Incessant Change

Multi channel retailers and snow storms in 26 states

2010-02-12T04:24:00.000-08:00

Multi-channel retailers are counting the losses from the recent snow storms that affected 26 states in USA. The lost sales dollar amounts, in brick and mortar stores are staggering, ranging from hundreds of thousands dollars to even millions of dollars. Some customers were couped up in cozy homes and building snow men in their front yards. Some customers, depending on the areas where they live, were travailing in home without electricity and heat. Meanwhile, the store operations teams and finance teams at the retailers were desperately hoping the snow fall would stop, but to no avail. The upshot snow records were broken in many states.

However, one thing that was the common denominator for many multi-channel retailers is their Ecommerce stores were open and operational! Here are some questions that all multi-channel retailers need to ponder to avoid a 'deja vu':

How many retailers captured online the lost sales in their brick and mortar stores?
How many retailers are fluid enough with elastic supply chains to absorb all the lost sales in physical stores into their online stores?
How many retailers, having heard the weather reports from a week or so before, proactively initiated email campaigns with percentage off and dollar off coupons to draw all those at-home customers online?
How many retailers will report an increase in sales revenue in the next quarter by taking advantage of the snow?

If retailers don't have these capabilities, maybe it is time to strategize, invent, and take advantage of the next snow storm, online.

All the best!

Apple is definitely a cutting edge retailer

2010-02-01T18:09:00.000-08:00

After many months, I walked in to the friendly, local, Apple Store in the mall. There weren't too many new products although the big screen iMacs are nice! The sales person was very helpful and gave all the news on the upcoming iPad. However, the thing that caught my attention was the iPod Touch in her hand. In a matter of few minutes, the Apple sales person, helped a customer purchase a few products and completed all transactions on the iPod Touch. The iPod touch unit had a barcode scanner, and a magnetic credit card reader. The application on the iPod touch was EZ Pay.

To me, this a revolution in the store Point of Sale systems. A typical cash register with bells and whistles could cost around $6000, including hardware and software etc. With the iPod touch even if the accessories cost a lot and the whole unit could be less than $1000.

If a retail store has 3 registers, the firm would spend $18000. With this iPod touch system, you could spend less than $3000. The sales person or cashier can roam around in the store. Talk to customers and help them check out in a matter of minutes.

Are the traditional Point of Sale systems going to be relics of the past? Will they end up in a museum some day? Will be very interesting to see the product evolution in the next 5 years. Will be an interesting journey for sure.

Record and Play Back

2009-12-22T16:39:00.000-08:00

Weeks and months fly by quickly in this quantum/nano/mobile/green technology age! One of the reasons is countless number of meetings that are scheduled every day and week. These day s you can participate in 8 meetings from your own laptop or desktop, without getting up. Welcome to the world of Webex, GoToMeeting, LiveMeeting, etc.

Information overload is felt by all knowledge workers these days, especially when more work is squeezed out smaller teams. You feel like quitting meetings but you really can't because you are no longer in the know and more importantly your boss may notice your absence. You can only do so many Webex sessions a day before you start slipping on your other deliverables.

Another thing that happens frequently is, the presenter gives our all the information via PowerPoint or demonstration etc., however the people who attended the meeting go away with different takeaways. It is amazing when the same information is presented to a group of people, especially, cross functional teams, they process and understand the presented information differently.

And then there is that occasional event, when a key person, whether a technical architect or a senior director or V.P. just cannot attend a meeting or does a no-show. The whole project is delayed by a week because the meeting needs to occur for that one key missing person.

Here is a solution, insist on whoever scheduled the meeting to do the following,

1. Record the video, especially useful for software demonstrations

2. Record the audio of all participants through out the meeting

3. Make the recordings available to the team, especially to those who missed the meeting

Take away all excuses from the cross functional team, so they cannot say oh! I missed he meeting.

Simplicity versus Complexity

2009-11-19T18:29:00.000-08:00

Humans are complex beings! There are hundreds of specialty doctors to treat one human body. Amazing amount of complexity is involved in the heart pumping blood, huge amounts of complexity is involved in the mind processing thousands of thoughts everyday, on and on. Yet when you see a human being the form and functionality are simple yet capable of tremendous ability. A person can play tennis, ride horses, fly airplanes, jump on a trampoline, swim and so much more.

