Unleashing Digital Transformation for Sales

first_imgThe new digital world is a driving force for reinvention by companies large and small.  It’s a fresh start to reevaluate how business is running today and what is needed to position for success in the future.The EMC sales organization is in the midst of our own multiyear digital transformation journey to significantly improve the experience for our customers, as well as our salesforce and partners.  We are creating a modern buying experience that offers choice and flexibility.  To get there, we are also simplifying our selling processes and changing how our sales organization engages with customers.  It’s a digital transformation of the way we do business.Using Big Data to Transform the Sales ProcessOne of the most powerful tools has been our own big data.  We are constantly focused on the notion of selling smarter.  Where are the best opportunities? How can we structure resources for the best possible outcome?Using our own internal data together with external insights and leading indicators we have been able to guide business decisions, such as:Go-To-Market Planning: Embedding data science into our business planning via complex simulation models allows us to understand which markets and geographies will be the best bet.Territory Optimization: Modeling territories enables us to determine what structure will lead to the best outcomes, improving rep productivity and maximizing revenue opportunity.Resource Deployment: Aligning sales reps so customers are supported with the right level of sales engagement improves both the customer experience and EMC’s profitability.Opportunity Identification: Guiding reps towards the best opportunities within their territories by using customer intelligence data to develop selling recommendations and increase our demand generation effectiveness.Advancements in big data lake technologies, coupled with talent and tools that enable data science, are helping our business to transform and drive real business value.Committing to Digital TransformationAny organization of any size can transform the experience for their most important stakeholders by innovating in new ways using tools like big data and advanced analytics. Embedding insight into a CRM solution at the point of action, using visualization tools, and providing on-the-go accessibility through mobile apps have proven effective and consumable here at EMC.As with any journey worth taking, people and organizations will learn by experimenting and refining solutions.  The new way of doing things will become embedded into our culture and daily activities, ultimately sustaining the impact of transformation over time.last_img read more

Schroders takes stake in Dutch SME loan company Neos

first_imgIt claimed to be the first international asset manager to make SME loans directly available to institutional investors.In the new venture, Schroders is to line up investors while Neos will select companies that want to finance their growth.Neos said it wanted to fill the gap between bank financing and private equity, and that the level of interest charged was between covered short-term loans and mezzanine debt.It added that the duration of the issued loans was up to seven years.Quirijn Haak, director and co-founder of Rotterdam-based Neos, said: “We have a network of more than 50 local accountants and advisers who select the companies in the target group. Because the companies are their clients, our partners know them well.”According to Haak, who has also been associate director at merchant bank NIBC, Neos is able to assess a company’s loan application within a few days.Michel Vermeulen, director at Schroders’s Dutch division, said the asset manager chose Neos because of its track record.Haak attributed Neos’s success to the fact that it uses the approach and analysis of SME loans usually applied for much larger companies’ structured finance solutions.In his opinion, there are “tens of thousands of firms that would be eligible for this kind of direct loan”.He estimated the Dutch market at approximately €1.5bn annually.“The venture with Schroders should make it possible to service one-quarter of this market in the longer term,” he said. The €425bn global asset manager Schroders has taken a 25% stake in Dutch company Neos Business Finance, which issues loans to small and medium-sized enterprises (SMEs).Neon, which has already provided loans on behalf of the industry-wide pension funds for the furnishing (Wonen) and retail sectors (Detailhandel) in the Netherlands, said it also expected to branch out into Belgium and the UK.To date, Neos has issued 75 loans of up to €1m each – and totalling €48m – through its MKB Impulsfund.Schroders said the new joint venture aimed to offer clients the option to invest in high-yielding loans to local medium-sized companies.last_img read more

The effects of pornography on children and young people

first_imgYoung males are more likely than females to deliberately seek out pornography and to do so frequently Australian Institute of Family Studies December 2017SummaryThere is a lot of discussion about the possible effects of online pornography on children and young people and the messages pornography generates about gender, equality and sexuality. In 2016, the Australian Institute of Family Studies (AIFS) was engaged by the Department of Social Services to review what the available research evidence tells us about the issue.Key messagesPornography exists within a broader sociocultural context in which stereotypes about gender, sexism, sexual objectification and violence-supportive attitudes are also at playNearly half of children between the ages of 9-16 experience regular exposure to sexual images Parents and caregivers are less likely to be intimidated by online risks if they are informed and take an active role in their children’s digital lives.READ MORE: https://aifs.gov.au/publications/effects-pornography-children-and-young-people-snapshotVIEW Executive Summary: https://aifs.gov.au/sites/default/files/publication-documents/online_pornography-effects_on_children_young_people_snapshot.pdfKeep up with family issues in NZ. Receive our weekly emails direct to your Inbox. Pornography use can shape sexual practices and is associated with unsafe sexual health practices such as not using condoms and unsafe anal and vaginal sexcenter_img The best approach for parents, caregivers and teachers responding to children’s exposure to pornography is to encourage open communication, discussion and critical thinking on the part of children, while educating themselves about the internet and social media Pornography may strengthen attitudes supportive of sexual violence and violence against womenlast_img read more

