Our Purpose

As the tradition goes, everyone is born into this world for a purpose – Tripura Multinational was born with a belief of making others great, to its founders Venkataraman Subramanyan and Sripriyaa Venkataraman.

Our Culture

Our Culture is rooted in our belief that within every human being resides immense potential, and it is our responsibility to help them unleash that potential for their own good, and for the greater good of the Universe. Our Vision, Values and Beliefs stem from this fundamental element of our organizational culture.

Our People & Diversity

For every team member our underlying belief is: With us “It is not They Are but who They Could be”. By this we mean, that every individual in the team brings their unique expertise that drives excellence in every internal and client engagement. At the same time they have the opportunity to grow and build on to become who they could truly be.

Our Impact

We measure ourselves through our customer's success and it is their enduring success that leads to our continued engagement. Some of the successes that our customers have credited us for:

SALUTE TO OUR SERVICE

We are thankful for the trust of our Clients and Partners who have helped us create a strong foundation, enabling us to surge ahead into our new phase of growth!

CLIENTS

PARTNERS

Sales Coaching Stories Leadership Alignment and Coaching
Teaching Sales- Future Ready Transforming Partner Ecosystem Sales Innovation
Driving Sales Innovation for an SME

Earlier this decade, Sudarshan had shortlisted a team of 36 people from his team for a 15-month engagement with Venkat. These sessions were held once a month in order to get the organisation to think differently - how do you provide value to the customer and accelerate decision making? During this long term engagement Sudarsan saw his team getting over the inertia of change. He believed Venkat would be the catalyst to help his organisation to achieve more.

Initial Resistance

Any change deals with a lot of resistance. The team at Veeras Infotek (Now Hitachi Systems Microclinic) were used to doing things a particular way. Initially post the program there was only about 20% acceptance to the commitments agreed during the engagement. It was only when they felt they were pushed into a corner by their customers, that the true change started to take place. They tried the different approaches and techniques taught by Venkat, and when they felt recognition from the customer, true CHANGE began.
Over time Sudarsan saw hints of people truly recognising the value of the engagement. What started off as a mindset change in 2014, got more momentum in 2016.

Their Learnings from the Engagement

Man is a creature of habit. The behaviours that Sudarshan wanted his team to change took a while as they found it difficult to change their ways. One important thing they learnt was looking at KPIs and KRAs rather than just looking at numbers. Venkat was able to drill down to the specific actions that led to results. Through a scientific approach, he helped them in thinking through what can truly help customers succeed.
As a leader, Sudarsan himself started meeting customers with his team which made a difference. They saw him following key points of what Venkat taught them and got motivated to do the same. Their 3 top takeaways from this engagement were:

  • Whom you meet from your customer’s team is more important than just meeting anybody
  • Customers are keener on technology and its business value, rather than price
  • A vendor would discount price because he needs the deal to come in this quarter. A trusted advisor would leverage the business value created to drive momentum in the sale

Overall, Sudarsan has seen a positive behavioural change in his team and is looking forward to further engagements with Venkat!

"Venkat had a very very nice way of getting people to think. People can get antagonistic when proposing a new idea. Venkat never got embroiled in upsetting people. He was able to trigger people to think about how to do things differently. We all caught on to “Can you help me understand.…” and is used frequently in our office now. The way Venkat starts, people know he will be asking a difficult question, but the way it was presented makes the difference. No sarcasm. People normally think they are being interrogated rather than asked, but this was not the case with Venkat."

- Sudarsan Ranganathan on his long term engagement with Venkataraman Subramanyan

Tranforming the Partner Ecosystem of a Global ERP Software Major

As the market leader, our client had been in an enviable position, where customers reached out to buy and implement their solutions. With greater maturity in the technology landscape and higher rates of innovation among competitors, this ready market turned into a red ocean, which meant that our client needed to change how they engaged with their customers and partners.

Change is Inevitable

When you are internally focused you are cocooned in your thinking and consistent performance gets affected. For sales professionals, It is often said that you are as good as your previous quarter. If you are unable to deliver, you have no choice but change.
It is as this point that Venkat was engaged to drive the correct long lasting behaviours for the sales teams.

Transformational Behaviours

An integral part of Srinivasan’s (Name changed to maintain client confidentiality) role as a Partner Lead of our client, is to help build partner sales and selling capability

He sat through several of Venkat’s sessions and highlights the key impacts:

First and foremost is the ‘Why’. He explains the need for change through examples and anecdotes from his own experiences.

