CXO Outlook – June 2023 – 10 Most Inspiring Business Leaders – 2023

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Unleashing the Power of Digital Technologies and New-Age Media

In today's interconnected world, digital technologies and social media have revolutionized the way businesses operate, opening up countless opportunities for growth and success. Visionary business leaders across various industries have harnessed the power of these tools, leveraging their potential to reach wider audiences, engage with customers, and drive innovation. In this issue, we explore the journeys of inspiring business leaders who have embraced digital technologies and social media to propel their organizations to new heights.

On the cover, we feature Kent Vanho, the founder of Alpha Coast, who spent the majority of his 17-year corporate career constructing systems and platforms for enterprises. Kent’s brainchild is the Client ProFinder™ program, which was

meticulously crafted to swiftly identify inbound leads who submit requests for proposals (RFPs) and automate personalized responses, granting career coaches an 87% distinct advantage over their competition. We have included success stories of leaders like Spencer Brown (Chief Operating Office, SBR Energy), Keryn Gold (Founder and CEO of OTBi Solutions Spotlight), and Appy Bhullar (Real Estate Agent, RE/ MAX). The issue also brings

a spotlight to innovative companies, including Systel Inc, Complete Genomics, and Agero.

The success stories of these inspiring business leaders and innovative companies demonstrate the transformative potential of digital technologies and newage media in today's business landscape. By harnessing these tools effectively, they have shattered barriers, engaged with audiences on a global scale, and created thriving businesses. Aspiring entrepreneurs can draw valuable lessons from these leaders, emphasizing the importance of authenticity, engagement, and utilizing the power of digital platforms to drive innovation, build communities, and achieve remarkable success. Enjoy Reading.

Sarath Shyam

34

Spencer Brown,

CEO, SBR Energy LLC

60

COMPLETE GENOMICS

HEALTHCARE COMPANY

MOST INNOVATIVE OF THE YEAR 2023

72

SYSTEL INC

Amina Jafery CEO, Systel Inc

Offering an Innovative Approach to Technology and Staffing Industry

Dr. Radoje Drmanac, Chief Scientific Officer, Complete Genomics

Pioneering Genomic Solutions for a Better Future

REAL ESTATE LEADER

MOST INFLUENTIAL TO FOLLOW IN 2023

COMPANY

MOST INNOVATIVE OF THE YEAR 2023

84

Appy Bhullar, Real Estate Agent, RE/MAX

Helping Clients Achieve their Real Estate Goals

88 AGERO

INSURANCE SERVICE PROVIDER MOST TRUSTED IN 2023 104

LOGISTIC SOLUTION PROVIDER

MOST INNOVATIVE TO WATCH-2023

IN MY VIEW

Frisbee Global Cold Chain Logistics

Oded Tirrer

Founder & CEO

Taking the Pharmaceutical & Life Sciences Logistics Market to the Next Level

Preparing Leaders to Transform Their Businesses & Succeed in the Digital Age 22

Andrea Iorio, Leading Keynote Speaker, 2X Best-Selling Author, Podcast Host & MBA Professor

Chetan Ghai Chief Commercial Officer , Insurance

Fostering Innovation in Insurance

The

Nancy Zakharia Ohanessian, Leadership Coach and Talent & Organizational Development Leader

Alvin Chau, CIO, Canada Computers and Electronics

Steve

CEO/Founder,

COVER STORY

REVOLUTIONIZING LEAD GENERATION

Founder, Alpha Coast Inc

Kent Vanho, the founder of Alpha Coast, spent the majority of his 17-year corporate career constructing systems and platforms for enterprises. After parting ways with the corporate world, he honed a proven, repeatable sales process and a leak-proof system. Leveraging personalized automation and the company’s proprietary AI software, Kent propelled his own business and that of his clients to multi 6 & 7 figures within 12 months or less. “Achieving success

in scaling any online business today requires finding the perfect balance between AI and human involvement. Relying solely on AI is insufficient due to its lack of human touch, while depending solely on people limits scalability. However, striking the right balance between the two is crucial for optimal growth,” opines Kent.

