September 2022 - NetNation

3 Important Lessons To Build An Ideal Technology Development Team

In today’s world, it is increasingly difficult for non-technical consumers to separate reality from simulation. Products are meant to relate to the consumer to such a degree that it seems a natural part of life.

Just think of our mobile phone.

How many of us have dropped the phone in the water and without care for ourselves we lunge to get it back?

To what degree is that phone embedded into our subconscious as a necessity for us to function?

Our progress in the technology industry has spun up a reality such that it now informs life.

From this, a tidal wave starts, and a sea of possibilities emerge.

Don’t get me wrong, I don’t mean to criticize this movement as some existential threat to our existence. This is merely an event occurring.

You may think of this event as good or bad based on some moral guidance.

To function properly as a technology developer, it is important to follow the tried-and-true method taught to actors, that is to not judge the character, but to understand and empathize.

Similarly, do not judge the act of engineering or technology creation itself and you will find a world of possibilities on how to ride the waves of technology our world has manifested.

I approach technology with the principle of neutrality. Through this principle, I can take what is broken or old and give it new life. I did not do this on my own of course! I found a small group of like-minded individuals with their own masterful skills.

Some unnoticed and some shining bright from the get-go.

Don’t judge, simply look at what was, and what could be, and keep your eyes on what needs to be. It is this “needs to be” that requires faith, trust, and good-hearted teammates.

So, it all begins at the recruiting stage. Fumble here and you will starve yourselves trying to catch up.

Here are three lessons I have learned as a Director of Software Engineering in my pursuit of an ideal team.

  1. A person without integrity is a person who will not grow.
  2. Respect the work, but never believe you can’t do better.
  3. You don’t have to be a friend, but you must be an ally.

A person without integrity is a person who will not grow.

This lesson may seem obvious at first as no one wants someone without consistency. When I ask people why integrity is important to them, the two main answers that I get relate to trust and performance, which are valuable characteristics of integrity. However, the most important is the impact of these characteristics on the team over time, as we are all hopefully in it for the long haul.

You need to understand that someone who lacks integrity is afraid of admitting failure. Without knowing your failures, you won’t be able to grow and learn.

What’s worse is that a person who is incredibly knowledgeable will hold the team back because they attain the status of an expert which gives them de facto authority and veto power amongst their peers. If such a person refuses to be humble and grow, the team’s overall growth stagnates.

All relationships require compromise to grow, and a development team must grow together. Personal knowledge of subjects is easy to attain but evolving as a team creates synergy which is greater than the sum of its parts.

As mentioned above, this tech world of ours is moving too fast for one person to catch that wave on their own.

Interview Tip: It is important to note that often a person who lacks integrity can be very knowledgeable because of their personal drive to show intelligence. So, if someone comes across as highly self-edifying, make sure to test for integrity.

Google has a ton of suggestions on this. I personally prefer the playing dumb technique and seeing if they use my lack of understanding to give an unclear answer rather than admitting they don’t know.

Like all tests, be aware that there are exceptions, so always give them a second chance to admit they don’t know. Sometimes nerves and desperation can cause a person to corrupt their own “usually-high” integrity.

In fact, a second or third chance that produces an admission of guilt in initially attempting to mislead should effectively prove the exact opposite: high integrity, and a strong character.

Respect the work, but never believe you can’t do better

  This lesson is such a huge one, but counter-intuitive when you think of it. On the surface, it seemingly suggests that you must be a perfectionist or have some sort of ego about your work. But if you strip away the emotion from this, what you’re left with is this still and peaceful posture that moves with ease and wisdom.

Let’s consider the analogy of surfing. One of the first things you usually find is that your nerves are rigid from the fear of falling and bam! A gallon of salt water is forced through your sinuses. Ouch!

So, you were right to be scared, right? Right!

To top it off, you have this movement of a gigantic force below you that you’ve got to learn to read because it won’t be taking orders from you. You can’t learn from something without respecting its authority to teach you.

