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Translating startup-speak for the corporate buyer



Startups salivate at the prospect of entering the enterprise – and for good reason. The enterprise is rife with legacy systems and circuitous processes that frustrate employees and hinder results — and the startup has just the perfect product to fix the problem.

Too often though, the pitch to the enterprise falls flat or a promising pilot gets sidelined. Sometimes there’s a clear obstacle, like a mismatch between product and problem to be solved, an inability to scale, or the loss of an internal sponsor. But more often than one would expect, the startup’s value is simply getting lost in translation.

Even the most forward-looking enterprise leaders are operating in an environment what I like to call “GAAP-based digital strategy.” The budgeting process supports only certain kinds of purchases, like renewable software licensing fees and support contracts with fixed costs. New models, like variable costs for open source development, require workarounds and explanation in the budget process and cause even the most eager internal champion to lose time and energy.

So what’s a startup to do? The more you can help your internal sponsor translate the cost model to adhere to the established norm, the more traction they are likely to get from the hydra of procurement and finance. Once the project has momentum, your champion can work to change the budgeting process – but that’s a tall order before your pilot is launched and showing results.

The concept of GAAP-based digital strategy extends well beyond accounting practices. Consider internal reporting: large organizations spend an inordinate amount of time reporting up, across, and down in an effort to improve transparency and inspire shared ownership of outcomes. What are the KPIs for the department you are serving? How easily will your results translate into their storytelling? Spend some time up front with your client to ensure your results align with (and show up in!) the existing framework for reporting.

Corporations are aware of how hard it is to navigate these control systems, and so they are increasingly creating “innovation departments” with dedicated funding for one-off experiments using new technology. This is often the start of the relationship between a startup and a new client.

For startups, this can be a beneficial approach, since it offers the opportunity to deliver value before wrangling with cumbersome procurement or IT requirements. But too often these divisions lurch from pilot to pilot, and struggle to find line-of-business champions willing to absorb startup technology into their operations. The biggest challenge here is that there’s often no enterprise template for the handoff from the innovation setting – where experiments can operate in a “clean room” apart from procedures and regulations – to ongoing operations.

Here’s how one startup providing augmented reality headsets and software to a complex pharma manufacturing environment crossed over. Their pilot showed clear results: testing with four-five headsets, their AR software measurably helped workers on the floor by augmenting the workflow with voice recording and hands-free capabilities.

The startup team then came on-site, and they partnered with the workers testing the solution to document the improvements and discuss how to ensure the process complied with regulations. This direct interaction fed into their results reporting to make the case for the 30-40 headsets needed on the shop floor. Rather than wait for middle management, the startup developed a grassroots-fortified case for moving into operations.

Similarly, a startup piloting an analytics product in a CPG enterprise was immediately pigeonholed into the IT department’s analytics budget. Surrounded by a range of solutions from business intelligence dashboards to marketing technology tools, their pilot was getting lost.

By closely analyzing results, the startup saw promising early findings in the trade promotions area. They worked through their contacts to reach the executive in charge of trade promotions who took the pilot under her wing – and into her budget. They avoided being locked into a GAAP-based bucket (analytics), and were connected with an executive to unlock a whole different conversation.

In addition to finding your internal champion and changing the GAAP conversation, spend time understanding the larger enterprise backdrop: the initiatives and themes that are driving this quarter’s shareholder value. Help your client position the solution not only in the context of the specific problem to solve, but the overall enterprise goals.

The annual report is your friend here. The focus may be digital transformation or global collaboration or risk management, and aligning to this priority may enable your client to get buy-in internally. Make sure you are fluent in the visible, budgeted, CEO-led, cross departmental initiatives — and how your solution plays a role here.

Take heart: this translation won’t always be a one-way street. The deeper your engagement, the more your enterprise clients will benefit from your startup’s perspective, and change technology, process, and language to reflect that understanding. Ideally, GAAP-based digital strategy recedes as long-established protocols reduce structural lag with how business is conducted today. In the meantime, consider the art of translation as important as pitching the outcome.

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New iPhone 13 leak tips a mighty change in size



The latest iPhone info leak suggests there’ll be a significant change in how the devices look and feel in your hand – when you’re looking from the back, or the side. If you’re the sort of person who never looks at the back of your phone and always uses a protective case the differences may not seem all that extreme. The biggest change comes in the Pro model, where the camera array becomes massive.