Badgers win rebounding, turnover battle

first_imgIt’s rare to see the Wisconsin scout team on the floor with two minutes to go in the ballgame against a Big Ten opponent. When it happens, it becomes clear the Badgers have the game well in hand.That was the case Saturday as the 11th-ranked Badgers absolutely dominated the game against the rebuilding Indiana Hoosiers.With the point totals on the scoreboard throughout the night, it would have been a safe bet to guess UW was facing a nonconference opponent, likely from a mid-major conference.That’s the only way it would seem feasible for a Bo Ryan-coached team to be up 27-7 just 7:25 into the ball game or 46-18 with three minutes to play until halftime.Considering Indiana’s lack of experience, though, the Hoosiers are not your prototypical, tough Big Ten conference opponent.“I’m looking forward to the day when we can come into this building, and other buildings inside the Big Ten, and really understand that the way we compete, the toughness that we bring, the mindset that we bring, is going to be what gets us a chance to win,” IU head coach Tom Crean said after the game. “Those are the things we have to continue to talk about, work on, show and do to give us a chance to compete in these types of games.”It was clear from the beginning the Hoosiers were no match for Wisconsin, as the Badgers easily dominated all facets of the game.For the game, Indiana shot better than Wisconsin from 3-point range, making 57.1 percent (4-of-7 shots) to the Badgers’ 40 percent. That, along with fast break points (IU had 6 to UW’s 2), though, would be the only categories in which the Hoosiers would finish on top.Everything else — from rebounding to points in the paint and turnovers — was all UW.One aspect of the game, though, that made a major impact may have gone unnoticed by many observers, and that was rebounding. In particular, offensive rebounding was key.“We talked about it. They were the number two rebounding team in the Big Ten, but Coach (Ryan) also said that they can give up some offensive rebounds,” forward Mike Bruesewitz said. “I felt like when they were in zone or even when they were in man, I felt like nobody really checked me out. I kind of felt like I could just go get it whenever I wanted to.”Wisconsin was able to out-rebound Indiana 33-26 overall while also pulling down an impressive 15 offensive boards. Compared to 18 defensive rebounds for the Hoosiers, the Badgers’ effectiveness on the glass is a remarkable achievement.Much of the Badgers’ success can be attributed to the team’s physical nature, which far exceeds that of the younger, quicker and more athletic Hoosiers.When asked about his team’s physicality after the game, Crean was less than satisfied.“I think that showed up in our lack of guarding the dribble, it showed up in our poor help and it definitely showed up in our lack of physicality on the backboards,” Crean said. “I am extremely disappointed in our lack of physicality and our rebounding. It shouldn’t be happening. It just shouldn’t be.”As a result of the Badgers’ control on the offensive boards, UW was able to take 20 more shots than Indiana while also shooting a better percentage (50.8 percent to 46.5 percent) than the Hoosiers.In the game, Wisconsin put in 18 second-chance points, compared to just five for Indiana. Second-chance points and offensive rebounds were not a strong point for UW earlier in the week as the Badgers scored just nine second-chance points and grabbed just 10 offensive boards while allowing Illinois to pull down 27 defensive rebounds.But as Ryan noted after the game, his team was aware it could solve those issues.“Our players are astute enough to know that when we go over our clips and everything else, that the things that didn’t happen in a game that came out on the right-hand side are things that can be corrected,” he said. “We didn’t change anything. We just took our opportunities and obviously shot a better percentage. We created some things a little bit better.”Bruesewitz posts career-high on glassAfter seeing limited playing time of late, Bruesewitz saw 18 minutes on the floor Saturday against the Hoosiers — and the 6-foot-6 freshman forward certainly made the most of it.Bruesewitz, a native of St. Paul, Minn., pulled down a career-high seven rebounds, including six on the offensive end. Of Bruesewitz’s six offensive boards, five led to second-chance points for the Badgers.The one that Wisconsin did not convert?A tip-in attempt by the freshman reserve at the first-half buzzer that did not go. Each of Bruesewitz’s second-half offensive rebounds, though, led to points, including a pair that resulted in assists on two 3-pointers by Jason Bohannon.While Ryan was happy with the freshman, he hopes for more consistency from Bruesewitz.“He’s everywhere. But he’s been doing that,” Ryan said. “Coaches are always looking for that consistency. I think Mike’s ready to contribute even more. He certainly showed that today.”last_img read more