Home > Blogs > What it Takes to be Successful in the World of Data Science
Data science has evolved as one of the most lucrative careers in the tech domain within a span of just five years, owing to its universal application in driving business growth across verticals and sectors. Naturally then, a notable majority of youngsters today find themselves drawn to this up and coming career choice. To help such aspirants understand the dynamics of being a data scientist, Manipal ProLearn hosted a webinar on the different attributes of being a profession in the field data science.
The webinar, “What it takes to be successful in the world of Data Science?”, was presented by Gunjan Narulkar, a mainframe developer turned data science, professional, currently working as the principal data scientist at Fidelity Investments.
Understanding the dynamics of data science
Mr. Narulkar began the webinar by asking the attendees about their respective fields of work and relevant experience in order to get a sense of how well they understand the concept of data science and how they relate to it. He then tried to establish the fact that the growing demand for data science in the market is a reality and not just hype. If one understands the job environment, opportunities and the ground realities of data analytics, there can be no hindrance in riding this wave of opportunity.
Building blocks of data science
Somewhere in the 1920s, someone wrote a book where they described certain machines with human-like intelligence and the concept of Artificial Intelligence (AI) took form. Though the jargon has existed for decades and long before we had the means or technology to even venture into AI, the reality remains that even today we are far from creating machines that can mimic human-like intelligence.
However, this concept has set the tech world rolling in the direction of a larger goal. AI, machine learning, and data science are sets of tools that can help humans achieve that goal.
In short, data science is all about developing tools and then using these tools in tandem with statistics to solve different problems at hand.
Applications of data science
It has been established without doubt that there is a growing demand for data science in every sector and field of work today. The question to ask is: why are companies investing in DS? Well, because the outcome of data science aligns well with the end goal of every business – increasing their top line. The two variables governing this outcome are increased revenue and decreased costs for the sake of maximising profits. As a data scientist, a professional must focus on finding solutions to problems that tackle either one or both variables.
According to a Peer Research Big Data Analytics Survey, factors determining organisations’ willingness to invest in data science analytics can be divided up as 49 per cent decision making, 16 per cent better enablement of key strategic initiatives, 10 per cent better relations with customers, 9 per cent better sense of risk, and 9 per cent better financial performance.
It becomes pertinent then to view data science as a set of tools responsible for enabling a decrease in costs and an increase in revenues by improving the ability to make data-driven decisions rather than gut-based decisions.
Skills required to become a successful data scientist
Mathematics and statistics, as well as programming and database, are the basics on which data science rests. Of course, to be able to function as a professional in this field, you need to have a firm grip on machine learning, statistical modelling, experimental design, computer science fundamentals, programming languages such as SQL, Python, and R, supervised learning and reinforced learning, etc. You need to be adept at programming languages such as Python or R, Scala, as well as data processing frameworks such as Spark to have the collection of skill sets required to make you employable.
However, developing a skill set that suits your employer and the demands of the market, and at the same time has the capability of solving problems is equally imperative. Being successful as a data scientist requires a whole set of other tools and techniques as well. To understand these tools, one needs to understand the basic steps for problem-solving with data science analytics:
• Framing the problem which requires domain knowledge, product intuition, business strategy, and teamwork.
• Collecting raw data that entails database management, querying structured databases, retrieving the unstructured database, and distributed storage.
• Processing data for which you need scripting language, data wrangling, and cleaning, distributed processing.
• Exploring data with scientific computing, inferential statistics, and experimental design.
• In-depth analysis that requires machine learning and advanced mathematics skills.
• Communicating results that rely on business acumen, data visualisation tools, and storytelling, etc.
To able to work your way through this complete lifecycle of problem-solving using data science analytics, a professional must possess the following critical yet underrated traits:
• Commitment: Collaborating with a large number of people on a project, hearing them out and being heard in a scenario where everyone is an expert in their field requires commitment and a go-getter attitude.
• Creativity: Comes in handy when solving a problem where data is scattered over different sources. Relying solely on an algorithm for such a task can be immensely challenging. So, a data scientist needs to think creatively and out-of-the-box.
• Intuition: You may need to rely on intuition for tasks you haven’t handled before. However, intuition does not come overnight. It is basically taking an informed risk and for that, you need to have extensive knowledge of your field.
• Business Suaveness: It is a skill that cannot be taught and has to be acquired. The key to acquiring it is to align more closely with the business you are working for. It is only by bringing the context of business into your thought process that you can identify problems and find solutions.
