Dennis Mulder: How Microsoft Leads by Example in Digital Transformation

As many organizations continue to search for balance in the new digital landscape, leaders are faced with the mammoth task of managing both technological and cultural change. We speak to Dennis Mulder, CTO of Microsoft Netherlands, on leveraging data in digital transformation and the crucial role of leadership in creating a smooth transition to hybrid work.    

 
Gain more insights from Dennis Mulder’s panel discussion on accelerated growth in the digital landscape during the ME Executive Day in the Netherlands.
 

Many businesses are still finding their footing in the hybrid work environment. How can leaders ensure a successful transition into the hybrid work model?

The pandemic and change of expectations of a hybrid setup have changed the landscape quite dramatically. Companies that have gone through a digital transformation before the pandemic are really thriving now in this new world.   

But with a lot of economies opening up now, I think many companies are still looking for the right balance. How much work do you do from home? What do you expect from people? How does that play into the technology that you need?  

You want to be inclusive of the people who are working remotely and that’s hard if the majority are physically in the office. So that’s it, figuring out that balance and what it means for companies.   

I think the key here is that leaders need to lead by example. They have to show that sometimes, it’s ok not to be in the physical meeting room. Showing how the balance works out for them and being a little bit vulnerable about their own struggles is going to help bring comfort to people to make the decisions that fit them best.

 

What challenges do organizations face when transitioning to a distributed enterprise? How can leaders overcome these challenges?

What we call the digital transformation process – where more processes and products rely on digital technology – is, in many ways, also a cultural change. People need to do things differently. And in general, people are open to change and are willing to change but they do not want to be changed. So, telling them to change does not always work.   

I firmly believe leaders need to lead by example, as I said. But another key area is to address the cultural change and take the time to make it a process.   

PROSCI is a change management methodology that talks about what people need to change. The fairly famous acronym is ADKAR – awareness, desire, knowledge, ability, reinforcement. So, why are we making the change in the first place? Why do I have to change? What do I have to know to change? Do I have the right skills?  

Procedures and processes are really changing. So cultural change requires a process to drive that change. 

 

How can businesses leverage technology to support this move towards a distributed enterprise approach?

In general, we don’t have enough developers to fulfill the needs of tech for all these companies. There’s a war for talent and companies have a hard time retaining tech talents. So, we need to adopt tools to enable more people to develop or build software.   

If your enterprise developers focus on exposing the data on building APIs to access core systems, often called systems of record, then you can do systems of engagement – more on the faster apps and web app experiences and other similar things.  

Customers also want to see innovation sooner, so if you have more people focus on those in an agile way, building on top of the core systems of record, provided that they are thoroughly thought through by enterprise developers, we can get more done. We can automate more processes ourselves instead of just relying on the IT Department.   

And for that, you have a lot of platforms for rapid application development, or what they call robotic process automation platforms. Low code is what it’s often called as well. These tools in our portfolio are really needed to support this move to this distributed enterprise.

 

What should businesses focus on when implementing cloud computing in their digital transformation process?

Cloud is a key foundation for the entire digital transformation. It is foundational because it allows you to level up. It allows you to focus on functionality over raw computing. It will make you more agile.   

But what you have to do before you broadly adopt it is to think it through. I always make an analogy with a city. If you want to build a city – in this case, the city is your application portfolio in the cloud – you do need to have electricity, sewers, roads, and utilities. If you just let people go to swipe their card and do some cloud, you will get a lot of integration issues and a lot of dead roads and dead-end streets.   

So, you need to have a central governance organization that hands out access to the cloud based on the knowledge that the receiving team will have autonomy but stay within the guardrails or rules of the company. It’s about finding the right balance between autonomy versus speed.   

In cloud, you’ve outsourced many things to the cloud vendor. There’s a shift in responsibility and that requires governance. Same with low code platforms. You do need to govern what goes where. It’s tempting to jump right in, but you’ll shoot yourself in the foot if you do.

 

How can organizations use data and technology to enable growth and ensure resilience amid global disruptions?

Data is the new oil, or data is the new gold, right? That’s what a lot of people say.   

The way I look at it is we have this notion called a digital feedback loop – the prongs are engage customers, optimize operations, empower employees, and transform products. Data is produced in all four areas, but all four areas can be strengthened with data from the other areas.   

