Powerful Men in Business- Edition 2

I N D I A VOL 06 ISSUE 02 Success 2022 Changing Fundamentals Benchmarks of Contemporary Corporate Governance P werful #IndustryStalwarts Comprehensive Leadership Skills Menin to Thrive in the Modern Business Arena Business-2022 G.S. Ramesh Chairman and Founder Layam Group G.S.Ramesh catalyst for growth

Editor's Note P werful Menin Abhishek Joshi Deputy Editor abhishek.joshi@insightssuccess.com Business-2022 BENCHMARKING THE REALM Company Name Featuring Brief OF ULTIMATE WISDOM With the coherent leadership of G.S Ramesh, Layam is G.S.Ramesh, recognized as the Human Capital Value Chain provider and Layam Group eaders are visionaries; they plan for the future Chairman and Founder Adding to this scenario, the best business schools are trusted partner for Automobile, Manufacturing and Engineering through concrete and quantifiable goals. They going beyond traditional classroom education for their Industry. L understand the need for continuous change and leadership development programs to maximize are open to trying new approaches to solve problems executives’ learning experience and ensure effective The astute leadership of Prakash has contributed in scaling and improvise for better outcomes. leadership. This is because; the prominent business Prakash Kumar, Prabhat Khabar Prabhat Khabar's reach from five million to 30 million news acumen comprehends the essential leadership traits Digital Head subscribers. Leadership qualities are the characteristics that these and qualities across all levels of work and expertise. great leaders develop over time, from executives in the C-suite to the team leaders—to staunch business Understanding the fact that true leaders are confident Under Satish's leadership, Evolve BPM aims to provide Satish K. Sadasivan, leaders. These personalities excel because ‘Leadership and know they can think–and act–outside the box to Revenue Impact solutions that enable global sales teams EvolveBPM Founder and CEO isn’t something people are born with–it’s a skill that can take their companies to the next level. They know that to scale their revenues. be cultivated over time.’ These proficient leaders leadership qualities like openness, emotional agility and develop these awe-inspiring skills, enhancing their resourcefulness are often more important than being vision with a genuine approach towards being able to make a sale or wow a group of investors. Sunil Gidwani has a deep expertise in domestic and Sunil Gidwani, productive and innovative. Nangia Andersen LLP international tax and regulatory matters with a focus on Partner Embracing the journey of the starlet personalities of financial services sector. The prominent companies of the modern world are the modern industry, CIOLook India features constantly searching for top talent with the best enthralling stories of the bright business leaders in its Syed is a business strategy development professional, working in Syed Ishtiyaq, leadership qualities to be part of their organization to latest edition, ‘Powerful Men in Business-2022.’ Flip a system integration company. He is currently working on Howell Protection deal with the rising challenges. through the pages to indulge in the journey of wisdom General Manager- increasing the sales and revenue vertical of the leading player in Systems, India Pvt. Ltd. with lifelong values and admirable qualities. the diverse fields of safety, security, and customized solutions for India Operations applications. Moreover, the leading organizations want their leaders to not only be experts in their fields but also to have the Have a Delightful Read! right mix of leadership styles that fit their organizational culture and lead their business to success.

C O N T E N T C o v e r Prakash Kumar 14 S t o r y Hindi Media’s Digital Transformer Satish K. Sadasivan 24 The Revenue Growth Strategyzer and G.S.Ramesh Sales Ecosystem Decoder catalyst for growth Articles Sunil Gidwani 28 Thought Leadership of the Highest Echelons Comprehensive Leadership #IndustryStalwarts Success Fundamentals 20 32 Changing Benchmarks of Syed Ishtiyaq Skills to Thrive in the Contemporary Corporate 36 Modern Business Arena An Eminent Resilient Leadership Governance

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G.S. Ramesh G.S.Ramesh Chairman and Founder Layam Group catalyst for growth G.S. Ramesh always tells people that HR for him is not Human Resources but Honesty in Relationships and to be a business partner. C o v e r S t o r y

