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story

This is my usual journey back home after work.

Take 1 KM bus journey to Colombo Fort railway station. Take South bound train and crumbled for another 15-20 Min to home town station. Take another bus journey for 1KM. One important fact: Train is always late(Yes always, if i get a train on time, that train ought to come 15 min before than it had arrived!)

Now the story!

While i was on the train yesterday there was a voice of a lad, echoing his anguish of a deprived story. As he sneak thorough the packed compartment the voice became much louder and clearer. The vagrants usually show off their drug prescription or costume their wounds but this poor lad has quite a different approach.

For the first minute everyone (including me) didn’t bother until he went on telling his story- what happened to him, how much he was earning, accident he was faced and this is heart wrenching – he said of his 10 years old daughters and demise of his wife.

He said: Few years ago he was a fisherman somewhere in South coast earning upto 80K a month and one day he caught with an accident, felt from a trawler – he told the height in numbers. Doctors had to amputate his left leg. He was showing the braces that partly wrapped with a bandage. He was telling about his sisters and daughters. And still he is taking care of his mother too. Story was a grief and pain, everyone only could imagine, if his claim was true, I was thinking God is surely tested his patience.

The learning: I am posting this story because it stuck on my mind reeling a story of a personnel. I was reading Dale Carnegie’s books and repeatedly mentioned people loved to talk about people and if you reeling a story attaching a person you arousing the audience’s interest. This is true!

Don’t reel the features, reel a nice story about people!

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Seeds Of Expectation_thumb[1]

As part of e-book series published by sales authors Aaron & Jason I happened to read the part 1- “Seeds”

Seeds are leads that are generated from word of mouth. Until I read this 20page PDF didn’t pay much emphasis on customer success management.

I’ve learnt quite few definition (and work practice) reading Predictable Revenue by Aaron. Managing the existing accounts seems to be easiest and fastest option to generate sales- renewals, upsells & referrals. However the seeds are not proactively predictable (that’s the bad part)

The e-book was great resource I’ve listed the extracts.

Customer success management is not free help or glorified support: It’s a revenue driver-just like sales.

Six key elements to drive customer success suggested by Aaron-

  1. Customer success is Core revenue driver

Most successful companies drive sales within their existing accounts – renewal/upsells/referral

  1. Customer success is SALES channel not cost centre: drive more sales by establishing proactive customer success strategies.
  2. Dedicated resource: allocate customer success managers for accounts.
  3. Visit customer sites:5+2 Rule- visit 5 customers a month and own 2 customer badges-that is visiting so often warrant you a badge.
  4. Assign financial goals & metrics for CSM
  5. Evolve goals & metrics as the company grows.

Core focus is to minimize customer churn and improve CLV- customer lifetime value.

You could get the free e-book http://triple.predictablerevenue.com/triple/

Hope you enjoyed it!

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I was on LinkedIn and found this article quite useful – “Frost & Sullivan: Seven Enterprise Communications Scenes in 2014” – basically the trends in communication technology in 2014. This is the abstract version of the write-up, I felt its really interesting as some of the things mentioned, I’ve already being involved in: either I am using it or at least heard of it.

01. Microsoft Lync popularity will rise.

If you are not big fan of Microsoft you are unlikely to know about Lunc. Unified communication is basically consolidates channels such as IM, Voice, PBX, SMS, location etc for corporate. With Lync these had been addressed this is more like corporate communication tool especially for companies that already been using Microsoft platforms and enhanced into existing products such Office 365 and active directory. Since Microsoft already brought Skype this seems to be more feasible and UC vendors find it tough competition from Lync suite.

02. Mobile apps and enterprise mobile strategy.

Some of the new terminology for the 2013 I’ve learned was BYOD- Bring your own device.

When devising corporates’ mobile strategy companies are facing challenges how to manage those devices is only one part of the security concern. Varied mobile applications are being used by employees and security is critical for every organization. MDM- Mobile Device Management  vendors and security vendors play major role in 2014. As a result of BYOD, private Cloud based enterprise app sore is one area that could resolve  the situation which help the employer to have greater control on which apps re used by its staff.

