Thinks 1119

Asimov Press: “Recombinant DNA technologies were invented in the 1970s. Gene-editing methods, polymerase chain reaction, and the first human drug made from engineered microbes all debuted in the 1980s. A human chromosome was sequenced in the 1990s, a few years after Dolly the Sheep was cloned. A first draft of the human genome was completed in 2003. CRISPR gene-editing was invented in 2012 and applied to human embryos soon after. At least six CAR-T cancer therapies have now garnered F.D.A. approval, and chick-culling technologies could save millions of male chicks from shredders each year. The bioeconomy today accounts for 5 percent of U.S. GDP, more than mining or construction. With most of these advancements taking place in the last 50 years, we expect even more to happen in the next 50. There is an urgent need to understand and safely guide biological progress into the future.”

Deepu Talla: “GenAI’s impact will be transformative across robotics from simulation to design and more. Simulation: Models will be able to accelerate simulation development, bridging the gaps between 3D technical artists and developers, by building scenes, constructing environments and generating assets. These GenAI assets will see increased use for synthetic data generation, robot skills training and software testing. Multimodal AI: Transformer-based models will improve the ability of robots to better understand the world around them, allowing them to work in more environments and complete complex tasks. Robot (re)programming: Greater ability to define tasks and functions in simple language to make robots more general/multipurpose. Design: Novel mechanical designs for better efficiency — for example, end effectors.”

Ben Thompson: “Google, at its core, has always been much more like Apple than Microsoft. It wants to control everything, it just needs to do it legally; that the best manifestation of AI is almost certainly dependent on a fully integrated (and thus fully seamless) experience means that the company can both control everything and, if it pulls this gambit off, serve everyone. The problem is that the risks are massive: Google would not only be risking search revenue, it would also estrange its OEM partners, all while spending astronomical amounts of money. The attempt to be the one AI Assistant that everyone uses — and pays for — is the polar opposite of the conservative approach the company has taken to the Google Aggregator Paradox. Paying for defaults and buying off competitors is the strategy of a company seeking to protect what it has; spending on a bold assault on the most dominant company in tech is to risk it all. And yet, to simply continue on the current path, folding AI into its current products and selling it via Google Cloud, is a risk of another sort… Google could build the AI to win it all. It’s not guaranteed they would succeed, but the opportunity is there if they want to go for it. That is the path that would be in the nature of the Google that conquered the web twenty years ago, the Google that saw advertising as the easiest way to monetize what was an unbridled pursuit of self-contained technological capability.”

NYTimes: “Researchers define biological age as “the accumulation of damage we can measure in our body,” said Dr. Andrea Britta Maier, co-director of the Centre for Healthy Longevity at the National University of Singapore. That damage comes from natural aging, as well as from our environment and behaviors…A major advance came in 2013 when Steve Horvath, a professor of human genetics and biostatistics at the University of California, Los Angeles, proposed using a “clock” based on the emerging field of epigenetics. Over the course of our lives, our DNA accumulates molecular changes that turn on and off various genes. Dr. Horvath analyzed these changes in thousands of people and developed an algorithm to determine how they correlate with age. These changes happen naturally as we get older, said Jesse Poganik, an instructor at Harvard Medical School who researches biological aging; they can also be sped up by behaviors that affect health, like smoking and excessive alcohol consumption. As a result, estimates of biological age have been shown to be associated with things like life expectancy and health, he said.”

FT Person of the Year: Lars Fruergaard Jørgensen of Novo Nordisk. “The Danish company’s drugs for obesity could have a profound impact on healthcare, society and our relationship with food…[It] is the company behind the first game-changing treatments that are used for obesity: Wegovy and Ozempic. Before these drugs, the only truly effective treatment was bariatric surgery, which is expensive and sometimes risky. Now there is a simple injection. A safe and readily available treatment for obesity could have a huge impact on human health, while also generating savings on treating other diseases. Obesity will affect an estimated 1bn people by 2030 — with all the associated impact that has on rates of diabetes, heart disease and mobility. In the US alone, the economy loses up to $30bn a year in sick days due to the condition, according to research from Cornell. And it is not just obesity: there is now good evidence to suggest the company’s drugs could also help prevent heart attacks and there is even some hope they could be used to treat Alzheimer’s by reducing inflammation in the brain.”