Powerful Men in Business-2022 uccess has as many definitions as per personal The Catalyst for Growth preference. For some, it is materialistic like having a Regarding Layam Group, Ramesh states that it is a 15-year- S bungalow, a fleet of vehicles, an adequate bank balance old organisation with workforce strength of 12,500+ people etc. working across India. Its turnover has been Rs.200 crores and its services range from Staffing, Talent Acquisition, Contract For others, it is a destination where when one reaches, feels manufacturing, Job Contract, Learning and Development and My inner passion has always elated, delighted and powerful. However, the third category Business Consulting. Ramesh states that Layamis proud to be been to give back to society. I of true leaders feels that success is a journey of learning life's recognised as Human Capital Value Chain provider and always believed that if I can lessons and then giving back to society. trusted partner for Automobile, Manufacturing, Engineering help others achieve their Industry and many more. This is the story of one of such powerful leaders in business, dreams, it will make me a who has become the living definition of real success, the They are also proud that their company fulfils the dreams of happy and enriched person. I catalyst for Growth. We are talking about G. S. Ramesh, the all those who want to join an MNC or large industry. Layam's started practising this. I Chairman and Founderof Layam Group, a company he goal since inception has been to give job opportunities to ITIs and Diploma holders by training or upskilling them. started in 2007. This was the beginning of his second innings. created an institution with the His first innings, like his second one, have been equally intention to help school and At Layam, the team identify such candidates and show them successful. college dropouts. the relevant career path with a Business Model of Hire, Train and Deploy. Over 30000 youth have become employable Learning Life's Lesson because of the skill sets gained through Layam. Ramesh finished his management studies and joined TATA in the early 70s. He worked for this reputed brand for more than Three-dimensional Team Layam 20 years. This was his first job, and he says he was fortunate to be interviewed by the late Mr Russi Mody, a giant leader who When asked how he helped enhance the outreach and achieve their dreams, it will make him a happy and enriched was instrumental in building TATA iron and steel company. development of Layam Group, Ramesh said very humbly that person. He started practising this. He created an institution asingle person could not be credited with the success of an with the intention to help school and college dropouts. Though Mr Mody expressed his doubts about G. S. Ramesh, organisation. As a leader, he has always supported his people who hailed from south India working in tough terrain like and motivated them to win. He gave them a free hand as far as Timeliness, discipline and commitment were most important At Layam, Ramesh trains them, upskills them and helps them coal, Ramesh eventually proved his mettle with ample fulfilling their work commitments was concerned. to him and in a way, these traits have got imbibed into team achieve career success. Today, he is proud to say that they guidance and support from his colleagues and workers in the Layam as well. This helped them achieve their targets year on have trained and placed over 15,000 people in various jobs coal mines. year. They have invariably surpassed the expectations of their across India, and there are many more who are coming into clients and candidates alike, probably because they see the this fold. Later on, he moved to steel and then cement of TATA. After quality of their work, which is unmatched in the industry. his tenure with TATA, Ramesh joined Hyundai, the auto giant Passion, Compassion and Inspiration and was involved in setting up the plant and served them for Bouncing Back from the Challenges Ramesh says that his first inning with TATA and Hyundai was 12 years and retired from his first innings. To run a successful business is a challenge in itself, as Layam an elevating experience that helped him scale the career Group constantly has to rise above the expectations of its Layam Group's mission is ladder and achieve success. His second-inning is more about Working in coal mines, for instance, gave him an excellent stakeholders. When the pandemic struck initially, it was to increase stakeholders realising his dream of giving back to society. experience-Difficult terrain but simple people. Ramesh says terrifying, but finally, it got converted into an opportunity, and value by delivering that helearnt a lot from them, the most important lesson being the group bounced back. integrated sustainable Ramesh adds that hispassion for starting a company that will simplicity with common sense. Next came his stint at management solutions that become a 'catalyst for growth' – Layam Group's tagline – was Hyundai as an HR person. He always tells people that HR for Working from home was an alien concept for a service- so strong that no negative force could stop him. him is not Human Resources but Honesty in Relationships oriented industry like Layam Group; however, following the help them achieve their goals and to be a business partner. Honesty is a very powerful trait, norms, it did stick to the protocol, slowly blending into the and distinguish Layam as Today, Layam stands true to its tagline by helping thousands and many people are unable to handle it. new normal. the performance and of people achieve career success. This makes Ramesh very learning solution provider of happy. Ramesh expresses that hisadvice is if you practice handling In fact, it maintained a status quo and its employees rendered choice. honesty, you can become the most successful person. Coming their full support like always. Their clients also stood by them, He shares that his role models are the great TATAs and their back to his professional journey, as he completed his first displaying their trust and loyalty to team Layam. Ramesh says style of talking, fortitude and positive outlook. Their ideals innings with Hyundai, he decided to achieve his passion. this gesture was reassuring and motivated them to strive and philosophy helped him achieve success both in his Ramesh reveals that hisinner passion has always been to give harder to achieve their goals. professional life and personal journey. back to society. He always believed that if he can help others

Evolving in the Post-pandemic Era Post-COVID, things are limping back to normal, and like Ramesh already said, during COVID, too, they were fortunate enough to stay afloat. He says that his people prefer to come to the office instead of working from home; a few have opted for hybrid mode, but that's fine with him as long as they are committed to their work. In terms of gaining new clients, Layam Group is overbooked. 2021 has been a profitable year for Layam and its associates, and Ramesh hopes that moving ahead, he sees excellent prospects as far as new client wins and expansion of their business are concerned. Redefining Success and Accomplishment Ramesh states that helping people achieve their dreams has been his biggest accomplishment. A successful career, according to him, is doing something which you are Be it team meetings or celebrating a colleague's birthday, passionate about, and you need to believe in yourself and be everything happens online. honest always. Ramesh thinks that by doing so, he is sure happiness and success will follow you like a shadow! The group has always been way ahead in terms of technology, whether it comes to its processes, payroll or attendance. The Layam's Jewels' same system continued in the virtual world as well. Instead of Ramesh says that theystrongly believe in quality and a high interacting face to face, Ramesh saw his team through zoom degree of professionalism in their approach and or 'teams' call. Business proceedings remained unaffected, representation of services. much to the delight of Layam's clients and candidates alike. This commitment and dedication can be seen through many Future of Integrated Sustainable Management Solutions certificates, awards and accolades Layam Group has Talking about Layam's prospects, Ramesh says that their achieved. company's mission is to increase stakeholders' value by Ÿ The Group has been certified by D&B and many delivering integrated sustainable management solutions that international entities from Europe and Asia for its help them achieve their goals and distinguish Layam as the works and services. performance and learning solution provider of choice. Ÿ Layam Group is an ISO 9001:2015 certified organisation. Ramesh envisions his company to remain at the top position Ÿ It is also a NEEM agent, NAPS TPA and accredited as a Human Capital Value Chain provider and trusted partner ASDC partner by the Government. for the Automobile, Manufacturing, Engineering industries Ÿ It has won several awards like Company of the Year and many other sectors. The firm has already made inroads in (manpower services) and has been adjudged as one of the power sector, and it plans to make a foray into banking, the India's 10 most trusted HR Solution Providers. food industry etc. Adapting to New Tech-Trends The Success Mantra Talking about COVID-19, Ramesh says that it has redefined Ramesh's success Mantra for people aspiring to become many business operations and working fundamentals.As the influential business professionals is simple, ‘Be passionate pandemic set in, Layam Group, like all other companies, about what you do and believe in yourself.’ Perseverance is realised the enormity of the situation and quickly shifted its the key to your accomplishment. More importantly, ethical working style from offline to online as per COVID protocols. work culture is crucial to an organisation's success as it ushers in strong teamwork, high productivity and unswerving Layam's teams across India worked from the comfort of their integrity with stakeholders. Hence, one should nurture it for a homes, and the efficiency levels remained unchanged. consistent growth trajectory.