Similarly, you rarely make anything from scratch in development. You either have past work to build on top of and maintain or you’re using technology that was built by someone else. Respect the effort it took to make the technology and you will find yourself curious about its intricate details.

Okay good, so now…onto the part that takes guts.

You have learned to respect so you can learn to stay afloat! Just staying on top of the wave doesn’t make you a good surfer though. You must now learn to experiment and play around with the forces below and above you to test boundaries. Finding ways to cheat the inevitable fall can often give you insights as to what else is possible or perhaps you seek a different type of wave. You must allow creativity and curiosity to take over.

You must do the same with technology. It all starts with trusting that anything is possible, even if it is not. Having a positive outlook, and a can-do attitude, coupled with creativity and confidence will get you to solve several problems. If you can find people like this, they are more valuable than 10 times the salary you can possibly pay them. Imagine where that value finds itself manifesting in your team and company.

Interview Tip: To me, curiosity is one of the most important skills aside from the ability to think logically and problem-solve. These are less of a ‘you’re born with it’ skill and more of a ‘this can be taught’ skill. This makes your job as a manager so integral.

Learn how to spot and foster this in your team.  There are so many iterations of tricks you can use based on different personality types to assess this. The key factors though are that you should watch for signs of the person being:

  1. Inquisitive with technical details.
  2. Patient when drawing any conclusion.
  3. Excited to discuss ideas being challenged.

I have my own ways of testing the authenticity of these characteristics. I recommend you find a way that makes sense to your instincts as a manager.

You don’t have to be a friend, but you must be an ally

Most people who manage others may have caught on to the progressive ideology of management where a ‘Good Leader’ inspires movement rather than a forced relation. Those who have experienced both can attest to the positive and negative environment it can bring to the team.

Unfortunately, some tend to misuse friendly relations in corporate settings to gain leniency. Sure, you as a manager can solve this by finding the right balance in your relationship with the direct reports. I suggest favouring a thicker set of boundaries that do not allow for an environment that fosters fast friendships between you and those you manage. In any case, if it is inevitable, you’re always better off building a relationship on a rock-solid foundation of respect.

So how have I managed to strike this balance?

Again, I favour the boundaries and approach emotional nuances of communication carefully and slowly as attempting to approach a wild stallion.

1. Your first intent is to show you’re not a threat and to prove you are on their side. Find a way to connect their goals with yours. This is the start of the ‘ally’ part, and it’s not a gimmick.

2. You must be sincere or else it sets you up for failure in the long run. Someone who is emotionally aware will instantly recognize your condescending attitude good luck undoing that first impression!

3. You must have respect for them, and you get there by knowing why YOU personally chose to want to work with them.

4.  You need to start formulating the areas of accountability and responsibility in a way that logically proves (logic is KEY for developers) why their efforts require you to oversee and manage their output in a way that benefits them and in turn benefits you.

5. Always keep in mind that as a manager, you exist largely to help them produce a level of output they can’t easily do on their own. Set this standard, ‘if we do this together, we do this better,’ with them and they will do the same with their teammates.

Interview Tip: This lesson looks different in the interview process. Not all things are easily assessed in a 60-minute interview, so it’s more of an ongoing task to assess if the person is even interested in this approach. Some just want to be told what to do and stay a single contributor. I’m not going to say that it’s wrong in any way.

 I personally have found that it’s not helpful in building the type of team that breaks records. The best way to ascertain this type of character in an interview requires you to be honest about the position’s expectations. Then be brutally honest about the company’s current state and express excitedly your goals for the future.

To multiply the effect, have a senior person for that same role in the room with you and encourage them to express their own views on the current state and their excitement for the future. If the candidate reciprocates any of that excitement genuinely, you have a strong indicator of a good team fit. Technology informs us more than we inform technology’s growth. The key to navigating that growth is a strong team with a good positive mindset. Don’t worry too much about the size of the goal but take things one step at a time, trusting each other to be able to handle the choices and hurdles together. Therefore, it’s so important to have a right-minded team.