Three factors inspired Kent to leave the corporate world: time, emotional, and financial freedom. “I was tied down for 50 weeks a year, with just 2 weeks of vacation annually. This lack of time freedom didn’t sit well with

me,” he continues. “Emotionally, I yearned for the autonomy to make final business decisions without feeling constrained by corporate politics. And financially, I witnessed colleagues with decades of experience who were nowhere near retirement. I wanted to retire earlier and support my children.” These considerations motivated him to take the leap and pursue a new path.

Armed with his extensive tech experience from building enterprise platforms at Cisco and backed by an MBA background, Kent set his

sights on assisting entrepreneurs and service providers in scaling their online presence. His exploration led him to a renowned platform developed to bridge the gap between buyers and service providers.

“I realized that this platform, boasting a vast user base of 900 million, catered to the 3% of the market actively seeking services. This realization ignited my drive to prioritize speed to market,” Kent shares. “Career coaches, in particular, faced a limited window of opportunity to respond to proposal requests before potential leads disappeared. My goal was to alleviate their stress, accelerate their time to market, and provide a streamlined system that efficiently converts inbound leads into customers.”

This vision gave birth to Client ProFinder™ program, Kent’s brainchild. The program was meticulously crafted to swiftly identify inbound leads who submit requests for proposals (RFPs) and automate personalized responses, granting career coaches an 87% distinct advantage over their competition. “Our program eliminates the need for constant monitoring, empowering career coaches to reclaim their time while equipping them with a winning strategy to convert leads into customers,” Kent confidently asserts.

Four Steps to Maximizing Results

Users of the exclusive Client ProFinder™ program have the option of engaging with personalized assistance throughout the entire process. The program unfolds in four sequential steps, each contributing to the ultimate goal of maximizing results.

In the first step, Client ProFinder™ program users are guided in building a robust foundation for their online presence. This involves optimizing their digital footprint and ensuring

Client ProFinder™ program was meticulously crafted to swiftly identify inbound leads who submit requests for proposals (RFPs) and automate personalized responses, granting career coaches an 87% distinct advantage over their competition

readiness to receive inbound leads. They are empowered to make informed decisions regarding the desired quantity of inbound leads they can effectively handle.

“Once the building phase is complete, clients are equipped to proactively respond to inbound leads who have submitted proposal requests. Promptness is key in this stage, as it enables them to capitalize on potential opportunities swiftly and efficiently, establishing themselves as reliable and responsive in the market,” explains Kent.

In the crucial third step, beneficiaries of the Client ProFinder™ program continue to nurture their relationship with inbound leads by booking calls, conducting persuasive sales conversations, and signing new customers. They manage these operational aspects to sustain the momentum generated from the previous steps and steadily progress towards achieving their desired outcomes.

As Client ProFinder™ program users witness the fruits of their labor and experience growth, they reach the final stage of the program: scaling. It becomes advantageous to expand operations by hiring and training a virtual assistant. Kent shares, “Delegating certain tasks to a capable assistant allows them to offload responsibilities, increase efficiency, and accommodate a higher volume of leads. Scaling empowers users to optimize their operations, effectively multiplying their productivity and potential.”

By embarking on this comprehensive journey through the Client ProFinder™ program, career coaches can navigate the path to success with personalized guidance at each step. From building a strong online presence to scaling their operations, the program provides invaluable support for achieving and surpassing their goals.

Recognizing Potential of Professional Networking Platforms

With professional networking platforms surpassing competitors like job search engines and recruitment websites by a considerable margin, their rapid growth and projected user base of millions make them an undeniable force to leverage. Kent adds, “Recognizing the potential of professional networking platforms as a source of leads for career coaches, we developed the idea of using these platforms to help them connect with their potential clients efficiently.”

Client ProFinder™ program is an invaluable resource that harnesses the extensive reach and untapped potential of professional networking platforms. It has brought about a groundbreaking shift in how career coaches discover and engage with prospective clients.

According to Kent, the founder, “Our program is specifically crafted to rapidly identify and promptly address RFP inquiries, granting career coaches a competitive advantage and significantly enhancing their likelihood of securing valuable inbound leads.”