Solving Marketing’s Three Zeros Problems via Progency (Part 3)

Zero Friction Funnels – 2

As I have written in previous essays, a progency is a product-led agency which can work with the marketing department to solve problems beyond its scope. This way, the marketing department is not distracted from its core focus areas. A progency works as a performance agency, and thus has skin in the game to ensure outcomes. It can get started quickly bypassing the process of RFPs and replacement cycles. There is no downside to using a progency – think of it as “free money” for a brand.

In the case of zero friction funnels, brands are already wedded to martech solutions and stacks. But there are a few interventions that a progency can do which can be greatly beneficial.

As we discussed, a big challenge for marketing departments is the search, browse, and recs (recommendations) which can reduce customer journey friction. A progency can begin by powering the long tail of searches along with low-performance and null searches. It can also power recs on specific pages. All that this needs is a Javascript integration. A progency will be better able to optimise results than a brand’s own marketing department. The key is to ensure that more visitors convert.

A second track for a progency in the customer funnel can be in-channel conversion via inbox commerce. Email 2.0 can be used to deliver emails from specific triggers where the actions are performed in the email itself eliminating the need for a clickthrough to the website or app. There is a whole range of “abandonment” points where Email 2.0 can fast-track conversion: search, browse, and cart are three examples. In addition, a range of merchandising triggers can also be very helpful – for example, price drop, and back in stock.

The key for these progency interventions is to combine elements of a martech stack with a search and product discovery solution – in other words, bring together customer and catalog information. Most eCommerce brands do not do this, and thus they introduce friction in the journeys. A progency can combine these data points to convert “red journeys” to “green journeys.”

What the marketing department should do on its own is to upgrade its martech 1.0 stack of point solutions with a martech 2.0 stack which unifies data, experience, and channels (Unistack and Unichannel) to provide a single customer view. Such a stack should also be able to create a digital twin of every customer, and thus be able to predict the next best action.  Such a “profipoly” stack combined with “velvet rope marketing” (VRM) to provide differentiated experiences for Best customers can go a long way in maximising lifetime value.

To summarise, the key actionables for marketers for Best and Rest customers for zero friction funnels are:

  • Internal: Profipoly stack and VRM
  • Progency: Low-value searches, recs on pages, in-channel conversion for triggered emails

Thinks 1118

New York Times on Disney@100: “Disney told stories of folk heroes (Davy Crockett, Paul Bunyan), princes and princesses, and even, occasionally, a mouse, all while leading the pack on ever-shifting technologies. (He was, among other things, the first major movie producer to make a TV show.) A sense of optimism ruled Disney’s ethos, built on homemade mythologies. The lessons of his stories were simple, uplifting and distinctly American: believe in yourself, believe in your dreams, don’t let anyone make you feel bad for being you, be your own hero and, most of all, don’t be afraid to wish upon a star. Fairy tales and legends are often disquieting, but once cast in a Disney light they became soft and sweet, their darker and less comforting lessons re-engineered to fit the Disney ideal. It was a distinctly postwar vision of the world.”

Alhussein Fawzi and Bernardino Romera Paredes: “We introduce FunSearch, a method to search for new solutions in mathematics and computer science. FunSearch works by pairing a pre-trained LLM, whose goal is to provide creative solutions in the form of computer code, with an automated “evaluator”, which guards against hallucinations and incorrect ideas. By iterating back-and-forth between these two components, initial solutions “evolve” into new knowledge. The system searches for “functions” written in computer code; hence the name FunSearch. This work represents the first time a new discovery has been made for challenging open problems in science or mathematics using LLMs. FunSearch discovered new solutions for the cap set problem, a longstanding open problem in mathematics. In addition, to demonstrate the practical usefulness of FunSearch, we used it to discover more effective algorithms for the “bin-packing” problem, which has ubiquitous applications such as making data centers more efficient.”

