A project passes through various stages – project initiation, development, execution, deployment, sign off and closure. All this takes a lot of strategy, energy and power to drive it in right direction. At times projects do get speed but lead to wrong results if not driven in right direction. And at times, even if the project is going in right direction, it might not win the race, if it lacks speed.
There have been instances when project got initiated with all kind of right spirit but had to be called off due to lack of energy or speed. Speed is an important factor for a project. Without proper speed a project, even if with right constituents, will lose its vigor and hence lead to failure.
It is always good to carry along some good, genuine motivators in the team to keep team speed appropriately managed.
A Project Manager needs to have a top priority for his team. A motivated team can make you win any battle. And a demotivated team might not be able to stay confident in even normal situation. He needs to facilitate his team in all aspects. For that it is very important to understand what all it takes to become a successful facilitator. To facilitate your team you need to be having a good PR. For your team you might have to get favors from various functions.
One such event I remember is when I had to ask for a deviation from HR on one of their policy, for one of my team member who had a genuine reason for violating that particular HR policy.
Similarly you, being project manager of your team, need to be a good curator to keep curating your team members on continuous basis.
Customer requirement capturing phase generally is the period when exact requirements of the customer emerge. It starts with the “What-is” situation going forward to customer’s “to-be” stage. The latter in any case has to be a better and advanced condition from the former. Current situation might be at any level but there is always a scope of improvement, enhancement and improvisation. Even if an organization is fully automated with all business apps in place, there could be a scope requirement in certain integration, mobility and workflow.
Once the customer requirements are finalized and signed off, it does not mean there will not be any changes any further. Things keep evolving and change is always inevitable.
While driving towards Jim Corbett from Delhi with a Tata Safari Convoy of 22 Safaris and 4 additional official vehicles, organized by Tata Motors as a North Region Drive, it turned out to be a great learning from every moment spent with the whole team. There were professionals and businessmen in the group. There were young and middle aged in the group. But it never felt like out of group while talking to any of the members.
It was a distance of around 230 kilometers. We started quite early in the morning and it was almost sure that everyone had come without any breakfast at such an early hours of the morning at the assembly point. Starting was a bit late as there were twenty two cars that were coming from different corners of National Capital Region of Delhi. After starting it was decided to stop somewhere in Gajraula. There is a complex in which you can find different restaurants. Twenty cars and around seventy persons definitely crowded the complex. We tried McDonalds first but it seemed the guys got frightened to see so many people together and we also felt it would take a long time to cater.
Within the same complex we found Tadka Restaurant. We decided to have Paranthas there. In no time it was unanimously decided that we all will go there. There was no panic. In no time the sitting for all was organized on first floor and everyone enjoyed PArathas, butter and Chai.
A great learning for Project Managers on how to manage crisis situations during project lifecycle.
A recent trip to Jim Corbett gave a great learning for project managers on how to manage a project. The expedition was a convoy of twenty two Tata Safari owners along with four cars for Tata Motors official media crew. So in all there were total twenty-six Tata Safari cars to start from Delhi to Jim Corbett. The three day trip gave lot of learning for a project manager that I would like to share here:
Overall it was an unforgettable experience.
What happens when a project fails. It is the turn of project manager to give valid reasons to safeguard himself. Management on the other hand have their own reasons to fire project manager especially if it is a high stake project. A direct question that goes to project manager is why he did not trigger a shout the moment he anticipated delay/failure. But does it not indicate a shortfall at management’s end. If it is a high stake project, is management not responsible to get a regular and frequent project update and vet it with facts and figures rather than banking totally on project manager.
Usually there are some very frequent reasons that are repeated in one form or the other in most of the project failures. A couple of those are as below:
Hardly 13% of projects see the light of day within prescribed timelines, budget and customer satisfaction. If any of the three is less than 100% in the project conclusion summary finalized at the end of a project, don’t treat it as a successful project closure. Actually a project manager has to be quite witty in handling a project otherwise he is bound to get trapped in a vicious circle with timelines, budget and customer requirements on the periphery.
If it is getting delayed in meeting deadlines for releasing a milestone, project manager either increases the cost of project by injecting more manpower so that the development finishes in time or there is a compromise with the delivery of what is committed. Other way round – If budget is constrained during a project, either it impacts on team size or the customer requirements are cut or molded in accordance to meet the crisis. Similarly there are 99% chances of change in requirements during a project.
Logically a project manager has to be tricky enough to follow a ‘no compromise’ path in order to obtain 100 out of 100 at the end of a project. All said and done, it is quite difficult in real life. A data presented by PMI (project management institute) around a year before reported a loss of a little higher amount than invested in the project for a successful closure.
This is a task management tool that allows to work collaboratively among different team members despite their geographic differences. The beauty of this product is that it builds tasks in a tree-type model and hence helps you in planning and organizing tasks in a better way. The product is called Quire and if you have not put your hands on it, you can give it a try. The project task management becomes simpler and easily manageable while using this tool.
You don’t require a special training to use this tool and can easily manage your tasks (daily or periodic), team’s task management, project management and effective planning in organizing and getting quick results. The visual presentation of your tasks in collaboration with your teams changes dynamically in real time as and when anywhere any changes happen. User interface is quite intuitively designed in such a manner that the tree structure model helps you in recognizing tasks and sub-tasks in a clear manner without any extra efforts.
Definitely, a project manager, team manager or product manager would always like to like to have a clear picture of tasks in hand, sub-tasks bundled with a particular task, and each task/sub-task mapped to who it is allocated to. A real time, at a glance, clear visual presentation is always going to help to manage and organize them. That is where you can easily bank upon to manage and organize your tasks buckets.
Business Analysis Certification has been launched recently (in November 2014) by PMI (Project Management Institute). A Business Analysis Practice Guide has also been launched in wake of the above mentioned certification. The two excellent online community efforts are in place for last twenty years on their two portals – ProjectManagement.com and PMI.org where they keep engaged and updated all project management enthusiasts on global arena. The certification is named as Professional in Business Analysis (given by PMI) – PBA. The practice guide is titled as The Business Analysis for Practitioners – A Practical Guide. Both were launched in November and December respectively.
The call comes in wake of high demand of professionals in business analysis from various industry verticals. The demand is valid as the technology and information systems are evolving continuously for last three decades and the business applications have reached to a level of maturity where analytics is now the next thing that is going to give a thrust to business in real sense.
The main components of practical guide of Business Analysis would be assisting analysts in identification of core business needs and marrying them with a suitable solution after proper evaluation. There would be proper guidance in making business analysis enthusiasts to identify the core business issues where analysis is prime concern to evolve business out of that crisis by providing an appropriate solution. This analysis will definitely be taking care of the business ecosystem, constraints and opportunities. There would be requirements capturing, analysis, verification of requirements, evaluation and assessment and then solution deployment (probably going in line with the project management).
The gap between technology and business now is a gone case. Technology cannot exist without a vast involvement and engagement in business to which it is catering to and hence a proper knowledge is must to amalgamate business and technology in right way. Gone are the days when systems used to drive business and business had to mold has per the whims and fancies of technology. Now business is the king and technology has to go hand in hand catering to all business needs. Technology and systems cannot survive in their own shells without shaking hands with the business.
