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Contributors

Writers

Priscilla Thomas

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A content writer who has worked for Infosys Technologies and other technology startups in India and abroad.

Avanish Tiwary

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Avanish is a Bangalore-based journalist who writes on business with a specific focus on technology companies.

Priyanka Bhatacharya

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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. 

S.Sahu

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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 Hegde

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Prajwala is a Bangalore-based freelance journalist who writes on social issues, stories of human interest, and art and culture, among others. 

Rajesh Nanarpuzha

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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.

Designer

Priyokumar Singh Naorem

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He is a passionate UI & UX designer who thrives on creating engaging creative solutions.

Artists

Dyuti Mittal

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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.

Sumakshi Singh

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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.

Parul Gupta

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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

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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

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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

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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 Jolad

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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

Nimish Vohra

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Head of marketing at Regalix, Nimish drives research in emerging technologies and customer experience, and takes a keen interest in creative arts.

Enquiry

+91 9560509289

aishani.majumdar@regalix-inc.com

Know when a new article is published

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

 


/ / What are the tools or platforms currently being used by your organisation while adopting sales enablement? How difficult is it to incorporate new tooling into existing sales processes and ensuring that it fits seamlessly into daily workflow?

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.

/ / What is the level of adoption in your company with respect to sales enablement?

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.

/ / What do you think is still missing in the sales process after implementing sales enablement?

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.

/ / What would you say are the benefits of adopting sales enablement within an organization?

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.

/ / What are the challenges you have faced while implementing sales enablement?

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.

/ /  Who is in charge of sales enablement within the company?

I’m in charge. I head Sales and Marketing.

/ /  How effective have the sales enablement initiatives which you have implemented during the past two years been? Have they met all your original expectations?

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.

/ /  Are you using any tool that helps your salespeople find the right content to use in his sales pitch?

We use SharePoint linked to our CRM for storing all sales and marketing collateral.

/ / Are all your sales content organized & managed on a single platform?

Yes, it is. All in one single platform.

/ / Do you use a tool that helps you push the right content piece to a customer based on the buying cycle and the customer's past record, if any?

This is being planned for the coming fiscal as the next improvement to our current sales cycle.