• Presentation Skills: Numbers and statistics may make sense to the trained eye of a data scientist but these dry stats are of no consequence to a layperson. Unless you can weave a story out of your findings and put your point across in a manner that it resonates with your audience all your other skills are redundant.
These are really important attributes of a data scientist that go well beyond the purview of mathematics and algorithms and play an important role in helping you do your job well.
The way forward
As mentioned before, organisations look toward data science to find solutions that help them increase revenues and decrease costs. The innovation that has taken place over the past five years has shifted the focus of data science analytics from artificial intelligence to deep learning.
Going forward, data science will rely on a combination of data, advanced mathematical solutions to make sense of that data and technology that can deliver quick results so that the outcomes can be used in real time.
In this fast-changing scenario, a structured course in data science can not only give you a strong foundation but also help you hone your skills to be industry ready.
Saheli Roy Chowdhuri
Home > Blogs > The Impact of Artificial Intelligence on Social Media
Artificial Intelligence (AI) is everywhere nowadays. Social media is one such domain which is being rapidly disrupted by Artificial Intelligence development. It’s just been a decade or so since social media became a part of digital marketing, but it has steadily grown in prominence and now stands as a high potential difference maker in the customer journey.
With upwards of 3 billion people logging into social media sites regularly, the process of optimising social media marketing has received a massive boost through the application of AI. However, it is not a case where AI can completely replace a social media marketer. One of the advantages of Artificial Intelligence is that is acts as a high-performance digital brain that provides direction to the marketer and helps them create a more effective strategy for the practice of customer targeting.
Let’s look at how artificial intelligence is being used by social media marketers to improve each step of the customer journey:
Most of your customers have already left a significant digital footprint, and there are massive amounts of data about what they want and what they’re talking about online. As opposed to social monitoring, which looks at whether the customer is talking specifically about your brand, social listening takes it a step further. By using AI algorithms, social listening identifies key phrases, words, and brands that are highly relevant to the company. This data is then collected and leveraged to create specialised content for customers.
Some of the most popular tools for social listening are Awario, Mention, Sprout, Brandwatch, and Tweetdeck. Through these tools, you can track industries, commodities, influencers, and everything else related to your product landscape.
Identifying customer segments is a key responsibility of a digital marketer. It is important to group potential customers according to age, geography, online presence, content preferences, past purchases, etc. so that it becomes easier to push the relevant product to the right customer. This in the past, used to be a very difficult process given the huge amount of data being churned out on an everyday basis.
In order to crunch such huge amounts of data, artificial intelligence has been trained and primed to go through the numbers, clicks, and preferences to throw up measures that a digital marketer can act upon. Some of the most highly rated tools for customer segmentation include Google Analytics, Zendesk, Kissmetrics, Yandex, and Salesforce.
Unique customer experience
The end goal of all the data collection and customer segmentation is to provide the customer with unique user experience. You want to make them feel like the content is tailor-made for them, which is a sure shot way to get them interested in your product. This is a field where human creativity rules the roost and will probably be calling the shots for a long time. However, AI tools can be calibrated to aid the process of providing optimal customer experience.
Many companies are linking up to virtual assistants like Alexa and Siri, a big selling point for modern-day customers. Augmented Reality is another AI based innovation that can completely revolutionise the customer experience. A snippet of the future of augmented reality can be seen today, with companies offering customers the chance to try on their clothes virtually. This is just the first step towards a completely new customer buying experience powered by AI in Augmented Reality.
Pushing the right content to the right customer is not an easy task. People are getting increasingly tired of spam emails and unnecessary ads, so even if you have great content, pushing it to the customer in a way that doesn’t seem intrusive is a major challenge. Through behavioural analytics, AI can help you pinpoint the right customer for promotion. It has made it possible to create a group such as ‘working men under 30 who listen to David Bowie’, which then makes them much easier targets.
Some popular marketing platforms that have integrated this function are Marketo and Cortex, while there are also specific tools for promotion optimization such as Smart Insights, Clearmob, and Datagran.
These are just a few of the trends and tools that are scripting the interaction between marketing, AI, and social media. The best way to learn AI is to opt for an Artificial Intelligence course that helps you understand how to best utilize this technology.
The future holds a lot of potential for Artificial Intelligence development, and it will be interesting to see how digital marketers can incorporate the latest technologies into what they do and what this means for marketing.