WSJ: “Interactions with others are the spice of life. Stuck? Try the FORD method: Ask about family, occupation, recreation and dreams. Questions about kids, jobs, travel or hobbies usually can get people talking until you can eventually ask, “But what do you really want to do?” If they’re under 35, the answer is often “save the world.” OK, save away. At least they’re talking. We’re always told to avoid getting blinded by the light of MPR: money, politics and religion…How do you get the fascinating stuff out of people, that extra oomph of detail, and in only 10 minutes at a party? Hint: Don’t ask “What’s your spirit animal?” Try the HILO method. Probe for highs and lows: What’s your greatest memory from growing up? When were you most scared? Who is the most famous person you’ve met? Worst job? Best meal? Coolest place you’ve been? Ever been arrested? Your “Rocky” moment? Getting people to tell stories about extremes leads them to tell more stories. Even introverts will give interesting answers. Get a trickle started and waterfalls will flow.”

Raghram Rajan: “Ideas flourish in democracy. And to turn back on democracy, when ideas become the currency of the future, is just the most blind thing to do. It would be just sacrificing a future for an illusory past. We’re trying to capture the pathways of the 20th century, when in fact, we should be looking to capture the pathways of the 21st century. And so that is why democracy is really important. It’s not just that radical who’s protesting on the street. It’s also the radical who’s protesting in the lab and says, ‘I don’t believe your scientific theory’. It’s not a coincidence that a lot of these rebels in Silicon Valley had long hair. Look at Steve Jobs in his early days — long haired, hippie-style clothing, but he was really thinking thoughts that were out of the ordinary. So it comes as a package. You can’t say, I want you to be really obedient and never protest on the political side. But you will do extraordinary work on the intellectual side, you will be a creative artist, a creative director, and a creative scientist. In fact, history shows that creativity happens when there’s freedom. And that’s why turning the clock back on freedom is absolutely the worst thing we can do for our future.”

Dani Rodrik: “Jobs are the cement of social life. When decent, middle-class jobs disappear (owing to automation, trade or austerity policies), there are not just direct economic effects, but also far-reaching social and political ones. Crime rises, families break apart, addiction and suicide rates soar, and support for authoritarianism increases. When economists and policymakers think of social justice, they typically focus on the ‘distributive’ variety: Who gets what? However, as political philosopher Michael J. Sandel argues, perhaps a more important yardstick is “contributive justice,” which refers to the opportunities to win the social respect that comes with good jobs and “producing what others need and value.”…Ultimately, economic growth and equity both require a jobs-centred approach to development. While economic growth is possible only if workers move towards more productive jobs, equity requires improvements in the employment prospects for workers at the bottom of the income distribution. A growing middle class will then, in turn, boost domestic demand and reinforce job creation in services.”

Solving Marketing’s Three Zeros Problems via Progency (Part 2)

Zero Friction Funnels – 1

I have written about funnel frictions in previous essays: ProfitXL to Profipoly: Solving the Four Funnel Frictions, and Solving eCommerce’s Fifth Funnel Friction: Identifying Unknown Shoppers.

The essays considered the friction problem from the point of view of marketers. Let us look at the same frictions from the lens of shoppers. We will focus on the shopping experience and skip the discussion on products, pricing, discounts, delivery, and service.

So, what do shoppers want? When they come to a site (or open an app), they have two choices: they can either search for what they are looking for or browse through category pages. As has been said, loyalists search, first-timers browse. So, the site needs to offer three things: relevance and ranking in search, and personalisation while browsing. These are critical to ensure that customers continue their journey and don’t drop off. Recommendations from the aggregated behaviour of other shoppers and the individual shopper’s previous history can go a long way in accelerating the conversion process.

The second problem is in the engagement funnel. Shoppers land on a site or app organically either by connecting the brand to a problem they have (“job to be done”) or by clicking on incoming messages from the brand. The channels used for the messages are email, SMS, push notifications, WhatsApp, and RCS. The identities used are an email address, mobile number, or a device ID. Lack of personalisation and creativity in messaging has led to low open rates, especially for the traditional channels of email and SMS. Many shoppers also block app notifications. This leads to the “attention recession” problem in shoppers – a lose-lose situation because shoppers don’t get the info they want, and marketers are unable to build hotlines to their existing customers.

The point to note is that these funnel frictions impact the brand’s most important shoppers: what I have termed as Best and Rest (B&R). Best customers are the top 20% who deliver 60% of revenue and probably more than 100% of profits. Rest customers are the next 40% who deliver 30% of revenue and have the potential to be future Best customers.

So, how can brands solve the funnel frictions problems of Best and Rest customers via a Progency?