Yet, day after day humans deal with software at office that is quite complex, rigid and incompatible. Although, in the last 10 years software has gotten much simpler and flexible. We are only at the tip of the iceberg. We yearn for simple, well designed, applications that are reliable, scalable, and flexible. A software can have all the bells and whistles but if no body in the office uses them, then it is of no use. Senior management must make it their goal to continually drive out complexity from software.

Here are some simple suggestions on embracing simplicity and eschewing complexity,

1. Business teams and IT should meet at least once a month for at least 1 hour to discuss the complexity in the software
2. Identify the top 2 or 3 complexities involved and brainstorm ways to try and eliminate them. Then execute those strategies
3. Brainstorm and come up with strategies to cut down the system proliferation. Then execute those strategies
4. If possible, appoint one or more point persons who will make sure the action items in this context are accomplished
5. Talk to other companies in the market place and see how they reduce complexity

E-Commerce Fraud Management companies should take cues from PC anti-virus firms

2009-11-12T04:30:00.000-08:00

The anti-virus companies such as Symantec, McAfee, TrendMicro etc. have come a long way. With the ubiquitous network connectivity (wireless and wired) available PCs can be up to date with the latest anti-worm, anti-virus, and other security software and patches. Many times the updates are transparent to the PC owner. As the owner is working away on the PC or goes away for a break the PC stays updated with the latest security updates.

McAfee for instance has relatively new products such as McAfee SiteAdvisor that not only rates websites according to their risk profile but also protects PCs from Instant Messaging threats and Phishing treats. They claim to work with 19 search engines including the big ones such as Google, Bing, Yahoo etc. Obviously a database is maintained by them to constant update the risk profiles of the billions of websites out there. Value added services such as these reflect a highly innovative "product management" at McAfee. Hope they and other security software companies continue to be customer centric and develop great products.

What does this have to do with e-commerce fraud detection, prevention, and management. In the former scenario, individual consumers are protected from the vast Internet juggernaut. The idea being not all emails, instant messages, websites, are to be trusted by the individual consumer! In the fraud management scenario not all site visitors can be trusted by the e-commerce site! The e-commerce company cannot blindly allow any individual consumer to transact on the website. The biggest contributor to the problem is, unless a lot of software and resources are put in place, distinguishing between malicious individual person and a bot or automatic script/program.

In the last few years many e-commerce fraud companies have poped up. Some of them are Accertify, Kount, Iovation, 41st Parameter, Actimize, Retail Decisions USA, CyberSource, and ClearCommerce etc. There are many more companies in the space.

Here are some pointers that I believe, the e-commerce fraud management companies can learn from the PC security software companies,

1. Continuously learn about the individual consumers and web bots. Aggregate the data among all their customers and keep the list of potential fraudulent customers up to date.

2. Develop software that is able to adapt and self learn as new threats arise. May mean the use of artificial intelligence software.

3. Make the creation and implementation of new fraud business rules in the fraud processing engine very easy.

4. Try to stay constantly ahead of the fraud schemers, although it is next to impossible to be ahead of Internet shysters all the time.

The e-commerce fraud management industry is poised for growth in the future and the true innovators will prosper. It will definitely be interesting to see which companies will will.

Is Customer Service An Afterthought?

2009-11-06T03:56:00.000-08:00

For retailers with e-commerce operations, there is almost a direct correlation between promotional campaigns (web ads, email, mobile, radio etc.) and the call volume to the customer service department. In this day and age where retails present compelling "deals of the day" to customers and bombard them with emails, the customer does come to the website to save a buck or two!

And the customers pour in via all channels and try to grab merchandise things can go wrong, such as, orders not received on time or errors on website. The natural upshot of this is an overwhelmed customer service department because the customers will call in.

Here are some ways the pain points for the customer service department can be alleviated,

1. If customer is truly comes first for the company, then do things that highlight that lofty goal. When undertaking any project, whether it be adding new payment types such as, Bill Me Later, or changing returns policies, provide lot of self help tools and guidance to the customer. Any process automation or IT project should include a phase for providing self help tools to customers.

2. The marketing department has to work closely with the customer service department. This is much easier said than done. It sounds so simple but difficult to do it religiously. The problem is departments in a typical company are silo ed. Every one is busy and so people are comfortable in their own islands. Cross functional interaction is the key and must be done

3. Top management must be aligned with the "customer comes first" principle. Without the top management buy in nothing will happen. Every one can feel warm and fuzzy but nothing get done without buy in.

These three points should get any company started in scaling greater heights and truly pleasing the customer.

