Success Beyond Borders

By nGülam

nGülam drives scalable growth for Enterprise B2B companies in Technology, Media, and Telecom. We combine strategic Go-To-Market consulting, our proprietary GrowthBridge™ methodology, and a unique embe... more

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FAQs about Success Beyond Borders:

How many episodes does Success Beyond Borders have?

The podcast currently has 35 episodes available.

Success Beyond Borders episodes:

November 19, 2024Revolutionizing CTV Advertising for Everyone (S01E14)
This podcast episode provides a deep dive into the world of connected TV (CTV) advertising, exploring both the tremendous opportunities and the significant challenges that define this rapidly evolving landscape.
The episode begins by highlighting the explosive growth of CTV ad spending, which is projected to reach $23 billion in 2024, representing a 35% increase compared to online video advertising.

This growth is driven by CTV's unique advantages over traditional advertising, including precise targeting capabilities that allow advertisers to reach specific audience segments based on demographics, interests, and online behavior.

The episode emphasizes the data-driven nature of CTV advertising, contrasting it with the guesswork of traditional TV advertising. CTV offers granular data on ad performance, enabling advertisers to measure impressions, completion rates, and even conversions. This allows for real-time optimization and ensures that ad campaigns deliver maximum impact and return on investment.

However, the episode doesn't shy away from the challenges inherent in the CTV advertising space. A key issue is low fill rates, meaning a significant portion of available ad inventory remains unsold. This results in lost revenue for platforms and a less engaging experience for viewers who may encounter repetitive ads or blank screens.

FAST channels, which offer free ad-supported streaming, are particularly affected, with fill rates as low as 38%. Even premium streaming services like Netflix and Hulu experience lower fill rates than other digital advertising channels.

Several factors contribute to these low fill rates:

This high cost of production can reach tens of thousands of dollars, creating a barrier to entry, particularly for small and medium-sized businesses (SMBs).

Another major challenge is the lack of standardized measurement and reporting across platforms. The fragmented CTV landscape makes it difficult to obtain a comprehensive view of campaign reach and impact, leading to data discrepancies and attribution complexities.

The episode also acknowledges the high cost of entry into CTV advertising, often dominated by large brands due to minimum spend requirements and complex buying processes. This leaves many SMBs behind, unable to leverage the power of CTV advertising.

Despite these challenges, the podcast episode emphasizes that the CTV world is still evolving, and with that evolution comes opportunity. Emerging solutions offer a glimmer of hope:

The episode stresses the need for transparency in the CTV advertising ecosystem, advocating for consumer awareness and control over data usage, as well as ethical and responsible data practices by advertisers. Initiatives like the Digital Advertising Alliance's AdChoices program for CTV are highlighted as steps in the right direction.

The podcast episode concludes on an optimistic note, emphasizing that the future of CTV advertising is promising. It encourages listeners to be curious, stay informed, and embrace the dynamic and evolving nature of this space.

Looking ahead, the episode highlights several key trends to watch, including:
This podcast episode provides a comprehensive overview of the CTV advertising landscape, exploring its strengths, weaknesses, and future potential. It offers valuable insights for advertisers, platforms, and anyone interested in understanding this rapidly evolving industry.
To learn more --> https://ngulam.com/
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25min
November 13, 2024The Secret Weapon for SaaS Growth: Embracing External Expertise (S01E13)
This podcast episode focuses on how media and telecom SaaS companies can succeed in a fast-paced and evolving industry. Many companies overlook the power of external expertise, which can be a "secret weapon" for achieving growth.
The episode explores several key areas where external expertise can be beneficial:
Hybrid Sales Models: Companies using hybrid sales models, combining in-person and remote interactions, see revenue increases of up to 50%. They discuss how external experts can help companies implement these models effectively, including assessing sales team skills, defining roles and responsibilities, and determining the optimal mix of in-person and remote interactions.

Hyper-Personalization: The episode emphasizes the importance of hyper-personalization, noting that B2B companies using it are twice as likely to gain significant market share. External experts with data analytics expertise can help companies leverage customer data to create tailored content and solutions that resonate with specific customer segments.