With its exceptional robustness, Client ProFinder™ program possesses the capability to handle and promptly address RFP inquiries

across various service categories simultaneously, irrespective of the volume. This versatility and swiftness grant its users a significant edge in the market, setting them apart from their competitors. Kent discloses, “We harness cutting-edge technologies like Google Cloud Services and Amazon AWS to ensure unwavering reliability and stability. This empowers our clients to be at the forefront of responding to inquiries, securing valuable inbound leads. Being the first to respond holds a considerable advantage, enabling our clients to choose their preferred collaborators rather than being limited by options.”

Client ProFinder™ program offers a service that effectively assists its clients in scaling their businesses with a remarkable level of predictability. The revenue generated from the leads acquired through the platform serves to practically offset the cost of using Client ProFinder™ program’s services, making it an exceedingly cost-effective solution. Alongside the financial advantages, clients also benefit from significant time savings and a reduction in advertising expenses. Kent further elaborates, “Every entrepreneur aspires to achieve significant milestones, and we empower them to turn their dreams into reality. Our services

With its exceptional robustness, Client ProFinder™ program possesses the capability to handle and promptly address RFP inquiries across various service categories simultaneously, irrespective of the volume

Kent is driven by a clear mission to empower servicebased businesses, specifically career coaches, by helping them become approved vendors and enabling them to promptly respond to RFPs 24/7

extend beyond inbound lead generation. We aid our clients in identifying and resolving bottlenecks within their sales and fulfillment processes, enabling them to scale their operations and achieve an annual recurring revenue (ARR) of $1M, all while upholding the quality of their service.”

Kent is driven by a clear mission to empower service-based businesses, specifically career coaches, by helping them become approved vendors and enabling them to promptly respond to RFPs 24/7. His ultimate goal is to assist them in achieving an ARR of one million dollars or more within a timeframe of 12 months or less. Kent emphasizes the importance of forming strategic partnerships, stating, “We strive to establish close collaborations with early-stage entrepreneurs and service-based businesses, equipping them with the necessary tools and strategies for scaling their operations. Through collective efforts, we have the potential to drive

significant growth and facilitate transformative changes in businesses right from the start. By taking proactive action early on, we can prevent the unfortunate fate that befalls over 90% of businesses, where dreams often perish within three to five years along with the founders.”

Scaling Success and Empowering EarlyStage Entrepreneurs

Kent places great emphasis on the importance of a proven and repeatable sales process, coupled with a leak-proof system that incorporates personalized automation and proprietary AI software. He explains, “Achieving scalability in a business goes beyond simply generating inbound leads; the entire sales process must be leak-proof and scalable. This means that the ability to convert inbound leads into sales calls must be as scalable as the process of generating inbound leads. Furthermore, it is crucial to develop strategies for scaling fulfillment to accommodate the increased volume.” While

Client ProFinder™ program effectively brings qualified inbound prospects to the top of the sales funnel, which is a significant initial step, Kent highlights the equal importance of the subsequent steps. These include the ability to convert leads into booked sales calls and establishing a scalable fulfillment process to handle the growing demand. Reflecting on the remarkable growth of his consulting business, Kent emphasizes three pivotal factors that played a significant role in its success: product-market fit, an effective lead generation strategy, and scalable sales and fulfillment processes. He elaborates, stating, “Achieving a strong productmarket fit entails understanding the precise needs of our target market, not just their wants. By aligning our product with their specific requirements and addressing their genuine needs, we were able to establish a strong resonance. In addition, we honed

Today, Kent’s primary objective is to streamline the workflow for his clients and alleviate the repetitive tasks associated with lead and prospect management

our skills in inbound lead generation, consistently attracting a steady flow of highly promising clients. Lastly, we devoted attention to developing scalable sales and fulfillment processes, allowing us to handle increased demand while upholding the quality of our services.”