Case for a product manager at eCommerce companies

2009-06-27T15:21:00.000-07:00

Depending on the size of a company, every day/week/month/quarter/six months/year, discussions arise about "buy or build". Business and IT staffers, in meetings, go off on tangents and start talking about software utopia. The reality is both approaches have their pros and cons. However, with the advent of Web 2.0 and Enterprise 2.0 software companies are creating much better than the in-house development team. In general more features, more customization options are becoming the norm of third party software products, whether it be licensed or SaaS.

One of the reasons for third party software products being better than in-house products, is that they employ "Product Managers". Typically product managers have their ear to the customer needs. They interact with all constituents that use the product in a proactive way. It is almost like a shepherd watching over his flock. Care is exercised in developing new features, fixing bugs, along with financial responsibility.

In eCommerce companies and departments you may have all folks such as business directors, IT directors, project managers, developers, enterprise architects, User Interface architects. However, a product manager is lacking. To ask the business director, or the Vice President, or the project manager to play the role of product manager for a few hours a week does not do justice to the website.

Somebody, ideally in the product manager, should be dedicated to watching over the evolution/development of web site and over navigating the difficult "conversion/increased revenue" waters.

Recently read a neat article in Inc magazine about how Reid Hoffman the CEO of Linked In hired Dipchand Nishar from Google to free him up, so he could focus on being a CEO. Reid left the core product development to Dipchand. If Reid can do it every eCommerce shop should hire a product manager!

More cool and useful features on a website equal more ka-ching, and a good product manager is invaluable in the mix.

Urgent need for enterprise twitter

2009-06-17T19:13:00.000-07:00

All companies large or small, public or private, run projects. Complex projects with muliple parties involved start off well but some time degrade into a chaotic mess. The immediate managers get involved. The conference calls keep getting bigger with more and more invitees added to calls.

Emails start flying by and the emails threads start becoming one endless book. Then something else goes wrong and the person at the very top of the chain gets involved.

Then come the infamous words, "we want daily and some times hourly updates" on the status of the project or issue.

It is great to have a tool like Twitter within the enterprise. Sending compact 140 character messages is a great idea to manage projects gone wild.

In worst case, if greater detail is needed, atleast enterprise Wiki URLs can be sent out as updates and details can be written on the enterprise Wiki.

Email should be limited to notification

2009-05-23T18:38:00.000-07:00

With the economy being so bad companies across industries are struggling to generate revenues. Sales are down across broad swaths of industries and business Vice Presidents are scrambling and subjecting IT to do new tricks that have never been done before. It is quite a thing to see projects being prioritized and re-prioritized endlessly to appease one business Vice President only to change order next week to appease another business Vice President.

The business analysts and project managers are caught in the crossfire and don't know what to do!

Although the Enterprise 2.0 revolution has been underway for the last 2 years in a more robust way, not all companies are caught up. Email is heavily abused to send attachments of sizes over 10 MB if possible. Various business requirements are lost, meeting notes miss certain points, lot of repeat meetings occur to rehash what was said in some other meeting!

The expedient solution is to immediately implement a Enterprise Wiki. Open source solution such as MediaWiki (http://www.mediawiki.org) can get a company started immediately, as long as there is a spare server with decent CPU, RAM and RAID 1+0 hard disks.

Atlassian's Confluence (http://www.atlassian.com) is another excellent solutions that can be obtained for $8000 for enterprise license.

In short Enterprise Wiki is a must have, otherwise the he said she said, will continue and business and IT will continue to get frustrated and no permanent record of everything the stakeholders said and did will be lost in the email abyss!

IT Security Team - Role and Responsibility

2009-02-09T04:03:00.000-08:00

This an introspective period in time for IT security departments. Yes, identity theft, malware, and all kinds of online fraud is on the rise, and needs to be stopped. Most of the terms like denial of service, SQL injection, cross-site scripting etc. cause some amount of trepidation among the business teams and also among general IT teams. IT security teams are quick to capitalize on the fear factor and tend to become bureaucracies.

Across the spectrum numerous IT projects have been delayed time and again and one of common causes is the IT security team won't allow certain things. Having strong IT policies is good but if it becomes a hindrance to other IT teams or business teams, that are trying to look at new ways of generating revenues or some cost saving measure, then it is a problem.

