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The Buyer Side Chat
35 minutes | Jun 11, 2021
PitchLink: In Conversation with Slav Vasilevski
In Conversation with Slav Vasilevski, Digital Procurement and Sourcing Transformation expert. Slav is a seasoned thought leader with end to end exposure to Sourcing and Procurement, Contract Negotiations, Vendor Management in FMCG, Food, Banking and Life Science. He has over 20 years of experience. He holds a Master of Business from the Royal Melbourne Institute of Technology and studied Digital Transformation at Columbia Business School. Slav Vasilevski Slav has previously worked at Syngenta, ANZ Banking Group and L’Oreal. He is an expert in acquiring, implementing and running technology and managing technology vendors. In dealing with Corporates, sellers often do not realize that organizations follow a process and that selling to a company is very different from the B2C formula. Understanding the hierarchy and structure of the organization is the first step. Understanding who the solution is for is the next most important step. Twenty years back there was no mobile phone or internet as we know it. Today there are a plethora of productivity solutions and SAAS products. Decisions are based on “fit for purpose”. Buyers are typically handling many vendors and many solutions. A host of data points are available. The availability of technology that can process that data on our behalf, is a game-changer. Machine Learning will be able to augment decision making on our behalf in the near future. Although information about buyers and sellers are available openly today, there is still a need for trusted channels that can provide deeper knowledge regarding solutions, providers and buyers. These and more insights you never find in the public discourse around Sales and Buying in this candid episode of The Buyer Side Chat. Run time – 35.15 mins. The post PitchLink: In Conversation with Slav Vasilevski appeared first on Business Podcast Network.
37 minutes | May 24, 2021
PitchLink: In Conversation with Ved Prakash Srivastava
In Conversation with VP Srivastava, Consultant: IoT Business Unit, Tata Communications and Ex-Chief IT Tata Steel. VP comes with 40+ years of experience in managing Digital Solutions at Tata Steel ranging from formulation of Digital Strategy, through Execution and Running Digital Systems Operations. Ved Prakash Srivastava Earlier applications that were procured were all custom built. The hardware came with software solutions and operating platforms. Once a procurement was made, buyers were married to the solution for 10 years or more. So each procurement had to be weighed in the light of such long term returns, flexibility and vendor support. What has changed now is that there are myriad solutions. Hardware and software options can be considered independently. The total cost of ownership and barriers of entry are low. Given a large number of solutions – one can choose between higher support by choosing to procure from a single vendor or choose the ‘best in class’ solution which may mean buying solutions from more than one vendor. This may mean sacrificing some amount of interoperability and single-point support. Solutions that are procured by a company are either critical or support solutions. Critical are those that run the business- such as hardware-software platforms that run ATMs or other financial services. Because these run the business themselves, and if they fail, the business stops. Support solutions are those that aid the business. These are enablers such as predictive analytics. They are essential, but business does not stop if they fail. There are even less critical operations, such as say payroll processing, which happens only once a month. Over the years, the volume of critical solutions have increased, and organizations have to rely more and more on IT to run the business. Both components – the time duration of the procurement decision, and the business impact of the decision have to be weighed in while making a purchase decision. These and more insights you never find in the public discourse around Sales and Buying in this candid episode of The Buyer Side Chat. Run time – 37.18 mins. The post PitchLink: In Conversation with Ved Prakash Srivastava appeared first on Business Podcast Network.