3 Bulletproof Strategies For Boosting Sales With Existing Customers

Capitalizing on your customer’s current needs to push more sales is the secret sauce for many businesses. Follow these three strategies for best success.

It’s a challenge as old as commerce itself: how do I sell more products and services to my customers? Acquiring a customer usually involves a healthy upfront investment, so why not improve your return on investment by selling them as much as possible?

This is much easier said than done and most companies fail miserably at continual selling because they neglect one or all of the three keys to upselling: connecting the dots, timing it right and adding value.

Connecting the dots

Leading your customer by the hand and taking them on a journey, with each step being a logical progression from the previous one, is a great way to boost sales. The first step is usually your core product or service — the reason customers walked through your door in the first place. Your first upsell should be something directly related to your core service and it should be something simple with a low barrier to entry to establish yourself as a supplier of more than one item or solution.

Experimenting with the upsell will help you gauge your customers’ needs and interest in different services. The ideal upsell will also serve as an indicator of interest that you can expand upon. Finally, it must be compatible with the strategic direction you want to go as a vendor or supplier.

For example, if you are a printing company and your core product is business cardslogo design might be a natural progression since many of your clients might not have a logo or need something more professional. From there, other graphic design projects become a natural fit. After all, your firm designed your customer’s logo, so you already know their style and color palette. Now that you are handling more advanced design and collateral development, you are the logical choice to promote and distribute them with marketing and advertising services.

Timing

Timing is another critical factor in the upsell process. Data can give you an advantage. Your core service provides a window into your customer’s situation, and every product or service you sell after is another data point providing more insight into yet more opportunities. If you are the first vendor to identify a need and the first to have a solution in front of the customer, you improve your odds of closing that opportunity by order of magnitude.

In our business card example, if an existing customer orders more business cards at an accelerated pace, it’s likely because they’re growing and have new employees. You might be the first to know that this small business customer has just become a medium-sized business. Therefore, some of your more advanced services might now interest them. The window for offering exemplary service at the right time is usually narrow, so the more this process can be automated and as close to instantaneous as possible, the better.

This is where marketing automation systems can shine, but only if you supply them with the correct data and logic to trigger relevant offers. Drip marketing campaigns are much more effective when they promote a product or service related to something the customer just did or a challenge they encountered.

Adding value

This is the most critical aspect of selling services to your customers, and it’s not just about offering discounts or package deals. The number one question you have to answer is, “why would I get a service through you instead of from dozens of other places?” Price and convenience are insufficient to compel customers to expand their relationship with you. True comfort involves saving customers time and stress and getting them to their objectives faster.

Our business card example makes a compelling case for convenience: “Sure, you could get a logo designed from someone else, but you’ll have to find someone first, and then get a copy of the logo in the right format, and then come back and upload it. But if you do it through me, it’s guaranteed to be the right size and format for your business cards. I’ll also have your logo on file for any future business cards you might want to print, and you can get this all done in one step right now.”

The key is the integrated experience. Suppose you sell a logo design service that takes a few weeks or involves working with a different team that sends the customer the output. In that case, all of your advantages over other designers disappear. The same applies to any service. If a customer buys an add-on from you, it should work out of the box and better with your core service than if the customer had purchased the add-on anywhere else.

What not to do

One of the best examples of how not to sell services to your clients is through marketplaces. To stay relevant, many companies that serve small businesses have attempted to cross-sell a variety of online services. Several of these companies have invested tens or even hundreds of millions of dollars into building an online catalog of SaaS applications in the hopes that their clients will appreciate the convenience of sourcing them all from one location. However, these marketplaces don’t work because they miss out on all three points above.

Instead of offering many products and services, confusing customers, and diluting your value proposition, provide a curated set of products that work better because they come from you. Offer them at the moment your customer needs them. Saving customers time and helping them achieve their objectives faster can transform a one-time transaction into an ongoing relationship.

This article was originally published on the The Entrepreneur website

Amazon Logo on a building

Understanding Amazon Alternatives for Sellers

It may seem like Amazon reigns supreme for online sales, but alternatives are available for sellers looking to create brand recognition and customer relationships.