Sales Enablement: Sales enablement goes beyond just providing sales teams with tools and technologies. Training and ongoing support from external experts to ensure that sales teams effectively adopt and utilize new tools. The episode mentions an example of a company that used technology to streamline international deals, allowing them to focus on the US market.
Company Culture: The episode emphasizes that achieving sustainable success requires fostering a company culture that embraces agility, data-driven decision-making, and a customer-centric mindset. The hosts discuss how external consultants with change management experience can help companies navigate cultural transformations, identify core values, develop change management plans, and create a culture of continuous learning and improvement.
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27min
November 05, 2024 Unlocking Growth and Maximizing Returns in Media / Tech Private Equity (S01E12)
In this episode of "Success Beyond Borders", we explore the exciting world of Media/Tech private equity, guided by insights from a fascinating report by nGülam. The episode discuss how the industry is undergoing a monumental shift, offering immense opportunities for those willing to adapt and embrace a new playbook.
This episode unpacks the unique challenges and opportunities that define today's TMT landscape, from navigating a complex regulatory environment to harnessing the power of digital transformation and AI. The episode emphasize that the traditional private equity playbook of cost-cutting and financial engineering falls short in this rapidly evolving sector. Instead, a growth-oriented mindset is crucial, one that prioritizes innovation, strategic expansion, a strong sales engine, and a company culture that thrives on continuous improvement.
The episode explores the growing trend of strategic partnerships between private equity firms and specialized TMT consulting firms. nGülam highlights the value these partnerships bring, including deep industry knowledge, go-to-market expertise, an objective viewpoint, and invaluable connections. The episode present a compelling case study of a media company struggling with digital transformation, demonstrating how nGülam's expertise helped them achieve a 30% increase in digital revenue within a year.
The episode concludes by offering listeners key takeaways and thought-provoking questions. Listeners will walk away with a deeper understanding of the TMT private equity landscape and the strategies needed to thrive in this dynamic and rewarding sector.
Don't miss this insightful deep dive into the world of Media/Tech private equity!
To learn more check the article: https://ngulam.com/unlocking-growth-and-maximizing-returns-in-media-tech-private-equity/
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15min
October 28, 2024Navigating the Fragmented Media World (S01E11)
The media landscape is rapidly evolving, with new platforms and technologies emerging constantly. For content creators, this presents both opportunities and challenges. This episode explores the complexities of multi-platform distribution in the digital age, providing insights and actionable strategies for success.
The episode covers the following key topics:
Platform Fragmentation: The rise of streaming platforms has led to a "proliferation of platforms," each with its own unique technical specifications. This fragmentation makes it difficult for content creators to reach their target audiences effectively.

Technical Challenges: Distributing content across multiple platforms requires overcoming numerous technical hurdles, including format conversion, resolution and aspect ratio adaptation, multiple language versions, advertising integration, and performance tracking. These challenges can be daunting, especially for smaller productions with limited resources.

Regulatory Complexities: The regulatory landscape, particularly in Europe, adds another layer of complexity. Content creators must navigate varying regulations, including levies and investment mandates, to access different markets. This can impact both creative decisions and budgets.

Content Saturation: In a digital landscape saturated with content, standing out is a major challenge. Content creators must focus on creating unique, high-quality content that offers genuine value to their target audiences.

Strategies for Success: The episode discusses effective strategies for navigating the fragmented media world, including choosing the right distribution partners, leveraging niche marketing, and understanding the opportunities presented by the rising demand for local content.
By tuning in to this episode, listeners will gain a deeper understanding of the challenges and opportunities presented by the fragmented media landscape. Content creators will learn actionable strategies to overcome technical hurdles, navigate regulatory complexities, and achieve success in the ever-evolving digital world.
Are you ready to take the next step? Reach out to us at nGülam for a personalized consultation and let’s chart your path to success together.
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13min
October 22, 2024How to Achieve Sustainable B2B Revenue Growth in the European Telco Market (S01E10)
This episode explores the intricacies of selling to European telecommunications companies, providing listeners with a guide to navigating this complex and lucrative market.
The European telco market offers unique challenges and opportunities for businesses seeking entry. The market is characterized by a diverse landscape and the dominance of a few major players.

Key trends shaping the market include the rise of 5G and 6G technologies, increased demand for cybersecurity solutions, the growth of the Internet of Things (IoT), and the ongoing digital transformation of the industry.
5G is driving investments and creating opportunities in areas like IoT, augmented reality, and autonomous vehicles.

The need for cybersecurity is increasing due to the rise of e-wallets and online payment systems.

