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Susan is an independent digital communications and user experience strategist. She helps companies discover their brand voice and grow their business.
Shubharthi is currently part of the strategic marketing team at Regalix. His expertise mainly lies in the account-based marketing and programmatic advertising space.
Priscilla is a content writer who has worked for Infosys Technologies and other technology startups in India and abroad.
Moulishree is a freelance journalist with over 7 years of experience, she writes research-based analytical stories on technology and business.
Avanish is a Bangalore-based journalist who writes on business with a specific focus on technology companies.
Priyanka has covered every aspect of the IT industry as a tech journalist since its early days. She is now an independent writer, working on subjects like digital marketing, enterprise technology and high-performance computing, among others.
A freelance content writer, S. Sahu was the former editor of TCS's house magazine at Tata Consultancy Services. He developed tech marketing collateral for the company and helped compile and edit books and journal articles on TCS's technology innovations. He also ghostwrites print and online publications.
Prajwala is a Bangalore-based freelance journalist who writes on social issues, stories of human interest, and art and culture, among others.
Rajesh Nanarpuzha is an Assistant Professor of Marketing at IIM Udaipur. Previously, he has worked as a brand manager in Dabur, and as a business consultant in the retail and consumer goods domains at Cognizant and Tata Consultancy Services. Rajesh has an MBA from IIM Indore and a doctorate in marketing from IIM Ahmedabad.
Priyokumar Singh Naorem
He is a passionate UI & UX designer who thrives on creating engaging creative solutions.
A freelance illustrator, artist, graphic novelist and designer. She has designed and illustrated several book covers. Her personal illustrations so far have attempted to seize the fleeting absurdity and mood of places, things and people she encounters in a childlike, intuitive and expressive manner with closure, beauty and innocence – the things that she desires.
She is an artist and an educator who has taught and lectured at The School of the Art Institute of Chicago, Oxford University, the Victoria and Albert Museum among other institutions. Her installations, paintings, thread work and sculptures have been exhibited in Saatchi Gallery - London, C24 Gallery - New York, and Museum of Contemporary Art – Lyon, among other notable galleries and museums from around the world.
Purna Chandra Mahato
A commerce graduate from Delhi University, Parul pursued a masters in fine arts from Nottingham Trent University in the UK. As an artist, she is interested in line as a subject which has led her to follow architectural lines in built environments. She says she is also interested in how we perceive the environment that we inhabit and what happens when a subtle shift is made in things which we have been used to seeing in a certain way. We present six of her artworks here.
Shweta Malhotra is a graphic artist and designer from Mumbai, based in New Delhi.
After working with ad agencies and design studios for close to 8 years, she branched out on her own and currently works independently.s Her overall design aesthetic is minimal, bold and graphic, a response to the maximalist visual language prevalent in India.
Rithika Merchant (b.1986) received her Bachelor’s Degree in Fine Arts from Parsons the New School for Design, New York in 2008. She has exhibited extensively since her graduation. Recent exhibitions include a duo show “Reliquaries: The Remembered Self” at TARQ, Mumbai; “Language of the Birds: Occult and Art” at 80WSE Gallery, New York; and group shows at Summerhall, Edinburgh and Artry Gallery, Kochi. Her work has been included in multiple group shows at Stephen Romano Gallery and The Morbid Anatomy Museum, New York. Born in Mumbai, she now divides her time between Mumbai and Barcelona.
Aniruddh Mehta is an artist based out of Mumbai, India. Trained in graphic design from the London College of Communications, Aniruddh is a self-taught illustrator and currently works as an independent freelance designer. He believes in finding the right balance between art and graphic design. He has worked closely in collaboration with Bhavishyavani Future Soundz, Qilla Records, Taxi Fabric, Adidas, Dell and United Colours of Benetton. He also goes by the moniker, ‘thebigfatminimalist’ and his style ranges from bold minimal forms to more intricate pieces exploring patterns and geometry.
Paramesh is an artist who enjoys working in both the realistic and abstract style of painting. He loves working with water color. Featured in this issue are a set of water color works that he has created exclusively for us on the subject of digital transformation.
Based in Mumbai, Chandrashekhar Thakur is a Senior Art Director and Illustrator at Truebil.com and the Founder of HAPPiNESS For You. He loves working with new styles of art and considers illustration to be his forte. Chandrashekhar has completed his BFA from DY Patil College of Applied Art.