Business professionals are not far beyond in terms of knowledge of technology thanks for social media and mobility that is continuously giving them a new taste & flavor everyday and hence they are well aware now about the possibilities of outreach of capabilities of technology. Now it is the end user who is very clear about usability, layout & design, and user interfaces. It is the speed of mobile apps that do heterogeneous tasks in spur of moments which educate end user to demand similar functionalities in business applications.
Gone are the days when technology and systems’ limitations used to drive business and it is the business who used to be at the recipient end for compromises. In today’s scenario it it the call of business, and technology has to either do or get sideways for someone other to cater to the need of business.
Recently read this book 10 Stacks To Success: How To Achieve Success One Goal At A Time by Jerome “Jay” Isip and found it quite useful for project managers. There are ten great lessons for a project manager that will definitely be a boon for them to get synergies in driving their project to a higher level of progress, success, closure and benefit. The ten stacks to success can certainly be applied in a practical manner in the same sequence as below:
Stack one is about Foundation. Unless you lay a strong foundation, you cannot stand a tall and strong building over it. The same implies to a project. Project definition, project charter, project scope and customer requirements are four pillars for laying a strong foundation of a project. Stack two is about Positive Attraction. It is important to understand positiveness around and absorb it. Stack three is on Behavior. It is important to control your habits. A change is important in life. Stack four is on Dream a Little Dream. Keep your dreams intact. Create new dreams, and build positive energy around to fulfill your dreams.
Stack five talks about Surroundings. You need to open up, break your barriers, clean up the crap on the way of your project success. Move out of your comfort ares and get more energies to achieve more. Stack six is on Fight the Fear. If you are able to adopt it and achieve it, probably sky is the limit for your success. Stack seven is about Money. Each project has be commercially green at any moment of time.
Stack eight is about Creativity. Be creative, enhance your creativity and be more creative. Stack nine is on Actions. Effective actions are more important than actions. The final stack – stack ten talks about Experience. Gain experience, learning and wisdom from your success in each project.
To cater to needs arising out locally and globally, Rivier University (that was earlier known as Rivier College, founded in 1933), has planned to launch three new graduate degree programs. Rivier University is located in Nashua, New Hampshire in the United States. The degrees to be launched are related to supply chain management and project management. It is a private Catholic liberal arts university.
The degrees are titled as – B.S. – Supply Chain Management, B.S. Project Management and M.S. in Project Management. There is a high demand on a global front for trained workforce in supply chain management and project management from all industry segments, whether in manufacturing or in service, whether government run or privately run organizations. BS in SCM will prepare graduate trained workforce who will be manage to coordinate and manage in effectively and efficiently, in all logistical needs of an organization. There will be practical approach applied in training students in negotiation skills & practices, resource budgeting & management, procurement management, transportation logistics and distribution management. A special focus will be to train in line with Six Sigma and Lean management.
BS in PM will focus on training in line with PMI (Project Management Institute) standards keeping in mind that the students will be ready to undergo PMI examinations to get prestigious certificates from PMI like CAPM (certified associate in project management) and PMP (project management professional). Courseware will have special attention on important aspects of project management like project planning, project scheduling, risk management and mitigation planning, budget management, outsourcing and procurement, product and deployment management.
One year of MS in PM, besides focusing on all above and taking students further to its advanced level will also take them to a virtual world of role play as a project manager in managing certain project teams thereby making them conversant with real world problems arising in project management.
Under the banner of Shell Social Investment there is something excellent happening in Qatar where it is supporting multi-dimensional development of project management enthusiasts. All this is done through Tafawoq Project Management of Excellence. This is formed in collaboration with Qatar Petroleum (QP), Qatar Shell and Hamad Bin Khalifa University with a target of keeping Qatar National Vision 2030 intact by continuously supporting the delivery of capital investment projects of the country.
Tafawoq has been developed clearly in alignment with the basic principles of Shell Project Academy. Shell’s Project Academy model in turn is an outcome of Global Leadership of Shell in Project Management. The success story of Shell’s Project Academy is unbeatable. Tafawoq’s course in Essentials of Project Management is quite prestigious and well acclaimed in Qatar. Tafawoq engages project community of the country by organizing various meaningful community events on a regular basis.
There is a consistent growth in the membership of Tafawoq and so is the project professionals across Qatar.
Shell must be proud to add one more feather in their cap when it was announced recently as the “Project Management Company of the Year” award for the year 2014 by Association for Project Management (APM). The award ceremony was held in London. The recognition goes for Shell delivering all their capital projects in a better and safer way. It also recognizes the company as committed consistently to project excellence. It also recognized Shell Project Academy for preparing world class project and project management professionals by training in the most professional way.
It was not a cakewalk by any means for Shell. The other finalists for APM Project Management Awards 2014 were Allstate Northern Ireland, Moorhouse, Magnox Ltd. The finalists were sponsored by T-Systems. This particular award was sponsored by 20|20 Business Insight.
Zoho CRM has been quite popular among SMBs and otherwise companies with a limited budget to deploy one of the best SFA product in the organization. Around 80% of Zoho’s total revenue of USD 56 million comes from Zoho CRM. Zoho CRM is a preferred choice of many organizations because of its quite customer friendly pricing model that is substantially low as compared to other CRM products. Zoho’s simplified subscription and configuration model along with its attractive pricing model has been able to grab major portion of SMBs.
Zoho has around 40,000 customers worldwide but there is a catch in such a huge count. Most of its customers have a user base of 10 or lesser number of users. A good point about Zoho is that it support over 15 languages. Zoho believes in direct selling through its portal or otherwise and that is how it has been able to keep its pricing model quite low and attractive.
Zoho’s support model for its customers is also quite lucrative. It supports at zero-cost and that includes technical support through email during warranty period. For paid support, the support model is 24 x 5 telephonic support. The product’s capabilities are good in managing opportunity and pipeline modules. Pricing and quotes management, vendor management, sales management, purchase management are some of its other strongholds in the product.
Tour de Force CRM came into existence during 2001 and it has never been so far able to touch a revenue of USD 10 million in any year. This is a specific industry focused CRM having its main target on manufacturing industries that are more into distribution network. That means the product is quite useful for the manufacturing companies distributing their products through wholesale distributorship. The app is offered in only one flavor – on-premises.
A unilateral focus on a specific industry segment has given a unique strength to this product. For SFA automation of the sales field of any manufacturing and distribution company, Tour de Force CRM would probably be the first choice as there is nothing related to this specific industry segment that this product does not cater to. The product claims to be easily integrated with ERP products which is essentially a major requirement for a manufacturing and distribution company.
Regarding support, the organizations that are using it for long (over 10 years) are the best examples of its superior level of support provided to its customers.
Saleslogix was acquired by Swiftpage around 1.5 years back and since then the focus has increased to aggressively pitch the product on development and planning front. Due to this there have been Saleslogix who have moved to competitor’s SFA product rather than continuing with it. Most of its customers are in North America and Europe (mainly in the United Kingdom in Europe). Probably it can be estimated in the ratio of 70:30.