03. M2M: Machine to Machine communication

M2M already on the surface and we’ve seen how future cars will be connected each other. Personally my preferred area in technology and I’ve heard many fascinating stories and the M2M domain could expand to wider scope. Smart senses such NFC tags (NFC stickers are on sale in Sri Lanka) and RFID’s will hit the sale along with innovative service capabilities especially through CSP’s. O2 UK is on testing project on smart metering for utility services.

04. Telecommunication vendors’ role in providing ICT services.

 Telcos already driving the mobility business along with device vendors, their operations likely to compliment with Cloud offering. Frost & Sullivan believes that telecommunication vendors will ramp up their service offerings across cloud, mobility, managed  hosting, contact centres and enterprise communication services. Telstra is an example where this had been live, however vendors such Amazon would make a tough competition.

05. UCaaS: Unified Comunications as a Service.

Companies will adopt either traditional on site deployment or managed cloud based model for their UC solution, leaving an end note for more old telephony system.

There are still traditional on site deployment for UC solutions but Cloud based model is slowly getting its trend.

06. Advancement in WebRTC

Browser-to-browser communications could eventually lessen the need for telephony devices and peripherals. Communicating will be as easy as clicking a link that will allow the user to make a voice or video call.

Cisco and Mozilla announced recently that the free and open distribution of the H.624 codec means that these two companies can collaborate for real-time streaming of online video from the browser without plugins. The WebRTC space will be one to watch in 2014, and we can expect more announcements from Enterprise Communications vendors over the coming year.

07. Google has already set the framework to dive into enterprise communication domain. Already Gooogle mail server is being used by large companies (My company does use it but its not large) and some of the services available through Google+ is quite useful leaving enterprise communication segment to sweep away by the search giant.

Amazon already leading vendor in providing Cloud infrastructure space, their Amzon activate service is already being used by popular start ups.

Although many companies will continue to buy servers and storage from the likes of HP, IBM and Dell, a growing number of organizations now feel comfortable with buying servers and storage in the cloud for a fraction of the cost of on-premise storage.

Some reviews on new iPad Air..Pretty cool ,,,

NO..its not about Hydrogen and Oxygen!

I was shackled myself when my son raised a question last evening ( Sunday evening:  the time that we get THAT awkward feeling) “what made of water?” ..in a less than a second my wife replied from the far corner “it made out of Hydrogen and Oxygen darling!”   …ohh..that was stupid, yea, I know I was rude. How a Five year old suppose to know Oxygen and Hydrogen. The analogy reminds me sales experience when I’ve mentioned the word “telco” with a pro working in banking sector- next thing I heard was “what is telco means?”

When it comes to sales, the rule made myself: explain as you talking to an Eight year old….CONCISE & SIMPLE

Well, I still owe my son an answer, however this morning I’ve asked him to put across the same question to his class teacher; hope she has a better fluency in speaking with kids.

Felt clueless at first when I thought of start maintaining a Blog. However when I roam around the internet (not the real world yet but virtually) I inspire few personnel that made my mind. What the heck I am doin all these time! so be it, lets start! just like a typical sales quota given to a sales person- Swim or Sink.

I’ve been following “Careeralism” on LinkedIn, found useful each time when I read their blog- (I only click on a link  what I feel relevant at that moment that pops out on LinkedIn’s update menu) Last week I was reading this

http://www.linkedin.com/today/post/article/20130326165036-7668018-10-things-to-do-every-workday

After reading this, I made my daily routine quite organized than 10-15 Min before- yes, this had some immediate effect on me. I tell you why! It shared her- authors thoughts on things she must cover on daily basis. Thanks to Her and sooner done with the reading I took a pen and paper,  and jotted down list of things I must consistently cover daily basis. This is for personal growth, well carrer wise and also make my brain ticking (if I can find one inside, hopefully in my head)
With precious
Before ending up my first write-up, I am a father of Two-  I have 5 year old son and 6 months old daughter- both are sweet, except for the times my eldest cast a devils’ role…I know these sweetness will cast away one day. I heard this before “people are blessed with seeing their kids growing up”, and I cherishing  every moment, (and I pray Allah for giving me these special moments).