Connect with us

Tech News

Translating startup-speak for the corporate buyer

Published

on

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.

Source link



Source link

Continue Reading
Click to comment

Leave a Reply

Your email address will not be published. Required fields are marked *

Tech News

Apple urges WatchOS update after “actively exploited” flaw

Published

on

Apple has released watchOS version 7.6.1, an update the company says is important as it addresses a potential security problem. The update is available for the Apple Watch 3 and later models, with the patch arriving only days after the big 7.6 update was released to the public. Users should update their watches as soon as possible.

READ: Apple Watch Series 6 Review: Six months of Pandemic Intervention

According to Apple, the update addresses “a memory corruption issue” by introducing “improved memory handling.” The problem, the watchOS update notes, could potentially allow an app to “execute arbitrary code with kernel privileges.”

The patch notes go on to explain, “Apple is aware of a report that this issue may have been actively exploited.”

Overall, this is a minor update for watchOS 7, which first hit Apple Watch devices back in September. If you own a supported Apple Watch model, you can update it by launching the Apple Watch app on iOS and heading into the Software Update menu. You’ll need to charge your watch’s battery before the update will start.

A few days ago, Apple released the macOS Big Sur 11.5.1 update for Mac computers that addresses the same IOMobileFrameBuffer issue. If you own a Mac that runs Big Sur, be sure to intall this update, as well, to help ensure your device’s security.

Continue Reading

Tech News

Huawei P50 and P50 Pro pack Dual-Matrix cameras for high-end photography

Published

on

Following multiple leaks, Huawei has officially unveiled its P50 and P50 Pro smartphones. The new mobile series expands Huawei’s P Series lineup, offering consumers a high-end mobile photography experience in a sleek package. The new P50 offerings include the company’s XD Fusion Pro Image Engine alongside Huawei XD Optics and True-Chrome Shot.

Huawei puts the emphasis on the P50 Series phones’ camera capabilities, noting that the new lineup ushers in its new Dual-Matrix Camera design boasting “true to life” image quality. This is the first P Series model to feature “computational capabilities,” according to Huawei, which work at the software level to fix any optical errors introduced into the images.

Huawei claims this computational system can exceed what is possible from optical design alone, offering up to 25-percent more image detail compared to a similar setup lacking the restoration tech. Beyond that, the P50 models build upon the photo engine introduced with the P40 series, instead offering the XD Fusion Pro Image Engine with new Super HDR tech, a Super Color Filter system, and the True-Chroma Image Engine.

Among other things, Huawei boasts the P50 Pro’s camera offers what it claims is unprecedented zoom capability with a 200x range. The company says that images captured at up to 100x are “incredibly clear,” while images up to 200x still retain ample detail. Users also get ultra-wide-angle shots with a lens equivalent of 13mm, plus a macro photography capability that can focus as close as 2.5cm to an object.

As far as image recording is concerned, the P50 smartphones support up to 4K capture with full focal range support. The phones pack a new AIS Pro image stabilization system that helps keep videos clear, particularly when the user has zoomed in on a subject.

As expected, the new phones feature Huawei’s HarmonyOS 2 software launched in early June. The P50 Pro model, the most notable of the two handsets, features a 6.6-inch OLED display with up to a 120Hz refresh rate, 2700 x 1228 resolution, and 450ppi. Other features include the Snapdragon 888 4G, 8GB of memory, 256GB storage, a 13MP front-facing camera, 4360mAh battery, SuperCharge support, and an IP68 rating.

The P50 series marks Huawei’s first flagship launch featuring its HarmonyOS mobile operating system. Because of US sanctions against the company, the P50 and P50 Pro lack Google services and apps. Likewise, Huawei doesn’t include 5G support for either model, with the company’s CEO Richard Yu citing the US sanctions as the reason for this decision.

Huawei will begin selling the P50 Series in China with a starting price of around $900. It’s unclear whether the company will ever launch the phones in other markets, however.

Continue Reading

Tech News

New Galaxy Z Flip 3 case leak shows wild, wonderful foldable future

Published

on

The Samsung Galaxy Z Flip 3 leaked today in the form of a set of official Samsung protective cases. Normally this would not be a major news event, but the style and color schemes delivered with these bits of hardware have caught our attention in ways that achieve more than the average case. What better way to accentuate the unique nature of the Samsung Galaxy Z Flip 3, with its foldable display panel, than to deliver cases that wouldn’t otherwise function on a device with a more traditional form?

With the cases leaked by 91mobiles today, we see leather, clear, and silicone cases. We see spaces left open for the back or out-facing cameras, LED flash, and touchscreen. We see a keychain style hook, a fabric pull with a euro punch style hook, and we see colors that should match the first wave of Galaxy Z Flip 3 devices very nicely.

Samsung’s not one to shy away from bright colors and deep contrast in device casings or official protective cases for devices. If you’re going to pay hundreds of dollars for a smart device you’ll use every day of your life for the next several years, you’re going to want that device to be distinctive in its outward appearance, yes?

The cases shown in leaks today cover Blue, Purple, Yellow (dark yellow, almost mustard yellow), black, and possibly gold. There’s also the clear (transparent) option – as is generally the case with cases.

The Samsung Galaxy Z Flip 3 is expected to be fitted with a 1.9-inch display on its back (near the back-facing or out-facing camera array). It’s expected to have a 6.7-inch display inside that folds in the middle. The external camera are both tipped to be 12MP, while the inside (front-facing) camera is tipped to be 10MP.

These specifications are very similar to what’s expected of the Samsung Galaxy Z Fold 3, with its 3x 12MP cameras on the back side and 10MP front-facing camera (with another 4MP camera inside). Both devices are rumored to be released with IPX8 resistance to water.

These devices and the Samsung Galaxy Buds 2 and Galaxy Watch 4 will likely appear at the next Samsung event. The Samsung Unpacked event of which we speak is set to take place on August 11, 2021. The release date for the Samsung Galaxy Z Flip 3 will very likely be mid to late August, 2021.

Continue Reading

Trending