What is serverless computing?
Google Cloud Functions
IBM Cloud Functions
Apache Open Whisk
What are some of the Top Use cases of Serverless ?
Every career has a pattern. For example, if you are an international cricketer your career span is 10-15 years on an average, you make most of the money in this time . You go through the ups and downs, you learn, you get your share of opportunities to excel and then you retire. But everything happens in these 10-15 years before you hang your boots.
If you are an actor, your career depends on the type of films you are doing and the type of roles you get. It’s very random, determined by a lot of people you work with and other other factors.
A career of an IT professional or anyone who is doing a 9-6 job is comparatively long and have some stability and predictability. You really work hard and work long to make money. You have a long inning to play before you finally get retired in your late 50s or early 60s.
One thing which remain common in all careers is how long you remain relevant in your professional life.
There is no dearth of people in the market who lose their job because they have got over valued . There is a mismatch in their skill set and the money company is paying, especially in a private sector job. Companies can easily replace employees with cheaper options and automation.
So sustaining at the same level and making to the next level, both are tough. The people who are in this situation and who have an experience of 6-10 years are called mid-career professionals.
After working for 8 years in IT, I see there are many peers of mine who are in this situation today. Their careers are inching towards saturation, they are making decent money but the question of getting replaced have started haunting them and they are finding it tough to go to next level.
I had a lot of questions and I started actively looking for answers. Consequently, I came across this book, The Effective Executive by Peter Drucker, which was suggested to me by a Prof during my MBA days.
The Effective Executive by Peter Drucker delves in to what managers should accomplish and how they should conceptualize their role. However I find this book relevant to mid career professionals because it helped me to rethink and re-purpose what I am doing. It essentially answers 3 questions for executives (I will use the word professionals to make it more relative to many other readers):
In this summary , I will talk about the 5 habits which you must be aware of .
1. Know your time : By the time you reach your mid-career, you are married, you have responsibilities, if you are lucky to still have your parents, you need to take care of them and you have children. Your personal life has become a lot tougher. Your professional life has its own challenges. You know that your compensation has increased and hence the expectations are obviously high. You also know that unlike your good old bachelor days, you have financial commitments, EMIs, financial goals etc . You are expected to achieve more and do more in the same 24 hours.
If you have not shown an inclination to manage your time, you definitely have become a master of mismanaging it. I can’t emphasize how important it is to understand that there is only this much time you have and it’s all about how you plan and make use of it.
2. What can I contribute : This question is something which one must ask everyday, every quarter. But people often ask this towards the end of the year and most of the times, it’s been forced by the manager. People typically remain constrained to what was expected from them rather than taking a keen interest and ensuring that you go beyond your responsibilities.
I guess it requires a sense of curiosity to understand and be aware of what is happening around and what has to be done. There is always a situation which you and your company will be in and then all we need to focus is what is required to be done. You may like or may not like the situation the tasks the people around etc. But if you direct your action or focus towards the situation you certainly know what can you contribute.
3. Making strengths productive: You may be having best possible communication skills, but it’s of no use if it’s not productive. Similarly you might be having best possible coding skills but if it’s not aligned to business priorities, then nobody is going to value it. Fact is, you need to keep discovering your strengths and be aware of how is it going to create an impact. The effective professional always builds on his own strengths and others’ strengths as well.
4. First things first : Multi tasking is a mistake and never works. You can’t focus on more than 2 tasks at a time. Instead of multi tasking work smartly and quickly on one job at a time. This doesn’t mean working in a hurried dither; it means concentrating and working steadily on the task at hand. According to my experience there is always too much to handle and you will definitely have that feeling of missing out on your commitments often. You will almost always be working on important and urgent tasks, which need your full attention. If you don’t have set priorities for yourself and you have not planned meticulously, you will never be able to be disciplined. You will eventually end up working only what is required RIGHT NOW and there is some consequences to face in case you miss out on that task.
5. Decision making : The dilemma of a person who is in to mid of his career is that he is stuck between two extremes. On the one side you have a leadership who makes all decisions and you are expected to follow and help them in decision making. On the other hand you are not at the beginning of your career that people will expect you to follow instructions blindly. There is also a good possibility that with your experience, you have developed some wisdom of your own and would have your own opinions in everything you are doing or you are a part of. To come out of this situation, Peter Drucker highlights a very important concept. The challenge is to determine when a situation is, indeed, typical or when it is different in some way that needs unique handling. The biggest decision-making mistake is to try to deal with a generic problem as if it were unusual. You need to understand the type of situation you are in. Is it typical or does it really require unique handling. Most often you will be able to assess it over the period of time. If it’s a typical situation, then don’t think much and do what is expected. You always have a limited visibility of the entire situation. Your leaders know much more about the situation than you and they will come back to you if there is a help needed. There might be just 1-2 situations in a half or in a quarter which would require unique handling. Be smart enough to recognize such situations and then do your best when you get a chance.
