspicuous consumption ladder just like those phoren people who drove their economies to the brink of extinction, unlike them we have a culture of caution and saving that pulled us through when entire countries had to declare bankruptcy. That’s why. Our stash of black money certainly had nothing to do with it.

We’re a democracy, thank God!: You say, I say, she says… we all can say. And many of us do say – very, very loudly. Ideas and arguments are alive and though some of us (call them Party A) feel a great desire to clonk some others (call them Party B) over the head for having foolish opinions, we’re lucky because still others (call them Party C) are just as thrilled by the idea of clonking some of us (Party A) over the head for their ideas, as meanwhile, Party D lurks about, thinking hard thoughts about Party C. So a balance is maintained at all times.

We’re miserly and extravagant at the same time: We spend approximately the amount required for a new house on a new handbag, but we turn purple with rage and start throwing things about (though not our new handbag) when the auto driver suggests Rs 25 as a fair fare.

Raddiwalas: When those phoren people start making noises about our carbon credits – ours, for heaven’s sake, when we are the most frugal people on this planet always trying to save 10 paise here and 20 paise there, never mind that there are actually no coins in those denominations any more – we can tell them that we are green without even trying because ours is a country where recycling has always been a business, thanks to the raddiwalla.

Jugaad: Nothing in India need only be what it was originally meant to be. A motorcycle can be attached to a cart and become a bael-gaadi, a tangle of wires could become a satellite dish, and when prissy parents refuse to serve alcohol at weddings, the boot of a car is a bar.

The sheer number of holidays: There’s a New Year’s Day practically every month, not to mention some festival or the other courtesy one community or the other. And if we don’t take the holiday, we are nasty exclusionists who do not believe in unity in diversity. So there is a minimum of three holidays every month not counting weekends and if we live in Kolkata, we also have bandhs.

Our values are still (mostly) intact: Family – check (see the millions who turn up for our weddings). Friends – check (see movies like 3 Idiots). Frugality – check (ask the thelawalla if you need proof). Hospitality – check (look at the size of our stomachs and we haven’t been home for weeks). Modesty – uh oh. What’s that we keep telling ourselves about Asian tigers?

Our patriotic songs: They can be truly heart-rending. Just the first few bars of Saare Jahaan Se Achcha can make us weep – and not only because our neighbour sings it so badly that we’re convinced she’s a Pakistani terrorist. And they are also so rousing that it takes just one hearing of Hum Hindustani to make us grab anything at home that might serve as a weapon and queue up at the Defence HQ, ready to sign up for the Army.

Amazing diversity of food taboos: We have vegetarians who won’t touch anything that once had the potential to move (though we don’t understand this too well – don’t palak leaves flutter in the breeze?), we have vegetarians who will eat all vegetables but won’t touch garlic or onion, we have eggetarians who will only eat vegetables and eggs, we have chickenatarians who only eat vegetables and chicken but not eggs, we have fishitarians who will not touch dairy with a bargepole and non-vegetarians who think green veggies are a form of mould. We have so many people with so many dietary problems that it’s a wonder we get to eat anything at all.

Amazing diversity of food: Food taboos, shood taboos! When we set off for school or the office clutching our tiffin boxes, we know very well we’re not going to eat anything that’s in them. Because the second it’s time for lunch, tiffins are exchanged for what our classmates or colleagues have brought. Which is why, in one day, we could find we have eaten anything from akoori (Parsi) to aloo poshto (Bengal), to sai bhaji (Sindh), to bisi bele bhaath (Karnataka), to aloo-bhaji (UP), to tandoori chicken (Punjabi), to biryani (Muslim) to de-Japanesed Japanese like gajjar-ka-sushi (wholly Indian, mera Bharat mahaan).

Amazing diversity of us!: For a people who have so much in common, we come from a wide variety of races. Across the world, we are mistaken for Chinese (anyone from the North-East), Caucasian (Parsis and Sindhis), Italian and Spanish (Goan people, especially with curly hair)... You name it, we’ve got the gene.