He then addresses ‘what is in it for me’. Sales people come to the sessions sceptical. They say they have seen it all and know how to sell. This is where Venkat’s expertise comes out beautifully – Instead of pushing them, he meets them “where they are” and slowly and tactfully moves them to “where you want them to go”.

This leads to the second important part of the change process – Application. In general, 75% - 80% of the people understand but never do it. It's only about 25% who grasp and apply. Post Venkat’s various engagements, we see a change in those statistics. He can connect the dots for the participants. They feel motivated enough to apply what they have learnt, to make a change and move towards the new normal. With Venkat’s sessions as a catalyst, Rajamani has seen the sales abilities increase over time resulting in higher performance.

"Venkat has a been a guru for many sales people across sales functions. People who attend his sessions always remember him. I have always seen him being greeted by many people as he comes to office. This shows the deep impact he has created. I don’t need any approvals to drive anything when I tell me leadership team that Venkat will be engaging with us!”

- APJ Partner Lead of a Global ERP Software major on his multiple engagements with Venkataraman Subramanyan

Sales and Leadership Coaching Engagement with a Global ERP Software Company’s Japan Market Unit

Coaching the Leadership Team

Venkat’s engagement with the Japan Market Unit of a global ERP software company started in 2015. He was brought on to coach their sales leaders and worked with the Managing Director and his senior sales leadership team, initially starting with deal qualification and coaching. He was able to understand exactly where the leaders faced their challenges – individually and with their teams.
Starting with meeting the group on a quarterly basis, he focused more on 1:1 sessions to build the trust and connection with the Team. The objective behind the coaching exercise was to allow the senior leadership to discover the HOW – the execution of change and aspiration.

Results Speak for Themselves

The business leaders appreciated the power of Coaching and cascaded their learnings into coaching their sales managers, who ultimately started coaching on the field. This change came in both behaviour and numbers:

  1. Mindset Change -the managers were taking on a more coaching approach with their teams. This was driving a different set of positive behaviours with some teams. Though a complete shift in mind-set is a longer change process, the company started seeing more predictability in business and better quality & consistent pipelines. 2016-2017 saw sales teams delivering against forecast more consistently in 2017 they achieved the award of the Market Unit of the Year.
  2. In addition to qualification they also engaged Venkat for Account Planning coaching for every Industry Sales VP. This resulted in the creation of €950M of Net New Pipeline.

Looking Ahead

Going forward, the challenge now lies in moving to the next stage - qualifying the pipeline. The next set of engagements will be for the sales teams to understand how to gain customer validation, customer account planning and confidently have more C-level conversations.

"Venkat has a strong and very powerful impact. He has the ability engage and hold the room to account in a positive way. He has overcome the challenge which non-Japanese speakers face – which is to have an engaging hold over the participants. Venkat does it very well right through with the MD to wider supporting teams. He asks powerful questions which get people to pay attention. When participants push back, he is very patient and constructive. Venkat has great knowledge about the industry and the challenges we face. His credibility and style has gained him high level of respect throughout the organisation. The 1:1 sessions have helped crystallise the learnings for the managers. People genuinely sign up for Venkat’s workshops and coaching sessions!"

COO for the Japan Market unit for a Global ERP Major

School of Inspired Leadership (SOIL) – Teaching Sales for the Next Generation of Leaders.

Changing Perceptions

The School of Inspired Leadership (SOIL) runs various full and part time leadership courses spanning a multitude of topics. Generally they admit students who have about 3-5 years of prior work experience.

About 70% of the students come from the Information Technology (IT) sector. They enrol in this program to gain the skills to help them transition to other careers. Generally, the incoming students have neither been exposed to, nor experienced the pleasures and pressures of the sales profession. Many come in with a negative perception of Sales.

As a visiting faculty, Venkat was able to directly address their misconceptions by applying a scientific lens and an artistic twist to the sales process.

Addressing the Challenges

The main challenge faced by the students was moving away from their previous technical backgrounds to solution selling roles they landed in their campus recruitments. Here they face another challenge as they need to clearly develop their ability to assess the clients’ needs.

Venkat was able to address the various challenges and mind blocks the students faced through:

  1. Mindset Change - He helped the students to discover that selling is all about making the customer more successful, and to jointly explore new possibilities. It is not about “telling” to the customer, but helping the customer think differently with proactive insights and powerful questions.
  2. Confidence – He was able to help them realize the importance of building confidence in themselves and in the value of the products/services they represent. The power of one’s beliefs can help transform the outcome of selling.
  3. Qualifying Customers – Students were able to understand the power of qualifying customers. It is not about prospecting but the ability to qualify that help to build sales pipeline velocity.