The strength of Saleslogix is mobility. The mobile application version of this CRM is highly usability centric and hence is treated as quite useful and easy to use by the field staff. In fact there is an option to go for mobile-only product. The pricing also comes in two flavors – concurrent user base and mobile only installation. In concurrent user pricing model the actual user’s count can go higher but the customer has to pay only for the concurrent users. this is quite interesting and has been liked by many of its customers. On the other hand if the customer decided that its users will be using the app only on their mobile handsets, then the pricing is very lucrative and is almost more than 50% discounted than the earlier version.
The newer option for its existing customers to move on to cloud can straightaway avail this service by moving to Swiftpage’s Amazon Web Services. The cloud based customers count is almost around 200.
As far as support is concerned, it is easy to regulate as PHP developers are available worldwide. As far as price model is concerned, SugarCRM has an extra edge over its competitors for providing excellent pricing to its customers. It has been successfully deployed for a user base of around 500.
Regarding its global presence network for deployment and support, there is an issue with SugarCRM as it does not have any external service provider on a global front. It needs to pay attention on that front so as to win more business and customers.
Virtualization is in use for more than a decade now, in various forms. The technology advancements brought in more options to adopt. Various models of virtualization impact in different ways on hardware and software costs. It has also been a point of debate whether it is good to go for a bigger hardware box with considerably higher RAM, processor and storage than to go for individual intelligent boxes. But still virtualization brings in increased manageability and definitely some benefit in hardware costs. Software licensing impact and saving will depend on the technology you adopt.
Mobility is definitely the demand of time. Younger generation is more prone to adopt mobility and digital life. For them a problem is looked upon in an altogether different manner than an expert but of higher age not belonging to today’s life. Corporate would is moving to mobility and digital in a big way. Without mobility, there can be no improvement thought of.
Cloud has its own set of benefits. Security can be a question only for the new players or players having weaker setup. This, in any case, is not something that you can’t measure of assess before deciding to put your crucial business data on cloud of any third party vendor. Definitely when it comes on established names, providing services to the big names of the world, you will have to spend lesser amount of energies in their assessment. May be the SLA will play a crucial role.
For 2015 Mobility, Virtualization and Cloud are going to play a major role for corporate world’s IT strategies. There would be intelligent and stupid solutions – it will depend totally on you, which one to opt for. There would be good and bad decisions – and a bad decision will take a big toll.
Big Data is really big, and is definitely necessary, but not for all industries and businesses. Big Data is a huge collection of relevant data from various sources. The relevance has to be very clearly defined for whom it matters to go into Big Data. Sources could be enormous, so one must be clearly able to draw out the limits of sources. This data in any case is huge than you can imagine.
Complexity of Big Data lies in various factors – the volume of this data itself is too huge. Moreover it comes in structured, semi-structured and totally unstructured forms. It is a big task to segregate important data from the total chunk. All this can though done through various apps available. The main property of Big Data is the way data is processed through normal data processing apps. There are n number of challenges that come along with the task. First and foremost is the relevance – required for what purpose and for whom. What business benefits it is going to bring in? Analytics for Big Data is also a big task, storage is another. Security is another aspect to look into.
One thing is for sure, if you are in the segment where Big Data plays a big role in defining your business dynamics, and if you are not into it, probably your competitor will be analyzing your big data.
For any of your forthcoming projects, if you have not kept mobility in mind, the project is going to have very less liking and usability. Year 2015 onward all your projects need to focus on mobility. Be it business applications, workflow or data center setup projects, the focus has to stay on mobility.
Why Mobility: There are certain reasons on why mobility is going to be a big player in your success, as listed below:
Younger generation looks everything in a different perspective than their predecessors. Younger generation is in the habit of looking at digitized angle of any business application, workflow etc. They need apps to be available anywhere anytime. They also expect in getting more value while doing less. The complexity of apps has to go off. It has to be thought in parallel terms of facebook, twitter etc. – few clicks and the job is done.
Support and management can reach to 24×7 provided controls are available to the support and technology infra management team over mobile, tab – on the move.
Remote Management has changed the scenario totally. High tech support is now not required all the time in physical inside the campus. It is only the smart entry level engineers that are enough to manage the show.
A company engaged in DevOps based solutions data centers with latest kind of architecture and design has recently announced their 6th product launch. This company has its headquarter in San Francisco and its earlier five successful open source projects are Vargrant, Packer, Consul, Terraform and Serf. The name of this company is HashiCorp and it is supported by three big global names like GGV Capital, Mayfield, and True Ventures. To manage any application delivery process, HashiCorp software is a best bet for system administrators and developers, and the bonus feature is that it is supported on any infrastructure.
Few large sized global companies that are already using HashiCorp’s open source projects are AOL, Twitch, Expedia, Disqus, Lithium Technologies, Mozilla, and many more. The new announced product is Atlas which is an integrated dashboard and workflow process management meant for managing development, deployment and maintenance of applications performing on any infrastructure. Atlas is compatible to work on virtual machines having their backbone in any kind of VM product like VMware, Docker, Rocket or Virtualbox; using CM tools (configuration management) like Chef and Puppet; and supports almost all the major public/ private cloud environment providers like GCE, Azure, AWS and OpenStack – to name a few.
Atlas is a powerful application that works on any homogenous or heterogeneous environment of infrastructure. It is a strong product with one stop solution for handling complete workflow related to development, deployment and maintenance of applications on any kind of infrastructure base.
A project Assurance Framework must be able to cater to a minimal requirement to qualify. The minimal requirement or characteristic to adhere to for a Project Assurance Framework is as below:
Planning: It must be able to help in guiding for a near to perfect planning. Which means that the guidelines for planning must be well-specified in the framework. And these guidelines must be based on the past experience and learning from failures so as to make it sturdy and fool-proof. A regular review is a must for these guidelines and necessary enhancements need to be done based on ongoing new experience.
Scoping: Scoping guidelines is a mandate to be a part of Project Assurance Framework. Scoping criteria cannot be on ad-hoc basis varying from project to project. It needs to be standardized and followed universally.
Resourcing: Once scoping procedures are clearly defined, it leads to clear path for resourcing. So Project Assurance Framework must have a separate chapter for resourcing and that should have a backward linkage with the scoping. Without proper scoping, resourcing will be half-cooked and could lead to any kind of disaster.
Stakeholders Expectations: Stakeholders from various corners of the project will be carrying different kind of expectations from the teams working on project. Some would be taking a note of minutest of the movement while others would be interested in broader perspective. The Framework in question must take care of all kind of stakeholders in a project.
Outcomes: The outcomes is the final verdict that defines success of failure of a project. Merely presentations or project status cannot satisfy everyone engaged in the project. At some moment or the other, they would be interested to see the chicken out of the egg.
Management Support: This is a hidden poisonous snake in the project ecosystem. At the time of criticality, crisis and need; management has to come forward to provide support – whatever kind. Therefore a regular engagement in the project is important and the Project Assurance Framework must define and document it properly.
Do you have a project assurance framework in place? Are you aware what all is it about? And what purpose does it serve?
Well! Project Assurance Framework is something to assure maximum smoothness of the road on which your project is travelling. It is a structured document that guides you to take the right path and in case of deviation from the right path – what kind of appropriate actions to be taken. Logically it is a broader concept of ensuring optimally effective progress of your project with a sub component of risk assessment and risk mitigation plan. All risks perceived do not occur in all projects, neither in one’s life, but there is no harm in being prepared to tackle any kind of risk in project, and in life.