Amazing belief that anything worthwhile could have originated only in india: We don’t care what anyone says about Africa being the cradle of civilisation, we know for a fact that we invented everything in the world – including the world’s genes, so there! We’re responsible for shampoo (champi), bungalow (bangla), thug (thugee), chicken tikka masala... Err... Well, we’re responsible for the chicken tikka and the masala and since the combination is so ghastly, we’re fine if the Brits take the credit for that.

We’re a nation of ideas:  Tired of the sheer boringness of branded shoes? Someone will paint your keds for you. Want a poem for a loved one but can’t rhyme anything but moon and loon? Call the poet-for-hire. Ordered 3,00,000 wedding cards and find you actually know only 2,50,000 potential invitees for the wedding (oh, the shame of it)? Call the rent-a-baraati company in Ambala. We are short of many things in our lives, but we’ll never run out of ideas.

Our wealth of healing plants: If there’s one tree we cannot do without, it’s neem – and it’s here. It takes care of almost every ailment known to human and animal kind – and it gets rid of pests. Then there’s haldi, there’s cloves, we even have soap growing on trees, there are a host of plants that are ours – and if phoren people use their convoluted legal language to patent these and take them away from us, we’re going to sing Hum Hindustani, pick up our frying pans and clonk them over their heads.

Singing: What do you get when two of us, even if we’re perfect strangers or deadly enemies, are hanging around with nothing to do? A sing-song, that’s what. Because we luuurrrve singing. We sing everywhere and anywhere, we have contests for bathroom singers and enormous national-level singing contests called antakshari – whether we can actually sing or not.


Indian English: So here we are, writing in the phoren language our one-time colonisers bequeathed to us, and here you are, reading it. But let’s not get all chauvinistic about this. Because just as we have de-Japanesed Japanese food and come up with gajjar-ka-sushi, we have de-Englished the English language and now only speak Indian. Indian is only superficially English. That’s because we translate phrases directly from our local languages into Indian so it’s no wonder that at times we feel there’s someone eating our heads. And if we’re in too much of a hurry to translate anything, we just bung in words from all over the place, so there are five separate languages in a single sentence. And come to think of it, do we really need that poet-for-hire? Don’t we rhyme-shyme everything in sight-shight all the time-shime?

Yoga: While the phoren people are doing horrible things to their abs with sit-ups and crunches, we are standing on one hand with one leg wrapped around our heads, experiencing an inner, spiritual glow, because – aha! Yoga isn’t just a workout for the body, it’s also a workout for the mind and soul.

We’re a hardworking bunch: (Except at our government offices.) Out there in the West, everything shuts at 7 pm, so if you need bread or a life, you have to go to an Indian shop. Here, you lose your key at 2 am and the chabiwalla is by your side at 2.03 am.

Mahatma Gandhi: One frail old man took on an entire imperial empire. And he did it in such an inspired manner – non-violent non-cooperation, brilliant! – that we’re still seen as the most moral country on the planet.

Thelawallas selling cut cucumber, peanuts, chuski, bhel etc: Because as we all know, food provides fuel and without fuel we can’t function, so never mind the tiffin boxes from home, if we don’t have a small snack every 20 minutes or so, we will simply collapse in a heap.

Mangoes: Mumbaikars will kill for Alphonso. Northerners swear by Dussheri and Langda. The ones down Vindhya way will die for Begum Palli. Goans will eat any mangoes that ripen in their backyards. There are also Rajapuri, Kesar and a hundred other varieties of this best of our summer fruits. If, after all that, you don’t like mangoes, we might consider you anti-national.

Indian stretchable time: What time do we need to report for work? 9.30 am? Ah, that explains why we phone the trade union when we arrive at the office at 1.30 pm and learn we’ve been docked half a day’s pay. Indian Stretchable Time is in a zone of its own – and no one can understand it but Indians.