There is no denying the sheer dominance of the online retail behemoth Amazon. Today Amazon is the biggest marketplace on the planet, with hundreds of millions of buyers of groceries, furniture, electronics and yes — even books. The convenience of one-stop shopping and delivery is excellent news for consumers. Still, success can be difficult for sellers, which has created a wave of sentiment looking for Amazon alternatives.

Sellers have a good list of concerns with the Amazon solution. The cost to use Amazon is a profit margin percentage that undoubtedly varies but still affects the cost of doing business. Sellers gain access to a sea of potential buyers but must make up the volume to sustain a fruitful profit.

Profit calculation and pricing are massive tasks that can fluctuate daily and change in a matter of hours. Amazon is a competitive marketplace with over two million sellers, meaning every time a buyer searches for your product, there will be competition. Many sellers have been extinguished from the market due to competition from Amazon itself. Then there are the knock-offs or the cheap copies of products that emerge in numerous categories. The competition can make it difficult to stand out.

Sellers have even realized they are wasting their efforts building Amazon’s bottom line and not their own business within the Amazon market ecosystem. Sellers have a minimal relationship with the customer, meaning that even when successful, the seller misses out on the benefits of building their brand.

Platform alternatives set the tone

A culture has emerged from these conditions and has made sellers look for practical alternatives to online sales. One of the turnkey methods that sellers utilize is Shopify, but there are many others like SquareSpace and Wix. These powerful platforms have their advantages that get sellers online quickly with little technical knowledge required.

Unfortunately, these platforms have their share of problems. There is an ecosystem of apps that help sellers carry out their business. A store can use apps that do analytics, email marketing, inventory, scheduling and more. These platforms are built upon a mesh of these applications which can cause data problems, ease-of-use problems and integration issues.

Some choose to establish a WordPress-based solution, which is a compelling option. But the fabric of these applications can quickly become problematic for owners to navigate. In addition, technical challenges such as performance, customer experience and security require advanced technical skills to set up and maintain.

Not all ecommerce systems are the same and alternatives exist to help store owners navigate the complex landscape. These systems can help establish a reliable platform and introduce sellers to the techniques that will work best with their goals for SEO, social marketing, logistics and email marketing. These systems make the operational store experience a service rather than a task and liability.

Finding the customer

Sellers often initially choose the Amazon marketplace because of the perceived access to customers. While the numbers are undeniable, there is a lack of connection to those very clients, even if they’ve bought one of your products.

You can connect an independent ecommerce system to several open marketplaces and channels to customers. This includes Google Shopping, eBay, Google and Bing, marketing networks, social media marketing and more.

An independent ecommerce platform will allow the store owner to engage with their buyers and prospective customer lists more effectively. They can create and distribute offers through email, newsletters, social media posts and advertisements. This allows owners to control their sales on an entirely different level.

Social media use is at an ever-increasing high and mobile marketing through SMS and application updates delivers impressive results. Sellers can not only sell directly through social marketing, but can also drive traffic back to their ecommerce site using content strategy, hashtags, social media ads and all other great marketing ideas designed to find the target audience.

Simplicity is better

The best companies that provide ecommerce solutions are fully integrated with their technology and avoid using a Frankenstack of partners. Sellers find that scaling a verticalized infrastructure is mandatory to achieve their goals efficiently. Essentially, simplifying the selling process so that one company can manage everything in a way that works together seamlessly is the key to ecommerce success. By using these solutions:

  • Sellers own their business data
  • Sellers benefit from better marketing
  • Sellers benefit from sales and eliminating listing and fulfillment fees that are part of the Amazon solution

Choose the best path

If you’re new to the world of ecommerce or looking for another way, many routes can sell your products online. The options are endless, from Amazon’s platform to third-party sites like Etsy and Shopify to building a new website from scratch.

Research what works best before deciding which approach is right for you. Take your time and try out each method thoroughly to find the most success.