Project Assurance Framework can basically act as a solid foundation for your projects – whatever types they are of – and whatever methodology you adopt for each of your project. It is also a tool to bring in a uniformity among the various teams working on various project within an organization. Definitely, in current scenarios, we also see, some ad-hoc inclusion of external team members to work on a project – called outsourced. That is where is aligns everyone – all stakeholders and project executioners.
Project Assurance Framework includes various assessment tools and criteria along with a well-defined project assessment procedure and the stages that are most critical to check project health, at which it becomes a necessity to conduct. So in a complete lifecycle of a project, there would be multiple stages to conduct project assessment and analysis process.
It is the same situation for SAP as is for Oracle. Oracle has two different products to cater to its SFA clients – Oracle Seibel, an on-premise product; and Oracle Sales Cloud that is purely a cloud based solution. Gradually Oracle has intentionally taken Seibel to back seat of the sales pitch and have given full attention to Sales Cloud. But that does not mean that they are compromising in providing support and service to their existing customer base who are on Oracle Seibel. In same manner SAP has two products for its SFA product range – SAP Cloud for Sales – is a cloud based lately developed and launched product, and SAP CRM an on-premise solution.
During last one year SAP Cloud for Sales has done a tremendous growth in terms of sales. So the initial approach of go-to-market has totally changed its attention to SAP Cloud for Sales and that is the reason why SAP CRM on-premise solution has been taken out of focus as far as sales initiatives are concerned by SAP. In parallel the focus has shifted more towards architecture based changes starting later half of the last year when SAP Cloud for Sales became an integral part of Hana Cloud offering it as PaaS (product as a Service, obviously leverage coming from its cloud feature). Thus the integration and mobility solutions are now more prominently visible with SAP Cloud for Sales deployment for a customer. The solution is targeted for almost all industry segments.
SAP Cloud for Sales has a bigger advantage of integrating well with other business apps from SAP deployed at customer location.
Salesforce.com is leader in CRM market in both aspects – existing customer base, and acquiring new customers. Salesfoce is quite aggressive in its selling pitch and new features building in the app. It has brought a great amount of mobility in the sales teams using Salesforce.com by introducing the mobile version of this application. There was a time (around a couple of years back) when there used to be some issues in respect to its functionality and usability. Both these shortfalls have been covered well during last two years. Probably the need of faster filling of gap arises out of higher competition that has increased recently.
Salesforce.com is a well proven product for great amount of reliability, scalability and quality tagged to it. It is into existence for over 15 years now and the average number of releases in a year is three which means that by now it has crossed over 45 releases which is remarkable achievement. As per customer experience, the product assures a free flow upgrade from one release to another. This aspect clearly denotes the strength of internal testing (usability, functionality and regression). Integration of salesforce.com with other vendor’s business applications is quite easy and trouble free.
There is a broader piece called Force.com that is used as product as a service for the purpose of deployment of sales cloud solutions for its customers. As far as pricing model is concerned, salesforce.com is probably on top of the price charts in comparison to all cloud based SFA solutions. The Performance edition of salesforce.com, which covers more than normal SFA features, has a tag price of USD 300 per month for each user. Its lower sibling termed as Enterprise edition is marked for USD 125 per user per month. This pricing is highly tweaked when you talk of volume deals or in case of highly demanding conditions.
Sage CRM, though not very popular, but still has a considerable say when it comes to a strong functionality of SFA. The UI is quite innovative as well is its pricing model. It is built using Visual Studio and C# and is easy to support as there is massive amount of Microsoft platform developers available globally. Overall it is a consistently promising CRM product.
As stated above, the customer service is excellent for Sage CRM customers with quick response time and resolution time. This is possible because the support back office is never short of technical support guys’ availability. Another benefit for Sage customers is that if they are already using Sage ERP or at a later stage decide to go for it, the integration feature between the two (ERP and CRM) is pre-built in the product. And the best bet is the affordable pricing model for SMB segment (small and medium business) as compared to high valued CRM solutions loaded with lot of features, some even never used by the customer.
Only word of caution is its market reach. The product is not that popular as its peer products from other competitors. Sage CRM’s market penetration is quite high in EMEA region (Europe, the Middle East and Africa). But it does not mean that its presence is negligible in other regions.
Oracle Siebel CRM has been brought to backseat so as to promote Oracle Sales Cloud more aggressively by Oracle. Since Siebel is an on premise app whereas Sales Cloud is on cloud, obviously moving to the latter by any existing customer of Siebel CRM would be beneficial for the customer. But if there is a particular requirement for an on premise SFA product, then Siebel CRM would be an ideal choice. Oracle has though no plans to stop deployments for Siebel or stop supporting customer having earlier installations of Siebel CRM.
Beauty of Siebel CRM is its open user interface that means it is independent of any particular browser technology. Or in other words, it is supported by any existing or new browsers. Drawback is the longer deployment (implementation and configuration) time. But as far as user experience is concerned, it is bound to be ultimate. Siebel CRM covers sales configuration, pricing management and order management. It is tested and proven for large sized implementations for mid to large sized organizations. Most of the Siebel customers for whom analytics and reports are critical, they go for OBIEE (Oracle Business Intelligence Enterprise Edition) which is easy to integrate with Siebel CRM.
Oracle Siebel CRM can not qualify for a SaaS model being an on premise product.
One of the biggest advantage SAP CRM has is its easy to do integration with other SAP products deployed in the organization. The flaw of SAP CRM is its longish implementation duration and on-premises model. People are gradually moving from on-premises model to cloud solutions. The fear of data security are vanishing out as more and more established and reliable players are jumping into providing cloud based services and solutions.
Bigger challenge will be there in terms of integration if you are using any other ERP (other than SAP), plan to implement SAP CRM and would need the two apps to talk to each other. Gradually SAP is shifting its focus towards SAP Cloud for Sales, that is a cloud based alternative to SAP CRM which is an on-premises solution. The reason of this focus shift is quite clear. Customer is preferring cloud based solution than to go for an on-premises solution for certain reasons of saving in space, cost and time.
There is a hybrid model in offering from SAP for their existing customer base of SAP CRM by providing them access to SAP Cloud for Sales by integrating the two with integration services of Hana Cloud. Final goal is to move SAP CRM customers to SAP Cloud for Sales gradually.
As far as the capabilities in terms of functionalities of SAP CRM are concerned, it almost covers all critical areas of SFA – Sales Opportunity management, order and configuration management, price and quote management, sales performance management, Reports and Analytics. SAP CRM works and integrates smoothly with other SAP products – ECC, NetWeaver BI, BusinessObjects etc.
Drawback of SAP CRM is, like other on-premises products, it takes a lot of efforts and time for implementation and configuration. Ultimately SAP Cloud for Sales is going to be the only SFA solution out of the two options from SAP currently.
Oracle Siebel and Oracle CRM on Demand have been sidelines to pay complete focus on Oracle Sales Cloud for the market of SFA (sales force automation). The product includes opportunity management, sales based incentive management, territory management and also provides sales analytics. Currently it is the eighth release of Oracle Sales Cloud that is being offered in the market. Since 2013, Oracle Sales Cloud has acquired more customers due to its enhanced features as compared to previous years and previous versions. The product has been able to gain higher ratings in the list of peer products in the similar lines from various other companies.