Today, Kent’s primary objective is to streamline the workflow for his clients and alleviate the repetitive tasks associated with lead and prospect management. He aims to provide clients with a more efficient and time-saving experience by minimizing or eliminating the need for manual intervention. Kent expresses particular enthusiasm for an upcoming feature that will seamlessly integrate their outbound and inbound platforms. This integration will allow clients to effortlessly transfer inbound prospects from one platform to another without requiring manual intervention. As a result, the speed to market will increase, and a significant amount of time wasted on manual tasks will be reduced. The automation and synchronization of these platforms will significantly enhance the efficiency and effectiveness of Client ProFinder™ program’s services, ultimately assisting clients in scaling their businesses more effectively.

Kent offers valuable advice, stating, “The professional networking platforms we collaborate with are currently undergoing substantial and rapid growth. I strongly encourage career coaches and service providers to join these platforms, as doing so will grant them higher priority and visibility, ultimately increasing their chances of securing valuable inbound leads within their accounts.”

To provide additional support, Kent has established a new community platform specifically created for career coaches and service providers. This community serves as a centralized hub where members can access a wide range of valuable resources, including informative guides and

best practices. It offers a wealth of knowledge about the platforms the company partners with, helping members navigate and maximize their presence effectively. By actively engaging in this community, clients have the opportunity to tap into the collective wisdom and experiences of like-minded professionals, fostering growth and success in their respective fields.

Future Growth and Expansion

Kent expresses his pride as the trailblazer behind a groundbreaking SaaS product that automates the detection and response to RFPs 24/7. However, he emphasizes that their journey of innovation is far from over. “We are actively seeking partnerships with a few more professional networking platforms to expand our reach and help our clients scale their businesses on all possible online platforms where business inquiries are provided. Our focus remains on continuous growth, innovation, and staying at the forefront of the ‘ready to buy 3% of any given market who will buy at any given time’ industry,” shares Kent.

Alpha Coast’s commitment to ongoing innovation and improvement ensures that its clients can expect even more streamlined and efficient services in the future. Career coaches will experience increased productivity and automation with upcoming features like seamless cross-platform integration. Kent’s advice to career coaches emphasizes the importance of seizing the opportunity on professional networking platforms early on to maximize their visibility and generate valuable leads. As AlphaCoast.com looks ahead, they aim to forge new partnerships and expand its services to multiple professional networking platforms, solidifying its position as a leading force in helping businesses scale and succeed.

Preparing Leaders to Transform Their Businesses & Succeed in the Digital Age

Andrea Iorio, Leading Keynote Speaker, 2X Best-Selling Author, Podcast Host & MBA Professor

According to you, which are the three significant digital transformation trends to keep an eye on in 2023?

It is a fact that making predictions about tech trends has been harder and harder in such an unpredictable world (see the recent buzz around the metaverse, and its subsequent rapid

implosion), at the same time it is possible to notice trends that are here to stay and that we should keep an eye on in 2023. The top 3 trends according to me are as follows:

1.Obviously, we should look at Generative AI. We have seen through the rapid adoption of Generative AI tools such as Chat-GPT and

Andrea Iorio is one of the most requested keynote speakers about Digital Transformation, Leadership, Customer-centricity and Web3 globally, and he shares his thoughts and ideas at the intersection of business, technology, philosophy, and neuroscience in his more than 200 keynotes per year to companies such as Abbott, Bayer, Cargill, Dow, IBM, Roche, Syngenta, Tetrapak and more.

Andrea is a columnist at the MIT Technology Review Brazil, the official host of NVIDIA’s podcast in Brazil. He holds more than 10 years of experience in multinational and tech companies: he was the Head of Tinder across Latin America for 5 years, and Chief Digital Officer at L’Oréal Brazil. He is an economist with a Degree from Bocconi University (Milan, Italy), and a MA in International Relations from Johns Hopkins’ SAIS (Washington, DC), and is now an MBA professor at Fundação Dom Cabral. He is the author of 3 books in Portuguese: “6 Competências para Surfar na Transformação Digital”, “O futuro não é mais como antigamente”, and “Metanoia Lab: lições sobre competências humanas na era digital”: the first one reached the no. 1 position on Amazon in the People Management and Leadership sections in Brazil.

