98 episodes

Welcome to #AskTheCEO, an online technology thought leadership community. Ask the CEO is a place where people can come to learn about the latest trends in technology, without a sales pitch, jargon, or call to action.

Learn all about The Internet of Things, Artificial Intelligence, Cybersecurity, Augmented/Virtual Reality, Cloud Computing, Autonomous Vehicles, and other cutting-edge technologies.

#AskTheCEO Podcast #AskTheCEO Podcast

    • Business
    • 5.0 • 3 Ratings

Welcome to #AskTheCEO, an online technology thought leadership community. Ask the CEO is a place where people can come to learn about the latest trends in technology, without a sales pitch, jargon, or call to action.

Learn all about The Internet of Things, Artificial Intelligence, Cybersecurity, Augmented/Virtual Reality, Cloud Computing, Autonomous Vehicles, and other cutting-edge technologies.

    The State of the Channel for the 2020s

    The State of the Channel for the 2020s

    Jay McBain leads Forrester's research and advisory for global channels, alliances, and partnerships.

    Contact Jay:
    LinkedIn: https://www.linkedin.com/in/jaymcbain/
    Twitter: @jmcbain

    Contact Avrohom:
    Web: https://asktheceo.biz
    Facebook: AvrohomGottheil
    Twitter: @avrohomg
    Instagram: @avrohomg

    INTERVIEW HIGHLIGHTS:

    [00:58] 2020 has triggered many dramatic changes for businesses. We’ve seen many businesses rapidly shift to a work from home paradigm. We’ve also seen a paradigm shift to online or virtual events, among many other dramatic changes that took place this year. One significant change, that you mentioned in your article titled “What I see coming for the Channel In 2020”, is that Indirect sales will shrink every year for the next decade.” This is hard to take in because everything that I’ve learned over the years, is that you need a strong indirect sales team to scale and grow your business. Does this spell the end of the channel?

    [01:45] There is actually a lot of opportunity for the channel; however, like any other mature industry, what’s happening on the transactional side of the channel is that it’s a race to the bottom.

    [02:20] Professional services is where the margins are in the channel.

    [04:00] Learn how Salesforce is structuring its channel partner organization to double its revenue from $20b to $40b within the next 4 years.

    [05:58] In your article, you mentioned that the channel model is evolving what is known as a “trifurcated channel”, or in plain English, a model which is divided into three branches. When I think of a channel partner, I’m thinking of sales and service. Can you elaborate on this new model?

    [06:34] 75% of global trade is done indirectly.

    [07:24] It’s critically important that you build the 3rd part of the channel, the one that influences your buyers early and often.

    [09:23] 76% of CEOs think that their current business model will be unrecognizable in 5 years. That means every single business! You’re going to become a subscription-based business. There is a high likelihood that you’re going to become a tech business.

    [10:56] We’re all familiar with the term “Customer Experience”. You talked about a growing trend in the B2B channel, called “Partner Experience”. What does that mean, and why is it important?

    [13:05] What does the future of marketing look like for B2B Emerging Technology companies?

    [15:42] For our listeners who are channel professionals, or for those that might be considering working in the channel, what kind of future can they expect for their careers?

    [17:08] How can people connect with you?
    Jay: People can connect with me via Twitter at @jmcbain, or on LinkedIn at https://www.linkedin.com/in/jaymcbain/.

    [17:41] Do you have any parting words of wisdom that you’d like to share with the audience?

    • 19 min
    Managing Fraud and Risk in the Digital World

    Managing Fraud and Risk in the Digital World

    Connect with DataVisor on the Azure Marketplace: https://azuremarketplace.microsoft.com/en-us/marketplace/apps/datavisor.datavisor_uml_for_insurance

    Yinglian Xie is CEO and Co-founder of DataVisor, a company that is the leading fraud detection company powered by transformational AI technology.

    As part of this discussion, we shared how their partnership with Microsoft, their use of Azure, and the Azure Marketplace has empowered them to scale and grow their business.