The product Oracle Sales Cloud integrates well with other products from the company like Oracle e-business suite and Oracle BI (business intelligence) enterprise edition which in short is popular as OBIEE. As far as availability is concerned, the product is available to its clients all the time as the company has maintained large number of data centers at multiple locations in almost all the continents viz Asia, South America and Europe where it has major data centers. So for its customers who are already using OBIEE or e-Business Suite, Sales Cloud is the best bet for optimum convenience in terms of integration.
For its Siebel customers who wish to move to Oracles Sales Cloud (which would be a win-win for both sides), the move would be taking existing customers from on premise app to cloud straightaway. The offer has been termed as Customer 2 Cloud.
Project Plans carry a large amount of textual data that becomes humongous in case of mid sized to large projects. Mostly this data gets lost due to heavy volume and if you need to reach to some particular data instantly, it becomes quite difficult to perform this task in an intelligent manner. Recently LiquidPlanner launched #Tags for project plans to help project managers and teams to use this unstructured data of their project plans in an intelligent manner, howsoever huge it be.
LiquidPlanner is an online project management solutions company that works with a sole purpose towards building solutions to pump confidence in your planning and business. It does this with an ultimate goal of bringing project complexity to a simpler shape so as to enable organizations in improving their profitability by means of making quick and accurate strategic business decisions. LiquidPlanner helps its customers to collaborate in an effective manner and provides them with strongly decisive analytics. On global front, thousands of organizations bank on LiquidPlanner to gain exhaustive scheduling capabilities for any sized projects. The collaborative project scheduling helps them in getting real time update of the project portfolio. LiquidPlanner helps its customers in taking effective project related decisions by flexible filtering, real time views and crisp effective analysis of data with its flexible project management tools.
With the introduction of tags, there is an intelligent way for adding metadata to any feature of their project. Project managers, with the help of tags, can search effectively in the huge pool of unstructured data. This capability is not provided by any other tool, so effectively and accurately. Various teams that work on their projects using LiquidPlanner are able to link the relevant content one to one or one to many sections of their projects for multi-directional data linking. If tagging is done intelligently it connects a project with relevant stakeholders and departments for projects and their association with organizational initiatives (e.g. #green, #revenue, #growth etc.). This helps them in having a crux of initiative along with the business results analytics instantly.
corporate initiatives (e.g., #sustainability, #growth) or to analyze investments related to a particular feature set or platform (e.g., #mobile, #API) to optimize business results. These can be configured as alerts too.
Along with a detailed discussion with Claudio Dell’Era at SOIL (School of Inspired Leadership) campus there were many thoughts and insights that came out. Claudio is as well known global entity in the field of Design based Thinking and Innovation. Claudio lives in Italy and is an expert in the subject mentioned above for which he is always in high demand from various industry verticals, top level institutions and other areas for Training, Consulting and Research. There are very limited experts in the field of Design based Innovation and Claudio is among the top few. Claudio carried a PhD degree in this field. He holds the positions of Co-Direction in MaDe In Lab (Management of Design and Innovation Laboratory) and an Assistant Professor at MIP Politecnico (a scientific technological university that specializes in training engineers, architets and industrial designers in specialized fields. You can listen to his views in the podcast in one of my post here.
On Innovation the key points highlighted by Claudio are as below:
It has to be something completely new from the existing case or scenario.
The big challenge of innovation is to find out the way to get the value from the market.
A clear vision is important.
The real need is to select the right idea among a lot of ideas.
The challenge is to create a new vision in place of a new idea.
Problem is not the new ideas but the creation of clear vision behind them.
You can be an innovator by chance once but never repeatedly.
Sustenance of innovation is very important for progressive growth.
There has to be a repeated success in a long term perspective.
There is no innovation if there is no value out of it.
All innovations are imbibed with a set of objectives.
A lot more on innovation is there in the podcast.
Recently had a detailed interaction with Claudio Del’Era at SOIL – School Of Inspired Leadership. Claudio is a multifaceted talent with a huge amount of energy. He is very much clear about his ideas on innovation, success and the correlation between the two.
Here is an exhaustive interview with Claudio Dell’Era on his favorite topic of Innovation. Claudio is among the very few top authorities worldwide on Design Thinking and Innovation. He is from Italy. He professionally handled three parallel verticals – Training, Consulting and Research. He has PhD degree in the subject taken by very few – being new and challenging.
Dr. Claudio is currently is Co-Director of MaDe In Lab, Management of Design and Innovation Laboratory. Dr. Claudio is also an Assistant Professor at the MIP – Politecnico. MIP is a scientific technological university specialized in imparting training to engineers, industrial designers and architects.
Here is the link to the poadcast
The Secret Red Book Of Leadership by Awdhesh Singh is a befitting read for all project managers and in the making. There is a strong stint of leadership required in a project manager that does magical effect in project drive and timely closures. There is a lot of practical understanding about leadership. It is an interesting read that has been sliced into 5 portions. Part 1 talks about the meed for leadership. Why do we require leaders? Who can be a leader? Why one must strive to become a leader? How you can transform yourself into a leader? and why a dual or two way leader follower relationship exists in reality in the life of every leader. This all is covered in the first section of this book and in a very interestingly manner.
The Secret Red Book Of Leadership by Awdhesh Singh says that a leader is like an iceberg and he must stay like that only, never revealing himself completely. He must not carry on with a standard, predictable pattern; rather it should be changing even under similar kind of situations. Leadership is an art as per Awdhesh Singh, and not science. There is no fixed rule book, or guidelines to be a leader. A leader as per the book is not born, rather a leader can be built. A leader has to be a good actor. He must stay happy even if he is sad. He should not open up with everyone, so often.
In my opinion, overall the book The Secret Red Book Of Leadership by Awdhesh Singh is really an interesting read carrying different kind of stuff on leadership and in a continuous flow that keeps to stay tuned to what the writer wants to convey through this book. The sequence of parts (slices), titles and the chapters within a part are well thoughtfully woven. Though I don’t agree to everything what has been said in the book. But to most of it, I agree. A must read for all managers, project managers and anyone interested in knowing about leadership in real action. The book has been published by Wisdom Tree.
Changing scenario of fragmented data centers from that of monolithic data centers is demanding serious attention and a highly intelligent system to manage large amount of alerts. The two demanding sides from the data center front are:
The second important factor is the monitoring of fragmented data centers which is entirely different from the singular design of data centers. The management in former is exponentially complex as compared to latter and the solution provided by vendors to manage monolithic data centers is not at all possible to manage fragmented data centers. There is very limited expertise in the vendor segment that are capable to manage or provide solution to manage these complex data centers. What vendors so far are able to provide to handle these complex scenarios is an offer to use multiple tools to monitor different fragments which is practically becoming more problematic rather than useful. And that is where the single solution from BigPanda emerged on a winning streak.
BigPanda is evolving new ways to help IT Companies in managing and responding to IT issues that are reported to them by their clientele on regular basis. Probably a structured ticket system is there for handling recording, managing and closing of issues being reported from various end. Any system that is deployed in live environment, tend to come up with issues being faced by the end users that need resolution. This is called IT Incident Management System.