Saheli Roy Chowdhuri
Home > Blogs > Collaborative Analytics : 3 Ways It Boosts Business Value
Collaborative analytics is not much leveraged by companies despite having the potential to improve the business bottom-line. Here are three benefits of leveraging collaborative analytics and how it can help in boosting business outcomes.
Home > Blogs > Ethical Leadership : 3 Ways To Be A Role Model
It is often difficult to stay ethical especially in today’s volatile and cut-throat competitive business environment. However, that is where lies the strength of character of a true leader and the foundation of an organisation’s ethos. Here are three ways how you can be a role model and ensure exemplary ethical leadership.
Home > Blogs > The Reskilling Imperative: Retraining Workers for the Age of Automation
Emerging technologies such as Artificial Intelligence (AI), Machine Learning (ML), deep learning, cloud computing and data science are dramatically changing the world of work by simplifying complex decision-making and boosting efficiencies. So much so that a third of the desired core skill sets of most occupations look set to change by 2020. The new digital reality poses numerous challenges to organizations in terms of reskilling their workforce in order to outperform in the future world of work. In fact, 38% of global CEOs in PwC’s recent survey said they’re extremely concerned about the availability of key skills as a threat to future business growth.
In India, the picture is particularly grave. A recent Gartner report revealed that while nearly 60% of Indian companies are gearing up to boost their data and analytics capabilities, most are facing a severe challenge with non-availability of talent. The recent NITI Aayog National Strategy for Artificial Intelligence concurs that the country will have a demand-supply gap of almost 200,000 data analysts in a couple of years. The surge of new technologies requires both employers and employees alike to focus on reskilling in order to stay relevant and competitive. While the Fourth Industrial Revolution will make 75 million jobs obsolete by the year 2022, it will also create 133 million new jobs — a net gain of 58 million, according to a new World Economic Forum (WEF) report titled ‘The Future of Jobs 2018.
This paper explores how technologies such as cloud computing, RPA, AI, ML, cyber security, data science and others are changing the game for organizations. It further delves into how companies and can leverage workforce reskilling programs to future-proof their business.
Five top technologies of today and their impact on jobs
Here are five key technologies that are disrupting jobs in both product and service organizations and will continue to do so in the near future:
#1 Artificial Intelligence (AI): Businesses are increasingly deploying AI-based solutions to capture deep insights and efficiencies, and boost innovation and decision-making, leading to revenue growth. The growing AI-driven automation has the potential to eliminate over 73 million jobs by 2030. What is less known is that automation will also create 23 million new jobs by 2020. These new roles will be created in development, programming, testing, support and maintenance domains. AI architect will emerge as one of the hottest new jobs in future, and robotics architects, AR/VR engineers who will help design and develop systems that control AI systems will also be high in demand. Other roles such as cybersecurity engineers, business analysts and financial analysts will also expand as a result of widespread AI adoption and will require reskilling. RPA is also creating new jobs and 78% of tech professionals are opting to reskill in RPA technology to remain relevant. AI-based roles are growing so rapidly that, in near future, AI is expected to surpass data science in terms of demand for skilled professionals. While AI is expected to add USD 957 billion to India’s GDP by 2035, the country will face a demand-supply gap of more than two lakh data science and analytics professionals by 2020.
#2 Machine Learning: Embedding ML processes into operational business environments helps drive value by enabling more effective, predictive and precise decision making – in real time. The The ML market is expected to grow to USD 8.8 billion by 2022, growing at an impressive CAGR of over 44% from 2017 to 2022. A subset of AI, ML includes other subsets of its own - such as Deep Learning (DL), Natural Language Processing (NLP), neural networks, and others - each with full-fledged and promising career propositions. ML jobs such as engineers, developers, researchers, and data scientists rank among the top emerging jobs today and pay extremely well. This is why, AI and ML are the most widely chosen domains for reskilling among working tech professionals in India.
#3 Data science and analytics: As companies increasingly turn to data to drive their business functions – from strategy to supply chain, sales, marketing and everything in between, there has been a 45% increase in analytics and data science jobs in recent years. But the supply of skilled resources has failed to keep up – nearly 97,000 data science and analytics positions are currently vacant across India due to a dearth of qualified talent. Majority of these vacant job openings are for junior level roles with less than five years of experience, with 31% being for mid-senior level professionals with over five years of experience. Clearly, reskilling is the need of the hour for professionals as well as organizations.