You can't have something become, "I SAID SO", wont' cut it any more. The IT security team needs to take a collaborative approach of saying, well this is our policy but let me understand what you want to achieve and more importantly, let me see how I can help you achieve that by adhering as closely as possible to the corporate security policy. The old maxim, "where there is a will there is a way" applies here.

Most of the time the IT security teams won't take collaborative approach is because it could be extra work for them or sometimes they just don't know how to help in new ways. Sometimes they need training or more investigation on how to get something done but yes keep it safe as per the policy.

In this economic climate, collaboration is the key and hopefully the IT security teams start collaborating more and not just be a road block!

Outsourcing and Agile Methodologies

2009-02-09T03:37:00.000-08:00

In the CIO magazine (Feb. 1, 2009 issue) article, "Agile at the wheel", Jackie Barretta, the CIO of Con-way talks about going agile. Similarly in the PM Network magazine (Jan. 2009 issue) article, "A closer look: Nationwide mutual insurance co." talks about the company adopting Agile methodologies.

Two major trends in the IT arena definitely encourage the acceptance of Agile methodologies, outsourcing and the current economic malaise. In fact I would argue that the most of the agile methodologies when applied correctly and patiently would yield the most ROI in an outsourced relationship, especially when the developer, support and maintenance, and QA teams are geographically disbursed. One of the primary reason is the business teams such as marketing, finance, customer service, distribution center, supply chain etc. need quick solutions to IT problems they face every day. They cannot afford wait another three months or worse six months for a solution to come around. The current economic conditions are creating additional
stress on the business teams. The environment is filled with uncertainty about sales forecasts, cash flow projections, budget decisions etc. If IT does not raise up to the occasion and really help business teams in a dynamic way, in a matter of few months it could be too late.

The quick "feedback loop" between business teams, business analysts, IT teams needs to happen in a twenty four hour cycle and in a constant manner. If mistakes are not caught up front and quickly great losses can be incurred. The prototyping and iterative methods give business teams to understand what they want and to change course quickly.

The outsourcing vendors should be quick to offer these value added services to the customers. Most often we find that corporations have to bring in external Agile consultants to train their staff and even outsources sometimes on Agile methodologies. I think if the outsourcing vendors offered these services in an integrated fashion, it could be a win-win for both the company purchasing outsourced services and the vendor.

We are witnessing the acceleration of change in the last couple of quarters and only the IT departments that adapt quickly using at least some Agile methodologies stand a chance in the long run. The only thing constant is CHANGE!

Thin line between development and system administration in Web world

2009-01-24T04:57:00.000-08:00

In the world of web programming whether it be simple web applications or complex web applications the divide between code development and system administration seems so thin and indistinguishable. The lines seem to get crossed frequently and there is friction and tension between the developer group and systems administrators. The tension is heightened when the developers report to a different manager than the system administrators. Typically there is a lot of he said she said between both the groups.

The adage, "you cannot control what you do not measure". Most of the time IT leaders in the name of creativity and various other reasons do not apply sound management principles to their departments. Part of the problem in trying to measure performance is the complexity and time consuming nature of the process. There are lot of frameworks such as ITIL, SEI, COBIT etc but the IT systems that support these can be complex and take time and effort.

In the long run IT departments that have good controls do exceed and add greater value to business. Here are some simple solutions that can help IT departments become more valuable,

1. Appoint only one IT manager/director in to whom both the developers report and the system administrators report. This layer should be kept at just two levels, with a mezzanine level of may be a "development team lead" and a "system administrator team lead". This way great agility can be built into the process when decisions need to be made.

2. Emphasize and encourage short term focus on getting work done instead of long term theoretical discussions. Use agile methodologies or prototyping etc.

3. Good bug or defect tracking systems such as Jira can be used for both developers and system administrators to keep track of all their work effort

4. Using collaboration tools for projects such as Confluence, Sharepoint, BaseCampHQ, or so many other Web 2.0 solutions can greatly help in keeping tracking of all communications.

5. Stop relying on emails and using collaboration tools

6. IT Manager/Director should identify the strengths and weaknesses of the developers and system administrators and help them develop

7. Finally IT Manager/Director should manage more than do the work themselves

Case for individual platform development

2008-07-04T06:08:00.000-07:00

There are so many mobile operating system platforms Windows Mobile, RIM
OS, Symbian, Andriod, Palm OS, iPhone OS etc. Mobile application
developers are trying to or hoping to get one single platform to develop
on. They are searching for the write once and run everywhere paradigm.