Large sized IT support companies cannot manage it in manual way. Definitely an automated system has to be in place that takes care of multiple amount of tickets being logged/ raised by different users/ customers. BigPanda has researched into various algorithms to optimize automation of cumbersome and time consuming manual processes for IT Incident Management to cope up with the scaling and fragmentation of new age data centers. With a vast amount of experience in data science and data center, BigPanda has right fitting solutions for all requirements of data center infrastructure management.
BigPanda came into existence in 2012, headquarter in Mountain View, CA and has offices in Tel Aviv. With the solution that has been launched on the new platform helps timely controlling of thousands of alerts that reach to IT support teams for quick action and resolution. This is reportedly the world’s first data science platform launch from BigPanda on 28th October, 2014 for the purpose of automated IT Incident Management. The solution intelligently detects, investigates and collaborates in an automated manner for each of the IT incident reported in the system from anywhere. The solution promises to help IT companies to optimize their IT Incident Management System in such a manner that all the IT issues reported get resolved faster thereby enhancing customer satisfaction and revenue conversions.
Etienne works at the intersection of Technology, Product Design and Marketing. He’s a two-time Startup Founder (Flagback and HireVoice), a four-time entrepreneur and a recognized Usability and UX research expert.
Etienne is currently a Product Design & Marketing consultant, helping big brands and startups understand their customers to create innovative products. He also teaches user research and usability, travels the world and is slowly working on a new business.
In 2014, he publish the book Lean B2B: Build Products Businesses Want, to help entrepreneurs find traction in the enterprise.
Your real name and pen name? Étienne Garbugli (real name and pen name)
About your education I have a Bachelor’s degree in Communication Studies from Concordia University and a post-graduate certificate in Ebusiness from HEC Montreal. I consider myself a self-learner.
What career did you plan during your education days? My studies were pretty broad. For the first two years of my Bachelor’s degree, I studied sound design to write movie soundtracks for a living. I was pretty good at it.
What languages you can speak and write? My mother tongue is French. For the bulk of my career, I have worked in English. During my studies, I learned a bit of German and, for the last 3 years, I have been learning Mandarin Chinese.
What is your biggest source of inspiration in life Everything. Nothing in particular.
When did you start writing? What is the purpose of your writing? I write to understand. Lean B2B came of failure. The reason why I decided to write a book in the first place is that I needed to understand what had gone wrong with my previous technology company (failure); I needed to understand how to avoid the mistakes I had made.
Which of your work has been published so far? Would you like to share a synopsis of your work? So far, I have only published one book – Lean B2B: Build Products Businesses Want. Here is the synopsis of the book:
Finding and validating business opportunities in mid- to large-sized organizations can overwhelm even the most experienced entrepreneurs. Challenges include acquiring domain expertise, building a connected network of influencers, finding the decision makers, understanding the needs of the “whole product,” estimating a return on investment and reducing the perception of risk. Where should you start and how should you proceed?
Lean B2B helps technology entrepreneurs answer these questions while keeping them focused on the right things each step of the way. Packed with more than 20 case studies and insights from over a hundred entrepreneurs, Lean B2B consolidates the best thinking around Business- to-Business (B2B) customer development to help you quickly find traction in the enterprise, leaving as little as possible to luck.”
What genres you write in and why? Lean B2B is a business book (non fiction). I write fiction on my own time.
What keeps you motivating towards writing? Putting myself in the shoes of the readers. Remembering what ‘problem’ my book is trying to solve.
How do you plan, schedule and monitor your writing commitments? My writing schedule has always been very chaotic, but hard deadlines and commitments helped make the book a reality. The challenge was really to know when the book is ‘done’.
What are your future plans? After publication of the book, I was offered partnership in a company discussed in the book (Psykler). I am currently focusing on helping the company get to the next level and helping get the book in the hands of as many technology entrepreneurs and students as possible.
Your dream destination on Earth? My next ‘big’ trip will probably be Tanzania next year. My dream destination is Antarctica. I like the cold.
Your origin of birth and other countries you have visited/ stayed. What best things you liked in these countries around the globe? I’m French Canadian / Italian from my father’s side. Outside of a year spent living and working in China (Hong Kong and Beijing), I have lived most of my life in Canada.
Your favorite time of the day? The evening. My most creative time is in the evening.
Your zodiac/ sunsign? Leo
Your favorite color and why? Green. I like nature.
What is the last book you finished reading? What is the current book you are reading? I just finished reading
‘Papillon’ by Henri Charriere. I’m currently reading ‘The Hard Thing About Hard Things’ by Ben Horowitz. I try to alternate between fiction and business books to keep things interesting.
What is the force that drives you? I’m driven by challenges. I like proving to myself that I can do big things (eg. Write a book).
What comes to your mind when you think of India? Mystery. Complexity. Chaos. I would love to come visit India to discover the different landscapes and cultures it contains.
First thing you do in the morning after waking up? Sadly, check my emails.
Links & other relevant details:
Twitter handle: egarbugli
Goodreads author page: https://www.goodreads.com/egarbugli
Amazon link: http://amazon.com/Lean-B2B-Build-Products-Businesses/dp/1495296601/
Any other links:
If you are engaged in any kind of activities related to mobile wallet, mobile based financial transactions, mobile banking et al, from a point of view of a consumer/ customer, service provider, financial institution or an online merchant, you can’t afford to ignore a globally used and well acclaimed bouquet of solutions from Mahindra Comviva. The product is known as mobiquity® and its consistent upsurge in terms of usage, customers and countries goes to its award winning functionalities imbibed into the product, its enriching usability and features, its seamless scalability and the provision of its effortless integration with other business apps. Mobiquity® is an innovative and secured platform that has been well accepted globally by most of the mobile service providers, financial institutions and other organizations.
Over 120 installations of Mobiquity® speaks aloud about the stability and popularity of the solution. The solution has been deployed in large amount of banking arena with multiple forward and backward integrations successfully for gaining momentum in mobile payment related projects. Mahindra Comviva has been able to acquire its position among top 3 solutions engaged in providing mobile apps for financial transactions catering to its customers and managing transactions around 20 billion USD. Over a million of transactions are taken care of on everyday basis engaging more than 700 million of consumer base using multiple mobile platforms.
Mobiquity® Wallet supports all kind of contactless technologies available in the market viz NFC (near field communication working on RFID technology), QR Code or Bar Code, and BLE (Bluetooth Low Energy) technologies thereby providing a tremendous versatility and scalability in providing solutions on multiple scenario based mobile technologies for making mobile payments. This solution has a capability to integrate seamlessly with any kind of mobile and desktop/server/cloud based business related third party applications. The solution takes care of localized promotional schemes that can be offered to consumers on this platform based on their geographic locations distinctly identifying nearest retail stores/ schemes and offering relevant discount coupons. The discount coupons are taken care of while making payments through mobile devices on the Mobiquity® platform.
Mahindra Comviva: Mobility Solutions Catering To Over 130 Mobile Service Providers In 100 Countries and A Billion UsersB2B, Enterprise mobility, financial applications, Mobile, Mobile applications, Mobility
Mahindra Comviva, a part of Mahindra Group and a subsidiary of Tech Mahindra, is among the top global placeholders for solutions in mobility. Mobility solutions like content management, finance management, information based entertainment, messaging solutions and mobile data management are its strongholds and are part of its mobile apps portfolio. In B2B section it has been maintain its top slot worldwide for last many years. It has helped a large number of global and local mobile service providers to gain better customer experience, enhance revenue and highly responsive solutions to huge customer base at very minimal costs. More than 130 mobile service providers and financial institutions in almost 100 countries across the globe are using Mahindra Comviva mobile based solutions to cater to more than a billion of their customers base.