For example, Tesla collects a lot of data from the car and their product in order to improve their manufacturing and customer support processes. So how can we take data out of a certain product to make employees better, for example?  

There are some bridges to cross, though, because often the operational data is owned by someone else. Same for product or customer data. This gets into data governance across the enterprise. It is another area that requires investment.   

Ultimately, combining these data sets and applying AI on top of it can get you a competitive advantage if you think it through well. Data becomes the centerpiece that you use for data-driven decision-making.

 

What are some key trends in technologies for 2022 and 2023?

A lot of companies are on this digital transformation journey. To me, it’s about how we can accelerate that. This is where things like AI and low code platforms come into play. How can we transform the entire organization to embrace technologies to drive change?  

From that perspective, it’s more about organizational change in many ways.  As a CTO, you would argue that I probably talk about tech all the time. But most of my conversations with customers and my equivalents in large enterprises are about how we can transform the organization and people, about changing people and how they think about things instead of the next great piece of tech.   

It’s still about people-process-tech. We’ve been saying that for many years. But I think it’s also about data. I talk about people-process-tech-data as being the core thing to think about and not seeing them in isolation. Instead, connect them to really become successful with cloud and open-source platforms.   

Sometimes mindsets are blocked. In certain organizations, a CISO department may restrict access in an attempt to reduce risk. But that’s the wrong way. To take the analogy with the roads, of course, you can enter but we keep you safe with guardrails and other capabilities.  Quite a few companies are struggling with finding the right balance. 

 

How can they overcome that hurdle?

I firmly believe leaders need to lead by example. They must create this fearless organization where experimenting and making mistakes is okay and not punished. Give people enough autonomy to figure things out.   

It’s more cultural than it is technological or anything else.  I think Microsoft is an example of where that works, and we’re still on that journey. It requires inspirational leadership and good examples.  

  

*The answers have been edited for length and clarity.  

The Power of Social Selling: Why & How It Works With C-level Clients

You must have heard the term “social selling” before.  It’s all the rage, and rightly so. We’ll get into why it’s so popular a little later, but first, let’s understand social selling vs social media marketing or advertising.  

 

What is social selling? 

 

LinkedIn defines social selling as “leveraging your social network to find the right prospects, build trusted relationships, and ultimately achieve your sales goals”.  

In other words, the foundation of social selling is building a relationship with your audience and potential buyers so that when they are ready to make a purchase, you are who they think of first. 

After all, buying and selling are inherently social activities. Back in the day, we would meet up with people in our communities to exchange reviews about different products and services. Today, we do this on the internet. Our neighborhood became a lot bigger.  

Social selling puts you, the brand, into that neighborhood so you can still connect with your clients directly and put your brand at the forefront of the minds of C-level decision makers. Social selling done well can potentially replace cold calling altogether. Wouldn’t that be great? 

 
Open up conversations with decision-makers with Management Events. Discover how Dell benefitted from our services.
 

What does social selling look like?

 

A word of caution: Social selling is not spamming. You don’t want to bombard your audience with unsolicited messages. Instead, focus on having meaningful interactions and presenting specific solutions to specific problems.  

It’s about positioning your brand as trustworthy and valuable, not annoying.  

One way to do this is by creating social media posts highlighting how one of your products solves a specific problem for a specific group of people. This can help naturally attract your target audience to your profile and brand, therefore building trust and encouraging sales. 

For a B2B company, this can look like generating content to encourage conversations and engagement with your audience. Your sales team members can and should also participate on social media to interact with the brand’s target audience. Over time, a relationship can be built. The visibility from those interactions will trickle back to your organization.  

 

Social Selling Index (SSI) 

 

Importantly, social selling can have a positive influence on certain marketing metrics like referrals, direct traffic, exposure to new audiences, and more.  A well-executed social selling strategy will create a snowball effect with your audience helping spread the word of your brand and generating more inbound leads.  

But how do you know your strategy is working? 

LinkedIn introduced the Social Selling Index (SSI) back in 2014 which measures the impact of social selling on the LinkedIn platform and Sales Navigator.  

The platform outlines four components that it uses to generate a score: 

  1. Establishing a professional brand with a well-managed LinkedIn profile 
  1. Finding the right people on the platform 
  1. Sharing relevant, conversation-inspiring content 
  1. Building and strengthening relationships.  

