Being Introvert and Channel Sales

The term introvert is often misunderstood. It is not someone, who doesn’t necessarily like people, it is just that he/she takes some time to get on with most of the people.

Usually they may not fall for someone on the first sight. I would define them as realists and not impulsive in thought and behavior, which translates to a good relationship manager. In my college days, a lot of the time the definition of a salesman was one who could sell ice to the Eskimo. But I always beg to differ, why do we need to sell ice to an Eskimo? Does he really need it, are we doing justice to a relationship by doing so. The so called extrovert could be someone who does sell ice to the Eskimo and may get something in the short term. But an introvert or a relationship guy would actually introspect and see what makes sense to the Eskimo, and offer him that thereby deriving a mutual benefit.

In channel sales, it is the same in order to ascertain what the channel partner wants. We should work with our ears more than our mouth, a characteristic that one would ideally see in an introvert, someone who doesn't necessarily blow you away with his/her charisma and outgoing nature but digs deep into what makes sense to all involved.

Most of the B2B sales superstars I have seen were Dynamic, Aggressive and Extrovert. They are great at establishing instant connect, influencing the customers and walking out with that deal.
There are people who are not Dynamic & Aggressive but they are best relationship builders, and they are called Introvert.

I believe Channel Sales, is not about that instant connect, or about that one deal. It's about building relationship, winning mind share and being a product evangelist. In Channel sales, you are interacting with business owners and they are concerned about many things, not just ROI. They are more interested in a relationship, rather than the product.

When it comes to building a relationship, I believe introvert, always look for long term relationship, they take that extra step to build the rapport and win the confidence. Introvert research well, before taking anything to either resellers or customers. They don't feel confident to ask someone to invest in their product or services until they have convinced themselves.

Channel sales is more about being a coordinator or a link between OEM, Partners & Customers. To be a good coordinator two skills, play key role, one you have to be keen listener and second to be a good observer. And these skills come to Introverts naturally, which makes them to be able to understand people and the situation better for better Coordination.

Communicating your business Idea/Model effectively and setting the right expectations are very important in channel sales. And Communication is the answer here. Introverts are good in word selection and setting the tone for the discussion. And hence they could able to communicate business model effectively and set right expectation.

I think Introverts with their natural skills, to be a good listener, observer and relationship builder make them a better choice for Channel Sales.

I would appreciate your feedback, view and opinion on the subject.

Transition in Channel & Distribution Business

The transformation began 5-6 years back when cloud introduced to the world. It took good time by customers to accept or trust cloud as an option or better option to their traditional IT Infrastructure. Today it became the best option for many organizations along with Virtualization.

A few years back primary objective/Goal for an IT reseller was to do volume business by selling popular on demand product or add more products to increase the revenue.

But now with the change in scenarios where Cloud has taken the center stage and SMAC (Social, Mobile, Analyst and Cloud) has become the guiding star. So, does the priorities and focus of reseller have also been changed.

Today a primary objective for a good reseller is to build a recurring business model. And keep SMAC in mind all the time.

Second biggest opportunity today reseller having is to take consulting as a service seriously as a business option. Today customer is overloaded with information and Technology. And with this overload he is more confused than ever before. Every six months technology is changing, where he should invest, how he should invest and how much he should invest is the churning at customer end.

The mindset of CIOs is changing. They are more focused on OPEX model than CAPEX. They like to utilize the amount used in CAPEX in new Technologies/Initiatives.

At distributor end also, things are changing. Distributors are diversifying by Investing in startups. Some are creating their own IPs (Intellectual Property).

The recent success of the MindBox event on Gaming Competition at Delhi, Chennai, Bangalore, and Mumbai, which is a creation of ARK Infosolutions Pvt. ltd., who are one of the leading distribution houses in India for various software. MindBox is an initiative by ARK to offer their expertise in the Creative Education segment.

Distribution house like Neoteric has started investing in number of Startups recently. Most talks about is their investment in a Bangalore based 3D Printer manufacturing startup "Fractal Works".

Distribution of IT will be their priority and they are known for it. But by doing this they are also making sure to have recurring or alternate business model ready for the future.

SMAC will keep driving the industry for few more years until next big thing, i.e. “Internet of Things” will disrupt the industry once again with its Applications, Devices and Technology.

One more thing we should keep in mind regarding pricing. There was a time of perpetual pricing, now world has moved to Subscription based pricing and the future belongs to consumption based pricing.

So, mantra will be to Adapt, Adapt, Adapt, or perished.

Amazing Krabi Island

There's an island for every month, a beach for every week, and a new palm tree to lie under for every day of the year. This is the best way to define a land called Krabi.

It was May 5th 2011 when I boarded my first international flight from Mumbai. Eager to reach the much awaited destination called Krabi. Our first stop was Bangkok, from there we had a connecting flight to Krabi Island.

Before venturing into the journey, I saw some pictures of Krabi Island, thanks to Dr. G, yes, our own and reliable Google.com. I had mentally pictured vividly about how the Island would look like. In my imaginations, everything was so beautiful. I am standing on a golden beach. On my left there are exotic palm trees and on my right endless ocean that merging into the horizon.

We landed in Krabi as per schedule time. The bus ride from Airport to Resort gave us the glimpses of the nature’s most beautiful creation, vivid green forest and amazing formation of limestone rocks. I had already fallen in love with this beautiful place.