Out of many globally acclaimed mobile based financial solutions being provided by Mahindra Comviva, award winning mobiquity® is worth to ponder upon. With the upscaling of technology in last decade and increased usage of smartphones, phablets etc. users and organizations have been able to break the geographic constraints, time bound transactions and limited connectivity. Now the users can transact from anywhere to anywhere, during travel or at any overseas location. The time of transactions can be any, that is 24 x 7. But all this has increased availability and reliability of internet tremendously.
Mobile phones usage has exceedingly gone beyond just talking and texting. We would be talking more about Mahindra Comviva solutions in next few posts in continuation.
Recently I read and reviewed God Is A Gamer by Ravi Subramanian. Some striking and excellent learning points that I found while reading book, would like to share. These points can be grabbed by Project Managers to give a boost to their career and throughput.
The five learning are as below:
A leader who puts down her own people in front of her superiors can never be an inspiring leader.
As a project manager your role is to safeguard your team members from management’s questions arising out of failures or delays in the project. In fact it is a good sign to defend your teams in front of top management so as to win their hearts. Both sides will admire you. Your management will admire you as a great leaders and your team will in return deliver you their best under all prepositions.
Career longevity is more important than career enhancement
Very well said. Quick hoppers get blacklisted in longer run. People spending longer period in an organization get paid out for their loyalty sooner or later.
When you stop chasing the wrong things, you give the right things a chance.
Only when you stop going in wrong direction, you increase your probability in going in right direction.
Reputation has no insurance.
Good deeds done, cannot be kept as laurels in lieu of doing further good deeds. This has to be a continuous process.
Success is not always measured in terms of dollars earned or turnover. It is measured in terms of the difference you have made to the people around you.
The amount of energy and motivation your team members get from you will go till long in their mind and heart than the increment they get as part of their professional journey.
NetSuite had a substantial growth during 2013 with an overall increase in company revenue to the extent of 35%, i.e. USD 418 million. The main focus of NetSuite stays on financial accounting and ERP functionalities. NetSuite takes care of sales force automation to its core level comprising of opportunity management, lead management, billing management, order management and sales based incentive management. Netsuite is yet to show its strength in total solution for large sized organizations and as per Gartner, NetSuite has a stronghold but only for the segment where only sales force automation solutions are required.
The simple and foolproof manner in which NetSuite app takes care of ‘lead to order’ functionality, is well appreciated by the organizations using it. The way NetSuite is growing in a consistent manner shows less vulnerability and highly possible commitment for long term sustenance and presence. Another strong point is its accounting functionality embedded in the solution. On the other hand, being not totally focused on sales based solutions, it lacks in various important analytics to measure sales performance in the sales team. A clear cut vision is important to come out with the proper focused solution to increase its customer base.
Microsoft has moved its full concentration on cloud based solutions and hence any enhancements, or new features being built (or recently built) are taken care of first in Microsoft Dynamics CRM Online solution so as to promote its current existing user base of the earlier on-premise solution to move on to cloud solution. The cloud based CRM is integrated well with Microsoft Office 365 Live and Microsoft Sharepoint apps. Microsoft Dynamics CRM online is also integrated with Microsoft Azure apps.
In 2013 Microsoft Dynamics CRM had a clear vision of improved usability bundled with some amount of mobility solution in it. Microsoft aims to target now the larger industry segments with higher user base rather than just focusing on small or medium business segment (SMBs). Reportedly as per Gartner, Microsoft in larger industry segment has been able to grab a business with a user base around 700 for their CRM online solution. Approximately USD 65 per user per month is what Microsoft charges for its CRM solution the the price tag is supposed to be quite lucrative looking at the competition.
Another good point for buyers opting for Microsoft Dynamics CRM Online solution is its easy integration off the shelf available with other Microsoft products viz Microsoft Sharepoint, Microsoft Lync, Skype, Microsoft Visual Studio, Microsoft Outlook and Microsoft Yammer thereby providing a complete integrated solution in terms of collaboration, content management, communication, Instant messaging, real time file sharing, enhanced productivity, scheduling etc. On mobility front, Microsoft is yet to establish confidence building among its CRM and collaboration customers but overall looking at the vertical and horizontal reach of Microsoft on global front, the product has to have its say in the market and a substantial growth is there on the cards over a couple of years.
CRMnext has its main focus on sales functionality, taking care of opportunity management, accounts management, pipeline management, forecasting and analytics. CRMnext has a good amount of presence in APac region (Asian Pacific Region) and the Middle East region (ME region). Evidently Gartner has estimated that the overall revenue of the vendor selling CRMnext is almost USD 40 million. The scalability of this app is well proven for a single organization having over 1,500 users getting fruitful desired results. Overall it is catering to more than 35,000 users.
Majority of CRMnext user base lies in India itself. The two variants that are widely opted for are SaaS based model and on-premise model. Both models cater to mid segment of the industry without pinching their pocket to get a suitable SFA (sales force automation) solution. Direct channels of CRMnext are there in Southeast Asia, Middle East and India. Outside these regions, customers are catered to from these locations with the help of tie ups with local implementation and support partners. That signals towards a word of caution towards the geographic coverage like in North America or in Western Europe, it is difficult to find sales or support.
Pivotal CRM is a Microsoft Certified Customer Relationship Management application sold under the banner of Aptean. Aptean has its headquarters in Atlanta. The product is bundled with sales force automation (SFA) software tools. The app has features of sales for automation, lead management, marketing automation, sales management, customer service automation, partner management. Pivotal CRM has been taken to its next level to run it on mobile platforms, drawing out useful analytics and call scripting.
Pivotal CRM is being provided in a customized manner for various industry segments based on their specific needs. The CRM suite in offer manages to take care of institutional asset management, capital markets, private and commercial banking, real estate and home building, legal services, healthcare, mutual fund management and so on. Since it is built on .NET framework from Microsoft, the solutions are universally accepted globally. Your license of Pivotal CRM saves licensing cost on various fronts like Microsoft Office, Microsoft Outlook, Microsoft Sharepoint and Microsoft Visual Studio as these are bundled along with the Pivotal CRM solution.
With the changing trends in technology, Pivotal CRM takes care of cloud based availability and mobility solutions thereby enabled to provide multiple delivery models for the overall app solution front. If an organization is using other products from Aptean like Ross ERP solution, Made2Manage ERP or Axis ERP; they get an integrated solution if they opt to use Pivoltal CRM. The best part is that customers who decided to go for Pivotal apps 14 years back, when they were launched, are still happy with the support and solution.
Since the coding is in C#, it is easy to find developers for customization. In 2014 Pivotal started providing their cloud based solutions (on Amazon Cloud services). Similarly in 2012-13 they started the availability of their apps on mobile platforms.