    Contact Yinglian:
    Web: https://DataVisor.com
    LinkedIn: https://www.linkedin.com/company/datavisor/
    Twitter: @DataVisor
    Personal Twitter: @YinglianXie


    Contact Avrohom:
    Web: https://asktheceo.biz
    Facebook: AvrohomGottheil
    Twitter: @avrohomg
    Instagram: @avrohomg

    INTERVIEW HIGHLIGHTS:

    [00:54] Covid-19 sparked a major wave of digital transformation for businesses in every industry, which resulted in exponential growth of online transactions. Unfortunately, one of the byproducts of removing the human from the equation is an increase in fraud. After all, no one’s watching, right? Given that DataVisor specializes in fraud detection, what are the challenges that businesses struggle with regarding eliminating fraud when trying to go digital?

    Yinglian: When we switch to the digital world, a number of things are different. The first is that we are dealing with the customers without being face to face. And that’s a significant switch. That the information we receive about the customer is through online transactions. In that case, some of the identifications of the users will be very different. And businesses may not be able to be ready to face that new change. And second of all, when you open up to online, you could potentially have a broader set of customers than you faced in the past. The demographics and the geographic locations of the customers could shift or change. And that makes companies not ready to prepare for dealing with the customers they have typically not worked with in the past. And the risk of profiles as well as the fraud risk might also be very different.

    [01:50] During the pandemic the fraud rate increased significantly, compared to previous years.

    [02:15] One of the drivers of online fraud is that transactions are not face to face.

    [05:34] What can businesses do to overcome some of these challenges?

    [05:42] We need a mindset change. We’re dealing with a different demographic of users online, and we’re dealing with a different type of fraud online when compared with offline transactions.

    [07:53] DataVisor recently launched a new offering on the Microsoft Azure marketplace, called DataVisor AI-Powered Fraud Management Solution. Tell us about it and how it addresses some of the challenges we just discussed.

    Yinglian: Using proprietary unsupervised machine learning algorithms, DataVisor restores trust in the digital era by enabling organizations to proactively detect and act on fast-evolving fraud patterns and prevent future attacks before they happen. Combining advanced analytics and an intelligence network of more than 4B global user accounts, DataVisor protects against financial and reputational damage across a variety of industries, including financial services, marketplaces, e-commerce, and social platforms.

    [10:39] How do you protect yourself from insider fraud?

    [13:37] How would a company use your solution with Azure?

    [14:33] How can customers find out more about the DataVisor AI-Powered Fraud Management Solution, and procure it through the Azure Marketplace?

    Yinglian: The best way to learn more about our solution is to go to the Microsoft Azure Marketplace and search for DataVisor.

    [15:06] How has partnering with Microsoft helped DataVisor scale and grow your business?

    [16:43] How do people connect with you?

    [17:09] Do you have any parting words of wisdom that you’d like to share with the audience?


    #AskTheCEO With Y

    • 18 min
    Digitizing Documents for AI and Analytics

    Digitizing Documents for AI and Analytics

    Connect with Foxit Software on the Azure Marketplace: https://bit.ly/2MALLQS

    Kai Wille is the Director of Strategic Alliances at Foxit Software, a company that helps insurance companies create efficient documents while reducing costs via industry-leading, enterprise-scale document conversion and compression technology.

    As part of this discussion, we shared how their partnership with Microsoft, their use of Azure, and the Azure Marketplace has empowered them to scale and grow their business.

    Contact Kai
    Web: https://www.foxitsoftware.com/enterprise-automation/
    LinkedIn: https://www.linkedin.com/company/100005/
    Personal LinkedIn: https://www.linkedin.com/in/kaiwille/
    Twitter: @foxitsoftwareea


    Contact Avrohom:
    Web: https://asktheceo.biz
    Facebook: AvrohomGottheil
    Twitter: @avrohomg
    Instagram: @avrohomg

    INTERVIEW HIGHLIGHTS:

    [00:34] When I think about insurance companies and documents, the image that comes to mind is rows and rows of files cabinets with lots of paper folders and paper documents. With a picture like this, you can only imagine what it takes to file and process an insurance claim! While this might have worked well in the past; nowadays, we’re generating data at an exponential level, so insurance companies really need to take a serious approach to their digital transformation strategy – and many of them are doing just that. On that note, what are the challenges that insurance companies struggle with when trying to go digital?