Our child-like enthusiasm: The Nano finally hits the roads? You can be sure that everyone on the road – including the world-traveller in his BMW will be tailing the Nano, just to look at it. We win the T-20 World Cup? Everyone will abandon work to line the streets to look at the team – everyone including the bosses.

Drinking water: Everywhere else in the world, we’ve got to pay roughly the sum of a two-bedroom flat in Mumbai for a bottle of water, but in Indian restaurants, waiters will swoop down on you and refill your glass even if you take so much as a sip. 

Domestic help: By which we mean servants. One to cook the food. One to wash the dishes. One to sweep and swab the floor. One to dust. One to wash the clothes. One to clean the toilet. One to make chappatis. One to watch each baby. One to man the gate and run the errands. One driver per car. One to wash the cars. One to cut vegetables. One to massage the baby. One to water the plants. Why do we have so many? Since we obviously can’t complain about household chores, we’ve got to complain about something, no?

Indian Railways: From Kashmir to Kanyakumari, Jhansi to Jhumritalaya, there are only a few places in the country we can’t reach by train. And while the journey is not always what we might call comfortable, we can’t deny that it presents us with a magnificent tableau of everything that makes India India.

The way mobiles have taken over everything: Need veggies? Phone the veggie man. Burning desire for panipuri? Phone the chaatwalla. Practically no one in the country doesn’t have a mobile phone any more – even the beggars on the streets (and we do want to know how their phones are so much fancier than ours).

Superb scenery: We’ve got ice deserts in Ladakh and actual deserts in Rajasthan. We’ve got the Himalayas – the highest mountains in the world! We have the Ghats on either side of our peninsula, islands, stunning beaches, the seas, the lakes, the jungles, the wildlife, the rivers, the waterfalls… we’ve got the whole planet, right here. Who needs a passport, for heaven’s sake? (Though, because it says Republic of India, we’re very proud of ours.)

BPO power: We are not concerned ourselves about minor things like getting to work on time, but if people around the world need traffic movements for their commutes, they have to phone us. We’ve become so good at fixing their things from a distance, doing their homework from a distance and even reminding them about their anniversaries from a distance, we’re wondering how the world turns without us.

The riot of activity in every household every morning: It’s chaos till 11 am – even if there are only two people in the house. People being dragged out of bed, people queuing for the loo, people rushing about looking for shoes, people eating breakfast on the run, the domestic help switching off fans and sweeping us literally off our feet – you’d imagine no one had ever woken up in the morning before.

Nothing is beyond repair: When your computer man tells you that your machine has died, call the raddiwalla – if he can’t tell you how to fix it, he’ll certainly show you how to convert it to another purpose altogether. This is India. Nothing is ever so broken that it’ll never work again.

The way we have a name for every single person we may be even remotely related to: Ma, baap, dada, dadi, nana, nani, taya, tayi, chacha, chachi, bua, phupha, mama, mami, beta, beti, potaa, naati, poti, naatin, behan, jija, bhanja, bhanji, bhai, bhabhi, bhatija, bhatiji, pati, patni, saas, sasur, damaad, bahu, jeth, jethani, nanad, nandoii, devar, devarani, saali, salaa, samdhan… And that’s only in Hindi. Need we say more?

Indian movies: Bollywood, Tollywood, Mollywood, any wood – but the films that we make are definitely not Hollywood. Our films are our films – wherever in the country they’re made, in whatever language, there will be laughter, tears, songs, dances, action, family values, principles (and even principals) – all in three hours. Talk about paisa vasool.

The way we force MNCs to Indianise: McDonald’s had to invent the McAloo Tikki, the Paneer Wrap and the chicken burger. Pepsi came up with Masala Lays. Coke never used celebrities in their ads abroad till they came here. Whatever the MNCs are famous for in phoren, when they’re here, they’ve got be us.
Our need for heroes: We love people who achieve things – even if what they achieve is notoriety. Hey, as all PR people know, there’s no such thing as bad publicity.