Thinks 1117

Economist: “Grappling with the tension between India’s enormous potential and an often messy reality is the task of a new book by Raghuram Rajan, a former governor of the Reserve Bank of India, and Rohit Lamba of Pennsylvania State University. The pair sketch out a vision that amounts to an entirely new model of development for India—one that they argue is better suited to its strengths than its current model. Three lessons stand out from their work. The first is that India should stop fetishising manufacturing—an obsession born of East Asia’s growth miracle… Why shouldn’t India follow its rivals’ example? As Messrs Rajan and Lamba explain, the problem is that East Asia has made manufacturing so competitive there is little profit left to be captured. Moreover, automation has reduced the number of available jobs—and manufacturing is no longer where value is to be found. Apple is worth $3trn because it designs, brands and distributes its products. By comparison, Foxconn, which actually makes Apple’s iPhones, is worth a mere $50bn.”

WSJ on how Uniqlo uses RFID tags for self-checkout: “At Uniqlo, shoppers actually want to use the self-checkout machines. It’s a revolutionary new system—and it’s built around old technology….At most stores, the self-checkout line has the appeal of wet socks. But this one has become so popular that it’s used by 70% of Uniqlo’s customers, including 90% in some markets. It sounds dystopian, but it’s actually delightful. People love it so much they forget how much they hate self-checkout.  So what’s the magic behind this brain-melting automated process? As it turns out, it’s surprisingly primitive tech. The self-checkout machines use radio frequency identification readers to automatically detect RFID chips hidden in the price tags of Uniqlo’s products. Those invisible chips have become indispensable to a company that sells a billion pieces of clothing a year in thousands of stores around the world.”

Charles Goodhart: “It’s a very difficult period for central banks. If headline inflation gets down to or below 2 per cent, as is perfectly possible during the course of 2024, and unemployment is rising, and you have got general elections coming along so politicians are unhappy if you don’t cut interest rates, I think the pressure on central banks during 2024 to cut nominal interest rates will be overwhelming. And I would understand entirely if they do so. I think my only comment would be that if and when — and I think it’s a question of when rather than if — inflation then starts rising again towards the very end of 2024 or into 2025, as the reduction in energy prices itself falls out of the headline CPI, they’ve got to be ready to reverse tracks again. I don’t see them refusing to lower nominal interest rates with headline inflation at or below target and unemployment rising. It just won’t happen.”

WSJ on how to salvage the day after a bad night’s sleep: “The number one thing experts recommended is taking a nap. Not only can it help you feel less sleepy, but it can actually improve your performance on many of the cognitive processes that are impaired by lack of sleep. To avoid the “sleep inertia” some people feel after napping, try to limit yourself to 30 minutes. “You might not even feel like you fall asleep,” said Kelly Baron, a professor of family and preventive medicine at the University of Utah, who treats sleep disorders. “But even getting a little bit of that light sleep can help your brain get some rest and have a boost in your performance.” Caffeine can also enhance alertness and cognition. Don’t go overboard, though: Too much caffeine can make people feel anxious and jittery and increase heart rate — all of which you may already be experiencing because of lack of sleep.”

FT on 3G’s acquisition of Berger King: “After 13 years of ownership, 3G has realised $11.4bn so far and still owns 27 per cent of the company, worth $9.2bn. That represents nearly $19bn in gains, making the deal one of the most profitable ever for a single buyout firm. “There’s been a lot of value created,” Schwartz told me. “But we’re not going anywhere and I think there’s a whole lot more value to be created. I love the business.” There’s no question private equity dealmaking will rebound, if for no other reason than the ungodly amount of money that can still be made if it is done right.”

Solving Marketing’s Three Zeros Problems via Progency (Part 1)

Missed Opportunities

I visited the online site of a retailer from where I had bought a pair of pants some months ago. I wanted to buy a similar pair of pants in a different colour. It took a few searches to get to the item I wanted. And then, as I was checking out, I was informed that my cart ($34.99) was less than their $35 minimum needed for free shipping. Shipping would cost me another $6. So, I searched for a $1 item (took more time than necessary since many items shown were more than a dollar) to add to my cart to cross the threshold of free shipping. Friction both in the search process and shipping rules where none was needed.