This article was originally published on The Entrepreneur website

How to Incorporate a Continuous Improvement Mindset


The best product teams incorporate frequent evaluation into their processes and actively pursue upgrades. Their processes need to be agile to constantly evaluate the viability of their product. This cycle of evaluating and implementing product changes over a period is not simply a process, it is a mindset.

Additionally, product teams need to ensure that their product is evolving with changing customer attitudes and technological advancements.

To get an understanding of the continuous improvement process mindset, we can start by answering the following questions.

  • What is continuous improvement?
  • What are the benefits of continuous improvement?
  • How do we practice continuous improvement?
  • What does continuous improvement look like for NetNation partners?

So, what is continuous improvement?

Continuous improvement, also known as Kaizen (“change for better”), is a practice that emerged in the Japanese manufacturing industry where processes were made to lower costs and improve quality. Continuous improvement means that upgrades are made over time, encompassing both incremental improvement and substantial improvement all at once1.

Also, Kaizen is a linear progression of improvement in an existing process1 where every improvement becomes a guideline for the next. This mindset is built into work processes to ensure improvements don’t exacerbate workloads2.

What are the benefits of continuous improvement?

There are many benefits to continuous improvement that go beyond the product department, and leaning to improve processes in several areas of an organization2. Here are some of the ways an organization can benefit from a continuous improvement mindset:

  • Improved product quality
  • Increased efficiency and productivity
  • Decreased cost
  • Reduced waste
  • Improved employee satisfaction and teamwork
  • Increased customer satisfaction

How do we practice continuous improvement?

The continuous improvement practice consists of a four-steps: Plan, Do, Check, and Act1.

Plan

For the first step, define the problem or opportunity for improvement. In this phase, you can start planning an approach to the problem with questions such as:

  1. What is the scope of the problem?
  2. What is the goal?
  3. Who should be working on this?
  4. When do you need to solve the problem?

Do

In the the second step you can start making your way through your plan of action from the previous step. You can execute the full plan or try small-scale solutions to experiment. Keep track of your process as it evolves and gather feedback.

Check

In this step you much check if your approach to the problem was the right one. Analyze your results from the Do phase to determine how successful your approach was. Document what worked and what didn’t. If your approach wasn’t successful, you can circle back to the Plan phase and adjust it based on your learnings. If your approach was successful, continue to the next phase.

Act

Finally, in this phase you can fully execute your new solution. Note that this isn’t the final phase, as continuous improvement is cyclical. Your solution may work for now. However, you will need to figure out when it needs to be re-evaluated. Every new solution sets a new baseline of success you can measure future changes.

In conclusion, these four steps are the basis of the continuous improvement mindset that the greatest product teams have. Practicing continuous improvement allows you to foresee potential setbacks, iterate enhancements, and stay competitive in your industry.

What does continuous improvement look like for NetNation partners?

For NetNation, continuous improvement has been embedded in our product teams’ culture by way of everyday practice. We learn and iterate at every step of the production cycle while working closely with our partners to deliver customers a relevant brand experience.

 “At NetNation, we offer an umbrella of products. This means we must continuously plan, iterate, improve, and implement features that best serve our partner’s customers. One of the strengths we have is the flexibility to adjust and integrate with our partners’ existing systems,” Martin Anastasov, Director, Engineering and Product Management.

For example, when we launch products for our channel partners, we motivate their customers to explore by spotlighting features. This means highlighting and promoting features that will be most beneficial for our partner’s customers. This helps NetNation channel partners to increase stickiness, improve average revenue per user (ARPU) and sell more of their core services.

In addition, this involves integrating key systems such as purchase flows, order forms, and billing. We create a seamless brand experience for small business customers, allowing them to explore all the products available for purchase, and activate new and existing services within the channel partner’s portal.

Now that we have explored the concept, the steps involved, and the benefits of the continuous improvement process cycle, it is time for you to experiment with it and observe how it benefits your team. If you are already part of a team with a continuous improvement mindset, please share your experience in the comments below. Also, our team would be happy to connect to discuss how to widen or improve your existing network of small business web services!