#4 Cloud computing: While retraining for the age of cloud computing has been an imperative for some years now, the demand for skilled professionals in cloud technologies still outnumbers supply. 60% of companies today have their mission-critical IT services either built/run using cloud-native architectures. Yet, their workforce skills and organizational cultures have not kept pace – a fact that is proving expensive over the long run. Studies have shown that the lack of cloud computing expertise can cost enterprises as much as USD 258 million a year in lost revenues and slower innovation. As the mandate to transform legacy IT operations to cloud-native technologies amplifies, the demand for the right talent will only sky-rocket. What organizations viewed as a cloud skills gap a few years ago has snowballed into a full-blown talent crisis today.
#5 Cybersecurity: Cybercrime is estimated to cost the world USD 6 trillion annually by 2021, as data breaches and thefts become more and more commonplace. Yet, organizations have been slow to bolster their security postures. In PwC’s 2018 Global State of Information Security Survey (GSISS), 48% of companies revealed that they did not have an overall information security policy and 44% lack an employee security awareness training program. Alarmingly, 54% of organizations don’t even have an incident response mechanism in place. The reason: lack of cybersecurity talent to drive these initiatives. Globally, the shortage of skilled cybersecurity professionals will touch 2 million by 2019, even as the rate of job growth multiplies by a factor of three. 84% of organizations say the applicants they evaluate for cyber security roles are not qualified enough to address today’s challenges. New roles in this space include security specialists, ethical hackers, database and system administrators, security analysts, etc.
Why Reskilling Must Complement Hiring
Hiring employees skilled in new-age digital technologies may seem like the best way to fill up vacancies quickly. While hiring new talent may be inevitable in certain cases, the value proposition of focusing only on hiring can quickly evaporate given the very high price companies have to pay for it. Add to it the cost of training the new hire in the company’s work practices and culture and it becomes clear that reskilling employees is a more cost-effective and practical alternative to all out hiring. Reskilling the existing workforce not only helps organizations build a robust internal talent pipeline but also improve employee stickiness, productivity, and efficiency – all of which positively impact the bottom line.
Rather than reskilling employees in a single skill, savvy corporates are looking at ‘multi-skilling’ employees in a cluster of technologies such as AI, ML, RPA, Blockchain, data science, and more. This helps employees shift gears with ease whenever required, making them relevant for a longer period of time. In the IT sector, India’s 1.4 million strong workforce of mid-level managers finds itself at the center of reskilling and restructuring programs across organizations. Notable examples of companies taking reskilling seriously include:
#1 Wipro: The company’s School of Decision Sciences is a data science transformation and tech-stack enabled program that imparts employees training on a variety of technical and soft skills. The 6-months long course essentially comprises lessons on how to handle data, algorithms, modeling, visualization, storytelling and industry use cases.
#2 Tech Mahindra: Tech Mahindra has been relentlessly investing in reskilling 112,000 members of its IT workforce in digital and future skills such as blockchain, cybersecurity, artificial intelligence, machine learning, robotics, and automation, and 5G. The company’s CEO, C.P Gurnani recently picked up a Gold in CEO World Awards 2018 for his focus on reskilling initiatives in his company.
#3 Cognizant: The company has taken an incentivization approach to boosting employee morale through training in new technologies. A ‘skills premium’ allowance has been introduced for employees wishing to reskill in the AI and ML domain. Offered to 40,000 employees so far, the initiative also aims to reduce attrition.
Implementing reskilling initiatives: Best practices
Here are three best practices for organizations embarking on reskilling initiatives that can help drive rapid ROI on their reskilling investments:
#1 Assess current and targeted states: Take stock of your workforce’s current skill sets using scientifically designed technology-based assessments, map them to those they will need in say the next three or five years, and analyze the gap areas. Then prioritize reskilling programs by zeroing in on the ones they need right away and those that can come down the line.
#2 Co-create value by partnering with an experienced edtech provider: While organizations can set up their own internal training programs, partnering with an experienced edtech company can help supplement and accelerate training and skilling outcomes. An industry-proven edtech firm that provides targeted courses in AI, ML, RPA, IoT, blockchain, data science and other emerging technologies can help steer the organization’s transformation journey in the right direction at an optimal cost. From handpicking the right candidates for reskilling through automated assessments to leveraging the right techniques (microlearning, gamification, assessment, etc.) for skill development and progress measurement, the right L&D partner can prove to be a significant value enabler.