You can access your SSI score in Sales Navigator. It could also be helpful to keep these four components in mind when building your social selling strategies. 

 
For more tips on how to ace social selling with C-level clients, read our 8 Social Selling Tips for Building Trust.
 

Why should you care about Social Selling? 

 

If you’re still not convinced, let’s look at some benefits of incorporating social selling into your toolkit.  

It is effective

Think about your own experience with brands on social media and you’ll see that social selling is an effective marketing strategy.  

In fact, LinkedIn reports that businesses that excel at social selling generate 45% more sales opportunities than those with lower SSI scores. Additionally, businesses are 51% more likely to reach their sales quota when they prioritize social selling.  

Need more numbers? 78% of businesses who deploy social selling techniques outsell businesses that are not on social media. 

 

It builds real relationships

 

Real relationships ultimately translate to value. 

A 2021 Forbes article notes that 66% of business event professionals have postponed events while 87% have canceled because of the pandemic. Networking has shifted mostly online now, making this the perfect time to prioritize social selling.  

With this approach, you can create those real relationships with your customers where they are already actively engaged in conversations. Social selling targets the decision-makers who are already interested in what you are selling and who are further along in their buyer’s journey.  

By making authentic connections and offering useful information when the time is right, you develop customer loyalty and brand awareness, while still maintaining that personal touch. Do this well to set yourself apart from your competitors, since 73% of customers say that just one extraordinary experience raises their expectations of other companies

 

Social buying is already happening 

 

The Global State of Digital 2022 reports that there are currently 4.62 billion social media users, that’s a 10.1% increase from the previous year. Facebook remains the most-used social platform but there is an overlap and other platforms still see hundreds of millions of active users each day.  

Crucially, people are not just on social media to socialize. They are also engaged in brand research. About 28% of the oldest group surveyed (55 to 64-year-olds) do their brand research on social media. The numbers increase as we look at younger users which is at 51-56% for 16 to 24-year-olds. 

Salesforce also reports that millennials and Gen Z’ers are 4.1 times more likely to cite user-generated content such as reviews and photos as an important consideration when making a purchase. So as the younger generation’s purchasing powers rise and they become the new generation of C-suites, social selling will only create more opportunities.  

Some snapshots of other important figures: 

  1. 70% of Instagram users use the platform to research services and products 
  1. 70% of YouTube users say they have purchased from a brand after seeing it on the platform 
  1. 18.3% of American Facebook users made a purchase on the platform in 2020 
 

You don’t want to get left behind 

 

As of 2020, Statista estimates that 25% of e-commerce enterprises worldwide were planning to sell their products on social media. As for B2B marketers, 96% use LinkedIn for organic marketing, with Facebook and Twitter come second with 82% each according to Content Marketing Institute. 

Whether you’re a B2C or B2B company, your competitors are already engaging in social selling. You’ve already seen how effective this approach is. Social selling can preserve and even improve your competitive edge the sooner you get on it.  

Christine Cheminay: There’s No One-Size-Fits-All Solution For Supply Chain Resilience

From the semiconductor crisis to a global pandemic and now the Russia-Ukraine war, the automotive industry has struggled with supply chain challenges because of global volatility. We speak to Christine Cheminay, Director of Global Purchasing Battery Systems at Webasto Group on the supply chain challenges facing the automotive industry, sustainability, and women in leadership.  

 

Global developments, such as the COVID-19 pandemic in 2020 and the recent Russia-Ukraine war, have a ripple effect across industries. What are some supply chain challenges facing the automotive industry right now?

It is a very volatile situation and indeed, while we start from COVID-19, let’s also not forget about the semiconductor crisis. We have been facing a shortage of chips for almost two years and are chasing electronic components on a daily basis.  with COVID-19, the effect was increased because, in that period, modern consumer products got a stronger focus while automotive volumes went down. As now both industries want to be on a high level, we face a shortage and price increase.

We see the same effect on energy and logistics for the past year. Plus, the raw material prices have increased and now there is war in Ukraine where we have partners and suppliers that we need in our chain.

What it led to is a need for us to be fast in creating a task force and implementing it in our daily business, to have daily check routines, resilient people, and reliable supply chain tools. This is a challenge.

