Making Money Building IT Solutions: Facts, Secrets and Thoughts.

For business people in the IT industry, or those who want to venture into it, below is a rundown on what you need to know and how to achieve success. The list comes from roomthinker, as usual saying it like it is. Thank you sir.

Facts:

• There is PLENTY of money building IT solutions for the enterprise my friends. I promise. Sitting right there for the taking.
• Don't rush to join the bandwagon of mVitus, Social Impact, ICT4D etc. It is crowded and cluttered, and fast becoming a farce.
• It is very difficult to monetize mass market solutions, especially a mass market that is used to free stuff.
• Large numbers in that space are of questionable value. 1 billion people paying 0$ is still a big fast 0$. Ask Instagram et al
• Why don't you find 4 entities to pay you 125,000 apiece to solve a burning problem that they have?
• Don't be like sheep, trying to ramrod anything and everything into mobile. There are plenty of opportunities outside mobile.
• Everyone wants to stand on the shoulders of the giants to see far. Nobody wants to be the giant.
• You just keep screwing around with your mVitus as SAP, Oracle, IBM, Accenture etc set up shop here and EAT YOUR LUNCH
• Don't watch The Social Network and assume you can write a few lines of code, drink beer and make zillions overnight.
• True, there are always outliers but most of the big fish today were built on grit, blood, sweat and tears.
• I'm not kidding about the grit, blood, sweat and tears.

Secrets:

1. NOBODY CARES about your technology. NOBODY. People want solutions to problems, not technology.
2. YOUR IDEA IS NOT UNIQUE. We are 7 billion on this planet. And you think your idea is unique? Ha ha. Hear me laugh. EXECUTE.
3. EXISTING COMPETITION IS NEITHER HERE NOR THERE. You can always uproot them if your solutions is BETTER. Trust me on this.
4. YOU *WILL* have to make sacrifices. Time, money, drinking, croissants, etc. You have to.
5. For the sake of techies here I must repeat. NOBODY GIVES A SHIT about your Java, vPHP, NoSQL, .NET, Delphi, etc. SHIP PRODUCT.
6. Writing code is a TINY fraction of the things you need to do. This is where we go wrong. Software is not the end. Its the start.
7. You must package it. Market it. Sell it. Train. Support. Improve. Refine. Grow.
8. If you have code sitting on your laptop that is not being used by customers - CONGRATULATIONS! You have just been typing.
9. Get an office. If you want to be taken seriously, then take yourself seriously.
10. If you're still at a hub after 2 years - consider you might have a problem. A launchpad is a launchpad. Take off at some point
11. Formalize your business. Register with the KRA. Register your business. Get licenses. Website. Busines cards. Proper email.
1. Foolish you bleating about not getting opportunities and you don't have a business. Companies deal with companies. Period.
12. There is no perfect time to get started. Ever. Don't wait for Mercury to align with Mars. Start today. TODAY!
13. Capital is not just money. Capital also includes 1) What's IN YOUR HEAD (if anything) & YOUR NETWORKS.
14. Laughing at you waiting for government to help you with grants and Konzas and legislation for preferential treatment.
15. Find an edge. Any monkey can do what you're doing. What's your edge? In you're in Kenya I can give you 1 right now. CUSTOMER CARE>
1. Good customer care will put you head and shoulders above your competition. Trust me on this
2. Is this you? Sign a client - Sign annual maintenance - Disappear for 12 months - Send invoice. If it is, STOP THAT SHIT!
3. How can it be that I am writing to you, asking you how and where to give you my money, you leave me hanging for weeks.

Thoughts:

• And finally, my friends, we just don't think big enough. Chinese want to go to the moon and you - you're happy going to NaxVegas.
• For some, it is enough to be called "Africa's Bill Gates". Let those who think bigger expect Bill Gates to be called America's @Agostal
• Remember kids, a country built on average aspirations will invariably be average! 

My Brand Journey...just 2 seconds.

Just met Mark Stephenson, Managing Director of Sandstorm Kenya. Now, if you do not know Sandstorm (www.sandstormkenya.com), get out of the hole you are in and head to their nearest outlet and check out their store and products. The leather products they produce are unbelievable.