#3 Partner with academia: Reskilling workers requires organizations to work collaboratively with educational institutions and influence the curriculum to keep it in sync with future workforce requirements. 18% of CEOs globally feel that industry-academia partnerships can help develop internship opportunities to foster employee reskilling through real-life experiences. Philips, for instance, has partnered with Manipal University to produce job ready candidates from day one. Leading IT organizations such as Microsoft, Oracle, Bosch and others are also partnering with startups to infuse new skills into their ecosystem.
Continuous re-skilling: The new mandate
On average, modern working professionals need to invest in learning new skills 15-20 times over their career span to retain relevance and achieve growth. Thanks to the fast pace of technological disruption and volatile market conditions, reskilling isn’t an option anymore – for organizations as well as individuals. While the need for reskilling is primarily driven by the IT software sector, other industries such as banking, finance, insurance, and retail are not immune to the phenomenon and are following suit. However, organizations as well as individuals must first evaluate the longevity of the skills they are honing, before they rush to future-proof their skillsets. The best way forward is to opt for a combination of skills that can further be augmented through periodic upgrades, as and when required. The upside is, as many as 83% of modern workers are happy to reskill in order to work alongside the expanding digital workforce. The age of human-tech partnership is here and those that move quickly with their reskilling agendas will garner clear competitive advantage.
Manipal ProLearn has been a training partner for industries across verticals and a go to reskilling destination for professionals. From the best courses in Data Science, Artificial Intelligence and Cyber Security designed as per the need of businesses, we look to bridge the talent gap.
[i] PwC, Your Workforce Needs Reskilling, https://www.pwc.com/us/en/services/hr-management/library/workforce-reskilling.html
[ii] PwC, Your Workforce Needs Reskilling, https://www.pwc.com/us/en/services/hr-management/library/workforce-reskilling.html
[iii] IndiaToday, The Widening Skills Divide, https://www.indiatoday.in/magazine/nation/story/20180813-the-widening-skill-divide-1303343-2018-08-03
Home > Blogs > Manipal ProLearn Launches its Cybersecurity Program in Partnership with HackerU
There’s good news for cybersecurity enthusiasts in the country. Manipal ProLearn has launched a new program in cybersecurity on 10th April (Wednesday) at J.W Marriott, UB City in Bengaluru while hosting the Cyber Pro Conclave event.
The one of its kind course is designed in response to the increasing need for cyber security professionals across industries. For this, Manipal ProLearn has partnered with HackerU, Israel's premier institute for IT & Cyber Security training, to draft a modern and industry-relevant program content. The course will help in building the next-gen cybersecurity workforce, in India.
The other notable highlight of the event included a cybersecurity roundtable to discuss the challenges & best practices in the context of cybersecurity. The delegates exchanged ideas over the topic “Cyber security is not only a question of developing defensive technologies, but offensive technologies as well”.
Introducing the keynote Speakers
The launch event was graced by none other than the Mr. Gil Adani, CEO, HackerU, Mr. Ravi Panchanadan, MD & CEO, Manipal Global Education Services, other top leaders from both the organisations, and delegates from the world of cybersecurity.
from left to right - Ariel Cohen (CEO, HackerU Global Education), Gopal Devanahalli (VP, Manipal Global Education Services), Ravi Panchanadan (MD & CEO, Manipal Global Education Services), and Gil Adani (CEO, HackerU Ltd.)
After a formal introduction by Dr. Yogesh Kumar Bhatt, VP, Education and Training, Manipal Global Education Services, the event shifted its focus to the global and Indian market scenario in cybersecurity. In a world that is becoming increasingly digital, the threat to data theft by fraudsters and “Cyber Terrorists” cannot be underplayed. The need of the hour is to build ready talent to address these “Cyber Threats”.
At this point, Dr. Yogesh Bhatt quantified this threat by saying that the world had seen 14.7 billion data breaches in the last five years alone, thereby justifying the imminent need for greater cybersecurity measures.
Dr. Yogesh Kumar Bhatt, VP, Education and Training, Manipal Global Education Services delivering the introductory note.
Pioneering in the field of Cybersecurity
In order to build talent pipeline in cybersecurity, Manipal ProLearn’s partnership with HackerU will hugely benefit those who aspire to become cybersecurity specialists and carve a career in this field.