Powerful Men in Business-2022 Prakash Kumar Digital Head Prakash Kumar Hindi Media's Digital Transformer edia, the fourth pillar of democracy, evolved in Through it, Kumar began pushing on for everything digital. India due to the staunch leadership acumen of Initially, working in Delhi, Kumar came into the domain of M leaders from the different paths of society, taking prabhatkhabar.com and explored and learned everything on on their shoulders the responsibility of providing accurate the job. and truthful news to those in need of it, the Indian republic. And today, under his visionary leadership Prabhat Khabar is An emerging digital marketing leader is Prakash Kumar, growing into the leading national digital player. the Digital Head of prabhatkhabar.com, the leading Hindi Daily from the Hindi belt. Kumar says excitedly, “We are strengthening our digital and print arm. And we are expanding like anything. Unlike It was not inspiration but much more than passion that print, digital can spread Prabhat Khabar's wing across the Kumar came into the digital media industry. He started his entire country.That is how from a regional player, we career with a market research firm called Exevo, based out became a national player.” of Delhi, India, and worked there for a few years. But as a fresher, he decided to switch to the digital industry, which Kumar Transforms Prabhat Khabar he found fortunate. Kumar has revamped Prabhat Khabar's digital wing during the last three years. This was in 2012. Working in the digital industry, Kumar began loving his job and his work and started ideating Kumar adds, “When I came three years ago, I made my things. He has worked in various roles, from social media to team. I worked on upward skilled resources who had AdTech, MarTech, product management, revenue expertise in particular domains. I strongly believe that optimization, marketing communications, and the multitasking can be harmful to personal growth. Like jack technology market. of all trades, but master of nothing.” He has been polishing his leadership skills for ten to twelve That is why Kumar hired skilled resources; a particular years. He has covered almost every digital angle and resource, those having expertise in a specific domain rather worked with companies like Dish TV, Dainik Bhaskar, than one person doing multiple things, which is not suitable We can see ASKME.com, and Cybermedia, a leading agency. for an individual's growth. Prabhat Khabar's Kumar states, “In every individual company, I have learned Kumar explains, “That is only for that if you want to run a everything there could be learned. I have devoted myself to company somehow. But if you want to grow, then you have growth graph polishing my skills and enhancing my personality.” to deal with expert resources so that they can give their 100% by knowing the business inside-out.” and plan to reach Igniting the New Dawn of Prabhat Khabar Today, Prakash Kumar is leading Prabhat Khabar's digital That way, Kumar made his professional team of forty under the top wing. Initially, it was more into a print media and was a people. Those were working in various parts of the country, from where he onboarded them. He called them all to leading news daily of Bihar, Jharkhand, and Bengal. But ?ive players in sensing the modern times' demand for everything and Prabhat Khabar's Ranchi and Delhi office. India by the end everybody switching towards digital, Kumar convinced Prabhat Khabar's management to transform the news daily They started working under his astute leadership, and in of 2023. two years, Prabhat Khabar has reached from five million to into digital. a news subscribers base of 30 million, “Which is a 6X That is how Kumar ignited the new dawn at Prabhat growth since I joined prabhatkhabar.com. Earlier it was not Khabar and initiated its digital wing. coming in the top hundred websites. Today, it is one of 14 | June 2022 | www.ciolookindia.com 15 | June 2022 | www.ciolookindia.com

India's top ten news websites in terms of traffic, user Kumar further adds that he keeps telling his employees two Because the e-commerce industry in digital works things. First, he does not want a multitasker. If someone differently. The media industry works differently. Any acquisitions, and everything.” works for 8 to 10 hours and multitasks, they distribute their product-based company or service-based company works According to Kumar, only 40 to 50 per cent of the target time and efforts in several departments rather than their differently. Their approaches and ideations are entirely has been achieved, with the remaining target yet to be core departments. And that means they're contributing different; it varies from industry to industry. So firstly, one nothing towards any single department. So that way, has to think about what exactly they want from the digital. accomplished. multitasking is entirely unprofitable. Kumar reasons, “Your objective and the aim should be very Kumar states further, “We can see our growth graph and plan to reach under the top five players in India by the end The second is: that there is no substitute for the hard- clear. Along with digital, can we add a branding working. It is a combination of hard and smart working, or perspective, can we add an ROI perspective, or can we add of 2023.” any other fancy terms one can call it. They are not doing a lead-based perspective? Winning Over the Challenges any automation kind of thing. Because if they want to do The biggest challenge Kumar faced while transforming any automation, there are limited men to be used. Which is Many things have been categorised as digital, so you have Prabhat Khabar was people's perception. Since Prabhat not their approach, nor it is their objective. to understand what you want. And you have to be patient, Khabar is based in Ranchi, all the great resources either right? If you think that you are starting digital and getting work in metros or want to work only in metros. Their objective is to meet the demands of the digital media ROI just from the next fiscal year, you still have to wait and industry in which they deal. This profession demands watch. Ultimately, if your approach, strategy, and ideations everyday ideation, everyday innovations that come from the would be in the right direction, you will eventually get But determined to hire expert resources, Kumar leveraged Kumar adds, “We have given our employees everything. We them. He gave them a free hand to work, practice, and past and the work and the process that one is approaching. something out of it, but you must be patient.” have streamlined the process. We have structured things. We experiment with their skills. Initially, he made many have given them a free hand. And that is how beating every mistakes, but he fast learned from his mistakes. And he kept Kumar details it, “In short, it demands hard work. Once you Enlightening the Future Dawn challenge we went from five million to thirty million users.” experimenting with ten-odd things and began recording do market research, you analyze the thing, maybe after data After completely revamping prabhatkhabar.com and its where he was going wrong. At the end of the month, he gathering. So, this whole process requires a lot of effort and team in the last three years, Kumar understood that they Content is the King knew precisely which of his experiment worked and which work. That is why I say that there is no substitute for the have to work on their policies for continuing the forward Kumar asserts that Prabhat Khabar's USP is its content. It is backfired. He focused on those which worked, dismissing hard-working. momentum to achieve their goal. They have to also work on very rich and solid, unlike other media houses. People refer all other failed ones. their strategies, which might vary from time to time rather to its content. First, you have to analyze the product and process and deep than a standard lifelong policy they must follow. This is not The second challenge is that of competition. Competitors dive. Once you deep dive, that means that you are hard- their approach. Externally it gives quality content to the people and thriving are national and multinational players. In terms of working. You are working very hard for a particular thing. culture to its employees. It is not just a professional technology, resources, and finances, they are huge. But Then you can get some value out of it, which is value Kumar defines it, “We will be very flexible to strengthen our environment, but Kumar makes sure that his team works addition.” Kumar was clear that if he utilises all of Prabhat Khabar's employees, to give them the best facility, we will keep like a family. existing resources to the maximum extent, Prabhat Khabar changing our policy every two years. So, for the next couple Leaders Counsel would grow. of years, our vision, objective, and goal are to become one Kumar puts, “Rather than making them responsible, we The digital industry is changing like anything. Maybe of the top five players in India, and that is how we are give them accountability. We say to them that this is your Although they are a small company of only forty people, things might become obsolete in the next couple of years. planning to establish our brand or company across India, area. This is the domain on which you must work. You are each member works to their fullest potential. And today, Thus, Kumar's suggestions for any entrepreneur are that especially in the Hindi belt.” accountable for everything, your losses, your benefit, and they must be clear with their basics. They must understand Kumar feels that they are like some case study where forty all. So mentally, we prepare our employees.” people took an under hundred company and transformed it the digital ecosystem because he had seen this industry Kumar states, “We are Hindi language news daily, catering from branding to performance marketing in the last 10 to 12 into a top ten company in just two years. to Hindi audiences, Hindi advertisers, and thus want to Kumar asserts that for Prabhat Khabar, its team is its best years. Things are changing fast. Especially in digital, it has capture all the Hindi speaking audiences of Northern India. asset. Once the team is mentally prepared, they have to And where most media houses cannot even break even in a dramatically changed in a previous couple of years. Today's This is our goal. We have launched our offices in UP, reach a certain level within a particular time frame; then, year, Prabhat Khabar has claimed profit in the first year technology may be obsolete tomorrow. Haryana, Uttarakhand, and MP. Next, we will be launching one has to leverage them. One has to tell them that they are after going fully digital. our office in Rajasthan, Himachal Pradesh, J&K, Gujarat, everything to the company. They are the company's All the time, one must be on their toes; one must keep and Maharashtra.” strongest asset. The third challenge he beat was that of technology. He updating themselves to see what is happening. And a case completely changed Prabhat Khabar's old technology, study helps, that what exactly went wrong or what has been Kumar concludes, “We want to reach all the Hindi Kumar puts it like this, "We give them leverage in terms of moving to advance technology. He restructured and fabulous for that particular industry. language audiences of the country. Completely. This is our work, perks, benefits, and everything. That way, they take streamlined everything to make the company's entire audience. This is how we cater our content to our audience. accountability and start performing.” process future ready. That way, one must be updated all the time. Like today, This will be an absolute priority rather than a particular digital is working. It is in demand. But there are so many area. I want to serve every user who reads, writes, talks, Creating a New Day, Daily Once everything was set up, he ensured that the company domains and verticals in digital that one has to understand and understands Hindi.” Kumar says, “Value is the dedication or honesty towards was giving its employees the best possible environment so what they want in digital. your work. This is our core value. And when we say that our that they will not miss any comfort of living in the metro team is our asset, we value honesty. And I strongly believe city. that there is no substitute for the hard-working.” 16 | June 2022 | www.ciolookindia.com 17 | June 2022 | www.ciolookindia.com