There is no one who doesn’t have a mid career malaise, whether it’s a sportsperson, actor, businessman etc . We all have times when we wonder, “Am I at the right company ?” Am I in the right job ? What would be my next big “aha” moment in my career ? As a mid-career professionals we all are searching for fulfillment while juggling demands at home and intense financial pressures to earn.
I believe “The Effective Executive” is worth your time and you can use this as a reference whenever you need some expert career advice.
Every seller has two big challenges to find a qualified lead.
1.Finding the right contact
2. Starting a conversation with your prospect when you have their co-ordinates.
The first challenge is more to do with database. To an extent marketing can help you with getting email addresses and phone numbers by doing inbound and outbound marketing activities. But to have a real impactful database which has right information about the clients, you need to get your hands dirty. The second challenge is about how good you are in finding the right sales trigger events. Sales trigger events are something which can fetch you an immediate qualified prospect.
If as a sales person you are struggling with these two challenges and are not using LinkedIn sales navigator, then you definitely will end up having a bad sales pipeline.
Assuming you have a complete and optimized profile, below are the steps you should follow in order to make most of your prospecting using LinkedIn :
Step 1 : Prepare a target account list : Doing an Advanced search on linkedin can help you to give an approximate size of your database. For ex. in US geo, there are more than 1000 accounts with employee size of 200-1000 and revenue between 100M – 900M for all industries.. You can further narrow down your search by filter the results with industries, growth etc.
Step 2: Prepare a lead list : Save the above search and then start finding the relevant people. You can find them based on their titles, job roles etc. This will appear in your Lists as below :
Step 3 : Use TeamLink : You still don’t have any contact information of your leads. You may think of sending invitations / writing InMails. This may not give you immediate results. For immediate results you should use TeamLink feature of LinkedIn Sales Navigator. TeamLink feature helps you to utlizie the power of your entire team’s network. With this information, you can easily see who can help you connect with potential leads and make a warm introduction. For example : in the below screenshot the lead can be introduced by 4 people. You can either “Ask for intro” or get their contact information. You got to be patient with this because there is no instant gratification using this method.
Step 4: Look Sales Triggers : To begin with use the Sales Alerts feature of Sales Navigator , which is on the left side in the Home Page of your account:
Sales triggers are the events which can help you start a “meaningful” conversation with your leads. You don’t need to pitch your services/products. You just need to look for an opportunity to get their attention and start have a conversation.
Step 5 : Create , curate and publish content : You would have heard this many times from many people about the importance of publishing content and being consistent. We all understand it, but struggle to remain consistent. From my own experience, publishing contents can help you succeed almost immediately. By publishing content in 3 consecutive days, I got a jump of 9% in my Social Selling Index :
The more you interact with people, better the chances are you will get a qualified lead.
People fail in Social selling because they lack planning and they want instant gratification. Both are detrimental and if practiced for long will soon derail your focus. You got to track the important numbers and you also have to focus on consistency. Remember, sales is all about consistency.
I have always believed, prospecting is the toughest part of sales. When you have closures and qualified leads, you are ecstatic, you are focused and just everything in the world seems perfect. You think you can do wonders in your career. But when you don’t have a pipeline, that’s when you start feeling the pinch of Sales.
So the question is why prospecting is the toughest part of sales. Because it’s frustrating to find a person who has a genuine need and most of the times prospects don’t turn up. They will not answer your call, they will avoid your emails. And you will end up making that “one last attempt” when a prospect will answer your call or email.
So in this post, I am going you 3 tips to make a prospect speak.
Prospecting is painful but this is the cost you bear to earn success in Sales.
Consider you got a call from a sales person.
Hi Sir !!! I am calling from a company ABC and do you have plans of buying a TV ? It’s a 50” TVs, on which you can play YouTube, browser internet, check emails and we will give you a 20% discount.
After sometime you got another call from some other sales person
Hi Jai, I noticed that recently you went to see your favorite movie, but you missed it because of traffic. How about creating a theater like experience for you at your home and that too without compromising on your holiday plan. All I need is 10 mins to discuss to tell you how. Would you be available in the evening ?
Which one you think has more chances of a positive out come? Which type of seller are you ?
A lot has been changed in Sales because of internet and technology advancement. There has been 3 types of Selling techniques :
1. Alligator Selling : Selling happens based on features and quite honestly how loud you can shout in a market place.
This is an old style selling technique only because it’s difficult to achieve competitive differentiation. Competitors can easily come up with the same features and quite honestly in no time they will bring something better than you.
2. Solution Selling: Selling happens because of your understanding of customer’s issue.
That’s what’s happening right now. But this selling technique is becoming archaic because there are lot many who are doing this. To understand customer’s issues sellers ask open-ended questions and trust me there are many who are asking lot of questions to the prospects. They have got irritated with them because they themselves can find the answers online and they don’t have time to be questioned by many.
3. Insight Selling : Selling happens because of your intelligence.
As I said, there are lot many who are asking questions to the prospects to an extent that they just don’t want to give time. To be heard you need to say something which is useful
Insight selling is based on 4 factors and how well you understand them. And to excel in these you need 4 qualities: persistence, knowledge, patience and building your own brand.