39 minutes | Apr 16, 2021
PitchLink: In Conversation with Nico Bac
In Conversation with Nico Bac, Founder ‘Digital Procurement Now’. He is an Expert in Digital Procurement Transformation with over 20 years of experience in Purchasing, developing sourcing teams around the world and Supply Network Design. Nico Bac Information and expertise are more freely available to buyers. So they can take advantage of the changing environment and tap into data regarding risk profiles, financial health, environmental performance and social performance of suppliers. In the last 15 to 20 years, companies have invested heavily in procurement expertise as well, especially in the area of indirect procurement. Indirect procurement deals with inputs that do not directly translate into production output, but aids the process. This includes IT and software, security and services. Teams that are involved in assessing such options need to be very diverse and also morphs the role of the procurement expert from that of a buyer to that of a business manager. When it comes to Digital Transformation, the key is innovation rather than price. The stability of the product and reputation of the provider also matters. When buying entirely new products, internal teams may not have the full knowledge to assess products and services, so they have to rely on external expertise or experience. Often pilot programs are not feasible. So the next best thing to do is to talk to existing customers of the providers that can give a clear idea of what is suitable for the particular needs of the organization. For various kinds of purchases, the evaluation criteria are very different. These and more insights you never find in the public discourse around Sales and Buying in this candid episode of The Buyer Side Chat. Run time – 32.31 mins. The post PitchLink: In Conversation with Nico Bac appeared first on Business Podcast Network.
39 minutes | Mar 31, 2021
PitchLink: In Conversation with Ganesh Shenbagaraman
In Conversation with Ganesh Shenbagaraman, partner at Winning by Design, a premier provider of strategy consulting and coaching programs for sales and customer success organizations. Ganesh Shenbagaraman Three trends have had a great impact on consumption and buying. The first is the growth of the Cloud and SAAS platforms. Second, the lowering of prices in the software solutions, coupled with the try-before-you-buy options have led to greater volumes of purchases of enterprise SAAS solutions. The third is from risk-averse purchases to more empowered purchases. Employees are more empowered to decide today, so purchases are made more freely. The next generation of workers are also more technology savvy, which adds to the mix. The barriers to entry into the software solutions industry have also been lowered due to ubiquitous availability of technology platforms and skilled expertise. It is also easier to deploy solutions. In most instances, entire compute and storage requirements can be provisioned on the cloud from a phone. At the same time, capital expenditure requirements have come down exponentially. Another transition is towards product-led growth and a series of value-exchanges that define the sales process. Each meeting of the sales journey, whether virtual or face-to-face, is marked by exchange of information that adds to the value by creating greater knowledge and awareness about the solution being offered. These and more insights you never find in the public discourse around Sales and Buying in this candid episode of The Buyer Side Chat. Run time – 38.47 mins. The post PitchLink: In Conversation with Ganesh Shenbagaraman appeared first on Business Podcast Network.
40 minutes | Mar 10, 2021
PitchLink: In Conversation with Vijayanand Choudhury
In Conversation with Vijayanand Choudhury, Global Head – Procurement, at Tata Technologies & member of the Board of Directors, Institute for Supply Management. Vijayanand Choudhury Vijayanand is the Global Head –Procurement: Tata Technologies. TTL is a Tata Motors company providing engineering, R&D and consulting services to automotive and aerospace industries. He is a Senior Supply Chain Executive with 20 years of experience in Brand Consulting, Category Management, Procurement Outsourcing and implementation of S2P solutions. Vijayanand has worked with varied industries like IT & ITES, Retail and Manufacturing. Both sales and procurement have evolved over the years, each becoming more specialized. Procurement, which used to be simply an “accounting” job earlier, has now become extremely focused on specific areas. These may be designated as categories, and procurement personnel would be category experts who understand their segment extremely well. Procurement experts are also now desirous of advancing and become C-level executives from within the procurement domain. Similarly, sales have also evolved to cater to specialized needs of the procurement process today. Evolution has happened on two fronts. Firstly, the technology and environment has changed. And secondly, the function and people have evolved. Moreover, procurement experts are now required to understand the supply chain mechanics as well. Procurement and sales have become collaborative and complementary. The vendor must partner with the buyer to solve their needs. In certain situations, this may also need collaboration and integration within the entire supply chain. Since each vendor has in turn a supplier catering to their requirements, the entire chain may have to work in tandem to solve critical bottlenecks in the flow of goods and services. These and more insights you never find in the public discourse around Sales and Buying in this candid episode of The Buyer Side Chat. Run time – 40.26 mins. The post PitchLink: In Conversation with Vijayanand Choudhury appeared first on Business Podcast Network.