Changing Benchmarks of Contemporary Corporate Governance s businesses grow and expand into large conglom- erates, the organizational structure undergoes a A crucial internal transformation. The role of the management diversifies and evolves from the inside out. The companies that were earlier managed by the department heads of the standard hierarchy system now have multiple entities controlling the key positions that further execute the respective decisions. 20 | June 2022 | www.ciolookindia.com 21 | June 2022 | www.ciolookindia.com

Collectively the key players establish and execute the Continental Model Large organizations have a Board of Directors that is from internal as well as external levels should be respected organizational governance. influenced by the stakeholders who play a decisive role in and heard. This model comprises two groups – the management board the implementation of essential decision-making positions. The board usually consists of insiders and top company and the supervisory board. The management board consists This process decides the structure of governance and the Maintaining Transparency executives. Government rules and policies impact this of the company insiders and top executives, while the process of the organization. The Board of Directors model. Keiretsu model has limited transparency due to the supervisory board includes shareholders and union determines the management process, influencing the The board should provide timely, accurate, and clear concentration of power; however, it holds the power to representatives. The country’s legal system determines the organization's decision-making. information about such things as financial performance, terminate the directors if the profits decline. size of the supervisory board. conflicts of interest, and risks to shareholders and other The management sets specific rules and protocols of stakeholders. All the decisions should be clearly and openly Anglo-American Model National interest significantly impacts organizational governance that aim toward the successful functioning and communicated to the related people. functioning and is expected to be aligned with government growth of the organization. Accordingly, the board offers This model can take various forms, including Shareholder objectives. Stakeholder engagement is highly valued, as it certain rights to the key top management personnel for the Appropriate Risk Management Model, Stewardship Model, and Political Model. However, can support and strengthen a company’s continued opera- day-to-day decision-making for which they are responsible the Shareholder Model is the principal model. tions. and accountable. The board and management must determine risks of all The model design indicates control given to the sharehold- However, the major decisions related to the expansion, kinds and how best to control them. They must act on those ers and the board of directors, thus making the company Progressing toward Holistic Future collaboration, buy-out, adoption of new standards, imple- recommendations to manage them. They must inform all employees and stakeholders indecisive and passive. The mentation latest technologies, and appointment of the top relevant parties about the existence and status of risks. company management is responsible for the day-to-day Mutual Trust with balanced Control remains an important management professionals are all decided in the company Risks in any proposition should be identified for their functioning of maximizing the shareholder’s returns. factor in the governance of large business organizations. board meeting. possibilities, and steps to mitigate to be taken accordingly. The government’s role and regulations have their impact; Shareholders provide the company with funds and may however, a shared monitoring model could be more The management sets certain benchmarks or methodologies Uniform Distribution of Responsibilities withdraw support if dissatisfied. This can keep management effective towards risk control and growth propagation. in the organizational work model that ensures smooth, working under vigilance and control. The future looks promising and stable as the increasing controlled, and self-operating methodology. Some of the The board is responsible for the implementation of diversification with partial government involvement will governance patterns that are implemented can be seen as corporate matters and management activities. It should be keep the management in check and encourage ethical follows. aware, in control of, and support the successful functioning functioning. of the company. One key responsibility is in the recruitment Since corporate governance provides the framework for and hiring of a CEO and other top management profession- - Kedar Borgaonkar attaining a company’s objectives, it practically encompasses als. It should act in the best interests of an organization and every management sphere, from action plans and internal its investors. controls to performance measurement and corporate disclosure. Absolute Accountability The Standard Principles of Corporate Governance The board must explain the purpose of a company's activities and the results of its conduct. It and company With the involvement of many people in the decision- leadership are accountable for the assessment of a com- making process, it becomes imperative that the organization pany's capacity, potential, and performance. It must should be governed with complete legal and ethical communicate issues of importance to shareholders. methods. Hence certain principles are adopted in the There exist specific well-known models of corporate company policies that act as guiding yardsticks of honest governance which can be considered here. functioning. The Japanese Model Fairness of Conduct This corporate governance model includes major sharehold- The Board of Directors should treat shareholders, employ- ers, affiliated entities, the government, trading management, ees, vendors, and communities fairly and with equal and banks, key role players known as Keiretsu. Smaller consideration. All the people related to the organization investors and stakeholders do not have any role in this structure. 22 | June 2022 | www.ciolookindia.com 23 | June 2022 | www.ciolookindia.com