Telcos are playing a crucial role in providing connectivity and infrastructure for the rapidly growing IoT market.

Telco companies are embracing digital transformation, focusing on cloud computing, network virtualization, and data analytics.

Businesses must adapt to these trends to thrive. They can capitalize on these trends by offering solutions that support digital transformation, providing cutting-edge cybersecurity, and catering to the burgeoning IoT sector.

Understanding the regulatory landscape is crucial for compliance and successful business operations. The European telecommunications market is subject to diverse regulations across different countries.

Sustainability and ESG (Environmental, Social, and Governance) factors are increasingly important for telco companies. Demonstrating a commitment to sustainability and ethical practices can enhance a business's reputation and attract telco customers. Europe is at the forefront of ESG regulations.

Building strong relationships with key players is paramount. Most Tier 1 telco providers operate within country boundaries.
These providers often have long histories and established relationships are crucial for success.

Key players include:

Account-based marketing (ABM) is essential for targeting telco companies. They have complex decision-making processes involving multiple stakeholders, requiring tailored sales strategies and relationship building.

Starting with smaller, Tier 2 and 3 operators can be advantageous. These companies may be more open to new solutions and can provide references for larger Tier 1 players.

Collaborative initiatives, like the Go Ignite alliance, highlight the value of partnerships. These alliances, formed by major telco companies, connect startups across regions, providing resources to help them scale.
They offer startups access to new markets, mentorship, investment opportunities, and platforms to showcase innovations.

By understanding industry trends, building strong relationships, adopting a strategic sales approach, and considering collaborative opportunities, businesses can position themselves for success in the European telco market.

Reach out to learn more.: https://ngulam.com/contact
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25min
October 15, 2024Churn-Proof your SaaS (S01E10)
This podcast episode explores the critical topic of customer churn in the SaaS industry and provides actionable insights for companies to effectively predict and prevent it. In today's competitive SaaS landscape, retaining existing customers is paramount, as acquiring a new customer can be five times more expensive. The episode highlights the significance of customer retention as a key growth factor for SaaS companies, evidenced by a 2024 report that identifies achieving sustainable growth and retention as the biggest challenge for B2B SaaS companies.
The episode will guide listeners through a structured approach to developing and implementing a robust churn prediction model. Key steps discussed include:
Analyzing customer behavior and engagement metrics to understand how customers interact with the product.

Testing and shortlisting potential churn drivers using historical data, leveraging data analysis and churn interviews.

Designing statistical logic and thresholds using Machine Learning (ML) or Generative AI (GenAI) to signal potential churn risk at an account level.

Creating risk level clusters and prioritizing accounts based on the value they generate, typically measured by Annual Recurring Revenue (ARR).
The episode emphasizes the benefits of implementing a churn prediction model, including cost efficiency, increased revenue, and improved customer satisfaction.
The episode showcases a successful collaboration where nGülam developed a Machine Learning-driven model to optimize customer interactions for a software provider, ultimately strengthening customer relationships.
Furthermore, the episode discusses current trends in customer retention, such as the use of predictive analytics to anticipate customer behavior, personalized customer experiences tailored to individual preferences, and the integration of AI for more efficient and effective interventions. The episode concludes by urging SaaS companies to prioritize developing a thorough retention strategy to achieve sustainable growth and long-term financial stability.
To learn more, let us know.
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12min
October 09, 20244 Cs of Innovative Selling (S01E09)
This podcast episode explores the 4 Cs of Innovative Selling – a framework designed to help businesses thrive in the modern B2B sales landscape.
Traditional sales methods are no longer as effective because salespeople spend 72% of their time on non-selling activities.

To address this challenge, the episode introduces the 4 Cs: Commitment to Technology and AI Proficiency, Current Go-to-Market Strategy, Customized Sales Journeys, and Consistent Performance Optimization.
Each "C" is discussed in detail, providing listeners with actionable insights:
Commitment to Technology and AI Proficiency highlights the importance of leveraging tools like ChatGPT and Sales Engagement Platforms to streamline sales processes and increase efficiency.

Current Go-to-Market Strategy emphasizes the need for personalization and scalability, moving away from outdated bulk email tactics.

Customized Sales Journeys stresses the significance of understanding prospects' entry points in the sales funnel and tailoring the approach based on their level of awareness (cold, educated, or fully vetted).