Galli sports: Sports arenas, sphrorts arenas, who needs them when we have gallis, bits of crate and an aged tennis ball? While we hate it that our kids have little opportunity for organised sport, our kids calmly play on the streets – and then walk straight into international arenas.

Every occasion is a celebration: Complete with cards, clothing, eating out opportunities, gifting options, holiday options – nothing is safe from this relentless need to party – including this. Happy Republic Day!

Mukhwaas: You wouldn’t notice it in public, given how we have to skip lightly from garbage heap to garbage heap, but we like everything about us to be fresh. Which is why we’re such big fans of supari. We can’t avoid body odour, but we can eliminate bad breath.

Pet names: In Bangkok, Tuk-Tuk is an autorickshaw. In Bengal, it is the name of a person. Or in Punjab, we could be called Sweety, Cutey, Happy, Jolly, Pinky or Frooti (just add Sneezy or Dopey and we’ve got the seven dwarves). Our parents take great pains to name us in such a way that we are ensured safe and happy lives – and the second our names are registered, they call us Goldie or Pappu.

We can stay with our parents for life: Indian parents never, ever want their kids to leave home. So it doesn’t matter how old we are, we are at liberty to sail through the door at all hours every night, expect to be served, have our chores taken care of, pay almost no bills, and enjoy all the comforts of home. Because Indian parents never, ever want their kids to grow up.

Saris: What’s sexy, modest, graceful, classic, cool, hot, well-ventilated and gorgeous all at the same time? One word: the sari.

The Republic Day parade: It is the biggest national PR exercise ever, but we either long to be there or tune in on TV to see everything that makes our Bharat mahaan – our Armed forces, the different cultures of all our states, even cultural events that normally have us running screaming into the nearest cinema for a pop-culture fix. And at the end, we sing the national anthem and burst into tears.

The tiger and the peacock: And the lion and the crocodile and the Ganges dolphin and the elephant and the rhino and the hornbill and every single creature of the natural world that makes our country so special.

Paanwallas: Because it doesn’t matter what household need we run out of and when – need a toothbrush at 3 am? Go to the paanwalla.
Our wacky record holders: We aim to have the longest hair, be the person who wrote the most letters to the editor, the man who can take the most kicks in the crotch (really). We are determined to be the first at anything wacko – and if we can’t achieve that, we are the nation that tried its hardest to be No. 1 in the Guinness Book of Records.

Just because: We don’t need 60 reasons to love India. We just need one. It’s home. It’s saare jahaan se achcha.

Thursday, January 21, 2010

Guided Selling in Medical Products Manufacturing: Lessons from Market Leaders

Creating and sustaining selling strategies for medical products often involves taking into account the treatment strategies and long-range plans of hospitals, medical centers, and clinics.  Each of these healthcare providers has completely different needs for medical products and equipment.

From GE Medical Systems with heart monitoring and EKG machines to the defining of state-of-the-art x-ray systems that need to be designed in many cases to fit into smaller and more compact spaces, medical products manufacturing is engineer-to-order in many cases.

Evolving Best Practices in Guided Selling for Medical Products Manufacturing

The use of guided selling systems to deliver insights into how best to design and install complex medical products is an area that is getting increasing attention.  Factors that are taken into account in these best practices include but are not limited to the following:

  • Greater focus on data integration of one device to another. State-of-the-art medical devices often have IP addresses in them so they can report back the status of a patient if they are monitoring vital signs.  These devices can also sync up x-rays, medical tests, and results with patient information systems and electronic health records as well.
  • Greater need for accuracy in manufacturing as margins are squeezed. As the U.S. healthcare cost structure is disproportionately higher than many other nations in the world, costs for medical products equipment are often managed very closely.  Margins or profits for medical products manufacturers are entirely dependent on how efficient their production systems and processes are.  The use of guided selling to get the most accurate quote, and from the quote, an order, is critical in the medical products market.
  • The majority of medical products are ordered via quote further underscoring how critical it is to have excellent guided selling strategies in place. Nearly all medical products are ordered through quotes, which translates into the need for absolutely clarity and accuracy in the quote-to-cash process.  The use of product catalogs and knowledge bases to support guided selling strategies further ensures the accuracy of orders.