Powerful Men in Business-2022 Satish K. Sadasivan Process, People, and e Revenue Growth Strategyzer and Sales Ecosystem Decoder Technology - the three pillars of our n the digital age, a business entity must follow a two- persistent hard work over the years. And at every stage of business model pronged disruptive Revenue Growth Strategy (RGS) to my life/career, I asked myself 1001 questions and I survive in the global tumultuous markets. This two- introspected deep enough to get clarity beyond what's have helped us ourselves.““ pronged RGS includes a market share strategy on the one comfortable. Becoming a powerful business leader, for me, create a niche for hand and a wallet share strategy on the other. is a matter of breaking the old patterns holding me back. During my stints in the US, Middle East, and India, I The market share strategy is Tech-Based and innovator- managed multi-million dollar business units, including Satish K. Sadasivan, powered, while the wallet share strategy is intent-driven IT/BPO/BPM/KPO lines. In addition, working with several Founder and CEO and founded on Account Based Marketing (ABM). Fortune 500 companies like HP and Cognizant gave me a Combined, these strategies must answer questions like why chance to understand how large organizations operate. this initiative? What is the desired outcome? Who's the target buyer? Where's the target buyer (GEO)? And what to My continued obsession with learning helped me upskill the buying timelines? myself through several programmes with MIT and Harvard and get NLP-certified. A passionate boxer and adventurist, The factors emerging out of this exercise are Competitive I also love participating in NGO activities. Forces, Market Forces, Industry Forces, Socio-economic Forces, Disruptions, and Innovations. Precisely addressing What inspired you to step into the business arena? Who these factors will result in wallet share increase, revenue were your role models growing up? growth, market share increase, value-based relationships, Following a 15-year stint in the USA, I had the opportunity deeper clients engagement, and intent-based buyers. to lead a couple of large demand generation companies in This is how under the new-generational visionary India. This experience helped me understand the gap leadership of Satish K. Sadasivan, the Founder and CEO, between demand generation practices and customer EvolveBPM LLC is decoding the sales ecosystem by requirements for global enterprises. providing Revenue Impact Solutions Enabling Global Sales Teams to Scale Their Revenues. The focus was on generating leads rather than on creating revenue-generating opportunities. Satish reveals, "Powered by state-of-the-art AI, Intent and Having been in sales for a significant period of my career, I Tech Insights- driven demand generation solutions, we had an intimate understanding of the challenges of working deliver high quality leads with direct ROI impact." with poor-quality leads and their impact on sales. That's Satish shared in an interview with CIOLOOK INDIA for its why we founded EvolveBPM to drive a change in this field. edition of 'Powerful Men in Business-2022,' how his New York-based firm EvolveBPM has achieved over 25 global We design and develop end-to-end campaigns that drive clients, generated one million plus leads with 100% laser-focused, well-qualified leads into the sales funnel. Our accuracy of lead emails delivered, 95% accuracy of lead model focuses on leveraging and partnering with firms that mobile numbers delivered and brought 50% reduction in provide intent data, techno-install data, and Interaction data sales cycles, since firm's inception in 2020. to further enhance our ability to build a pipeline for the The highlights of that candid discussion are given herein. customers. Please introduce yourself to our readers and tell us Process, People, and Technology - the three pillars of our about your exciting journey of becoming a powerful business model have helped us create a niche for business leader. ourselves. Breakthroughs don't come easy. They're the result of My greatest influence has been Barak Obama, 24 | June 2022 | www.ciolookindia.com 25 | June 2022 | www.ciolookindia.com

