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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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An independent journalist who writes on business strategies.

Priyanka Bhatacharya

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She has been covering the Indian information technology industry since its early days.

S.Sahu

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Sahu was with TCS as the editor of their house magazine before he became a freelance content writer.

Prajwala Hegde

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An independent journalist who has worked with The New Indian Express and City Today.

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 9916326475

venkatesh@regalix-inc.com

Know when a new article is published


Only a little over half the number of organizations with a sales enablement function had a sales playbook as part of their sales enablement process, according to a survey conducted recently by Regalix. Titled ‘State of Sales Enablement 2017’, the survey covered senior managers in charge of the sales enablement function in mid-to-large organizations.

Interestingly, 74% of respondents also felt that a sales playbook based on the different sales stages would be more effective than a generic playbook.

According to the survey, the intranet (picked by 45% of businesses) is the most popular storage point for sales collateral, followed by Enterprise Cloud Storage (24%) and Third Party Apps (18%).

While engagement metrics (47%) were being used above all others by marketers for determining the success of their sales collateral, providing quality content in a timely manner was the most sought-after goal in sales enablement, with 76% of the respondents choosing this option. Although integrating sales content with CRM (24%) was given the least preference, this could very well change as the sales enablement function evolves from its early stage.

In the research, inability to measure success (55%) came out as one of the major roadblocks to adopting sales enablement. This is a problem that product companies can hopefully address, given that most of the popular sales enablement tools come built-in with real-time analytics that could help in measuring their effectiveness.

So what’s critical to a sales organization? 73% of marketers felt accessing content rapidly was very critical to a sales organization. In comparison, only 48% thought customizing sales pitches was very critical. While the importance of accessing content rapidly cannot be disputed, sales content needs to become more audience-specific as the sales process becomes more complex and competitive, and the role played by sales enablement tools in content personalization will most likely become more significant.

Off the shelf/third-party software (45%) formed the largest segment of sales enablement solutions used by organizations. However, a significant number of them (21%) said they used none. Given the complexity of the task, perhaps some degree of external expertise might be required to get the process right.

So how satisfied are marketers with their current sales enablement solutions? Well, only 17% said they were very satisfied, while a good 29% chose to admit that they were not satisfied. That’s a task clearly cut out for product teams to address, to ensure wider adoption of their products.

Given the growing importance of the sales enablement function, one would assume that organizations would be readily investing in it in the coming months. Surprisingly, 56% of respondents said they didn’t see that happening. With buyers having access to a wealth of information to base their purchases on, and a great many options to choose from, sellers need to equip themselves with solutions that help them deal with the new B2B sales reality. Sales enablement is one such solution.