Concept and Direction
Head of marketing at Regalix, Nimish drives research in emerging technologies and customer experience, and takes a keen interest in creative arts.
As Senior Director of Global Sales Effectiveness & Enablement for Ellucian and an Experiential Adventure Learning Consultant, Dan Carusi helps people improve performance both in and out of the workplace. With 30 years of experience, Dan is responsible for overseeing Sales Effectiveness & Enablement for the Ellucian Global Sales Organization, where he oversees all aspects of the sales methodology, strategic planning, territory development, leadership development, organizational design; performance, talent development and sales transformation – often using what he learns from his outdoor adventures as tools for teaching, with the end goal of making people uncomfortable and accelerating performance.
Prior to Ellucian, Dan held leadership positions with Learning Tree International, Verizon Business, MCI, AT&T Government Markets and Hyatt Hotels & Resorts, offering a unique blend of industry experience to include hospitality, telecom, technology and training.
Interviewed by Shwetha Mahesh
/ / What are the technologies/trends driving sales enablement today?
One of our key drivers supporting a globally dispersed sales organization is to increase efficiencies to deliver results through technology, tools and content. We follow a three-legged stool methodology – People, Process, Technology – to determine sales enablement activities and priorities. Salesforce and Tableau are key technologies to manage sales activities, sales processes, reporting, pipeline health and opportunity management. Other technologies focus on performance support tools providing just-in-time knowledge when salespeople need it. Access to content via a sales portal using mobile devices is also provided. We also use technology to increase our options for communication vehicles, allowing various channels to reach the audience across the globe.
Trend wise, there is a shift from traditional enablement activities to sales effectiveness. Effectiveness means a greater focus on strategic planning, performance improvement, business management, talent and leadership development, coaching and change management. Traditional enablement activities will continue to be critical and continue to focus on product enablement, tools, process, onboarding, communication, events and sales process. However, different skill sets are required for the two roles, forcing a shift in how enablement teams structure themselves.
The enablement function is expanding to all customer-facing roles across the ecosystem versus only sales. This is especially important as the complexity of the buying process continues to increase. Another trend is greater focus on leadership development and coaching. Existing training programs are not scalable to coach each individual account executive, so the coaching focus is now on training the leadership team on how to better coach their teams. Driving the right behaviour and buy-in at the leadership level is expected to cascade transformation down across the field.
Meanwhile, buyer enablement is quickly becoming a top priority for many enablement organizations. Understanding the complexity of the buyer’s journey and then aligning marketing content and tools will help prevent opportunities from stalling in the pipeline. Account executives continue to have less time to sell directly to the buyer, so the alignment of the sales process with the buyer’s process will accelerate the procurement process.
/ / What are the top benefits that your organization enjoys as a result of sales enablement?
/ / In your opinion, what are the major roadblocks in the sales enablement journey?
/ / How do you conduct the training and onboarding of your organization’s sales team?
/ / What types of collaterals do you use for your organization’s sales enablement efforts?
/ / What are the different channels that you use to share content with the sales team?
/ / How do you measure the success of your organization’s sales enablement collaterals? What are the metrics that are monitored?
Ultimately, we tie everything back to lead generation, pipeline development, an average length of sale, win ratios, booking and revenue achievements.
However, specifically to the collaterals, we solicit feedback from the salesperson on how often they use each piece of collateral. What was most effective? What are the gaps? What would be nice to have? At the same time, we also solicit feedback from our customers and our advisory board.
/ / What tools does your organization use for sales enablement?
/ / What are the important features that you feel a sales enablement tool must have?
/ / What are the trends/technologies that you think will drive sales enablement in the future?
/ / In which areas of sales enablement does your organization plan to invest over the coming years?
I see future investment going mostly towards sales effectiveness with an emphasis on strategic planning, territory planning, account management and market development – all supported by CRM, reporting dashboards and analytics. There will also be continued investment in talent development and training to include new-hire onboarding, skills development, sales methodology, product training and enhanced industry knowledge via online learning, LMS and experiential learning.
SE tools must develop seller’s empathy for, and understanding of, the customer
Kevin Strange, Vice President of Global Sales and Channel Sales Enablement, Verint.
Use feedback from internal business partners for enabling sales
Brenda Dwyer, Senior Director of Sales Enablement, Omnicell