The iPhone 13, iPhone 13 Pro, and iPhone 13 Pro Max will likely be revealed at an event this Autumn. Information shared with MacRumors suggests there’s a large enough change in size for both the iPhone 13 and iPhone 13 Pro that users will not be able to use an old model case. Both the iPhone 13 and iPhone 13 Pro are expected to get a thickness increase of 0.17mm.

The iPhone 12 is 7.4mm thick – the iPhone 12 Pro is also 7.4mm. That’s the thickness of the bulk of the device – not including the camera bump. Both models are expected to come in at 7.57mm without their camera bumps. The bump on the iPhone 12 is 1.5mm, while the iPhone 13’s bump is expected to grow to 2.51mm.

The iPhone 12 Pro has a camera bump relatively similar to the iPhone 12. The iPhone 12 Pro’s camera bump is 1.7mm, while the iPhone 13 Pro’s camera bump is expected to grow to a whopping 3.65mm.

It would seem that the new iPhone 13 Pro will feature a camera array that’s significantly different from that of the iPhone 13. The iPhone 13 Pro will likely have the same camera feature set as the iPhone 13 Pro Max. This suggests that there will be features that are important enough to the whole series that they will not be restricted to one model alone.

It’s likely there’ll be an event in October of 2021 at which Apple will reveal the new iPhone 13 device lineup. It’s difficult to predict when the devices will be released due to changing schedules and supply lines courtesy of the COVID-19 pandemic and manufacturing fallout therein. If Apple holds an event in mid-October for the iPhone 13 device family, we’ll likely see an iPhone 13, iPhone 13 Pro, and iPhone 13 Pro Max release date by the end of October 2021.

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Naim Uniti Atom Headphone Edition puts amp and streaming apps in one lavish box



If the idea of your own little bubble of perfect audio sounds appealing, Naim Audio’s new Uniti Atom Headphone Edition may be the trick to bringing out your inner-audiophile. A headphone-optimized version of the British music equipment specialist’s Unity Atom system, it combines a streaming box for platforms like TIDAL and Spotify with a high-quality headphone amp and more.

Rather than playing music back through a set of speakers, then, Naim’s newest box is focused on a single listener. It comes equipped with a new transformer design which, Naim says, has been reworked to deliver the best power for a headphone amp. There’s a choice of both balanced 4-pin XLR and Pentaconn outputs, plus a standard 6.3mm output.

The amp itself is a class-A that can switch into class-AB. Normally, at regular volumes, it sticks with class-A, but as you crank the power up – and the impedance of your headphones drops – then it can add in class-AB power for the top dB. There’s 1.5W per channel into 16 Ω, regardless of which output you’re using, and the Uniti Atom Headphone Edition connects to all outputs simultaneously.

There’s also support for using the box with a pre-amp, for those times you do want full speaker support. However, you can choose which to use depending on which headphones you feel like listening to. If you’re using the front 6.3mm and Pentaconn outputs, for example, the pre-amp outputs automatically mute and a headphone button illuminates. Or, you can press it manually if you want to use the XLR connection on the back.

On the streaming side, meanwhile, there’s the same tech that Naim already used on its Mu-so 2nd Gen, Uniti, and ND 555 players. There’s native support for TIDAL, Spotify Connect, and Qobuz, along with Chromecast and AirPlay 2 streaming to access other services, and Roon Ready status. TIDAL Connect, meanwhile, will be added in a few months time, Naim says.

There’s support for up to 24-bit/384kHz WAV, FLAC, and AIFF audio, plus ALAC. For MP3 and AAC, there’s up to 48kHz/320kbit (16-bit) support, plus up to 48kHz (16-bit) OGG and WMA. There’s DSD 64 and 128Fs, and finally SBC and AAC support over Bluetooth.

For connectivity, there’s an ethernet port, and WiFi 802.11ac, plus a USB port that can play music from external drives. Up to five Naim Streaming products can be connected and have their playback synchronized, all controlled via the Naim app. If you’re just operating the Uniti Atom Headphone Edition, there’s a front panel with buttons and a traditional rotary volume knob, or you can use the included Zigbee remote.

The Naim Uniti Atom Headphone Edition is available now, priced at $3,290.