HackerU is one of the most revered name in the cybersecurity space and has been successfully delivering in advanced markets like Israel, USA and Russia. As Israel's premier institute for IT and cybersecurity training, it has a proven track record of effectively preparing Cybersecurity professionals for immediate hire and boasts tens of thousands of graduates now working in cybersecurity across the world.
Taking the dias, Mr. Gopal Devanahalli, VP, Manipal Global Education Services, expressed his confidence with the words "Manipal ProLearn's cybersecurity faculty are going to be trained by the best of HackerU professionals"
Gopal Devanahalli, VP, Manipal Global Education Services speaking about the Manipal ethos and how it strives to deliver cutting edge education in emerging technologies to create the next-gen workforce.
Launching the cybersecurity certification program, Gil Adani, CEO of HackerU, predicted “In 10 years from now, India will grow tremendously in Cybersecurity."
Created by world-renowned industry experts, the Manipal ProLearn’s cybersecurity program is designed to catapult graduates into a successful career in cybersecurity. A security certification will also help in improving job opportunities as well as earning potential.
Gil Adani, CEO of HackerU Ltd. delivering the keynote on the developments on Cybersecurity and what the future holds.
The Master Certificate in cybersecurity comes with numerous distinct advantages apart from offering 600+ hours of training in latest technologies & methodologies in the field of cybersecurity. The program also offers Manipal's Career Leap Assurance with placement assistance.
The delegates and cybersecurity professionals who attended the conclave then had a thorough discussion with Ariel Cohen, CEO, HackerU Global Education. Ariel took them through the course curriculum and explained how they help in creating experts in this field.
Ariel Cohen, CEO of HackerU Global Education, taking the audience through the course curriculum that HackerU follows.
Round table discussion
The delegates and industry leaders exchanged their views on various other aspects of developing the talent pool in cybersecurity and how to go ahead with the mandate of reskilling their existing workforce.
Cybersecurity professionals from around Bangalore at the event.
Building the next-gen cybersecurity professionals
India's cybersecurity landscape is in the growth phase. Being the only reputed Cybersecurity certification program in India on offensive technologies, Master Certification in Cybersecurity (Red Team) lets students explore the hacker's state of mind through in-depth study of the cutting-edge technologies and frameworks. This knowledge is required to protect organizations from future threats. Indian IT professionals can ride this wave and build a career by signing up for Manipal ProLearn's Cybersecurity program.
Home > Blogs > New product sales: Three steps to create a winning culture
New products account for a substantial chunk (27%) of sales across industries. Selling new products requires a different mindset and approach compared to selling existing products, as salespersons often have to overcome a new set of objections and barriers. An unsupportive sales culture within the organization can be a major detractor, adding to these challenges, creating self-doubt and lowering motivation among sales people, and ultimately leading to missed targets.
Following these four steps can help create a culture that inspires shared vision, fosters collaboration and accelerates new product success for the sales organization.
1.Educate your sales team on ‘processes’ rather than ‘products’
At the time of launch of new products, organizations typically tend to provide training focused on the bells and whistles of the product, with very little time spent on educating them on the challenges customers face. Training the sales force in the following three areas can help them establish trust with the customer and demonstrate a deep understanding of their challenges.
Situation analysis - The first step is to create or identify the environment that necessitates the product in question. The situation, in turn establishes the context for the buyer. Let’s take an example of electric vehicles and see how this works across the three areas. The situation: While several countries have encouraged the phasing out of passenger vehicles powered by the internal combustion engine or traditional fossil fuels, the biggest obstacle to their adoption is extending their ability to cover long distances on one full charge of the battery.”
Understanding the impact - The second step should be a clear articulation of the cost of not taking any action in response to the ‘situation’. The impact establishes the urgency for the buyer. The impact: “Electric vehicle is the future of the transportation industry and energy density of battery will be a key differentiator for extending the range of electric vehicles”.
Coming up with the resolution - The final step is to address how the product will mitigate the key issues of the client and deliver the desired outcomes. The resolution: “Our company manufactures anode materials that are required in the manufacture of lithium-ion batteries and are critical for improving energy density.”
2.Create buyer profiles that ensure precise targeting
A well-crafted buyer profile not only allows the sales leads to target their buyers more accurately, increasing the chances of a deal closure, but also helps establish a relationship with the buyer by humanizing the sales process. The result: increased share of wallet over the long run. The essential elements to consider while creating the psychological profile of the buyer are:
· What is important for the customer, how does the customer evaluate different buying options and who takes the decision?