Pivotal CRM has an interesting history that I would like to share here. There was a new organization named as Pivotal Software that was founded in 1994 by Norm Francis. Francis had a stake in Basis Software Group (BSG). BSG is known for one of its product ACCPAC, which is an accounting application. ACCPAC was bought over by CA (Computer Associates) in 1985. Francis, after creating the company Pivotal Software, came out with an entirely new concept of 360 degrees of CRM (Customer Relationship Management). The concept became so popular that it was adopted later by many other organizations and is till in use, widely across the globe. This concept basically talks about the end to end capturing of activities of all those directly involved in the process of customer relationship and sales.
Pivotal CRM’s first version came into existence before mid of 1996. And thereafter there were many evolutionary changes that took place in the product thereby releasing of its next versions. Pivotal Software gradually became Pivotal Corporation in 1999 in wake of expansion of their portfolio and services offered. Pivotal CRM was developed on Microsoft platform. Bill Gates, in the year 2000, Microsoft Chief, Bill Gates got so impressed with Pivotal CRM that he ensured it to be showcased worldwide during Microsoft Windows 2000 premiere. At that time Pivotal CRM was having its name as Pivotal eRelationship and was the first of its kind of eBRM (eBusiness Relationship Management) application that was certified for Win 2k Server environment.
In early 2004, Pivotal Corporation got acquired by a firm ChinaDotCom that was later known as CDC Software. There was a merger of CDC Software and another organization Consona Corporation in 2012 thereby emergence of an organization Aptean. Pivotal CRM, today is one of the major application in Aptean’s portfolio of their business applications to offer across the globe.
As per a technology report from Gartner in July this year, focusing on sales applications, sees salesforce.com leading the market compared to its nearest competitors SAP and Oracle. Cloud predominantly with SaaS model is taking an edge over various other variants of application delivery models. Salesforce has been consistently on top of the chart in terms of its B2B sales.
Automation of all activities related to sales, imbibing sales processes in the application, and admin controls in a smooth manner is the major strength of Sales force automation (SFA) applications. Probably it ensures the root level understanding of core B2B sales processes built in the application taking care of major functionalities like account management, contact management, opportunity management and so on. It takes care of ensuring improvement in sales effectiveness of sales teams by means of providing capability management like sales configuration, sales operations, proposal management and content management.
The sales team performance management is take care of well in the app in terms of compensations to sales team members (sales based incentives), sales quota allocation and management (monitoring & timely alerts), territory/ region management.
We all are well versed with the philosophy of any project. There are customer requirements that create a need to build up some system to cater to those requirements in a structured and foolproof manner. These requirements might arise out of internal business needs or external customer seeking a solution. Customer if approaches you for a solution by means of building a new system for their business, or the other way round, if your sales team is able to break the ice and able to get a business from a customer, indicates that there is an amount of trust both ways and it has to be honored. Honoring this trust in best possible way is to deliver desired system well in time – as per the committed timelines to the customer and ensuring financials and quality do not cross the perimeters set for both.
Once the customer requirements are documented, mutual timelines are agreed upon on a broader scale, financial terms are finalized, an agreement takes place between the two parties. One party is the buyer – who has certain needs and is paying you as per your capabilities of catering to those needs. The other party is you, who is building a system to cater to customer needs. The project charter is prepared with stipulated or projected timelines for each of the major deliverables, we name them as milestones.
Now these milestones are further broken down into work breakdown structure – or WBS – allocating each task or set of tasks defined under each of the milestone to individual teams and team members.
A complete alignment is very important between these three ticket items.
Since you are managing one or more projects, multiple teams working on multiple or a single project and multiple stakeholders, you might be feeling yourself most of the time sandwiched between various conflicts, critical situations and issues seeking quick attention and immediate resolutions. Decision making during such situations might become difficult at times and you might be feeling like the last person left on a crashing airplane with not a single parachute left on the plane. Now if that is the case just relax and try looking at following situations and see if you can avoid these situations so as to overcome any kind of serious risks.
Team Priorities vs Business Priorities: There has to be a concrete alignment between the business priorities, project priorities and individual team’s priorities. If individual teams are not aligned well with the project priorities, the whole game plan is bound to go haywire. On the top of every level priority a single goal must be to come out of project successfully. Success of a project is determined in two parameters – timelines and within budgets. Timelines adherence must ensure no compromise with tasks or requirements; and quality of the outcome.
Team Members to have clarity of broader picture: Team members working on their individual tasks allocated to them regarding the ongoing project must be very clear about the overall project and customer requirements. Merely having a clear cut understanding of the micro tasks in their kitty might help in successful completion of the micro tasks but can leave a wide gap at the time of solving the puzzle called project (the macro scenario) with the individual puzzle pieces (micro done pieces).
Each leader has its own working and management style. The two extreme kind of leaders in the world are – one, leading from front and second, forcing from back. Both are successful and both are unique. Both have their own style, success & failure rates, and winning sprees. When you are working on multiple projects, managing multiple project teams – each project and each set of multiple teams need your equal attention and engagement. For a team, its project is supreme and so is what you have to maintain – for them.
There are some key points to manage your projects and teams:
Make each team realize as a unique team with multiple strengths. It is their strength that is going to get a win for you in that project. Going to micro level, each team’s member needs to live with such a feeling that he/ she is the strong pillar of the project and is a major contributor towards its success and drive to closure. That way even the low energy level gets raised to higher level thereby resulting into higher results with much accuracy rate.
Collaborate, Collaborate and Collaborate: Make a strong chain by joining hands – both sides – such that if one is tending to fall, the whole chain is there to support.
Work and Live like a community on a project. Make it like a family affair where no one runs away from responsibility and there are no boundaries or hard coded instructions – to do and not to do – in terms of sharing and helping – provided first you have finished your task in hand as per committed timelines. That should be the culture and feeling in each member.
You as a leader has to be there, visible or invisible, but an inherent presence in the mind is must. Wherever your teams are and how so distant you are from them, for calling you, contacting you, to share a win or to discuss a concern, you must be the next door neighbor to each of the team/ member.
Agile Projects require frequent meeting with all critical key stakeholders. The rule of the game is as follows. These meetings have to be of short duration, as crisp as possible and talk only about the scope of work defined for the period after last meeting and before this meeting. There might be a need of discussion of ‘change’ in terms of plan, scope and timelines. Important is that all stakeholders must attend every meeting so as to avoid and gaps that create killing bubbles in the main streamline of flow in the pipe. Prefer to have an hour’s meeting at least every alternate day and throw away the concept of a single weekly or monthly meeting in the dustbin.
Agility needs continuity and connectivity on a regular basis. It cannot compromise with its basic fundamentals. If all above is not adhered to in an Agile Project, then it should not be called Agile at all. Empowerment is another key factor in an Agile project. The complete process of ownership and approvals has to be least bureaucratic. There has to be no queues for approvals. No waiting. And no long process. Teams are empowered to steer and drive on their own. Each team (or rather each stakeholder) is empowered to take quick calls.
Important factor is to keep everyone aligned for any fresh calls taken in terms of ‘new’, ‘alternate’ or ‘drop’ with a clear disclosure of purpose behind it. Every such change has to happen for a ‘good’. Still the ultimate goal reams same for all stakeholders and well aligned with the individual team and member goals. No repetitions, no follow ups and no alerts. It has to be a free flow and well streamlined.