Bottom line: Guided selling in medical products manufacturing drastically reduces errors and increases profitability, and is essential for an industry highly dependent on order validation and precise definition to healthcare providers’ needs.

Courtesy – Louis Columbus

Improve Demand/Lead Generation, Handling and Follow-Up

Good demand/lead generation is a continuous process that involves targeted messages and campaign management, response management, lead qualification, sales inclusion and customer relationship-building and retention.

Revenues have been the primary measure of sales performance and still are. For marketing departments, the number of leads generated has often been used as the key metric. This can result in an emphasis on simply increasing the sheer number of leads from a marketing effort. This may also result in frustration for sales teams because of the perception that marketing-generated leads may not be fully qualified.

A number of business analysts visualize the process of lead generation and how that results in sales, like a funnel with holes along its sides that represent “leaks.” Lead and demand generation activities by marketing departments fall into the funnel at the top. Because of the increased use of a wide variety of interest-generating media, such as telemarketing, the internet, and social media channels, leads are often more challenging to qualify. Often the number of leads generated is larger and the leads are in various states of qualification.

However, along the length of the funnel, leads leak out for several reasons, such as:

  • Poor qualification methods
  • The time leads are in the funnel, which can cause a “warm” lead to go “cold”
  • Limited follow-up by sales

The result is that between 40% and 80% of the original leads may be lost before they arrive at the end of the funnel, where they may appear as sales opportunities.

How to prevent the loss of sales leads

To prevent the loss of leads, it may be useful to ask the following:

  • What is meant by a “qualified” lead, and do both sales and marketing agree on the definition? Sales often expresses skepticism about the quality and “warmth” of the leads generated by marketing campaigns. Concurrently, marketing is often skeptical about sales reps’ ability to translate all the leads generated into actual sales. Technological systems like the one we use—Eloqua help to standardize and automate some parts of the process and should improve agreement and the ability of these two groups to collaborate.
  • How are marketing campaigns evaluated so they can be continued or changed to make them more successful? The number of leads alone is not usually a good metric, as mentioned above, and now technology is available that can track campaign performance based on qualified leads and other metrics.
  • Is there a process in place for providing the prospect’s interests to sales reps before they make the follow-up call? One way of looking at ongoing communications to collect such information is called “drip-marketing.” It involves the use of a variety of media to connect with the prospect in a personal, regular and consistent way. It requires technologies and processes, strategies to ensure privacy and compliance, and ongoing testing and measurement to determine effectiveness.

Addressing these sorts of questions basically results in the insertion of another layer in the process of marketing’s discovery of prospects and handing them off to sales. A means of qualifying the leads now occurs before the hand-off, providing sales with both names and intelligence about them and a much “warmer” prospect than before.

Courtesy – Jay Mckveer

Wednesday, January 20, 2010

Listening Platforms

In response to marketers’ changing needs, brand monitoring vendors are evolving to offer a more strategic and comprehensive platform. Forrester refers to this category of vendors as listening platforms. Listening platforms differ from brand monitoring vendors in one fundamental way: They deliver insights to shape marketing strategy rather than simply tracking metrics. Forrester’s evaluation of leading listening platform vendors across 62 criteria revealed an emerging category still maturing in its capabilities and vision. We found that Nielsen BuzzMetrics and TNS Cymfony established early leadership — thanks to their strong balance of data collection, analytics, and consulting services. Dow Jones Insight, J.D. Power & Associates (JDPA), and Visible Technologies are all Strong Performers: Dow Jones Insight for its strong data coverage, JDPA for text mining and market segmentation capabilities, and Visible Technologies for a strong technology backbone. Biz360 is also a Strong Performer with an innovative product offering — Opinions Insight. This study’s sole Contender — Radian6 — lacks the ability to identify sentiment but offers a solution with an easily  customizable user interface tailored for PR teams.