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Roku Express 4K+ Review: $40 of TV simplicity



For the cost of the monthly subscription to a handful of streaming services, the new Roku Express 4K+ makes a strong platform play for being your set-top box of choice. As always, Roku’s pitch is flexibility and user-friendliness, only this time with a picture quality and system speed upgrade plus a handy voice remote. At $39.99, though, what’s left out is just as key as what makes the cut, and that’s before the challenge of getting every streaming provider to support all of your fancy new features.

Though not the only improvement for this generation, Roku’s addition of HDR10+ support helps set the Roku Express 4K+ apart. The reality, though, is that you’ll need a reasonably recent TV to actually see that: the company tells me that most Samsung, along with some Hisense and Vizio models, do, but my particular Hisense did not. You will, of course, need HDR support from your choice of streaming provider in order to make the most of that as well.

Sadly there’s no Dolby Vision nor Dolby Atmos support. Indeed, for audio there’s passthrough DTS and Dolby support, but no onboard decoding. If you want Dolby Atmos and Vision, you’ll need to cough up $99.99 for the Roku Ultra.

I’ll confess, setting up set-top boxes is one of my least-favorite things. Like most, the Roku Express 4K+’s physical setup is straightforward: there’s only an HDMI port on the back, plus a microUSB port for power, and a reset button. Roku gets bonus points for including a short HDMI cable in the box, which is more than some of its competitors deign to bother with, and a sticky pad to hide the box behind your TV if you see fit. USB-C would’ve been nice, though it’s less pressing than on, say, a smartphone given you’re only going to be connecting it up once.

Automatic configuration via HDMI is a nice touch, and works well. With it, the Roku Express 4K+ can figure out by itself what maximum display settings your TV can support. It’s worth noting that not every HDMI input on your TV may necessarily support the maximum settings, so it’s worth checking which you’re plugging into first.

It’s the software, though, where things usually get tedious, or namely tapping in account credentials using on-screen keyboards. Roku’s system, though, actually works surprisingly rapidly: you can spell out your email address letter by letter with the Roku voice remote, after which point it emails you a link to finish the rest of the configuration and choose your channels (which is what the company calls the individual streaming apps).

Most of those apps themselves, like Netflix, Amazon Video, Hulu, and others have improved the login process, too. Usually you just scan a QR code on your phone and then authenticate the Roku Express 4K+ from there. Of course, if you have a Roku account already configured, you can just log into that instead.

Roku’s voice remote is fairly intuitive. There are the usual buttons for navigation on the front, along with a power button for your TV, and both volume and mute buttons on the right side. At the bottom there are four preconfigured shortcut keys, for Netflix, Disney+, Apple TV+, and Hulu.

I use two of those four, but unfortunately you can’t remap the other buttons to different services. Honestly, while I’m sure the branding deal makes Roku some extra money, it’s usually quicker just hitting the voice control button and asking for the channel you want.

What makes a bigger difference for usability is the increased turn of speed, thanks to Roku’s new processor. The company hasn’t said just how much faster it is compared to the outgoing Roku Premiere, but day to day it definitely feels smoother. Channels load with a little more urgency, and everything feels snappier and more immediate: there’s less of that feeling like you’re navigating through molasses.

The same goes for connectivity. I have a fairly congested mesh WiFi network at home, though Roku promised better stability and speed thanks to an upgraded dual-band WiFi 802.11ac radio. Certainly, I didn’t notice any issues, and nor did I see the new automatic WiFi detection dialog pop up. That uses background bandwidth testing to check to see if you could be getting smoother streaming by switching between the 2.4GHz or 5GH bands, as long as they’re on the same network SSID as you’re currently using.

If things are really struggling, the Roku Express 4K+ supports microUSB ethernet adapters, though Roku will point you in the direction of third-party dongles for that. I didn’t need one, but it’s a good fix if you’re suffering with jerky playback or sluggish streams.

Roku OS 10 – which is preloaded on the Roku Express 4K+ and a free update to most of the company’s recent models – is an evolutionary rather than a revolutionary upgrade. If you’re a live TV viewer, for instance, you can customize the grid to hide the channels you never watch, or favorite your go-to picks.