· What behavioral indicators point to the fact that the buyer is serious about making the purchase?
· Does the prospective buyer’s organizational culture support change and learning that will result from this new product introduction?
By skillfully creating and marketing to their six buyer personas, The Lego group became the fourth largest toy manufacturer globally. Their personas ranged from consumers who were actively engaged with the brand’s products to those having no experience with the brand at all. By engaging the six groups with customized strategies, Lego was able to garner the mindshare of distinct communities, turning them into ardent advocates of the brand.
3.Reinforce salesperson's resilience and grit
Revenue Numbers are often the only assessment of a salesperson proficiency and resilience. The focus, however, needs to shift towards the process of enabling sales rather than the final numbers. It’s important to hone sales folks’ competencies by using assessments that identify gaps in sales competencies, and providing continuous training and development programs in strategic sales techniques. An in-depth understanding of the selling process, including the sales pitch, how to close a sale and after-sales service is crucial to building the confidence, resilience and grit necessary to persistently pursue targets even in the face of failure.
CA Technologies provides its sales team with a learning environment that is a prudent mix of instructor-led sessions, web-based trainings and role plays to improve sales commitment and competitiveness. Their lab environments provide unique simulations on sales situations. They have also partnered with expert sales training providers to enhance competence and confidence of their global sales team. The initiative resulted in a $42 million annualized revenue increase, directly attributable to the use of newly acquired negotiation skills and tools.
Co-creating a supportive sales culture with partners
Selling in the digital age is getting tougher with 61% of sales people considering selling today ‘harder’ or ‘much harder’ than five years ago. Building an effective sales culture from the ground up can be challenging. Partnering with reputed training institutes can ease this process by making continuous learning and development initiatives a critical component of a company’s sales culture. Such an approach results in not only creating a highly motivated and relevant sales force but also reduces the time to productivity for new joiners by bridging the gap between college education and industry requirements.
Home > Blogs > Artificial Intelligence:The Digital Marketers New BFF
As companies are looking to increase their budget on marketing, they are also looking for newer ways to generate more returns on their investments. Some organisations are resorting to Artificial Intelligence to create more impact. Here are a few ways how it can help:
Home > Blogs > Continuous Learning Leads to Continuous Success!
Where do formal education stop, and professional career begin? For many of us, it ends right after post-graduation or a doctorate.
But for Dr. Yogesh Patil, the quest for education and knowledge is a lifelong journey. With over six degrees including two master’s degrees, one Post Graduate Diploma, many certifications and a recent Doctorate in Analytical studies on Capital budgeting, he is living his motto of continuous learning and even inspiring others to follow it.
The lines between classroom learning and career are blurring with personalities like Dr. Yogesh Patil reinstating the importance of continuous learning for career growth.
So, what drove him to pursue so many degrees and most importantly, where does he find the inspiration, dedication and time for it? Here are the answers from the man himself.
The stepping stone of success
Yogesh lost his father after he completed his 12th standard. He wanted to fulfill his father’s wish who wanted him to emerge successfully in his chosen field. So, he chose commerce on his brother’s advice and went on to top his college and fulfil his father’s dream.
He then took up a part-time job as a tutor to support his family financially while completing his graduation. His ability to manage his time efficiently coupled with an innate drive to keep learning which further helped him to earn a PGDM and Diploma in Tax Management, Master’s in Financial Management, and MBA to name a few degrees. Among all these courses that he pursued during his career, he also opted for Manipal ProLearn’s Advanced Certificate in International Financial Reporting Standards. Completion of this course has made him eligible to work in more than 100 countries. According to him, this is among the very few financial professional courses in India that certifies one to work internationally.
Touching the pinnacle
By this time, Dr. Yogesh’s ambition to learn was limitless. He said, “As I’m a knowledge seeker, I was searching for a different identification and that’s when my interest grew in research.” He began researching and writing his thesis at the same time he was pursuing his doctorate. The high point came when his thesis was selected by one national and three international universities and called his work ‘great’. After appearing for the final viva for his thesis, Yogesh earned a doctorate to become Dr. Yogesh Patil thereby touching the pinnacle of his illustrious academic pursuit.
But he firmly believes that it’s not the end but a start of something new. He also said that it is all about being disciplined and managing your time well. “I do have my professional commitments as well, so I ensure that early morning or late-night studies help me stay on track with my academics,” he confirmed.
