Cloud Articles

https://www.crn.com/news/cloud/the-100-coolest-cloud-computing-companies-of-2020

Digital Tranformation - Useful articles

Excellent explaination of Apache Kafka vs Aws Kinesis

https://medium.com/faun/apache-kafka-vs-apache-kinesis-57a3d585ef78


Deployment Strategies:
https://dzone.com/articles/what-is-the-difference-between-bluegreen-and-redbl

Revenue Storm Sales Note

Here is the summary of what I learnt as part of the Revenue Storm Sales Coaching.

Focus Areas:

• Proactively manage the revenue funnel and pipeline to achieve personal sales goals more effectively.
• Execute a differentiated go-to-market strategy that sets you apart in how you sell.
• Leverage thought leadership and demand creation to drive sales success and stand out in the market.
• Craft compelling, client-focused value messages to gain access and build momentum with key decision-makers.
• Target and strengthen relationships with influential stakeholders.
• Increase collaboration to gain buy-in while shaping the best, most differentiated solution.
• Understand and navigate the political landscape to improve win probability.
• Use a competitive strategy to engage and outperform the competition.

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The Business Rainmaker:

A thought leader who provides strategic business advice, helping clients navigate challenges and minimize risks for the future. They improve client processes, driving revenue and profitability.

The Evolving Sales Landscape

Selling has been redefined by the following trends:

• Alternative sources of information available to buyers.
• Challenging economic conditions, yet increasing revenue targets.
• Growing commoditization of products and services.
• A next-generation workforce with evolving expectations.

Creating Demand vs. Capturing Demand

Sales success requires both demand creation (stimulating interest outside current procurement plans) and demand capture (leveraging existing buying initiatives).

Sources of Competitive Advantage:

1. Innovation – Offering unique, cutting-edge solutions.
2. Valuation – Demonstrating strong ROI and business impact.
3. Recognition – Building credibility and thought leadership.
4. Connection – Strengthening relationships through:
   • Relationship breadth (diversity of contacts)
   • Channel strength (strong partner networks)
   • Political alignment (influence within decision-making groups)
   • Global coverage (market reach and scalability)

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Understanding Buying Roles

Can Say "Yes" or "No"

• Authorizers – Allocate formal time/resources.
• Executives – High-level decision-makers.
• Decision Makers – Final approvers of purchases.
• Influencers – Informal but influential voices.
• Political Influencers – Shape internal decision-making.
• Consultants – Provide external validation.

Can Only Say "No"

• Justifiers – Scrutinize deals but don’t approve.
• Financial Buyers – Assess economic feasibility.
• Subject Matter Experts – Evaluate technical fit.
• Operationalizers – Ensure implementation feasibility.
• End Users – Impact usability and adoption.
• Internal Enablers – Assist in process execution.

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5 Relationship Categories

1. Partner Ally – Actively supports and executes steps for your success.
2. Supporter – Provides insights and advocates internally, but may withdraw if influenced otherwise.
3. Neutral – Impartial; may support another seller, requiring careful evaluation.
4. Detractor – Works against you, possibly supporting a competitor.
5. Unknown – Requires further analysis to determine influence.

🔹 Competitive deals require at least one influential Partner Ally.

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The Relationship Barometer Tool

Helps avoid three critical relationship mistakes:

1. Under-investing in the right people.
2. Over-investing in the wrong people.
3. Missing key decision-makers altogether.

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Demand Management Framework

1. Targeting

• Identify, assess, and prioritize key territories, accounts, and buyers.
• Purposeful targeting is an early indicator of sales success.

2. Creating

• Stimulate demand beyond current budgets and initiatives.

3. Shaping

• Frame a differentiated, compelling solution aligned with client needs.

4. Capturing

• Develop and execute a winning sales strategy.

5. Fulfilling

• Manage client expectations and ensure smooth internal transitions.

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Revenue Funnel vs. Revenue Pipeline

Revenue Funnel:

Consists of Suspects → Prospects → Qualified Leads → Pursuits.

First evaluation point: "Is it the right opportunity?"
If the funnel includes unqualified prospects, unfit leads, or misaligned opportunities, it leads to wasted effort.

Revenue Pipeline:

• Categorized by probability of winning each opportunity.
• Should include an estimated financial value.

Key Insight: Both the Funnel and Pipeline must be regularly assessed to ensure alignment with business objectives.

Qualifying Tool:

• Helps improve consistency in evaluating and prioritizing pursuits.
• Generates a qualifying matrix to assess opportunities effectively.

My Prediction for 2019 Elections

My prediction for 2019 NDA seats

NDA will need another 15 seats to form the government. I guess BJD or YSRC should be the ideal choice.

However my predictions have never ever come true earlier. :-( and I am worried this time as well.

State	Party
	YSRC	KCR	BJD	NDA		Total
Andhra	10			1		25
Arunachal				2		2
Aassam				10		14
BIHAR				30		40
Chatisgadh				5		11
GOA				2		2
gujrat				23		26
haryana				6		10
HP				3		4
jammu				2		6
jharkhand				5		14
Karnataka				20		28
kerala				2		20
MP				20		29
Maharashtra				35		48
manipur				1		2
meghalaya				1		2
Mizoram				0		1
Nagaland				1		1
Odisha			11	10		21
punjab				2		13
rajastan				15		25
sikkim				0		1
TN				5		39
Telangana		12		1		17
Tripura				2		2
UP				40		80
Uttarakhand				3		5
West bengal				8		42
Andaman				1		1
chandigadh				1		1
Dadra Nagar Haveli				1		1
Daman				1		1
delhi				3		7
Lakshdweep						1
Total	10	12	11	262		542