Mahendra Singh Dhoni, and Rajnikanth (Superstar). I love achieving this dream. While I take responsibility for the But more importantly, it's the people who have been a part But, well, none of this would matter if we didn't take care of their journey, their grit, and the way they took on all odds to strategic vision, my team takes care of the execution and of this journey that make me proud. They are the real our people first. So, we ensured our employees had all the create history. ensures that our clients are served beyond their heroes. support they needed during these challenging times. We expectations. made working arrangements that allowed them to balance Brief us about EvolveBPM and about its overall Please mention your organization's most notable work and life and all the necessary support to stay healthy operations. What kind of products and/or services does Our obsession with building a culture of accountability and achievements, accolades, accreditations, and awards. and productive. it offer? transparency has helped us stand out. Our motto, 'DREAM- While awards are flattering and great motivation, they are At EvolveBPM, our mission is to provide Revenue Impact DARE-DO,' encapsulates our culture and guides our not the be-all and end-all. For us, it's always been about the Most importantly, we internalized some of the lessons we solutions that enable global sales teams to scale their everyday actions. work we do and the impact we make on our clients' picked up while responding to the pandemic and made a revenues. Not just top-line growth but also sustainable and businesses. And how we take care of our people. few fundamental changes to our culture. Things like being profitable growth. And the '6W Framework' we have developed internally is more flexible, agile, adaptable, empathetic, and the guiding light for all our initiatives. The 6Ws -- Who, That said, some of the awards and recognition we have understanding and going above and beyond to care for our Based in New York, USA, EvolveBPM is a multi-national What, When, Where, Why, and How -- help us focus on the received include: people. company with a presence across the UK, Dominican task at hand and ensure that we deliver quality results to our Ÿ Top placer - Business process outsourcing | Go Global Republic, Philippines, and India. From data services, clients. Awards 2021 How do you envision the future of EvolveBPM going research, and intent-based lead generation to content Ÿ Emerging startup of the year in forward? What are your future prospects? creation, EvolveBPM is a one-stop source for revenue What kind of challenges have you faced in your marketing/advertising/PR|4th Global Business From building a people-centered culture to strategizing for growth. professional journey so far? What kind of challenges do Leadership Awards 2020 explosive revenue growth, we have some big plans for the you still face today? Ÿ Top 50 US marcomms agencies|B2B Marketing future. At the front of this plan, we want to be known as the With over 200 employees across the globe, we deliver It was a big risk when I decided to jump from the corporate Agencies Benchmarking Report 2021 company that cares - for our employees, our clients, and the programs across multiple channels, including email, world to the startup world. I had to start from scratch and community. We want to continue doing great work that telemarketing, webinars, and display ads. We collaborate build the company from the ground up. It was scary, but it COVID-19 has redefined many of the business makes a difference in the industry. with industry leaders, including Bombora for intent, HG was also exciting. But one thing that kept me going was my operations and working fundamentals. How did you Insights for technographics, and numerous database belief in myself and what it can make you when you're 'all have to adapt to these circumstances whilst preparing While our strategies for the future are complex and multi- providers, including Leadiro and TechBase. in.’ and safeguarding your team, employees, and clients for faceted, our goal is simple - to enable global sales teams to the same? What new trends and technologies did you scale their revenues through by state-of-the-art AI, Intent And we are a GDPR-, Cyber Essentials-, and We were just three people when we started; today, we are incorporate for ensuring optimal business proceedings? and Tech Insights-driven demand generation solutions that ISO9001:2015 (Quality Management System)-certified 200+ globally. And something about each of them inspires The pandemic has been a game-changer for all of us. We focus on lead generation with direct ROI impact. organization. me every day to give my best. Their energy and had to quickly adapt to the new normal and find ways to Our proprietary '6W framework' helps break down the enthusiasm are contagious. keep our business running smoothly while keeping our In the next five years, we want to be recognized as the marketing initiatives into more focused actionable toll- people safe. frontrunners in data-driven global sales acceleration. We gated action points. We aspire to be the one-stop solution Challenges? Starting up is the definition of challenges. So, also want to expand our geographic footprint and enter new for global partners related to revenue growth strategy and we had (and still have) plenty. Given that our core business runs on sensitive data, and we markets. And, we want to continue to invest in the best solutions. have to constantly be on the lookout for potential threats, people and technology to support our growth. The biggest of them have been 'finding the right people,' data security is always a top priority. So, we have put in Our services include: 'scaling without compromising on quality, culture and place stricter data security measures to ensure client data is Ÿ Intent-Based Leads and ABM Solutions (Delivered via values,' and the question of 'how to take EvolveBPM to the safe and secure. Email/Tele Marketing/ Webinars, Powered by next level?' Programmatic Display and LinkedIn Ads) They keep me up at night, not because I'm worried but At the height of the pandemic, our compliance teams Ÿ Business Research (Data Management Solutions) because I'm excited about finding the answers and taking worked hard and round-the-clock to ensure that our client Ÿ Content Design and Development (Campaign EvolveBPM to even greater heights. data was protected and compliant with all the latest Management Microsites & Landing Pages, regulations. Soon, we got certified for GDPR and Cyber Programmatic Advertising, and LinkedIn Ads) How would you define a successful career? What would Essentials, which instilled confidence in our processes and you say is your biggest accomplishment? assured our clients that we take data security seriously. Please brief us about how you helped enhance the For me, a successful career is one that is built on a strong And technology played a significant role in helping us stay outreach and development of your reputed foundation of values, vision, and purpose. It is also one in connected and productive during these challenging times. organization? which you are constantly learning and growing, both For example, we used video conferencing, chat, and Our 200+ workforce around the globe, 25+ global clients, personally and professionally. collaboration tools to support remote working when needed and multi-million dollar revenue in just two years of to stay connected with our team and clients. operations -- isn't one man's work. My biggest accomplishment has been building EvolveBPM I am proud of my team and their unrelenting support in from scratch and taking it to where it is today. 26 | June 2022 | www.ciolookindia.com 27 | June 2022 | www.ciolookindia.com

Powerful Men in Business-2022 Ciolook India 28 | June 2022 | www.ciolookindia.com 29 | June 2022 | www.ciolookindia.com

30 | June 2022 | www.ciolookindia.com 31 | June 2022 | www.ciolookindia.com

Comprehensive Leadership Skills to Thrive in the Modern Business Arena “Leadership is the art of getting someone else to do something you want to be done because he wants to do it.” - Dwight D. Eisenhower hat a unique and thought-provoking statement made by the five-star ranked army general and the illustrious 34th President of the United States. Most W of the achievements in recent history have been credited to the dynamic leadership taking control of the situation and leading the entire group towards the central objectives. People know what to do, how, and when to do it; however, the leaders guide and motivate them with the crucial ‘why.’ Leadership is always about driving the people towards developing a progressive mindset for an individual and team efforts. Some of the leadership skills that can be observed are identified herewith. Decision-Making Abilities One of the most striking skills observed in successful leaders is their decision-making abilities. People are eager to work and need guidance; however, in critical times of 32 | June 2022 | www.ciolookindia.com 33 | June 2022 | www.ciolookindia.com