Recommended Read. Click Here to read the report.

Sunday, January 17, 2010

Marketing Insights Gained from Military Strategy

teracotta warriors

All of recorded history confirms that the relative strength of a nation’s military power largely determines the degree it can assert and enforce its imperialistic, economic and political aims. The waxing and waning of its relative military power tends to closely correspond with the rise and fall of nations.

Similarly, the relative power of a commercial organization’s marketing, sales and distribution capabilities largely determines the success or failure of a business worldwide.

Perhaps for these reasons, analogies of various military strategies have been used to illustrate marketing and selling mechanisms and means. Certain ideas of military strategy are important for all who are engaged in commercial competitive activities. These are the ideas of maneuver, and especially of flanking movements.

Maneuvering and Flanking a Vulnerability

In marketing terms, a flank is a point of vulnerability or opportunity with a major customer or in a large market, which is sometimes called a niche.

If a competitor successfully takes this opportunity it can become a launching point from which the competitor can further encroach on large markets and specific customers.

Winston Churchill describes this phenomenon in his series entitled “The World Crises.” In that series he states that maneuver is necessary before one group can flank another.

Maneuvering is typical of competition during the early and developing stages of a market. Almost every great company establishes themselves by maneuvering themselves into a position where it is considered the best choice for customers.

This maneuverability must also remain a main focus of organizations once they mature as they keep track of the major established segments in the total market. This obsession with maneuvering can leave new, vulnerable flanks in the market, which smaller organizations can attack with specialty products and offerings.

Examples of flanking movements can be seen in almost any industry as smaller firms recognize and take advantage of weaknesses to surpass well-established competitors.

Read the Entire Article

Tuesday, January 5, 2010

Guided Selling Predictions for 2010: Crossing the Chasm from Transactions to Trust

2009 as a crucible that both companies and people passed through, making them stronger, smarter, more aware of how critically important trust is in these times is a good way to look back on last year.  Trust is the enabler of selling, not just price or any other aspect of a channel or marketing strategy.

Trust is the bridge across the most treacherous chasms any company – or person – has to face which are uncertainty and exceptional levels of risk. In 2010, guided selling strategies will be more about building trust and being open than ever before – and will contribute to sales chasms be crossed through trust, not just price.  Predictions for how guided selling in 2010 is going to make the buying experiences online more efficient, transparent and trustworthy are presented here.

  • Rapid advances on context-aware and location-aware 3G and WiFi networks are going to revolutionize guided selling. Google Latitude, the APIs Twitter added in 2009 to be able to track to GPS coordinates the location of subscribers and the advances Nokia is making on location-based advertising and messaging will all significantly change guided selling starting in 2010.  This will continue rapidly as guided selling apps over mobile handheld devices will give marketers the chance to define potential upsell and cross-sell products for customers literally as they are walking by their stores.  In B2B applications this will streamline order status and quotation management from guided selling systems as well.
  • Guided selling systems will align more accurately to how customers want to buy more than ever before, relying on a combination of Web analytics and personalization. Now over a decade only, personalization technologies are already getting a makeover based on Web analytics.  The use of Assemble-To-Order manufacturing strategies to back up guided selling will accelerate as manufacturers especially seek to gain greater levels of production efficiency.
  • XML and XLST make guided selling apps pervasive across microsites, enterprise websites and through social networks. XML is the de facto integration standard that guided selling, product configuration and enterprise catalog management systems are using today to integrate together at the role-based and process levels.  In conjunction with the advances in XSLT technologies, guided selling will become more of an indispensible strategy for launching products.  Catalog management integration to the XSLT command level will also make personalized catalog online shopping experiences a reality.
  • Guided selling is already transitioning from standalone app to Web Service and this will be accelerated in 2010. No long will guided selling be just a stand-alone Web application that is licensed; Web Services are already being used to streamline guided selling, turning the Web into the operating system.  Web Services based on Microsoft .NET for example will be much more mainstream in 12 months and as a result guided selling will be a heavily used app on smartphones and PDAs.
  • Catalogs that support multiple product taxonomies and role-based use emerge as dominant. In industries including electrical products distribution where product taxonomies are exceptionally complex there is going to be a long-overdue upgrade to catalog management apps.  In those industries including healthcare and insurance were role-based use of guided selling is predominant, expect to see catalogs that can also support Business Process Management (BPM) workflows and the automation of tasks.
  • MRO Finally Gets Its Due.  Maintenance, Repair and Overhaul (MRO) is the lifeblood of many asset-intensive industries including aerospace and defense (A&D), which generates the majority of its revenue from replacement products and services. MRO, long a revenue source for A&D manufacturers, will be pervasively adopted as a lifetime product selling strategy.

