Thursday, June 19, 2008
Thursday, June 12, 2008
Strategy vs Execution
Forecast Review
Today I have my weekly forecast review with the sales team and I noticed some potential issues for the coming quarters. Our funnel have definitely improved by leaps and bounds over the last 18 months. However, I also noticed a tendency to only look at the "big" picture of each deal. The team have moved from a "detail engagement" method to a "macro engagement" mode.
I am of the opinion that the successful sales person are those that can literally control the account.
Singtel story
This reminds me of a story that was told to me by Bill Chang - my previous manager in Cisco and now an EVP in Singtel. He asked me about the difference between Singtel, TM, AIS, KT, China Telecom and other incumbent telcos. I was rather curious about the difference. He told me that from strategy perspective - there is none as everyone uses the same group of consulting firms such Boston Consulting, Accenture, Booz Allen, McKinsey, AT Kearney and others.
The difference lies in the execution - that really open my eye.
Likewise, the difference between a successful sales person and others - is in the execution. Thanks, Bill.
Today I have my weekly forecast review with the sales team and I noticed some potential issues for the coming quarters. Our funnel have definitely improved by leaps and bounds over the last 18 months. However, I also noticed a tendency to only look at the "big" picture of each deal. The team have moved from a "detail engagement" method to a "macro engagement" mode.
I am of the opinion that the successful sales person are those that can literally control the account.
Singtel story
This reminds me of a story that was told to me by Bill Chang - my previous manager in Cisco and now an EVP in Singtel. He asked me about the difference between Singtel, TM, AIS, KT, China Telecom and other incumbent telcos. I was rather curious about the difference. He told me that from strategy perspective - there is none as everyone uses the same group of consulting firms such Boston Consulting, Accenture, Booz Allen, McKinsey, AT Kearney and others.
The difference lies in the execution - that really open my eye.
Likewise, the difference between a successful sales person and others - is in the execution. Thanks, Bill.
Tuesday, June 10, 2008
Stagflation - What is It?
Oil price
The world oil has been going up rapidly over the last 12 months but we, in Malaysia do not seem to be feeling the impact until last week when there was a 40% increase in the petrol price to RM2.70 per liter. Oil price went to a record of US$139.12 last Friday and it is expected to go up to US$150 - US$180 by the 2nd half of the year before adjusting downward. Personally, while we have been watching CNN and CNBC about the oil price future - there was no immediate impact. Now that the impact is here - we have to ask ourselves this question - what do we do and how do we move forward?
1997, again...
Rewind 10 years ago - we have a fairly similar situation 10 years ago when we have the Asian currency crisis - prices were going up everyday, no one was buying anything, no government tender - most purchasing activities come to a stand still for about 6 - 9 months. Will the same scenario happen to us in Malaysia, again? I would say that the next 6 months will be challenging time for many of us. We are moving into a phase of stagflation - stagnant growth with inflation.
What then?
Like 1997, while it is a tough period, it is also a good time for the forward looking people to plan, consolidate and prepare for the future. For the sales people like us, companies who are serious about their future will be a "qualified" opportunities for us to call upon.
The world oil has been going up rapidly over the last 12 months but we, in Malaysia do not seem to be feeling the impact until last week when there was a 40% increase in the petrol price to RM2.70 per liter. Oil price went to a record of US$139.12 last Friday and it is expected to go up to US$150 - US$180 by the 2nd half of the year before adjusting downward. Personally, while we have been watching CNN and CNBC about the oil price future - there was no immediate impact. Now that the impact is here - we have to ask ourselves this question - what do we do and how do we move forward?
1997, again...
Rewind 10 years ago - we have a fairly similar situation 10 years ago when we have the Asian currency crisis - prices were going up everyday, no one was buying anything, no government tender - most purchasing activities come to a stand still for about 6 - 9 months. Will the same scenario happen to us in Malaysia, again? I would say that the next 6 months will be challenging time for many of us. We are moving into a phase of stagflation - stagnant growth with inflation.
What then?
Like 1997, while it is a tough period, it is also a good time for the forward looking people to plan, consolidate and prepare for the future. For the sales people like us, companies who are serious about their future will be a "qualified" opportunities for us to call upon.
"Tough times don't last but tough people do"
Dr. Robert Schuler
For the individual - we must take advantage of this situation to strengthen and build ourselves - growth and self-development should be a priority during this period. As for me, I hope to ride out this period stronger and more resilient.
Monday, June 9, 2008
HDS Malaysia gains Marketshare
The Last 5 Quarters
I received the IDC tracker from our marketing last week and did some analysis to the data presented and was pleasantly surprise that we have actually grew our marketshare in the "External Storage Segment" even though there's more opportunity for us. At a glance against another competitor :
Quarter...2007Q1.. 2007Q2.. 2007Q3.. 2007Q4.. 2008Q1
EMC....... 24.5%...... 27.1%..... 21.8%..... 17.9%..... 17.9%
HDS....... 3.0%........ 2.6%....... 5.5%...... 6.2%...... 7.7%
Looking at the data, it showed that our team in HDS is moving in the right direction. I am proud of them as we have been able to forward positively, inspite of the many challenges that was in our way. I am sure we will see a stronger set of results in the coming quarters.
I received the IDC tracker from our marketing last week and did some analysis to the data presented and was pleasantly surprise that we have actually grew our marketshare in the "External Storage Segment" even though there's more opportunity for us. At a glance against another competitor :
Quarter...2007Q1.. 2007Q2.. 2007Q3.. 2007Q4.. 2008Q1
EMC....... 24.5%...... 27.1%..... 21.8%..... 17.9%..... 17.9%
HDS....... 3.0%........ 2.6%....... 5.5%...... 6.2%...... 7.7%
Looking at the data, it showed that our team in HDS is moving in the right direction. I am proud of them as we have been able to forward positively, inspite of the many challenges that was in our way. I am sure we will see a stronger set of results in the coming quarters.
Back after 2 months
Time off
I decided to take some time off after noticing that a lot of blogs and bloggers are very involved in political comments - about any issues or non-issues. In my view our country is getting into the path of "too much politics". What we all need is not about politics but about "what makes sense to all of us" - it's the economy.
Areas to Focus
People are talking about Pakatan Rakyat, Barisan UMNO, MP crossover, the demise of Gerakan, the snoop squard of MCA and so forth. Do I really care?? I don't!! In my blog, I will be focusing my attentions to areas that I really care about...
I decided to take some time off after noticing that a lot of blogs and bloggers are very involved in political comments - about any issues or non-issues. In my view our country is getting into the path of "too much politics". What we all need is not about politics but about "what makes sense to all of us" - it's the economy.
Areas to Focus
People are talking about Pakatan Rakyat, Barisan UMNO, MP crossover, the demise of Gerakan, the snoop squard of MCA and so forth. Do I really care?? I don't!! In my blog, I will be focusing my attentions to areas that I really care about...
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