Anyway, after Mark took a photo of the huge Dormans artwork on their feature wall, posted it on Instagram, being tagged on the photo by one of my friends who recognized my beard, I walked over to introduce myself. *Power of social media*

After pleasantries and banter, we exchanged business cards. A genuine leather business card. Now, if your five senses have had the pleasure of experiencing Sandstorm products, you can imagine the sensory brand journey going on in my head. U.N.B.E.L.I.E.V.A.B.L.E. The transformation from Dormans Karen to holding the Sandstorm tan satchel bag (http://www.sandstormkenya.com/store/satchel-bag-p-149.html) at their Junction mall and back to Dormans Karen in under 2 seconds....businesses can only dream of replicating such experiences from their customers. 

I've attached Marks card and mine just for a comparison, but this picture isn't worth a thousand words.

Branding A Startup

One of the hardest things in branding, is branding a startup. Many, if not all, will struggle trying to get the branding right from the birth of the business to maturity. I am in the process of branding a startup and coming up with a brand strategy. Here is how I am going about it. (I am assuming you already have a business plan. If not, stop reading. Get on it NOW)

What are you branding? You need to establish what your brand will represent in the business world. The fundamentals that made you establish your business should guide you, and ensure that your brand identity is strong.

Next, figure out your target market. Who are the people you are targeting? Do they need your product or service? Do they need your product or service? Do they REALLY need your product or service? (Those are not typos). Your customers should be able to identify with your brand on EVERY level. Their connection with your brand will lead to brand loyalty. No customers, no business, PERIOD. It's that simple.

Research and understand your competition. Your brand stand apart from them, both visually and through strategy. Ensure that you know what is happening all the time, locally and globally in your industry. If your competition goes left, you go right. If they are black and white, you are blue, grey, red, yellow and pink. Be different, act different, and your brand will grow and prosper.

Finally, focus on matters that concern your customers and your employees/team. Meet their needs, always deliver and make them happy. You will be laughing to the bank.

Anything I missed, let me know. As my journey continues, I will update this post.


What I am reading: Malcolm Gladwell - Outliers
What I am watching: TV Show - Awake

Landing My First Job

For years, I have watched how it works. You go to school. You get good grades. You graduate. You get a job. As luck did not have it, this did not happen to me.

After hundreds of job applications and seven interviews (yes 7!!) in two continents, it was obvious I was not going to get a job through conventional means.

On a January evening, I was on my way to watch Avatar with a friend. She was accompanied by a friend of hers who run a brand consulting firm (my major was in market research). After some small talk, we ventured into talking about the brand industry, technological changes, economic and political situation in Kenya, and so on till the movie began. And so again, as luck did not have it, the Avatar movie had no sound. An early exit resulted in my new friend asking me to send him my resume, which I did as soon as I got home. In the email, I also asked whether I could be of use to his company. He immediately replied back. Seven hours later, I was walking to what would be my first job for the next 22 months.

During this time, my interest in brands has grown. I also became interested in technology and design.

My goals have now shifted and I am on a new career path...which isn't Market Research



Job Hunting Tips

1) Ask for help from anyone. People generally want to help others.

2) Do not be afraid or ashamed of starting your job from the bottom. If you want to be a graphic designer at your dream company, and all they have is a front office position, take it. Once you are in, you are in! You can now work your way to graphic designer dream job.

3) New opportunities bring forth new interests. Always learn something new.

4) If you want to do something..anything, JUMP!!! And don't look back.

Realignment

Recently, a change in direction occurred in my life. Very few people know about it, 10 people actually. With my penchant for market research, I conducted a quick survey. 6 people were very supportive, 2 people were “mildly” supportive, with the remaining 2 not supportive at all, with an added side of “Is this guy out of his mind?”

My future now has a new path, a new vision and a new destination. Scared shitless, obviously! Happy, definitely! Sad, no doubt! However, these emotions will help me cope and reach my new destination. With preparation and planning, I will achieve my new goals.

Same goes for a new brand alignment. Your vision and goals should be planned and mapped out. Having direction will get you to your destination faster and with less hustle and stress.

How will you align yourself today?


Others:
What I am reading: The Designful Company ~ Marty Neumeier
What I am listening to: Kid Cudi ~ Mixtape

Change Through Brand Migration

Last Saturday, a client invited me to their "Migration Party". The journey to this important event started 18 months ago. It included market research into the industry, where the results determined that brand migration should be carried out. This included a new company name, a new logo design including look and feel of collateral (business cards, letterheads, PowerPoint slide etc.), carrying out several workshops with the organisation to educate them on the values of branding, re-writing the mission, vision and values of the company and so on. Little did I know how this afternoon "party" will affect the owners and employees of the organisation.