Focus on how the industry is changing, where is it heading and what are the influencing factors ?
The best way is to create a list of few players from that industry. Then try to connect with them on LinkedIn. Also, if you have Sales Navigator save those accounts to get regular feeds from them. You should also think of finding a mentor from that industry if possible.
If you are a seller, you still need to be technical and have good understanding of the technology. I went to a TV store and asked the person what’s the difference between a Smart TV and an Internet TV. Similarly if you are in IT let’s say you are handling a Blockchain consulting services, you must understand Blockchain. You ofcourse don’t have to be a programmer.
Just develop the curiosity. You can find plenty of resources around. You can use Udemy, Udacity, other MOOCs, or you can get a book, magazine etc. The only thing you need is a curiosity of how things work.
Your understanding of your competitor’s offerings should be as good as yours. Customers do a lot of research online and they are already 70% ahead in their buying journey. You can’t fool them.
If there are certifications available, do it. If possible consume their offerings too. Don’t ignore the people who are already using your competitors’ offering.
The more you know them, then better it is. You should atleast know about their past experience, their job profile, their education and their personality.
Connect with them on LinkedIn. Try to find a reference. Follow them on Twitter and yes, if they don’t have an immediate requirement, just be updated with what they are sharing and keep the interaction going on.
Is there a way they can get away from these complexities and find an easy way out ? These are the concerns which can be easily taken care by HCX. Below are some of the very important use cases of HCX .
To learn more about the solution architecture, click here
This is blog post is second in the 10 part series of vmware on IBM Cloud.
<- Intro : vmware on IBM Cloud VMware HCX on IBM Cloud ->
From my childhood I have always wondered what should I do with the constant rumblings which keep happening in my mind. How to control it ? And I have figured out that these rumblings are actually common to many people and it works differently for different people. Also, these rumblings affect our productivity. Something which is very much essential and almost impossible to measure in Sales. You actually juggle too many things all the time and there is a lot at stake.
So I decided to take a course which was available in my company’s learning portal. And I am glad that I took it. After going through that course I figured out below 7 things which mindful people do differently :
All these are my experiences being a sales person. I fight hard everything which is happening outside and harder with all that happens inside me. But now that I know about mindfulness and how to practice it, it just a matter of time and practice to increase my productivity. What about you ?
Hybrid Cloud is a combination of on-premises and public cloud services intended to work in unison to deliver value. Following are the values which can be derived :
vmware has a huge virtualization market share. The value which IBM Cloud brings to the customers are :
To learn more about IBM Cloud for vmware see the this video .
Here is the complete stack of IBM Cloud for vmware solution:
Not just this depending on the use case you use the below platform extensions and solutions :
Hybrid Cloud Services or HCX : You can establish a software defined WAN between on-premise DC and IBM Cloud DC. Using this service you can move vmware workloads to and from cloud with zero downtime and modifications.
Zerto Disaster Recovery : You can use Zerto Virtual Replication Technology to provide near zero RTO and RPO
Secure Virtualization: Use Intel Hytrust TXT technology for secure virtualization simplify regulatory compliance and guarantee data sovereignty.
NSX Edge Services Gateway: NSX Edge Services Gateway provides connectivity between the virtualized software-defined network and its workloads and external networks.
vRealize Automation: Add automation and orchestration tooling for automated provisioning of applications ensuring users have the tooling and services they need.
If you have any queries and need help to get started with vmware on IBM Cloud then drop me a message or reach out to me over here.
My professor used to say “If the process is in place, results will fall in place for sure“. Quite often we the sales community overlook the importance of process and focus too much on what’s the end result. If you are one of those who really want to exceed in sales and improve the pipeline then you must step back for a moment and think what is it that can be improved at every stage of the process.
Every sales is different, every company is different and so will be the corresponding pain points. If you belong to a start up or let’s say you have a niche’ product/ service then for a sales process the typical use case would look like this :
A sales person should plan everyday so that all his activities fall in one of the below categories. You can’t just surpass one and step on to next. For this you also need to hone your skills to progress your prospects from one stage to another.
Building awareness has two components :
But can you control this. YES, you can. Make a plan of how you will be spreading the awareness. Make a plan to enhance your skills.
I get thrilled when someone reach out to me out of the blue moon with a requirement without me putting any effort at that point of time. It happened recently to me that one of partner from Mumbai replied to the email I sent to him in 2016 about SAP HANA. We had a casual conversation and after that we never spoke. Once people are aware of you and what you sell and if you are talking to the right person, he will come back to you. That’s your consideration.
But can you control this. NO. You can’t.
All that we need to succeed in Sales is a good pipeline of qualified leads. Once you have it you don’t win or lose alone. There is a whole team which helps you out. Just focus on the dialog to happen and getting in front of someone who is qualified to buy what you are selling.
You don’t have control on every aspects of Sales, but you can certainly your sales process to a large extent. Don’t let anything deter your focus from building a solid pipeline which starts with you reaching out to as many people as possible.