Results

Students were over excited. They now had the knowledge and toolkit to do a thorough opportunity analysis, conduct a sales call and provide a solution accordingly. They understood the importance of and how to go deeper into the problem, and provide solutions.

A lot of students have written back saying they saw results using this framework in their new jobs.

Venkat is perfectly cut out to be in this field. He can impress anybody when it comes to presentations, through his body language and way of communication. He has the ability to engage with every student in the class. His own high mental and physical energy gets reflected in the students. His contemporary knowledge and industry insights are quite relevant to the students.
He is constantly coaching and counselling students who joined sales and business development roles in IT companies. The students are benefiting greatly even after they graduate.
For the period he was engaged with us, every year he had a 100% fan following from his class. He received the best ratings and was awarded the best visiting faculty”

Mr. A.N. Bhattacharya Professor – Marketing & Social Innovation School of Inspired Leadership

Sales Coaching Engagement with one of Software Technology Leaders in Russia

Context: The Russian Sales Industry

The sales climate in Russia was changing. Many operated like they were stuck in the entitlement mentality of the 2000s. The market was expanding and growing at an alarming rate that sales professionals did not see the need for learning or optimisation. They worked as ‘money collectors’ and “order takers” - just concentrating on making sales without thinking through optimisation, long term value and the needs of the customers. There was a need for professionalism, and for growth and development of the sales teams.

Prior to joining our client , Albert (Name changes to maintain client confidentiality) was a successful leader, consistently achieving the goals and crossing the milestones set by his company. When he joined our client, he was successfully able to get his teams to improve their performance. However, he faced a challenge in getting them to aspire for more. He needed them to go from Good to Great – from money collectors to value based sellers.

Coaching as a Powerful Tool

Albert’s experience as a leader had made him realise that a leader needs to situationally flex his approach to his team and their commitments. He also acknowledged that many external, economic, political as well as internal factors can cause a change in team performance. Through his engagement with Venkat over a two-year period, Albert was able to appreciate the importance and power of coaching his teams to a higher level of performance.

The Coaching Teams on Account Planning (COTAP) sessions on advanced account planning which Venkat facilitated and coached, looked deeper into the existing relationships, and helped the Account teams understand what they knew, and what they ought to know about their customers. It was an eye opener for them as they now had the skills to broaden their perspectives for a particular account.

This workshop was just the beginning, to get the teams to understand the techniques to expand their presence in accounts. In order to maintain the momentum, regular coaching was needed. Through Venkat’s Deal Strategy sessions, the Russian team was able to balance their normal optimism around deals with “Black Hat” thinking that is helping them to pragmatically assess risks and build credible action plans to increase their win-rate.

Venkat has genuine interest to help the teams. He invests his energy, time and knowledge in each person who he engages with. He has real life expertise and shows how to practically implement changes. I appreciate his coaching style which has been an eye opener for many people on my team. He has been able to stimulate my thinking process around coaching – it has been a game changer for me.”

Digital transformation lead for Russia and CIS – 11 countries on his engagement with Venkataraman Subramanyan as a Facilitator and Master Coach

Testimonials

“Venkat has genuine interest to help the teams. He invests his energy, time and knowledge in each person who he engages with. He has real life expertise and shows how to practically implement changes. I appreciate his coaching style which has been an eye opener. He has been able to stimulate my thinking process – it has been a game changer for me.”

Director – Enterprise and Partner Group, Russian Federation, Microsoft On Coaching Account Planning and Coaching to the Deal workshops

“Venkat had a very very nice way of getting people to think. People can get antagonistic when presented with a new idea. Not with Venkat – he never got embroiled in upsetting people. He was able to trigger people to do things differently. We all caught on to “Can you help me understand.…” and is used frequently in our office now. The way Venkat starts, people know he will be asking a difficult question, but the way it was presented makes the difference. No sarcasm. People normally think they are being interrogated rather than asked, but this was not the case with Venkat”

CEO & MD Veeras Infotek Private Limited, India

“Venkat has a been a guru for many sales people across sales functions. People who attend his sessions always remember him. I have always seen him being greeted by many people as he comes to office. This shows the deep impact he has created. I don’t need any approvals to drive anything when I tell me leadership team that Venkat will be engaging with us!”

Head Digital Enterprise Platform Channel, APJ, SAP

“I run a global program at SAP. The way people negotiate is different in India as other parts of the world. Venkat knew the market very well. He was professional, engaging, added a lot of value, had a great sense of humour, and added a lot of insights. The feedback from the partner program we ran in India was very positive. I look forward to working with Venkat in the future.”