On arrival, the parking lot was sectioned off. Tables and chairs were adorned with tasteful decorations. A chef was manning the weber with various marinated meats already sizzling in the afternoon sun. Foods and drinks furnished two tables. All was merry, there was a buzz in the air that something was about to happen. As Account Manager to this organisation, my welcome greeting would put most weddings to shame. Drink in hand, I proceeded to mingle, dance and take photos of the festivities.

An hour and a half later, everyone well fed, the COO and CEO made short speeches on the importance of this journey and this event. Most of the employees echoed how the brand migration exercise had also changed their perception and outlook for their future in the organisation. Next, was the main event. All stationery, products and anything that had the old logo, was gathered, thrown into a bin and set on fire. Now, most would think this is pointless. However, the magnitude of setting fire to bring in the new change is significant. The symbolism of this act proved to all that 'it was really happening'. This was evident to everyone, and silence followed…as everyone reflected on the journey to this point...and what lay ahead.

Moments later, everyone turned to the entrance of the office. The MC welcomed everyone to the new company and shortly thereafter, the CEO cut a ribbon tied to the door to mark the occasion. A new company was born. In their ‘new’ office, employees were presented with a gift bag containing their contracts in the new letterheads, card holders with their new business cards inside, a hat and executive business shirt complete with the new logo. They all broke out in song and dance (to Kidum) and the new organisation proceeded to party the afternoon away.

What’s the point of this post? Honestly, I didn’t want to go for this event. It was a Saturday! There was a Tri-Nations game I was missing! I had a high school re-union to attend! As I was driving home, I was glad of what I had been a part of. And glad to be a part of it. It made the torturous 18 months worth it. I had just witnessed the transition of an old company to a new company. Similar to a bride and groom before they become husband and wife. The moment from lighting the old stationery on fire to cutting the ribbon to dancing was truly incredible. Change is difficult for anyone, but the moment you embrace it and accept it, endless opportunities await you. And this company will be better for it. Because it’s not the change in the name, logos and business cards, but the change in people that will be the difference.

PS:
• Book ; Magical Worlds of the Wizard of Ads by Roy H. Williams
• DVD ; Trevor Noah – Daywalker 2 (South African Stand-Up Comedian)- Hilarious!

Why Bland TV ads don't work!!!

Yesterday (Sunday 24 July 2011) while waiting for Citizen news at 9pm, something strange happened?!? During the break between the Tusker All Stars show and Citizen news at 9, I was bombarded with an onslaught of TV adverts, none of which I remember 15hours later. Well...maybe the IPO for British "something" which is being launched soon, I think I saw LeBron James(sprite) and thats it.

The last memorable TV ad that I remember was "utahama lini". Brilliant and simplicity in execution, the ad recall was high. Before that, was the gargantuan effort by Safaricom "Niko na...", with its catchy tune and showcase of Kenya, was nothing short of EPIC. Whatever you think about the Safaricom TV spot, the recall of this ad will remain high in consumers.

Other than these two TV ads I've mentioned, I cannot think of any other that was memorable this year. 99 per cent of the TV ads I have seen this year are all bland, forgettable and unmemorable. Which brings me back to how I barely remember any TV ad last night. Why is it that Kenyans 'like to play it safe', 'settle for second best', 'do what the competition is doing tweaking this and that', and so on? Why, why, why?

The following point covers why we get bland TV ads;

- Misunderstanding the basic concept of Brand Differentiation. If you want to stand out and be remembered, you have to be different. When everyone goes left (banks with blue as corporate colour), YOU go right (bank adopting red as corporate colour). It is as easy and as simple as that.

Learning from history has always fruitful. Our TV ads are crap, because we do not do this due diligence. Companies such as Apple and Coca-Cola, have different marketing strategies from their competitors, who only seem to happy to copy and paste these strategies. Having similar TV ads only aids in increasing the brand value of the giant companies, i.e. Apple and Coca-Cola.

So, corporations and everyone out there, I implore you to change and be different. Challenge the status quo, and make interaction with your consumers more memorable. Otherwise, there will be no one who remembers what happened between Gaetano's silly moustached mouth blabbing and a sultry Julie Gichuru introducing the news.