After finishing his doctorate, Dr. Yogesh has been in the teaching field. He has mentored many students to ensure that they choose an academic path that is in line with their passion.
Coming full circle for others
Recently, Dr. Yogesh has taken over the position of Director of MBA at Prabhakar Patil Education Society's Institute of Management Studies, Alibaug.
He has come a full circle since his early academic days of empowering students to take the path of continuous learning and realize the power of being a knowledge seeker – just like him.
As a Director of MBA, he has taken up the mission to spread awareness about unique MBA courses offered by his institute among students and parents. He conducts seminars to encourage students to take up these courses and follow the mantra of – continuous learning for continuous success. He also said, “It’s good to see that the public is getting aware of these courses.”
A word of wisdom
As an advice to other learners Dr. Yogesh Patil always offers his words of wisdom which says ‘discipline’ and ‘proper planning’ are the two most important elements required to achieve the desired goals.
He also believes that knowledge is all about continuous learning and gaining as many skills as possible. Manipal ProLearn too believes in this motto of learning and encourages its learners to succeed forever.
Saheli Roy Chowdhuri
Home > Blogs > 5 Cyber Security Jobs which are Taking the IT Sector by Storm
In an era where information technology has deeply penetrated a multitude of organizations across the globe, the importance of Cyber Security has increased manifold. This sudden rise of stature has occurred because issues on data privacy and business vulnerability have started dominating the digital space. As a result, companies have begun to hire candidates with industrial Cyber Security certification, so that their systems, processes and operations can remain highly protected.
As of now, people who have undertaken professional Cyber Security training programs are in exceedingly short supply. However, it has been estimated that with the dawn of 2020, at least 1 million executives specializing in Cyber Security would be required to fill in this massive gap.
Furthermore, with digital India, General Data Protection Rules (GDPR) and targeted attacks like WannaCry Ransomware are gaining a prominent space in national conversations. The need for those who can effectively plug Cyber Security loopholes are only bound to grow.
Here is a list of five top Cyber Security jobs whose demand is currently witnessing a sharp increase:
1. Network Security Engineer
The primary responsibility of a network security engineer is to ensure that an organization's online security systems have been adequately erected and are well-equipped to counter vicious threats. The job role includes enhancing automation in various departments, overseeing maintenance of monitoring tools and identifying potential areas of vulnerability. A comprehensive Cyber Security course can prepare candidates for this job, whose salary ranges between INR 4 L- INR 8 L per annum.
2. Security Architect
As the name suggests, the basic job of a security architect is to design the entire Cyber Security architecture of an organization. This involves conducting detailed research about the specific needs and requirements of a company and preparing a well-calibrated plan about how its security needs would be handled.
They also help design standard policies and procedures to make sure that contingencies, if any, are adequately taken care of. The average salary for this job role is approximately INR 17 L per annum.
3. Cyber Security Analyst
An entry-level position for this role requires a Cyber Security certification. The job of an analyst fetches a remuneration of about INR 6 L per annum. The principal task that they perform is of analysing, assessing and testing the security mechanisms functioning across various industrial verticals.
They undertake frequent in-house and external security audits to ascertain that the system fundamentals are being safeguarded. Spreading Cyber Security-related awareness amongst colleagues is also a part of their job profile.
4. Cyber Security Manager
The job of a Cyber Security manager is highly specialized since their earning rotates around INR 12 L per annum. Not only do the potential candidates need to have a full-fledged background training in Cyber Security courses but they also must have some prior practical experience of working in real-time situations.
This is because Cyber Security managers are responsible for multiple tasks like devising security protocols, creating data protection strategies, reviewing existing equipment and countering new threats.
5. Chief Information Security Officer
Considered to be one of the topmost positions in the field of Cyber Security, a Chief Information Security Officer (CISO) is usually a senior-level executive. Their primary aim is to ensure that an organization's Cyber Security policy is aligned with its overall vision.
To accomplish this, a CISO streamlines business operations, upgrades technologies, implement procedures, set up SOPs and mitigates risks. The salary of a CISO generally ranges between INR 2 C- INR 4 C in India.
With time, the demand for Cyber Security professionals will continue to grow at an exponential rate. More and more jobs will be created for people across the board. This will trigger the need for candidates to acquire essential qualifications like Cyber Security training courses or industrial Cyber Security certification. In other words, for Cyber Security candidates it would be pivotal to enrol in Cyber Security courses to sustain in the long run and give their career an instant boost!