47 minutes | Feb 19, 2021
PitchLink: In Conversation with Roger Mader
In Conversation with Roger Mader, Co-Founder and Managing Partner of Ampersand. Roger Mader As co-founder of Ampersand, Roger works with senior executives to unlock the potential of their companies—to redeploy their assets to a higher return—producing uncommon growth by uncommon means. He guided strategy and new service design for Ernst and Young. He served as SVP Global Accounts in the consulting practice for Business Objects (now SAP) in San Jose and Paris. He led global accounts for design strategy firm Doblin/Monitor Group (now Deloitte), and led commercial strategy for innovation agency Fahrenheit 212(now Cap Gemini). He also served as the Global Chief Marketing Officer for Subway. Roger Mader believes that selling is a diagnostic activity. Sellers should not flog the product they are selling. Instead, they must attempt to diagnose the problem of the customer and suggest a remedy or solution for that problem. Sellers must understand that this process is iterative, and there is no quick hack solution to any problem. Just as in medical science, where the doctor tries a remedy and observes how that works, often relying on tests to probe deeper, the seller has to probe the customer and dig deeper to try remedies that may work. Often, the diagnostic process means foregoing a sale today, to build trust that will garner a greater volume of sales in the future. The aim is to establish oneself as the subject matter expert. If a hammer manufacturer engages in conversation, they may very well discover that the buyer needs a screwdriver. In that scenario, the hammer manufacturer may collaborate with a screwdriver manufacturer, and provide an integrated solution to the buyer- without investing in the manufacturing process themselves. These and more insights you never find in the public discourse around Sales and Buying in this candid episode of The Buyer Side Chat. Run time – 47.20 mins. The post PitchLink: In Conversation with Roger Mader appeared first on Business Podcast Network.
42 minutes | Dec 28, 2020
PitchLink: In Conversation with Tibor Shanto
In Conversation with Tibor Shanto – Chief Value Officer & Principal at Renbor Sales Solutions Inc. Tibor Shanto Tibor has been a sales leader for over 25 years and has trained leading companies including Imperial Oil, Bell Canada, Business Development Bank, amongst others. His Proactive Prospecting Program has been accredited by the Canadian Professional Sales Association. Data is diverse and the compatible data to support any claim in the world of sales can usually be found. This does not mean that the data gathering is flawed or that the organizations doing it are manipulating information, it just means that different data sets point to different conclusions. Moreover, terms such as lead or prospect, and many other similar terms, are defined differently by various people, and that too can lead to widely divergent numbers. Having access to data per se is not useful unless there is a specific plan or course of action that can utilize the data. People know the statistics of games they follow down to a tee. Yet, they have little idea of the number of sales calls they have made or other sales action related information. Sales enablement has not really helped salespersons reach their quota. It just nudges practitioners to keep gathering data, without really encouraging them to actually go out and sell. Salespeople can engage with the buyer by being subject matter experts and providing actionable insights to prospective buyers. She helps the customer discover the buy and creates that bond. These and more insights you never find in the public discourse around Sales and Buying in this candid episode of The Buyer Side Chat. Run time – 42.20 mins. The post PitchLink: In Conversation with Tibor Shanto appeared first on Business Podcast Network.