What I'm currently doing;

Book - currently reading "Buyology" by Martin Lindstrom (for the third time)

TV Series - Game of Thrones; epic and a must watch

PS: Please follow @ahmedsalims on Twitter and help #FeedKe by donating as little as 250/- to feed a family of 6. It is your right and duty as a Kenyan to help your fellow Kenyans. Haki yetu.

When The Client Gives Up On You...

40-minute meetings now take less than 5 minutes!
Your Clients address you without a smile!
No more handshakes when greeting each other!
No one is happy anymore, its business business business!
You are thinking when will this project end!
Payments are late!
The list is endless...

All these happen to us, not just with clients but with other people in our lives. The questions running in your mind are so many, that you lose your train of thought...and alas, you are still in the meeting with said clients.

First, as professionals, we must do what we have always done and see the job through no matter what.

Try discussing what brought "us" to this point. Sometimes it can be rescued, sometimes it is futile. You have nothing to lose by asking.

If the client is tired and wants to move on, investigate how the project can be wrapped up...with or without your help.

In the end, you did your best. Thats what you were asked to do and you did it to the best of your ability. Case closed. No hard feelings. On to the next one.


*Special shout out to Kabeyu for helping me out last night. Client was very happy. Cheers.

**Book currently being read - This week it's a series of articles by Martin Lindstrom www.martinlindstrom.com

***Can this CJVetting and DPPVetting be over and done with already!!!

Touchy Clients

Ever had those clients that are not afraid to tell you how they feel about your work, your discipline, how you respond emails etc etc. Unfortunately all my clients are like that. But there very few clients that come around that really give it to you and you keep asking yourself "Why did I come to work?" Fortunately, I have three of them. These are the clients who tell you how the logo should be, what colour you should use and so on. Since they know what they want, why were you hired you may ask?

Being a "silver-lining-kind-of-guy", I love what I learn from these clients because it makes me better at my job, the domino effect felt by my other clients. Here are a few pointers/ideas/ideals whatever you want to call it, that help me deal with "touchy clients".

1. Remember you are helping the client. They should never tell you how to do the work they hired you for. If they keep this up, then its time to end the relationship period.

2. Research, research, research. You must know more about the industry your client is in, to better aid them differentiate their offering and positioning. When showing knowledge during meetings, the client is likely to put his trust in you when you make decisions.

3. Write everything down. In meetings, emails, texts etc etc. Have a paper trail and ensure that you have signed approvals/signoffs on work/milestones when reached.

4. Always have the clients best interests at heart. Put yourself in their shoes and empathize. After all, its their company, their baby, their everything.

5. If all else fails, get your tongue lashing and take it like a man/woman. People dealing with clients should have a hard shell and NEVER take things personally.

Whatever ideals you may use from the above or maybe you have your own ideals, remember to have fun and never give up. Whatever the case, you will get better at your job.

Apologies!!!

It has been almost six months since I wrote anything on my blog, and for that I apologize. It could be said that I had nothing to write about but its pure laziness which is currently being rectified.

Living Digitally!

Who would have thought our lives will be run and managed digitally! I'll say I had a fair inkling, but that's thanks to my friends in the ITC sector. Everything and anything is online, can be found online or will be done online. As the quote goes..."there's an App for that." Some daily uses include;

- Online banking i.e. checking balances, transferring money and so on
- Social networking
- Writing your blog post
- Finding anything i.e. Mocality
- General daily living - facebooking (yes, it's part of your life), photosharing, getting up-to-the-minute news around the world, twitter, LinkedIn and so on

With the current drop in call rate by mobile phone providers in Kenya, competitive advantage will be gained from services provided and roll out of 3G. Data IS the way this decade. The introduction of smartphones (high and low end) will be advantageous to all in accessing certain services we have now and those yet to come.

So the abundant supply of phones (hopefully the era of having 2-4 phones will cease), will become part of our lives...just like taking a shower!!! And the emerging and developing economies will lead the pace.

Business as usual, spectacular display, disloyalty and change!

It has been a while since I wrote something...anything. Since my last post, the LA Lakers won the NBA Championship...again, a spectacular World Cup occurred on African soil and LeBron James confirmed what I have always thought about him. Meanwhile back home, we are prepping to vote for the referendum on Aug 4 2010.