 “There is more than what meets your eyes” is the perfect phrase to describe Krabi. It houses a number of small beautiful Island and each has a unique story to tell. Frist day we went for a Kayaking Trip. This trip took us deep into the caves. The best think you can do while entering the cave is to lie on your back, unless you don’t have intent to come back alive from the caves. As soon as you enter the caves the sense of drama is fantastic. The coolness hits your senses along with deep silence and mystique. We have explored some of the oldest rock painting here. But the colors were so vibrant and fresh as if somebody has painted it recently.

First day went with tiring experience, but we had more energy for next day as we have been promised for a wonderful local Island tour.

First stop for the next day was a Phranang Cave Island. As we reached this Island A huge rock greeted us on arrival. The shape of the Rock has given me an impression that it is melting since decades. You can enjoy the famous long tail boat ride here or if you are an adventure seeker, rock climbing at 200 Baht is the best activity that can help you to burn some extra fat.

We then went to Chicken Island. It has nothing to do with Chickens but one of the rock formations on the Island look like a Chicken Head. Snorkeling is the best activity we can do with Jade Green Water with Coral and Fishes thriving in the cool water. The moment I entered into the water I was surrounded by hundreds of fishes Green in color and they were dancing to my tune just for a piece of bread. When you start looking clearly into the water the sight will take your breath away, fortunately not literally. I have not seen so many colors at once in my life and all of them were swimming alongside me. This experience was something which was truly out of the world.

 Our last stop was Poda Island. Poda Island is fringed by clear water, white Sandy Beach and pristine Coral Reefs. Imagine, having appreciated the sight you and your sweetheart making a way to the beach. The tiny sand particle tickles your bare feet and you go romantic. The vibe here is beautiful, calm and very romantic. That’s why it is all year round attraction for love birds. My journey has ended with a view of a spectacular huge lone Rock formation in front of this Island. Admired and photographed by each vizier. When I saw this rock I felt very small and my belief in God has strengthened because only God can create such marvels.

Though, I have spent just two days at this wonderful Island but the memories and the treasures of nature would be cherish forever.

Dear friends, if you get an opportunity, do visit the Amazing Krabi Island.

After a long wait, i have captured my first butterfly.

From Reel to Real

We all watch movies. Sometimes movies get inspired by real life & Society and sometimes we get inspiration from movies. Bollywood is the largest film producer in India and one of the largest centers of film production in the world. More than 800 movies release in Bollywood each year. That's more than double the number of feature films produced in the United States. We notice only 10% of these movies and get a chance to watch just 1% of them. But only one out of 800 inspires us to do something in real life.

26th January 2006 a film release on this date has change the nation and it’s youth. This movie was Rang De Basanti. We have seen how one incident of corruption has transformed those individuals from being carefree to passion-driven individuals. We have seen the struggle and passion of those individual. How they have succeeded in getting the justice even though they have to sacrifice their lives for the cause. This movie has sown seeds of fight against corruption and passion to do something for the Nation.

I am sure many of you have seen this movie and also thought why can’t such things happen in real life too? Why don’t people unite against corruption and come on the street like the movie.

After more than 5 years of release of Rang De Basanti we all have witnessed the incredible story of one man Anna Hazare who has ignited a nation of a billion to come together and fight against corruption. A Little giant who has stood for the people of India when it matter the most. Taught the Government a lesson and shown the power of true democracy. He had entered the minds and homes of millions of Indians and kept them busy in following his every move. Whole of India, including its richest and its poorest watched a man fasting and waving flag of freedom from corruption tirelessly.

Anna Hazare has so powerfully communicate his agenda to the masses that every one of us wanted to part of this movement. During this time the seeds which Rang De Basanti and freedom struggle stories has sown in the heart and minds of million has suddenly grown up into a movement. The passion to do something for the nation has invoked many young Indians to come on street and be a part of the second freedom struggle. Many of us came out on the street and stand with Anna Hazare in respect and solidarity. Waving and bowing that one man from an Indian village who has challenged the combined intellect and force of the Indian Government.

Everyone has contributed in this movement. Some of us have written articles in Newspaper, some of us wrote blogs on this subject, some of us twitted on twitter and the biggest contribution was from the Facebook generation which has taken this small initiative from dust to the tornado. Even the stars like Aamir Khan, who has been part of Rang De Basanti could not resist himself to be on stage with Anna Hazare and be part of this movement.

There was one more reason why this movement was so successful. In the country of billion there are lots of heroes and role models available for Business, Sports, Career but we hardly have a role model for Social Issues & Social justice at National level. Our young generation was disappointed with our political leaders/system and looking for somebody who can really fight for them. Anna Hazare has filled the gap. We have got an inspirational leader to whom we can relate and believe that “Yes” following this leader we can hope for better tomorrow.

We have seen many movies where filmmakers have recreated a picture of freedom struggle and wars that happened in history. But this movement was opposite. For my generation this movement has unfolded the story from reel to real. What we have seen on the streets of Delhi in the movie Rang De Basanti was reality.

We all get inspired by movies on many aspect, i.e. Health, Family, Sports, Career and most important Love. But unfortunately more than 90% people don’t believe that it can be possible in real life. But this whole movement and story I have just narrated has given us a hope that yes, anything shown on screen can be recreated in real life too.

So my dear friends next time when you watch any movie and get inspired by the character, the story or theme, then please believe that if you want you can recreate the same in real life too.

For me it's a silver Necklace. What you see?

2500 feet above where clouds kissing mountain and rain is adding beauty.