There’s also support for Apple AirPlay 2 and HomeKit. With the former, you can stream directly to the set-top box from an iOS, iPadOS, or macOS device, just as you would to a much more expensive Apple TV. With HomeKit, meanwhile, you can control the Roku Express 4K+ from Apple’s Home app – or, more accurately, you can power it (and your HDMI-CEC connected TV) on and off.

You could, for example, have a HomeKit scene turn the Roku off when you leave the house, or as part of a “goodnight” scene along with shutting off the lights and locking the doors. In short it’s not going to replace Roku’s own remote (or indeed its app, which also supports private audio listening which is a killer feature), but if you’re a HomeKit user it’s a welcome addition to the feature-list, not to mention a rare one for non-Apple streaming devices.

There’s also Amazon Alexa and Google Assistant integration, including the ability to ask for channels. If you have the Roku Voice Remote Pro, that adds hands-free voice control as well, plus a headphone jack for private listening, though at $29.99 it’s three-quarters of the cost of the Roku Express 4K+ itself.

Something I was looking forward to trying was Instant Resume, another new feature in Roku OS 10. It effectively works as an automatic bookmark for whatever you were watching, allowing you to pick up where you left off even as you switch between different services.

Unfortunately, Instant Resume needs specific channel support, and right now that’s not present on the bigger names in streaming. If you’re an A&E, ATT Now, Fox Business, Fox News, Fubo, FYI, History, Lifetime, Pantaya, Plex, Roku Media Player, Starz, StarzPlay, or The Roku Channel viewer, it’ll work. If – like me – you do most of your streaming through Netflix, Hulu, Amazon Video, or other services, then you’ll have to wait and see if they decide to support it.

The same goes for voice input in third-party app search. If you see a microphone icon there, Roku says, you can hold down the mic button on the remote instead of using the on-screen keyboard. Problem is, most of the big services I checked didn’t actually have that support yet; YouTube’s app did, but there was no microphone icon there to flag it.

Even without some of the more ambitious features, however, there’s plenty to like about both the Roku Express 4K+ and OS 10. Channel switching is fast, and individual streaming apps load quickly. I like how Roku’s revamped voice search serves up its results, too, though at first it’s a little confusing.

Voice search can pull results from the channel you’re currently watching, but it’ll take you out of that channel to show you its findings. A search for “Queer Eye,” for example, too me out of the Netflix app but then offered me the Netflix series plus a free documentary from another source, along with a behind-the-scenes movie about the original show from the early 2000s. If there are multiple viewing options you’ll see them all listed, with pricing or subscription requirements as appropriate; click through and you’ll be taken directly to the listing page.

If you’re searching from the main menu, meanwhile, Roku categorizes things fairly helpfully. First it’ll highlight free ways to watch the shows and movies it finds, alongside paid options. It also has sections for lower-cost purchases and rentals: if you really want to watch some 90’s sci-fi, for example, but don’t feel like spending over $3 to do so, there’s a category for that.

Roku’s search is a little less adept at dealing with natural language queries than rivals like Apple, Amazon, or Google. A search for “French-language movies” got me no results, whereas “movies in French” had plenty. Siri, Alexa, and the Google Assistant are generally clever enough to parse the request regardless of my phrasing.

Roku Express 4K+ Verdict

How much you’ll enjoy many of Roku’s bigger features on the Express 4K+ hangs on which third-party services you subscribe to. HDR10+ support is great, if you have a compatible TV, and are a customer of a streaming provider with HDR10+ content. Availability of Instant Resume and in-app voice search is much the same.

Factor in the absence of Dolby Atmos and Dolby Vision support, and you’re really paying for Roku’s channel flexibility and its simplicity of use. They’re not small factors, mind: Apple’s latest Siri remote has only just got around to adding TV power and mute buttons, and you’ll pay more for the Apple remote alone than the whole Roku Express 4K+ will cost you. I think Roku OS 10 is a little more straightforward visually than Google TV is, as well, and of course you get the convenience of AirPlay 2 streaming as well.

At $40, then, there’s a lot more here to like than there is to complain about, I think. Better WiFi, faster navigation, and that handy voice remote make the Roku Express 4K+ easier to use and less frustrating when you just want to kick back and watch something. Those with more ambitious home theater setups will still want to look to more feature-rich models, but for easy streaming on a budget Roku’s option is tough to beat.

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