I would say they are wasting their time. The best approach in terms of
generating revenues is to focus on one may be two platforms. Here are my
reasons,

1. The life cycle of a phone is a few months.
2. The phone makers make money by constantly creating new hardware and
the necessary software features.
3. It is impossible for the third party mobile application developer to
catch with all the different platforms without significant investment of
time and resources.
4. You only get so much cross pollination among programmers. In others
words even if the progrmmer has great skills, you can't expect her to
excel in all the platforms.

These are just a few reasons. I would say find the platforms with the
greatest market share and focus on developing applications for that.

Pay once and watch anywhere

2008-07-04T05:20:00.000-07:00

As video technology on mobile devices is enhanced, there are tremendous opportunities for content to be consumed in new ways. Already big traditional phone companies have embarked on "Three Screen" strategy. The article published in The Wall Street Journal on 7/26/2008 on this topic is very insightful and foreboding of things to come.

Couple of months ago I cancelled my Cable TV account with Comcast. After years of wasting my money I realized paying one big lumpsum amount every month to get unlimited channels and watch may be one or two channels on somewhat of a regular basis is ridiculous. Even more ludicruous is the feeling that I got sometimes that, "well I am paying so much money" so let me watch something", and so I would wander off into TV land meaninglessly hoping I would find something I would like. The root cause of channel flipping disease is Cable TV or any other TV content provider.

In the not-too-distant future, I hope we would be able to pay for a show or movie or any other entertainment content once and view any where. For metropolitan dwellers, who commute in public transportation, imagine the time savings they can enjoy if they watch their favorite entertainment content on their mobile devices as they sit bored in Trains, Buses, etc.

Among many other benefits, mobile devices can help us search, pay, view, and enjoy content in one sitting! And if we like a show so much, we can always come home and watch it on a bigger screen.

So from a consumer mindset, we should enjoy our favorite entertainment shows, but not be a slave to the dictates of a rigid, monolithic monthly plan, that put a hole in our wallets!

Mobilized NYPD

2008-05-01T02:14:00.000-07:00

Couple of weeks ago, it was thrilling to see NYPD officers using mobile technology to give tickets for parking violations. The handheld is from Symbol technologies and the printer attached to the waist belt is from Orion. For a second I thought I was living in some futuristic era, but then I realized this is the year 2008 indeed and that this type of service should be common place.

Eliminating paper and having electronic record of all parking violations right from the time of capture must be a huge for NYPD. I am sure Symbol Technologies did not have much trouble demonstrating the ROI to the NYPD CIO.

The hope of so many people who got parking tickets to get out of them by telling sob stories to the Judge are over. Now the police officer can take photos and create a complete file and lock down the case.

I actually spoke to the police officer while she was using the mobile handheld and she actually enjoyed using the unit. She felt that her productivity level went up tremendously.

What can we say, well done Symbol Technologies and Orion Technology.

Yasaswi Pulavarti

Education, Students, and the future of USA

2008-03-13T02:56:00.000-07:00

For a few years now we have heard the warnings from Technology company CEOs such as Bill Gates, Craig Barrett et all about the skills shortage in Math, Science, and in Engineering. We also have been seeing a steady stream of technology jobs leave USA soil and go to the shores of India, China, Vietnam etc. In this backdrop, it was refreshing to see the Wall Stree Journal article "High Schools Add Classes Scripted by Corporations" on March 6, 2008 in Page A1 (http://online.wsj.com/article/SB120476410964115117.html). Finally corporations are doing something about it and not just blaming the Federal and State governments.

To encourage high school students to acquire Math, Science, and Engineering knowledge, in addition to the standard lures such as "better paying jobs", "better lifestyles" etc., schools should be able to pique the curiosity of students in new and interesting ways. Fundamentally we humans are a curious race and high school students are the most curious people! In fact a whole new musical, Spring Awakening, is on Broadway. It is just that the curiosity has to be channeled in the right paths.

Here is one way that I think high school students' interest could be grabbed. Test taking has been a bug-bear for many a student. What if the test were administered on an iPhone or any other mobile device? After all we all know, high schoolers are the most avid users of SMS, MMS, and other messaging on mobile devices?

I know what you are thinking, "cheating" and "plagiarism"! What if the teacher with the click of a few buttons could administer a unique test to each student? I know cell phones are banned in New York city public schools for instance, but what if we actually embraced practical technology in the class room?

Let me know your ideas!