So what can be learnt from all this? The Lakers are still the best team in the NBA, living up to their brand in a 7 game final series. Africa can and did host the hell out of the biggest event on the planet, all the while the western media critiques small details like the "vuvuzela", referees and goal line technology! Read your FIFA rule book. Furthermore, the "vuvuzela" just highlighted the fact that we are a musical people who know how to have fun. Unfortunately, the said instrument is currently being banned in Europe and the Americas during football matches. A 25 yr old kid from Cleveland just shifted people's perceptions of him, for the worse. And the results of the referendum could potentially damage our beloved country further.

Just a few things on my mind on this Friday afternoon. Nothing much to do with branding, but at least I am back to writing. Need to reinforce MY brand.

Until next time.

Innovation To Strengthen Brands

Innovation has been known to strengthen a company/brand products and services. It is not by some new wave type of thinking/idea/product or a radical innovation (making previous products almost obsolete, for example CDs). It is small things in business models, processes or customer service that propel companies beyond their competitors. It leads to differentiation of the brand and the interaction with the consumer will help build awareness and hence loyalty.

So go out there and try and innovate. Do something different or better than competitors and it will resonate with your consumers.

Where else is "The Superstar Effect" applicable?

Just read an interesting article called "The Superstar Effect". It talks about superstar effect, how their rivals choke and how it affects their performance. I was wondering whether this phenomena is noticed anyway else. In our lives, careers, friends etc. What do you think?


Click on the link to read the article
http://online.wsj.com/article/SB10001424052702303960604575158122511930684.html

Name game shows Toyotas strength

As Toyoda deals with the Senate hearings in the US, the Toyota brand is still very strong. How do I know this? I was playing the name game with my workmates a couple of weeks back. The rules of the "Name Game" are that you mention any category, lets say countries, and start alphabetically until one falters. For example - Algeria, Bulgaria, Canada...get the gist. During the game, one of the categories was cars, and this is how it went. Aventis, Blitz, Corolla, Duet, Estima, Fielder, Gaia, Hilux, Ipsum, Jaguar, Kluger, Landcruiser, Mark II, Noah, Opa, Prado, Quattro, Rav 4, Spacio, Terios, Urvan, Vitz, Wish, X-trail, Yaris, Zonda, Avalon....and so on.

It is evident that in Kenya the Toyota brand is still very very strong and it is also clear that it has top of mind recall. Almost every other car is a Toyota of some kind, KWS uses Toyotas to do their work, most Tour Companies operate Toyota vans and buses. Brand loyalty begets brand evangelism, which begets high profitability.

How do you think this brand is faring in Kenya and other parts of the world?

Manners bringing down Kenyan Brands

For the third time this year, I ventured into a local mobile provider service shop in Yaya Centre, Nairobi. And for the third consecutive time, came away with nothing. On this instance however, I was bamboozled by the lackluster performance, rudeness and arrogance of the customer service lady (I think she was smiling on the inside). She did not even care about what I wanted to inquire about, she did not know the company products and when she received a phone call, she turned around in her chair and reverted to the vernacular and proceeded to provide salutations to Irene and regale her on her merry Easter weekend antics. It was at this point that I knew that most if not all Kenyan companies are doomed (research pending to confirm this). And was also very close to changing providers.

If this is how our biggest companies in Kenya and East Africa behave, then the brand value of said organisations will slowly and surely start to crumble. Brand value in an organisation starts from the ground up. Without this support system, organisations are going to sensationally come crashing down. Please big companies in Kenya, start instilling brand value and make sure all staff become brand ambassadors and then practice brand evangelism. People who are proud to wake up and go to work in the morning. People who are proud to talk about their company to the point of showing off. People who...People who...People who....You see where I am going with this.

Huhhhh finished venting. Thats my 2 cents. Let me know what you think?

Family Branding from SAMCRO

Just finished season 2 of Sons of Anarchy yesterday (great and highy recommended show). Now, I am new to the Branding market and scene so this may or may not make sense to you. But bear with me as I try and explain my view.

When SAMCRO is in trouble, the Motorcycle members go to the clubhouse and think of a retaliation to the situation. They then come up with a plan of action and execute it, mostly with dire or fatal results. But "their" end result is that they did it as a family. The support and loyalty in SAMCRO is immense.

The same concept can be carried out in organisations. When faced with a difficult situation, it is always best to regroup, brainstorm, come up with a plan and execute it, TOGETHER. The common situation of action to a reaction should stop. Working together as a family, an organisation can "adapt" and progress.

Assignment of the week - Watch Sons of Anarchy for lesssons on family.

What do you think?