    Kai: What we find is that most companies in the insurance space are somewhere along the way towards digital transformation. So, what I mean by that is that they absolutely, still have those rows of file cabinets, but at the same time they tend to have also already digitized millions of documents. The first challenge is lacking customer intelligence. And so, the problem here is that when your documents are still on paper, or maybe you've scanned them, and so now you have image files, like tiffs and jpegs that are not searchable. Then you really don't have access to the information in your documents. And so that means, any kind of modern AI and analytics applications to really know your customer, will be incomplete. And so that means, that organizations are potentially in danger of thinking they know their customer when they really don't.

    [02:00] The challenge with just scanning and digitizing documents is that you don’t have access to the information it contains.

    [05:05] An additional few seconds of opening files can cost large companies hundreds of thousands of dollars per year.

    [09:06] Digital Transformation and AI are not a choice, because your competitors are already doing it.

    [09:26] What can businesses do to overcome some of these challenges?

    [10:04] When scanning documents, make sure they’re searchable so they’re usable by AI and analytics applications.

    [14:25] Foxit Software recently launched a new offering on the Microsoft Azure marketplace, called Foxit Document Transformation Services. Tell us about it and how it addresses some of the challenges we just discussed.

    [16:00] How would a company use your solution with Azure?

    [17:48] How can customers find out more about Foxit Software, and procure it through the Azure Marketplace?
    Kai: You can access it via this link: https://bit.ly/2MALLQS.

    [18:21] How do people connect with you?

    [18:57] Do you have any parting words of wisdom that you’d like to share with the audience?

    #AskTheCEO With Kai Wille

    • 20 min
    Digital Dynamics in Insurance

    Digital Dynamics in Insurance

    Connect with Instanda on the Azure Marketplace: https://bit.ly/2AKxo9W

    Greg Murphy is the Executive Vice President, North America of Instanda, a company that provides core insurance capabilities through a SAAS based digital platform that focuses on ease of product creation and dynamic distribution to multiple channels.

    As part of this discussion, we shared how their partnership with Microsoft, their use of Azure, and the Azure Marketplace has empowered them to scale and grow their business.

    Contact Greg:
    Web: https://instanda.com/us/
    LinkedIn: https://www.linkedin.com/company/instanda/
    Twitter: @instandaF2X


    Contact Avrohom:
    Web: https://asktheceo.biz
    Facebook: AvrohomGottheil
    Twitter: @avrohomg
    Instagram: @avrohomg

    INTERVIEW HIGHLIGHTS:

    [00:43] Over the past several years, businesses have gone through a process that we call digital transformation. For those that have been slow to adopt new technology, the crisis of Covid19 forced their hand, so to speak, in terms of this digital transformation. Your company, Instanda, serves the insurance industry, which is extremely complex and highly regulated. What are some of the challenges that insurance carriers struggle with as part of their digital transformation experience?

    Greg: Well, there are, I would say four things that come to mind on this topic. The first one is really, challenging companies to really, truly be transformative. I can't tell you the number of times that I've worked with companies that will say they're trying to be transformative, and the executives are very passionate about this, and have really, really, great ideas. But when you get right down to exactly what are we going to do, a lot of times we're repaving the cow path, so to speak. We're doing the same things we've done before, but with just different technologies. Right? So, really that truly being transformative, I would say, is the number one piece of that. And you have to figure out exactly how do you get into a transformative mindset? How do you think differently? How do you think outside the box?

    [04:35] What can businesses do to overcome some of these challenges?

    Greg: Businesses should re-envision the way products and technology are used in the company's value chain.

    [06:00] Build a solid business strategy first before throwing technology in to fix problems.

    [07:14] Instanda recently launched a new offering on the Microsoft Azure marketplace, called Instanda. Tell us about it and how it addresses some of the challenges we just discussed.

    Greg: Instanda delivers immediate product design solutions with the ability to distribute digitally on multiple channels simultaneously.