When I was checking out at a bookstore recently, the person at the counter asked me if I would like to sign-up for a card through which I could earn points for my purchases and then redeem those for discounts. I said Yes. She then asked me for my email address, and whether I would like to receive promotions. To the latter question, I replied No. Later, I wondered what would have been my response if she had asked, “Would you like to receive book recommendations like the ones you just bought, and also excerpts, quizzes, and connects with the authors?” I would have said yes. With me declining the “promotions” offer, the bookstore has lost an opportunity to build a hotline to me, and potentially increase future revenues. Waste which should not have happened.

An eCommerce platform through which I buy often cannot distinguish between who is browsing because the same account is used by other family members for their purchases also. So, I end up seeing recommendations which are ‘contaminated’ and therefore less useful. Why could it not create personas like many OTT platforms have to ensure better relevance? Better still, why not ask me what I would like to shop for next? We all like to be surprised with good recommendations. So, why not take shopper input and make them better? Data that can help drive more sales is not asked – and not given.

Zero friction funnels. Zero marketing waste. Zero party data. These are the “three zeros” problem. The first helps shoppers, while the other two help marketers. The question to ask about the experiences I have described is: why are they not commonplace? Why do marketers leave money on the table? Or even worse, why do they send their customers to competitors? I have written about the need for new ideas in marketing to eliminate the over-reliance on new customer acquisition and focus more on existing customers to improve profitability. And yet, day after day, click after click, marketers continue to make elementary errors which prevent their organisation from driving exponential forever profitable growth and creating a “profipoly”, a profits monopoly.

The solution lies in a “progency”, a product-led agency born out of B2C martech platforms which can help marketers do these actions and let them keep their focus on the ABC of marketing: acquisition, branding, and campaigns. In this series, we will discuss how a progency partner can help solve the three zeros problems of marketing – friction, waste, and data.

Postscript: The title is inspired by “The Three-Body Problem” book series, authored by Liu Cixin. The story commences with the Chinese Cultural Revolution, leading to the establishment of a secret military project that makes contact with the Trisolaris civilization from a distant star system. The “three bodies” refer to the three suns of Trisolaris, whose unpredictable movement causes extreme conditions on the planet, driving its inhabitants to seek a new home.

Thinks 1116

WSJ reviews “The Geek Way”: “The “geek way,” as laid out by Mr. McAfee, is a product of four basic values: speed, ownership, science and openness. “Speed” means implementing ideas quickly, even if they’re not quite ready: You’ll learn more by iterating than by sitting in endless planning sessions. “Ownership” means letting employees own the jobs they perform, rather than follow dictates from the top. “Science” is shorthand for following the evidence, not your own opinions—or Roberto Goizueta’s, if you happened to work for the Coca-Cola chief executive in the 1980s. (Blind taste tests indeed showed that people preferred New Coke’s sweeter formulation, but Goizueta failed to realize that the issue wasn’t taste, it was whether to tinker with a classic.) “Openness” conveys a willingness to hear what other people have to say. For executives who have bought into the idea of “leadership,” not to mention their own brilliance, this might be the hardest lesson of all.”

WSJ: “Most Americans have associated Indian food as monolithic, easily summarized by 10 dishes—unreal for a country with over 100 languages and the largest population on the planet! It was all not so different from a high-school cafeteria, where a little boy had to hide chana masala into a sandwich to avoid any shame from his peers. We were afraid of being seen as different. Behind each plate of food lay our identity and self-worth as we maintained a strict line between our “outside” foods and what we actually ate at home. Now Indian cuisine is on the cusp of a revolution in America. It went beyond chefs taking chances to share their real food that is eaten within the homes, to where we are today, with everyone and their grandmas showing up to experience them…We are embarking on the most exciting era of Indian cuisine in America, and I can wholeheartedly say: This isn’t a moment, this a movement!”

Mint: “We need policy to incentivize private investment in infrastructure, in particular new urbanization that India needs to accommodate the tens of crore people who would move from village to town as growth creates more jobs in industry and organized services, rather than in agriculture. It is not enough for bloated government expenditure to boost private consumption to prop up growth, as in the recent past. India needs coherent policy to draw in largescale private investment in infrastructure. Tame global growth is an opportunity to boost domestic infrastructure, as commodity prices fall for India to import what it needs. India should aim for sustained growth in excess of 10% a year.”