Bottom line: Guided selling is due for a breakout year due to these trends, some nascent and others quite visible, impact selling strategies across industries using them.

Courtesy – Louis Columbus

Flickr attribution:
New years in London: http://www.flickr.com/photos/84934592@N00/2154248534

Sunday, January 3, 2010

Waiting for an Easy Year…

With a beginning of New Year and my first day back at work the usual question that comes to my mind is that what this year entails for me. Will it be the same as last year worst or may be good?

Start of anything new comes with a bag of fear(s) that would eventually dictate the terms on how we behave. But it’s interesting that we all, or at least for me…. have somewhere down that it would be easy if this ends.

So what is “THIS”….This for me could be this night, this year, this century, this day, or anything which is not what I want to witness. Now it at a stage where I can say this Lifetime….

As a young boy I always use to wonder that If my school ends, life would become easier…..The wish was granted….or at least some portion of it…So the school ended….but the problems didn’t. So here I was in a college with the so called entire world open for me but not knowing what to do. So tried…tried and tried to make a mark…but then yet came to the same stage….If my college gets over then life would be little easier…….You know what my prayers were heard again…but again partially….College got over…and here I was in middle of know where….so many degrees yet not knowing where to go or what to do….Then came an extensive hunt for job……Well I have to say that I was lucky…but while I was on my job hunt again the feeling started to cripple that if I get a job life would be easier…..

Well as a perfect human being…..The job was good the money wasn’t….then started the fighting with the competitive job arena….proving and proving my worth and hoping the day when all things would fallen in place….

Well……now with the start of new year…..due to some reasons I wonder that my life would be easier if this or that happens……But you and me know the answer…..it will never be……

This reminds…. A nice scene from Mr. India (a popular movie) in which all the kid, Sridevi and Mr. India (Anil Kapoor) have been captured and are in Mr. Mogambo’s jail. While Sridevi hoping that Mr. India would come and save the lot…..while Anil Kapoor (Mr. India) trying to explain that he is Mr. India to the lot. While attempting an escape, Anil tells Sridevi that “Madam, don’t wait for anybody. No one is coming”……In some way it tells me that while I am waiting for the perfect time….it will never come and I will have to deal with my own Sh#t.

So with this and my job calling…need to cut it short and say don’t wait for anything which is not coming.

Let the year be and unfold itself.

Have a Happy New Year…..

Friday, January 1, 2010

Ran Away….

Well they say that running away is not a good idea…..and I agree with them. Further I say that when you start running away, you start running in circle……so eventually you come back to the same point where you have started.

But then sometime life forces you to run away from things……..may be it just wants you to come back to the same point and see the same problem(s) through a new set of eyes……. May be I am doing the same…. or hoped to get a new pairs of eyes.

So I Ran Away…..Where????…..the place I never heard about….But it was middle of no where with no connectivity – mobile or internet. So for all those who tried connecting in past few days through mail or phone…..Really Sorry….The place did not had facilities of the modern world.

Just thought to write this short note and wish all a Happy New Year…..and specially to someone who will surely not be reading this….So why write it??????…..Well I guess that could be one answer that I Ran to find…..

Wishing you a Happy New Year…….