    [10:19] How would a company use your solution with Azure?

    [11:40] How can customers find out more about Instanda, and procure it through the Azure Marketplace?

    Greg: You can access it via this link: https://bit.ly/2AKxo9W.

    [12:18] How has partnering with Microsoft helped Instanda scale and grow your business?

    Greg: Because Instanda is a Microsoft partner, the delivery of complementary capabilities through logic apps and power BI is seamless.

    [13:49] How do people connect with you?

    Greg: You can always connect with us via our website, https://instanda.com/us/. We are also very active on social media. A great way to interact with us is via our LinkedIn page, which is https://www.linkedin.com/company/instanda/. You can also connect with us via Twitter at @instandaF2X.

    [14:25] Do you have any parting words of wisdom that you’d like to share with the audience?

    #AskTheCEO With Greg Murphy

    • 16 min
    Accelerate Cloud migration with Data

    Accelerate Cloud migration with Data

    Connect with Buurst on the Azure Marketplace: https://ter.li/9pk8qh

    Garry Olah is the CEO of Buurst, a company that provides trusted cloud native tools for data control, performance, and availability on many cloud platforms. Their virtual storage appliances help customers migrate on-premises data to the cloud, better manage that data, and allow applications to run at the same high performance that customers expect from their on-premises storage infrastructure.

    As part of this discussion, we shared how their partnership with Microsoft, their use of Azure, and the Azure Marketplace has empowered them to scale and grow their business.

    Contact Garry:
    Web: https://buurst.com
    LinkedIn: https://www.linkedin.com/company/softnas/
    Twitter:@buurstdata
    Personal Twitter:@GarryOlah
    Partner with Buurst: https://www.buurst.com/partners/

    Contact Avrohom:
    Web: https://asktheceo.biz
    Facebook: AvrohomGottheil
    Twitter: @avrohomg
    Instagram: @avrohomg

    INTERVIEW HIGHLIGHTS:

    [01:16] Cloud is now a mature technology, and many businesses are moving their mission-critical applications to the cloud. One of the byproducts of Digital Transformation and moving to the cloud is the large amount of data that’s generated by all of our connected devices. Because cloud is so commonplace, we tend to take for granted – as we should – things like low latency access to our virtually unlimited ubiquitous cloud storage of our data. However, as a technologist, I can appreciate that a lot goes on under the hood to make these things work properly. What are the challenges that businesses struggle with when migrating mission-critical applications to the cloud?

    Garry: Beyond the usual challenges of migrating large data sets to the cloud (latency, performance, how to actually move Petabytes of data), 90% of the world’s data has been created in the last two years, and that amount is projected by analysts to double every two years. At the current cloud storage prices, corporate IT budgets won't be able to keep up. Furthermore, even companies who are not price-conscious still struggle with achieving the performance they demand from mission-critical applications as they move those applications from on-prem data centers to a cloud storage environment.

    [04:02] How can businesses leverage cloud in the right way?

    Garry: There are obvious ways cloud storage products can help mitigate these issues. Features meant to enhance cost-efficiency include deduplication, compression, thin-provisioning, etc. For customers worried about performance, running application workloads with higher instance and VM sizes will help increase performance.

    [04:12] 90% of the world’s data has been created in the past 2 years.

    [04:17] Within the last decade, data has doubled every 2 years.

    [06:26] Buurst recently launched a new offering on the Microsoft Azure marketplace, called SoftNAS. Tell us about it and how it addresses some of the challenges we just discussed.

    Garry: Buurst SoftNAS frontends native Azure storage (managed disk and Blob) to overcome Azure storage limitations. The SoftNAS virtual appliance also allows for greater flexibility to better customize an application's performance versus price and can go beyond the capacity caps of Azure.

    [09:43] How would a company use your solution with Azure?

    Garry: The SoftNAS virtual appliance is available through the self-service Azure Marketplace or through a BYOL Azure Marketplace listing. The deployment through Azure Marketplace does not change how the underlying software functions.

    [11:44] How can customers find out more about SoftNAS, and procure it through the Azure Marketplace?

    Garry: You can access it via this link https://ter.li/9pk8qh.