Fei-Fei Li: “Human-centered AI is a framework of how I see we should do AI but also of an institute I co-established with John Etchemendy and many Stanford faculty about four-and-a-half years ago. The idea is to recognize that AI technology is very important and will be affecting human lives and society..This framework looks at AI in three aspects. One is that it recognizes AI as part of a multidisciplinary field; it’s not just a niche computer science field. We use AI to do scientific discovery, we want to understand AI’s economic impact, we want to use AI to super-power education and learning. It’s deeply interdisciplinary. We want to make sure we study and forecast what’s coming. We also recognize that the most important use of a tool as powerful as AI is to augment humanity, not to replace it. This is very much a theme of my book. When we think about this technology, we need to put human dignity, human well-being—human jobs—in the center of consideration. That’s the second part of human-centered AI. Last, but not least, intelligence is nuanced; it is complex. We are all excited by a large language model and its power. But we should recognize human intelligence is very, very complex. It’s emotional, it’s compassionate, it’s intentional, it has its own blind spots, it’s social. When we develop tomorrow’s AI, we should be inspired by this level of nuance instead of only recognizing the narrowness of intelligence. That’s what I see as human-centered AI.” More in FT.

Profishare: A New Business Model for Enterprise Software (Part 9)

Summary and Critique

I asked ChatGPT to summarise my essay and provide a critique. 

Your essay proposes a novel business model for the enterprise software industry. This model, termed “Profishare,” suggests software companies should earn revenue by taking a percentage of the incremental profits their software generates for clients, promoting a partnership-based approach.

The essay traces the evolution of software sales over the past 50 years, noting the shift from bundled software with hardware to independent software licensing by pioneers like Microsoft and Apple. The 1990s saw diversification with the advent of ERP and CRM systems, leading to the rise of SaaS in the 2000s, characterized by subscription-based, cloud-accessible software. Recently, there’s been a trend toward usage-based pricing, but this still doesn’t link pricing to the outcomes delivered by the software.

The concept of outcome-based pricing is explored, where pricing is tied to the value or results delivered by the software, rather than just usage metrics. This model aligns incentives between vendors and customers for shared value and drives innovation. The adtech industry is highlighted as a successful example of this model, with its shift to Cost Per Click (CPC) pricing.

The essay further discusses how the Progency model, a combination of a product-led company and an agency, could implement the Profishare concept effectively. This model focuses on re-engaging dormant customers, optimizing budgets, and aligning compensation with conversions, thus enhancing profitability and operational efficiency.

Lastly, the essay likens Progency to a “modern-day Alchemist” with its Profishare model, transforming underutilized customer segments into profitable avenues. The essay concludes by envisioning this profit-sharing model as a pioneering approach for Indian IT companies in the era of Generative AI, suggesting a shift from traditional service models to a more outcome-oriented approach.

Critique

Your essay provides a comprehensive overview of the evolution of software sales and a compelling argument for the adoption of outcome-based pricing in the enterprise software industry. The historical context is well-researched, providing a solid foundation for understanding current trends and future possibilities.

The introduction of the Profishare model is innovative, offering a fresh perspective on how software companies can align their interests more closely with their clients’. The practical application of this model through the Progency concept is insightful, demonstrating how it can be implemented in a real-world scenario.

However, the essay could benefit from a more critical examination of the potential challenges and limitations of the Profishare model. While it briefly mentions the difficulties in defining and measuring outcomes, a deeper exploration of how these challenges could be addressed would strengthen the argument. Additionally, including more diverse industry perspectives and case studies beyond adtech could provide a more rounded view of the potential of outcome-based pricing.

The analogy of Progency as a modern-day alchemist is creative and helps in conceptualizing the transformative potential of the model. However, the essay could further explore how this model would fit into different market dynamics and customer segments.

Overall, the essay is thought-provoking and presents a unique perspective on the future of enterprise software sales. It successfully argues for a paradigm shift towards more value-driven, partnership-based business models in the software industry, particularly in the context of emerging technologies like Generative AI.

I then did the same with Claude.

The essay explores the concept of “Profishare”, a new profit-sharing business model proposed by Progency to help B2C/D2C brands maximize profitability. It provides background on how software pricing has evolved from license-based to SaaS models, but still lacks alignment with business outcomes.