Partner Sales Academy Lead for SAP, Global Sales Learning On the Negotiations workshop

“Venkat is able to connect the theory very well with sales audience. He has huge credibility as he has done the role till the leadership level. He has the ability to make them think how they are conducting their daily and weekly business, 1,2,3 things they can change in their business and walk out with actionable bites. He knows how to create constructive tension – putting people on the spot without making them uncomfortable, so that they truly learn.”
For the tracking metric around the workshop we follow a basic approach to how they conduct the week through Forecast, pipeline conversion, and is done by business teams themselves.

VP Sales performance acceleration - Sales Learning, APJ, SAP

“Venkat has a very interesting style – quite demonstrative and a large personality. He is quite engaging with the sales teams. In most cases he brings them along the journey by providing stories and news on how the technique has worked and its useful. He is able to increase participation through role plays. His workshop is structured in a way that everyone participates. He is also an engaging speaker.
I see my people use Venkat’s words. In the past, SEA reps haven’t had the experiences to engage with the C-suite. Venkat was able to induce a mindset change for them to step up and engage in executive conversations – key to success for any sales rep.”

VP South Asia, ASEAN and Pacific, INFOR

“It was four years ago that I engaged Venkat to help with our Sales teams. We had identified some problems around selling. The deals were not qualified and coming towards the end of quarter they would be dropped. This highly impacted forecasting accuracy of the organisation. Working with Venkat we rolled out a new program in 3 weeks across 6 cities in the APAC region. We started to see a change - those who adopted the learnings were becoming more successful. I absolutely love the way Venkat delivers his trainings. I am always keen to leverage him, choosing to work with him and not use my internal folks. Venkat has a very strong presence in the room. He walks in and you sit up and pay attention. What I like best is that he uses a lot of his own best practices and experiences to teach. His lessons are not theoretical out of a book but real examples on what made him and his team successful.
He has the ability to ask the difficult questions. Even if I am not getting trained by him he does it for a specific reason to understand the key problems. If I would choose any sales vendor, Venkat would be on top of my list. He is a lovely man and a nice person.”

Director sales enablement for APAC

“Venkat is perfectly cut out to be in this field. He can impress anybody when it comes to negotiations, through his body language and way of communication. He has the ability to engage with every student in the class. His own high mental and physical energy gets reflected in the students. His contemporary knowledge and industry insights are quite relevant to the students.
He is constantly coaching and counselling students who joined sales and business development roles in IT companies. The students are benefiting greatly even after they graduate.
For the period he was engaged with us, every year he had a 100% fan following from his class. He received the best ratings and was awarded the best visiting faculty.”

Professor Marketing and Sales Innovation at SOIL (School of Inspired Leadership)

“Venkat is one of our valued facilitators. He always receives very solid scores as feedback. During teleconferences and client engagements, he adds great value. His is the voice of the market on the phone – his discussion areas are thoughtful and really appreciated by his clients”

CEB/GARTNER

“I am passionate about giving something back to the society and professionalising sales. Venkat has a similar goal to touch and transform a million lives by 2020 which I resonate with fully. As we witness a shift in leadership and talent development focus towards Asia, we feel this region has tremendous opportunity and we want to leverage that by starting early. With APS International, our aim is to develop the Next generation of leaders and build professionalism in Sales. Venkat’s passion and expertise makes him a valuable member of our board to help drive this vision”

Fellow, Association of Professional Sales

“Venkat has a strong and very powerful impact. He has the ability engage and hold the room to account in a positive way. He has overcome the challenge which non-Japanese speakers face – which is to have an engaging hold over the participants. Venkat does it very well right through the Managing Director to wider supporting teams. He asks powerful questions which get people to pay attention. When participants push back, he is very patient and constructive. Venkat has great knowledge about the industry and the challenges we face. His credibility and style has gained him high level of respect throughout the organisation. The 1:1 sessions have helped crystallise the learnings for the managers. People genuinely sign up for Venkat’s workshop!”

COO, JAPAN, SAP

Click on the stars to view Testimonials

Engage and Elevate

Get the best sales and leadership insights from our experiences to your inbox. Turn to us, your trusted sales advisors to get insights that engage and elevate you!

Connect With Us

Give us the opportunity to enable your path to excellence

Go Givers Get More

Dear Sales practitioners and leaders, contribute your powerful insights to our world class sales community - A wonderful opportunity to elevate your brand and thought leadership!