Rajagopal Sevilimedu
Bazaar Analytics to the Rescue
Systemizing decision support through analytics for an army of reps has always been a challenge. The challenge is less technical, more bureaucracy. The fact that budget holders tend to be higher ups in the corporate hierarchy whereas the user is the rep on the field is at the heart of this challenge. Most service providers [...]
Mirror, Mirror On The Wall……
….Who is the fairest rep of them all? Closely examining some of the trends playing out in the life-sciences ecosystem clearly reveals that any rep who wants a positive answer from the mirror will have to be a super-information processor. He/she will simultaneously have to digest, assimilate and synthesize three sets of information. First, information [...]
World of the Sales Rep: Down the Rabbit Hole…
“Swallowing the red pill takes you down the rabbit hole”, says Morpheus to Neo in the cult classic Matrix alluding to the increasing layers of complexity that the protagonist will be exposed to in his journey to discover the truth. In many ways, the sales rep was and remains the ultimate protagonist in the world [...]
Culture as a source of scalability in knowledge services organizations
For some time now, the word scalability has occupied an important place in business jargon. You see it everywhere. Venture capitalists putting money into a new venture ask, “Is this idea scalable?” You read media articles talking about scalability issues in SMEs – be it in the manufacturing or services space. What is scalability? The [...]
Knowledge Process Outsourcing: Time for a label change
Any person familiar with the context of offshoring would have often come across a term called Knowledge Process Outsourcing (KPO) organizations. The term originated by treating the industry as a cousin to the larger Business Process Outsourcing (BPO) organizations. What BPOs did when they began is migrate existing processes at a company – say payroll [...]
Verticalization in the services space – The Pendulum Swings Back
You see it everywhere. Product companies launching industry-specific versions, IT companies organizing themselves into industry verticals, consulting companies dividing themselves into industry verticals. The other trend you see is in each of these categories you have niche companies coming up dedicated to one industry vertical. So it seems the pendulum is slowly swinging the other [...]