The Profishare model focuses on re-engaging “Test” and “Left” dormant/churned customers, an overlooked “blue ocean” opportunity. Progency would receive a share of incremental profits from sales to reactivated customers in exchange for its martech and services to enable this.

Several benefits of Profishare are highlighted – tapping untapped segments, freeing brands to focus on core activities, and incentivizing Progency based on actual conversions rather than clicks. This “co-marketing” relationship promises profitable growth for brands.

Profishare represents an innovative evolution beyond traditional software pricing, moving towards value-based and outcome-oriented models. The essay uses the allegory of a modern-day “alchemist” to highlight Progency’s ability to extract “gold” from neglected customers.

The model aligns well with the need for Indian IT services firms to adopt new partnership approaches as generative AI disrupts traditional services. Profit-sharing represents a commitment to shared success and deeper collaboration.

Critique

  • The essay makes a compelling case for the Profishare model and how it could benefit both Progency and their clients. The arguments are well-structured.
  • The use of allegories and examples helps illustrate the ideas effectively. However, some analogies feel slightly stretched or hyperbolic.
  • While potential benefits are outlined, risks of the model could also be addressed more explicitly. For instance, measurement and attribution challenges.
  • More real-world examples demonstrating successful implementations of this model could further strengthen the arguments.
  • The positioning vis-à-vis generative AI seems somewhat abrupt and tacked on at the end, rather than integrated into the narrative earlier.
  • Overall, the essay lays out an intriguing new model and makes a persuasive case for its upside. With some refinement and balancing with potential limitations, the pitch could be even more convincing.

In summary, the essay presents a compelling vision of a promising new business model to spur innovation. Addressing risks and providing concrete examples would make it even more robust. The generative AI angle warrants greater integration. But overall, the essay makes a strong case for the transformative potential of Profishare.

Thinks 1115

FT: “As a political economist and policy adviser, [Milton] Friedman resides among the great social thinkers of the postwar era. In the pantheon of 20th-century economists, only John Maynard Keynes surpasses him. As a free-market ideologue, Friedman, who died in 2006 aged 94, occupies a more contentious spot, somewhere between prophet and crank depending on one’s disposition. But that he was singularly influential is unquestionable: Friedman, Jennifer Burns writes in her splendid new biography, “was a prime mover in the central economic transitions of the century”. He witnessed the destruction of the laissez-faire order during the Great Depression, became an economist during the construction of the New Deal order, and then contributed to its replacement by the neoliberal order.”

Pratap Bhanu Mehta: “It’s a cliché that you always experience India as a paradox. And I think the paradox of this moment is clearly India’s political significance, economic significance, cultural creativity is as vibrant as ever. On the other hand, the signs for Indian democracy are looking very ominous. I coedited a big “Oxford Handbook of the Indian Constitution.” Now when I go to class, I say, “I cannot tell you what the Constitution of India is. I cannot tell you, if you go with a habeas corpus case to the Supreme Court, whether it will be heard.” So there is a sense of dread about where this democracy is heading.”

FT: “Something profound is happening in the world — a kind of metaphysical detachment of the west from the rest. Where many people in the rest of the world once saw the west as the answer to their problems, they now realise that they will have to find their own way. But does this mean a total decoupling of the west and the rest is inevitable? Absolutely not. We still live in an interdependent world which faces many pressing common global challenges. We have to talk to each other. But we must do so as equals. The condescension must end. The time has come for a dialogue based on mutual respect between the west and the rest.”

WaPo: “Everyone knows that exercise is good for them, but just how much a small amount of physical activity matters might be surprising. A recent review in the British Journal of Sports Medicine found that people who followed the Centers for Disease Control and Prevention’s recommendation for 150 minutes a week of moderate- or high-intensity activity reduced their risk of heart disease and stroke by 27 percent. It also reduced their risk of cancer by 12 percent and premature death by 31 percent. Importantly, those who achieved half the recommended amount also saw substantial benefits. Just seventy-five minutes a week — or about 11 minutes a day — brought about a 17 percent reduction in cardiovascular disease, a 7 percent decrease in cancer risk and 23 percent lower chance of early death. Many other studies on exercise have found a plethora of other health benefits, such as decreased dementia risk and improved mental well-being. There is a dose-response relationship, meaning that increased exercise results in better health outcomes. But the most significant increase is going from zero activity to some. This is key for those who do not exercise; incorporating just 11 minutes of brisk walking into their day can make a marked difference for their health.”