It is putting a lot of pressure on people. COVID-19 brings a lot of mental challenges. Not for everyone, but there are people who are tired, lonely, and stressed – overall overwhelmed by this situation, and we should not forget this in the daily run of activities.

I think that tension must be in the daily focus of leaders in a company – to think about how we care about our people. Where can we support them and how can we create balance?

And it is not only about big steps. I think we need to watch the small steps and small support for our people. It is an attitude of how we approach our people to get into a positive mindset based on our values, our culture.

But of course, the longer these struggles last, the more exhausting it is for everybody. So that’s why we cannot just rely on being friendly to each other or doing an activity together. We must really think about how to implement an environment that is supporting the challenges of the market.

 

How can businesses ensure supply chain resilience amid disruptions due to global crises?

That’s interesting because we’ve talked about resilience for almost two years now. We started with COVID-19, and now companies who can be resilient have already implemented plans.

But in an individual business-related situation, we need to look at what resilience really means. For purchasing, it can mean different sourcing behavior (e.g. multiple-sourcing instead of single sourcing). Or can we change to a different material or technology?

For me, a one-size-fits-all solution doesn’t exist.

I really believe that sometimes we need to be creative or change the demand. And that cannot be implemented from just one function. It always has to be a cross-functional activity in a business environment.

For example, if I have a certain chip on a battery management system that I foreseeably cannot get on the market, the team of purchasing, R&D, validation, and sales need to find a solution together.  

And what I also believe is that, to some extent, we need to accept that there are disruptions. I do not see an end for the moment. Rather than just accepting the situation, we prepare and support our people in the best way. We need to understand which people are not coping well with this pressure and guide them as leaders.

 
Keep up with the latest digital trends in our 90Minutes Insights webinar series. View the full schedule here.
 

What do you think are the main obstacles organizations in the supply chain and automotive industries face with improving their ESG initiatives?

It’s kind of an additional focus that we have seen for a while. I really trust, especially in automotive, that we are already good to some extent. But what I see is that we have to decide on the right tools and define the right measures for baselines and targets. If you have that, you can always define a strategy and ensure that it fits to the business.

Sustainability has a price tag, and I think as a society, we must be honest about that. I think sustainability won’t be possible by just doing things differently. I think we also need a change in our approach and how we measure our business, our sustainability.

Let us compare it to personal behavior. If you are truly convinced that it’s better to buy local products, you will change your behavior.

Coming back to business, the whole supply chain is responsible. For me, there is a big chance now to take a holistic approach to how we, as a society, want to treat the environment, the world, and what are the consequences. How do we ensure that what we intend to do is happening on every level of the chain?

In this matter, digitalization and data solutions are key aspects as well. I don’t think any of this is possible without that.

 

Though the number of women in leadership positions has increased overall, the automotive industry appears to be lagging in this respect. Why is this and how can organizations within the automotive industry attract more female talent into this field?

For me honestly, that’s still a big-ticket for the many industries, institutions, and governments. And for me it is not about gender only. The key is gender and diversity.

Sometimes I also do see some light. We see more women in leadership now; we see more diversity. I think this is the most valuable approach a company can take. If we have one cultural background and one dominant gender in a company, this cannot bring an organization to another level. Yes, I believe gender and diversity causes more friction and it is more exhausting, but I truly trust this brings businesses forward.  Therefore, we have to incorporate this approach in how we set up teams and organizations.

To encourage more female or diverse team members, I think role modeling and mentoring are important. Plus different working models like shared leadership. It is not simple, but I trust it is possible.

I also think being flexible is important for example when it comes to mobile offices. Are we forcing people back to office?  Are we going back to the Stone Age? I think there’s room for flexibility and improvement.

Also, social acceptance that women are working and having a family is important. . This is a mindset and I think it is something we can just continuously work on.

Still, I have to say, I do like the quota. At one point in time, hopefully we will not need it anymore. But for the time being, we don’t see enough success and quota is the lever to drive implementation.

There is room for changing minds, but we must have the courage to trust that change is healthy. Of course, that’s not to say we don’t have to work hard. We know this is a competitive market and we cannot be happy all the time.  We have to be creative and innovative. We have to push and find new solutions, and work hard and smart. But we also have to balance it out with an environment that allows and ensures open mindedness, while driving a culture where diversity is a given.

*The answers have been edited for length and clarity.