complex business scenarios, timely decision-making plays a remain reachable, accessible, and available to their vital role. employees. Doubts, queries, and suggestions coming from the employees are crucial aspects of scanning the work Decision-making abilities that involve quick, logical, and developments and identifying the level of involvement of broader thinking are crucial in moving forward with the the employees. Leaders recognise the learning opportunities implementation of the strategies. It gets the work done through the communication process for the management, faster and builds essential momentum in the process. the employees, and the organization too. Sound Accountability Emotional Intelligence Modern business leaders are mature and responsible Successful Entrepreneurs are very chiselled professionals professionals with the habit of tracking all activities and handling various types of people in different situations. discussions. They value their spoken words and strive hard They must be very soft on certain occasions while acting to honour their commitments. tough in other situations. Leaders today must be very logical, calculative, expressive, and emotional in their They are clear about the work schedules with the work they interactions. The same leader could adorn many personali- are currently doing, the work in process, and the tasks ties, which could mean a different perspective to different delegated to different teams. This accountability quality people. helps them have proper control over the process and confidently lead. Financial Management Organizing and Developing Teams The knowledge and complete finance process are integral to the business leaders. Keeping the finance priorities well at Influential entrepreneurs identify the objective and quantify the forefront, they organize all their work around the the work. Using the latest business applications, they important aspects of revenue generation, asset monitoring, calculate the efforts required to complete the objective with resource assessment, sales performance, and the balance of the number of people. Leaders portray a central objective to the business system. Understanding that finance forms the core of every business organization, the leaders plan and the employees and create teams to work on specific tasks. schedule the strategies accordingly. The team members are adequately briefed and instructed on the necessary procedures. With this, they organize the Defines and Reflects Vision employees to team up together and work towards their common work targets. Backed by years of experience in diverse projects and leading different departments, the business leaders always Multigenerational Leadership focus on the central vision. They believe that when the vision is clear, all the objectives and work strategies can be Regular research and study over people management aligned in the right direction. Vision is the single guiding methods are done for handling, monitoring, and guiding factor, like a lighthouse guiding ships in rough seas. People various types of people. Knowledge and wisdom of get busy and absorbed with their KRAs, so keeping them different levels of individuals are brought to use for better attuned to the company's vision is necessary. team performance and active involvement in the business process. Leadership- the Soul of Growing Businesses It also amalgamates the previous influential ideologies with Business organizations are well-structured entities with the modern trends of fast-paced working. This approach systems and protocols that ensure the business process's empowers the organizational ecosystem towards productive proper functioning. An important factor of leadership work practices. Every team member feels the energy of breathes in the life energy of team spirit, work satisfaction, working for a purpose, the satisfaction of learning, and the healthy competition, and the feeling of oneness which feeling of achieving more. guides many people in achieving massive organizational goals. Open and Effective Communication -Kedar Borgaonkar Communication is given the most critical priority, and all the senior managers and team leaders are instructed to 34 | June 2022 | www.ciolookindia.com

complex business scenarios, timely decision-making plays a remain reachable, accessible, and available to their vital role. employees. Doubts, queries, and suggestions coming from the employees are crucial aspects of scanning the work Decision-making abilities that involve quick, logical, and developments and identifying the level of involvement of broader thinking are crucial in moving forward with the the employees. Leaders recognise the learning opportunities implementation of the strategies. It gets the work done through the communication process for the management, faster and builds essential momentum in the process. the employees, and the organization too. Sound Accountability Emotional Intelligence Modern business leaders are mature and responsible Successful Entrepreneurs are very chiselled professionals professionals with the habit of tracking all activities and handling various types of people in different situations. discussions. They value their spoken words and strive hard They must be very soft on certain occasions while acting to honour their commitments. tough in other situations. Leaders today must be very logical, calculative, expressive, and emotional in their They are clear about the work schedules with the work they interactions. The same leader could adorn many personali- are currently doing, the work in process, and the tasks ties, which could mean a different perspective to different delegated to different teams. This accountability quality people. helps them have proper control over the process and confidently lead. Financial Management Organizing and Developing Teams The knowledge and complete finance process are integral to the business leaders. Keeping the finance priorities well at Influential entrepreneurs identify the objective and quantify the forefront, they organize all their work around the the work. Using the latest business applications, they important aspects of revenue generation, asset monitoring, calculate the efforts required to complete the objective with resource assessment, sales performance, and the balance of the number of people. Leaders portray a central objective to the business system. Understanding that finance forms the core of every business organization, the leaders plan and the employees and create teams to work on specific tasks. schedule the strategies accordingly. The team members are adequately briefed and instructed on the necessary procedures. With this, they organize the Defines and Reflects Vision employees to team up together and work towards their common work targets. Backed by years of experience in diverse projects and leading different departments, the business leaders always Multigenerational Leadership focus on the central vision. They believe that when the vision is clear, all the objectives and work strategies can be Regular research and study over people management aligned in the right direction. Vision is the single guiding methods are done for handling, monitoring, and guiding factor, like a lighthouse guiding ships in rough seas. People various types of people. Knowledge and wisdom of get busy and absorbed with their KRAs, so keeping them I N D I A different levels of individuals are brought to use for better attuned to the company's vision is necessary. team performance and active involvement in the business process. Leadership- the Soul of Growing Businesses It also amalgamates the previous influential ideologies with Business organizations are well-structured entities with the modern trends of fast-paced working. This approach systems and protocols that ensure the business process's empowers the organizational ecosystem towards productive proper functioning. An important factor of leadership work practices. Every team member feels the energy of breathes in the life energy of team spirit, work satisfaction, working for a purpose, the satisfaction of learning, and the healthy competition, and the feeling of oneness which feeling of achieving more. guides many people in achieving massive organizational goals. Open and Effective Communication -Kedar Borgaonkar Communication is given the most critical priority, and all the senior managers and team leaders are instructed to 34 | June 2022 | www.ciolookindia.com