Consistent Performance Optimization advocates for continuous analysis and improvement of sales processes through real-time data and insights.
The episode also includes real-world examples of how nGülam, a sales consulting firm, successfully implemented the 4 Cs framework for their clients, resulting in increased sales, improved efficiency, and enhanced market penetration.
The episode concludes by emphasizing the importance of adapting to the evolving sales landscape and provides listeners with actionable steps to implement the 4 Cs of Innovative Selling in their own businesses.
To learn more, reach out at https://ngulam.com/contact
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19min
October 07, 2024Navigating the European Market: A Strategic Roadmap for SaaS Solutions (S01E08)
This podcast episode focuses on helping Software as a Service (SaaS) companies develop a go-to-market strategy for selling in Europe.
Understanding the European Market: The European market is characterized by stringent data privacy regulations like GDPR, diverse cultures, tech-savvy clients, and a dynamic geopolitical landscape.

Crafting a Strategic Market Entry Plan: SaaS companies should align outsourcing goals with business strategies, vet partners with European experience, build trust, establish effective communication channels, measure performance, and leverage outsourced sales teams for competitive advantage.

Embracing Digital Transformation: SaaS companies should leverage sales development technologies, adopt data-driven strategies, and stay ahead of the curve in the rapidly evolving B2B outsourcing market.
To succeed in the European market, SaaS companies need to understand the unique characteristics of the market, craft a strategic plan, and embrace digital transformation.
To learn more, contact us at https://ngulam.com/contact
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10min
October 05, 2024Navigating the Evolution of Film Release Windows in Europe (S01E07)
The European film industry is in a state of flux, with traditional film release windows being challenged by the rise of digital platforms and the impact of the COVID-19 pandemic. Understanding these shifts is crucial for navigating the evolving landscape and capitalizing on emerging opportunities.
This podcast episode offers actionable insights for industry leaders, focusing on:
The Fragmentation of European Markets: Unlike the unified US market, Europe presents a complex web of regulations and industry agreements related to film release windows. This episode will unpack the specific challenges and opportunities this fragmentation presents for media companies seeking to expand their reach and maximize revenue.

Strategic Market Analysis: This episode emphasizes the importance of conducting thorough market analysis to tailor release strategies for each European territory.

Building Local Networks: Successfully navigating the complexities of European markets requires establishing strong local networks and partnerships. This episode highlights the crucial role of these networks in navigating diverse regulatory environments and securing advantageous deals.

The Power of Flexibility: With the traditional, rigid release schedule becoming increasingly irrelevant, media companies must embrace flexibility. This episode explores how negotiating release windows on a case-by-case basis and embracing digital platforms can unlock new revenue streams and maximize the impact of marketing campaigns.
This episode provides listeners with essential insights and strategic guidance to adapt to the evolving film distribution landscape in Europe. It underscores the need for a proactive and informed approach to capitalize on the opportunities presented by shorter release windows and the growing dominance of digital platforms.

To learn more, contact us here
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8min
October 04, 2024Unlock your B2B Sales Potential (S01E06)
This podcast episode explores proven strategies for B2B sales success, especially for startups aiming for rapid growth and scalability.
Outsourcing sales to local experts offers a significant advantage as they possess established networks and relationships, enabling faster market entry. They can also help navigate regulatory complexities and ensure compliance with local regulations.

Utilizing advanced technologies, such as AI and predictive analytics, can drive efficiency and improve conversion rates by precisely targeting the right prospects at the right time.

Building a robust network of decision-makers and influencers is crucial for opening doors and securing high-value deals.

Tailoring sales strategies to align with local business practices and regulatory environments in different markets is essential for enhancing market penetration and compliance.

Focusing on core competencies, like product development and innovation, becomes possible when sales functions are outsourced.

Scalability and flexibility are key benefits of outsourcing, allowing startups to scale their sales efforts up or down based on market demand without being constrained by a fixed in-house team.

Data-driven decision making, powered by AI and machine learning tools, helps target accounts precisely and develop effective engagement strategies, ensuring marketing and sales campaigns reach the right audience.
By adopting these strategies, startups can navigate the complexities of B2B sales, achieve rapid growth, and transform into market leaders.
To learn more contact us.
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17min

FAQs about Success Beyond Borders:

How many episodes does Success Beyond Borders have?

The podcast currently has 35 episodes available.