    [12:50] How has partnering with Microsoft helped Buurst scale and grow your business?

    [14:00] How do people connect with you?

    [14:35] Do you have any parting words of wisdom that you’d l

    • 15 min
    Financial Institutions and the Sustainable Development Goals

    Financial Institutions and the Sustainable Development Goals

    Connect with CadDo on the Azure Marketplace: https://bit.ly/3crgxGq

    Marcus Hanke is the Founder of CadDo, a company that provides data-driven insights and concentrated intelligence to organizations and individuals who care about sustainability as much as profitability.

    As part of this discussion, we shared how their partnership with Microsoft, their use of Azure, and the Azure Marketplace has empowered them to scale and grow their business.

    Contact Marcus:
    Web: https://caddo.com
    LinkedIn: https://www.linkedin.com/company/35650704
    Company Video: https://youtu.be/1-9FKgLEPLY
    Microsoft partnership opportunities for partners with Financial Services solutions: FSiIndExp@microsoft.com

    Contact Avrohom:
    Web: https://asktheceo.biz
    Facebook: AvrohomGottheil
    Twitter: @avrohomg
    Instagram: @avrohomg

    INTERVIEW HIGHLIGHTS:

    [00:51] The United Nations enacted 17 goals for sustainability to be attained by the year 2030. This is known as the Sustainable Development Goals or SDGs. No matter what side of the political spectrum you’re on, everyone can agree that sustainability is in our best interest. For example, having things like clean air, clean water, elimination of hunger, and so on, are good things to have. Yet, the perception out there is that sustainability will cost me money, which is why I love your company’s description of serving organizations who care about sustainability as much as profitability. And talking about profitability, nothing says profits like Financial Services. What are the challenges that Financial Services companies struggle with regarding managing a profitable business that’s also sustainable friendly?

    Marcus: Intelligent real-time analysis of ESG (Environmental, social, and governance factors) and SDG (Sustainable Development Goals) data is beyond the resources and capabilities of most organizations. Organizations are awash with data and unable to develop insights or respond and model change. ESG and SDG reporting isn't an option - it is a must-have, and organizations can't meet the requirements.

    Avrohom: What can people do about this?

    Marcus: Firstly, create a consistent international ESG framework for all Financial service organizations to report against, similar to international accounting standards.

    [03:33] During the first quarter of 2020, ESG friendly companies saw an increase of $40 billion.

    [05:27] CadDo recently launched a new offering on the Microsoft Azure marketplace, called CadDo ESG. Tell us about it and how it addresses some of the challenges we just discussed.

    Marcus: CadDo is a turnkey Azure solution, turning Big Data into concentrated intelligence: concise, clear and actionable. Whether you are an investor or a corporation, we deliver the metrics you need to make responsible investment decisions.

    [08:01] Sustainability is no longer a nice to have. It’s a must have.

    [11:08] How would a company use your solution with Azure?

    Marcus: A global investment Bank with $1 trillion under management can be live and operational with CadDo’s Azure marketplace ESG solution within weeks, managing and reporting ESG at individual asset or security level by fund, across the whole organization and to its clients.

    [13:16] How can customers find out more about CadDo ESG, and procure it through the Azure Marketplace?

    Marcus: You can access it via this link: https://bit.ly/3crgxGq.

    [16:22] How has partnering with Microsoft helped CadDo scale and grow your business?

    [17:55] How can people find out more about Microsoft partnership opportunities for partners with Financial Services solutions?

    [19:42] How do people connect with you?

    [20:30] Do you have any parting words of wisdom that you’d like to share with the audience?

    [20:40] Sustainability is not a choice. People understand that they have to do the right thing.

    [20:50] We have to look at future generations and what they’re going t

    • 21 min

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Levchai ,

Very Interesting, Thank you.

Thank you for your podcasts, I was always into Hightech - and you literally know everything. #IoT #blockchain #AI

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Thanks for what you do!!!

Guys! Thanks for creating this podcast. We all need good information and inspiration.

Keep it up!!

Best! Bruno da Gama - Brazilian Health Nut.

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