Powerful Men in Business-2022 Surmounting the Adversities When asked what kind of challenges he faced during establishing all of his business, Syed replied, "Challenges are fundamental to growth of the organizations and when you overcome them ; you grow. We have made a strong SOP Syed Ishtiyaq Syed Ish?yaq, for change and challenge management. General Manager However, there are inherent challenges, for example, technical know of human resources and product An Eminent Resilient Leadership limitations.” Howell is not a hardcore manufacturer. Syed explains, “Sometimes it becomes very tedious to become dependent on the OEM because our hands are tied up, and we cannot go beyond the availability of the market. That means if something is available, we have to design our n the new normal, business in the traditional sense Development which he continued for nine and a half years solution as for that availability only. does not exist anymore. Socio-economic challenges, before acquiring the leadership mantle of GM, India. I environmental and sustainability requirements, rapid Howell, the Holistic Solutions Provider technological advancements, and post-pandemic market Syed Says “Howell's clients benefit from an experienced demands ask for agile organisations and resilient leadership. group of business technologists and their profound Syed reflects, “We are one window solution and service knowledge of both business and engineering. These experts providers,we do everything, from the initial stage of In the ELV system integration and advanced security have the experience and know-how to deliver end-to-end designing to implementations ourselves. Our designing, industry, Howell Protection Systems [India] Pvt Ltd is an blueprints that can consistently stimulate growth and implementation, delivery, installation, and post-sales industry leader as an active solution provider that can profitability.” services, everything is in-house nothing is outsourced respond effectively to any challenge. except the local wiring and conduiting (that too under our Syed continues, “Our expertise ensures that as a client you supervision) Under the resilient leadership of Syed Ishtiyaq, the receive leadership in services and a passion for technology General Manager-India Operations, Howell has emerged that drives efficiency and innovation.” That is why our brand name Howell, which in Cornish as an eminent brand to reckon with. Syed shares, “We are means the ‘Eminent one- A leader’ is today associated with constantly adapting to meet tomorrow's challenges, Sustainable Firm of the Future trust, service, integrity, engineering excellence, business increasing scale, reach and expertise to service our clients commitment, reliability and dependability.” wherever they are. We provide advanced solutions and Today, under his leadership there are multiple companies services with a national reach. running, one amongst them is the Howell which is a system Single Point of Customer Relationship Management With a proven track record of on-time delivery and a wide integration company that does business in the low voltage spectrum of services in the industry that are seamless, the The credible alliance with leading industry OEMs and sector. According to Syed, what they follow at Howell, no one else brand name Howell commands respect and recognition. service providers is a major step in our strategy to extend follows. Even in big MNCs, when customers face issues or Howell’s national reach and complement our portfolio and Syed explains, “We are proud that our portfolio includes queries, they have been thrown from one department to Syed elaborates, “It means when we design a solution, we market expertise. clients from around the world that are impressive both in another, and one person to other, without resolving their know it from the basics to the end what goes into that.” This numbers and growth.” conflict. That means, however big the company is, a way, the customer gets assurance that what Howell is Together, we progress as a strong combination that drives customer gets drained down into the operation process. promising or committing will be delivered, guaranteed. growth and greatly enhances the services, we provide to you We do almost all technical services that are there in the as a client.” building other than HVAC, plumbing and electricals. Also, Syed shares, “It's typically what we call theSPOC. We have Syed states, “As a committed business, we have a business we do cater almost all industries , like hospitality, three single points of contact. In the sales, there will be a guarantee which is called the 100% money refund An Ever-Inspiring Leader education, commercials, retails & fitouts, governments, and single point of contact for you. Once the sale is closed, it assurance. If our design solutions fail in the law enforcement agencies. will be handed over to the project execution of the implementation, we refund 100% of the amount to the After graduating from the University of Kashmir in 2004 operations. Again, the SPC will be aligned with you. Once customer within three months. In the last 17 years, there is with a Bachelor of Engineering degree in electronics & Today, including Syed, most of Howell’s team has over that is being completed, you'll be given a single point of not even a single site where we had to refund any money. communication, Syed commenced his professional career decades of expertise in systems integrations and Hi-Tech contacting services.” Come what may, whatever challenge we will face, we and began honing his expertise in various industries, before technology. always ensure that the system is handed over to the finally landing in Howell as a Head of Business customer to his best satisfaction.” 36 | June 2022 | www.ciolookindia.com 37 | June 2022 | www.ciolookindia.com

We at Howell India, are constantly adapting to meet tomorrow's challenges, increasing scale, reach and expertise to service our clients wherever they are. In three phases Howell has three single points of contact, On top of that, the customer will make staggered payments and with respect to the developed countries. Forget one for Sales, one for Operations, and one for Post-sales on delivery and installation and will retain some percentage countries in the west, take Singapore or Hong Kong, services. So, the customer does not have to hassle across the of money as project performance guarantee. If there are thin compared to them, we are very far behind. organization. or no margins the business becomes unviable as you as an organization will have to fulfil project payables to your Till the time we reach that point, I can say it is another 20 The SPOC in respective departments is authorised to make vendors and employees. This will again attract cost. years when we will have that kind of buildings in the decisions and anything which warrants the attention of country. So, the future is very, very promising and very, very other members of department is attended to very swiftly, to Syed says, “This is where I have seen the newcomers doing bright, and we will be growing at an average rate of around ensure services without any interruption. mistakes. They are very keen on taking low-margin orders 30%.” where the cash flow is stagnant. It is fundamental for every Exceptional Wisdom business that it should be able to generate cash to run itself Syed believes that there is a huge potential, even for other over a period of time.” companies to enter into this industry. But they have to do it Being an exceptional leader Syed advises budding aspirants with the promise of designing new products, and new to focus not only on product and revenue but on a strong Visionary of the Tomorrow solutions for the buildings, rather than cost-saving or price bottom line. He shares “People get excited to see the sales discounting which will not serve the longer purpose of figures but they miss the bottom line in the totality of the According to Syed however the future turns out and sustaining the business. project delivery. The simple piece of advice is if you are not whatever the case might be, the buildings will be there making money; don't do the project.” forever. We can debate that there might be sustainable Syed concludes with, “Only a cash-generating company buildings for sustainable environments and over a period of will become a sustainable business. The debt, private Further he adds, “If a project is not making money, the time product portfolio will change, but the building is going equity, or whatever the funds you put in the business should organization will have to borrow money at a cost which to be there for its life of 30, 40, or 50 years. And as long as be used to start a new business that will generate cash gets added up in the project and further pulls the project buildings are there, Howell will remain in the business. rather than fixing up your old one for the lost costs.” profitability down. Ultimately in absence of any cash generated, organization is not able to support the customer Syed opines, “We do not have a very large infrastructure in and it becomes a vicious circle and eventually project gets the country. We are very far behind with respect to the west abandoned or not delivered as per agreed benchmarks.” 38 | June 2022 | www.ciolookindia.com 39 | June 2022 | www.ciolookindia.com

Powerful Men in Business- Edition 2

Powerful Men in Business- Edition 2

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