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A content writer who has worked for Infosys Technologies and other technology startups in India and abroad.
An independent journalist who writes on business strategies.
She has been covering the Indian information technology industry since its early days.
Sahu was with TCS as the editor of their house magazine before he became a freelance content writer.
An independent journalist who has worked with The New Indian Express and City Today.
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.
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.
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.
Though Sayee Bhuvaneswari admits that deciding on the right channels and the best time to invest in could pose a challenge while adopting sales enablement, she has no doubts on how implementing the practice can provide you with better insights into the markets and offer transparency in the sales process.
We speak to Sayee Bhuvaneswari, Senior Vice President, Sales & Solutions at Hitachi Solutions India , who doesn’t believe in set definitions and would rather chase numbers than obsess over strategy.
Interviewed by Prajwala Hegde
We use Microsoft CRM as well as internal tools for sales enablement. When I say in-house tools, it is basically CRM for prospecting, lead conversion and opportunities tracking. A sales repository is maintained at every stage of the CRM process. Apart from this, we also use SharePoint which is integrated with CRM for sales enablement to store sales kit, marketing material, deal qualification and relevant case studies. In case of third party tools, we do use packages.
Yes, any new tool introduced will have its own challenges for adoption. We have done it for years and the process is seamless now. We do collect feedback from the users.
I would say that it is around 70% given that sales teams are generally more interested in closure than leveraging tools. However, if it helps in speedy closure, then they would certainly use them. Both functions (sales and marketing) come under me and the marketing team doesn’t always get feedback from the sales team and vice-versa.
I would say the missing part is betterment of Sales MIS (Management Information System).
For example, if I carry out an event in a different geographic region, there is no way for me to know how it turned out and how many sales leads were generated from it unless a robust sales MIS is in place. So, I am not able to measure the ROI (Return on Investment) and that is an issue.
The advantages are transparency of the sales process, better deal qualification, quicker turnaround of proposals and most importantly, better lead flow.
I have done sales without implementing sales enablement, but when you do that, it’s not possible to get a 360-degree view of the process and you lose out on some insights on the market.
The biggest challenge would be investing in the right channels at the right time - given that sales enablement can be done to any extent. I had to clearly draw a line between enablement and complete support. The primary reason adoption is frequently poor is because the focus is placed on tooling acquisition than what happens post acquisition and I have gone through that.
I’m in charge. I head Sales and Marketing.
It could have been much better. Given that I head sales, my time goes mostly into sales than marketing or enablement. I am planning to get my marketing team go full swing this year on enablement and we are looking forward to a great year. Like I mentioned earlier, I run behind numbers and this year is going to be pretty heavy in terms of adopting the enablement practice.
We use SharePoint linked to our CRM for storing all sales and marketing collateral.
Yes, it is. All in one single platform.
This is being planned for the coming fiscal as the next improvement to our current sales cycle.
State of Sales Enablement 2017: Report Summary
Only a little over half the number of organizations with a sales enablement function had a sales playbook as part
Understanding the customer’s buying behavior is critical to the success of a sales enablement tool
Soumendu Ganguly, Marketing Head at Sulekha,
Preventing burnout through sales enablement
Sales enablement has largely been equated to a set of tools, aimed at improving salesperson effectiveness.
Things you always wanted to know about Sales Enablement but didn’t know who to ask
Ravish Kamath is VP Products at Regalix
The marketing to sales handoff - a digital approach
The author has a doctorate in marketing from IIM Ahmedabad. He is currently working as a marketing analyst
Sales Enablement brings predictability
Sanjeev Sukumaran, Founder and Head of Marketing at ForceFulcrum
Sales Enablement helps you have more meaningful conversations with your customers
Lee Levitt is the Managing Director and founder of the Acelera Group
While sales enablement is an overall goal, CRM is a tool
Vibhav Vankayala, Product Marketing Manager, Zoho CRM, spoke to DigitalCMO
Why businesses need to embrace sales enablement
Data, analytics, insights and timely content should equip client-facing team
To ensure technology adoption, it’s crucial to keep the learning process simple
Arvind Saxena, Group Marketing Head of data hosting and cloud services company, Sify Technologies