47 minutes | Dec 15, 2020
PitchLink: In Conversation with Brish Bhan Vaidya
In Conversation with Brish Bhan Vaidya, Head of Strategic Sourcing & Supply Chain (Asia Pacific), Uber. Brish Bhan Brish Bhan is a Certified Sourcing, Procurement & Source to Pay Leader with over 20 years of global experience across various Industries & Verticals. He has worked with global majors like Accenture, American Express, British Telecom & is presently working with Uber. He has played roles in Strategic Sourcing, Consulting, Procurement Transformation and Procurement Operations. Earlier procurement was a simple sourcing and administrative job. This function evolved and matured into a more responsible, strategic position, a part of the value chain. The supply chain to have become more robust in these past years. Procurement is not a simple matter of only sourcing or negotiation, which are necessary but not sufficient. Risk evaluation is a major function, including compliance, and also evaluates Total Cost of Ownership, which factors in transition costs for process change. Procurement has to work for the entire organization, keeping in mind the overall aims and objectives of the company. The requirements for each category of procurement varies widely, and companies follow a category model. For example, for technology solutions, this may include security concerns, availability and uptime, fallback and failsafe operation procedures etc. Legal requirements and compliances are another set of criteria that must be fulfilled. The philosophy, KPI and timelines for procurement are changing, and even multi-year deals are being implemented. Sellers must understand this change in the environment. Sellers and vendors must build rapport with the buyer, and keep the buyer updated with information, without trying to push sales all the time. The buyer evaluates whether the seller is investing in the requirements of the buyer and building solutions that ultimately help the buyer achieve their objectives. Listen in. These and more insights you never find in the public discourse around Sales and Buying in this candid episode of The Buyer Side Chat. Run time – 46.34 mins. The post PitchLink: In Conversation with Brish Bhan Vaidya appeared first on Business Podcast Network.
55 minutes | Nov 29, 2020
PitchLink: In Conversation with T G Dhandapani
In Conversation with T G Dhandapani, Independent Advisor – Digital Transformation and Former IT Advisor to Sundaram Clayton. T G Dhandapani TG Dhandapani is a Commerce graduate from DG Vaishnav College, Member of Institute of Chartered Accountants of India – Financial controller in Sundaram Clayton & TVS Motor, handled manufacturing plant execution project, headed business planning and a business center and in IT as group CIO. Every organization has it’s own purchase philosophy and process. Purchase processes in large manufacturing organizations typically start with the design department, which dictates what the end product must do. The production department comes up with specifications pertaining to the machinery which will enable reaching those objectives specified by the design. Even for IT purchase decisions, the IT department is often not adequately equipped to make decisions, because they are often unable to articulate business objectives. Many benefits at the end-user level do not justify investments, because they do not fulfill higher-level business objectives. Ideally, all purchase decisions must satisfy 3 classes of stakeholders, in this order: The Top Management The Middle Management The end-user, for instance, the shop-floor worker in case of manufacturing Listen in. These and more insights you never find in the public discourse around Sales and Buying in this candid episode of The Buyer Side Chat. Run time – 54.54 mins. The post PitchLink: In Conversation with T G Dhandapani appeared first on Business Podcast Network.
40 minutes | Nov 10, 2020
PitchLink: In Conversation with Kevin Dixon
In Conversation with Kevin Dixon the founder and CEO of Boxxstep. Kevin Dixon Kevin Dixon the founder and CEO of Boxxstep, a B2B SaaS sales platform that complements CRM by focusing on the buyer committee and aligning selling with buying. Kevin has spent his entire sales career in complex and enterprise sales, including 20 years in executive leadership positions. This includes Ericsson, Siemens, and Logica. How has the selling process changed? Earlier it was Pitch, Propose Close –says Kevin. The head of a department can very well make a decision about buying a communication system worth thousands of pounds on his own. No committee. No tech approval. Everyone says selling is hard, is complex but the buyer is facing a far more difficult task. One of the reasons is the inundation of information that the buyer has to navigate. You need two things to be a trusted advisor. Advice and Trust. It takes a long time to build the later and real expertise to dispense the first. If you want to build trust stop acting like a salesperson and stop driving a sales agenda. The more you share your experience that helps the buyer navigate their challenges the better placed you will be to get nearer to a transaction. Listen in. These and more insights you never find in the public discourse around Sales and Buying in this candid episode of The Buyer Side Chat. Run time – 40.09 mins. The post PitchLink: In Conversation with Kevin Dixon appeared first on Business Podcast Network.
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