The Generalist: “We’ve found that while most investors aren’t helpful, a few have been company-trajectory-changing for us. When I think about why these specific investors have been so helpful, I think it comes down to a few reasons: the investor has the requisite experience, the investor is aware of her limitations and position, [and] the investor and the founder have a relationship that works (for them).”

Profishare: A New Business Model for Enterprise Software (Part 8)

The Alchemists

I asked ChatGPT to expand on an analogy I came up with: Progency as a “modern-day Alchemist”with its “Profishare” model.

In historical and cultural lore, alchemists were known for their quest to transform base metals into precious ones, like gold, symbolizing the creation of great value from ordinary or overlooked elements. Here’s an expansion of how this analogy aligns well with the Progency’s role and objectives:

Transformation of Neglected Assets into Valuable Resources: Just as alchemists sought to turn lead into gold, the Progency aims to transform dormant or churned customers—often perceived as low-value assets—into profitable revenue sources. This process mirrors the alchemical pursuit of extracting value from seemingly unprofitable materials.

Application of Specialised Knowledge and Techniques: Alchemists were known for their unique blend of science, mysticism, and experimentation. Similarly, Progency employs specialized marketing strategies and data analytics to re-engage inactive customers. This expertise is akin to the alchemist’s knowledge and methods used in attempting to achieve transmutation.

Creating Value Where Others See None: Alchemists were notable for seeing potential where others did not. Progency’s focus on the “Test and Left” customers is a perfect example of identifying and capitalizing on opportunities that others might overlook, effectively creating value in places where it was not apparent.

Pursuit of a Seemingly Impossible Goal: The alchemists’ goal of transmutation was often viewed as unattainable, a challenge against natural laws. In a business context, the idea of turning inactive customers into a major revenue stream might also seem daunting or unlikely. Progency, like the alchemists, embraces this challenge, aiming to achieve what might seem improbable.

Augmentation Without Adding Costs: Alchemy was also about achieving more with less, an idea of augmentation without significant resource addition. Progency’s model of not burdening the business with extra costs while augmenting their capacity for customer re-engagement mirrors this principle.

Mystique and Novelty: Alchemy often carried a sense of mystique, offering novel and unexplored avenues. The Profishare model introduces a new, almost unexplored approach in customer engagement and revenue generation, adding a similar sense of innovation and novelty in the business world.

In conclusion, likening Progency to a modern-day alchemist aptly encapsulates its role in transforming underutilized customer segments into profitable avenues. This analogy highlights the innovative, transformative, and seemingly magical ability of Progency to create substantial value from overlooked or undervalued resources, paralleling the mythical aspirations of historical alchemists.

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Looking at the bigger picture, the profit-sharing model, epitomised by Progency’s “Profishare,” represents a forward-looking, innovative pathway for Indian IT services companies as they navigate the rapidly evolving landscape shaped by Generative AI. This model isn’t just an incremental step; it’s a significant leap towards a future where the alignment of incentives between service providers and clients is paramount.

Generative AI is redefining the boundaries of what’s possible in technology, offering new tools and capabilities that were once the realm of science fiction. As these technologies become more integrated into business processes and consumer applications, Indian IT companies stand at a crucial juncture. They have the opportunity to transcend traditional service models and embrace a more outcome-oriented approach.

The profit-sharing model, in this context, is more than just an alternative pricing strategy. It’s a commitment to shared success, where IT firms build products and invest in the potential of their clients’ businesses, driving growth and innovation in tandem. By tying their fortunes to the actual results they deliver, these companies can foster deeper, more collaborative relationships with their clients.

As we envision the future of the Indian IT sector amidst the advent of Gen AI and the need for an “industry reset”, the profit-sharing model stands out as a beacon for a new era of partnership, innovation, and shared prosperity. It’s an exciting time, and Indian IT companies have the potential to lead the charge, redefining their roles from service providers to strategic partners in their clients’ success stories. Converting AdWaste to Martech Gold is the first of many such opportunities.