Recently, in an exclusive interview with CXO Outlook Magazine, Andrea shared his insights on the top three digital transformation trends to watch out for in the future, his inspiring professional journey, the mission and vision behind Andrea Iorio Keynotes consultancy, future plans, and much more. The following excerpts are taken from the interview.

With the exponential spread of Internet of Things (IoT) devices that are going to generate huge amounts of real-time data, cloud computing is not going to be enough (since data is sent and stored into centralized servers of the Cloud service provider), but this data is going to have to be processed on the spot

When it comes to the biggest challenge, although all aspects of writing a book can be challenging, I believe the hardest one for me was to carve out time from my executive agenda at L’Oréal to write my first book

Midjourney (and the loyalty of its users as well), that Large Language Models reached maturity and are from now on part of our daily lives.

2.Less obviously, we should look at Edge computing. With the exponential spread of Internet of Things (IoT) devices that are going to generate huge amounts of real-time data, cloud computing is not going to be enough (since data is sent and stored into centralized servers of the Cloud service provider), but this data is going to have to be processed on the spot. This is exactly what Edge computing does, and we should look at it more closely.

3.Last but not least (and you might find this curious since it is not a tech trend per se), it is Leadership upskilling in Digital. Yes, I feel that the third most important trend is not a tech trend, but a Learning and Development (L&D) trend: a recent Technavio report about Corporate Leadership Training Market Growth points to a 9% CAGR until 2026 of investment into leadership training, and much of that is in the Digital space. I see much of that because of my job, and I feel that this is a trend here to stay, because of the growing importance of digitalization on businesses of all sectors and sizes.

Andrea, please take us through your professional journey. How has been your leadership experience and what are the major takeaways from each of the roles?

Let me start off by saying that my professional journey has been so unique and non-linear that often it is hard to explain. I have a background in Economics (I studied at Bocconi University in

Italy, my home country), wrote my final thesis in Egypt, as an exchange student at the American University in Cairo, and then moved to the U.S. to pursue my master’s in international relations at Johns Hopkins University.

After that, in 2011, I moved to Brazil, where I started working at Groupon as a sales manager (that is where I learned so much about people management, hands-on) and after 3 years, I was hired by the Match Group to launch Tinder, the dating app in Brazil. That was my first leadership experience, and as the Country Manager, I managed to take the app to the top grossing position in the Brazil App Store, as well as make Brazil the 2nd biggest market for the app. After my 5 years at Tinder, I challenged myself with a new role as a Chief Digital Officer at L’Oréal: a totally different context, that made me learn more about Digital Transformation in traditional businesses - the topic that nowadays I cover in my job as a keynote speaker and best-selling author.

Tell us about Andrea Iorio Keynotes consultancy. What is the mission and vision of the company?

I launched ANDREA IORIO Keynotes during my tenure at L’Oréal as a side business that would basically focus on the marketing and sales of my keynotes, workshops, and Podcasts. My customers are traditionally leaders in traditional business, often Fortune 500 companies, and my mission is to inspire and educate them about the fact that Digital transformation is not only about technology, but it is mostly about people, namely that it is abouat was the most challenging part for you as a writer?

I wrote my first best-selling book, called “6 competências para surfar na transformação Digital” (in English “6 skills to navigate the Digital Transformation”) during my tenure at L’Oréal, and the inspiration behind the book (as well as my subsequent ones) was exactly the lack of a guide about an effective leadership in the Digital Age. I felt that most of my colleagues in executive roles

were struggling not so much to understand technology, but to change their way of making decisions and of behaving in the Digital age. The book started off as a guide for that, and it proved to be successful to the point that after publishing them in Portuguese, I am now launching my first Book in English, called “Meta-leadership: a new leader’s skill set in the world of AI and Web3”.

As leaders, we are more surrounded by people that agree with us, so that we cannot run the risk of becoming victims of our ego, so my advice for someone going into a leadership position for the first time is: ‘keep your ego in check”

When it comes to the biggest challenge, although all aspects of writing a book can be challenging, I believe the hardest one for me was to carve out time from my executive agenda at L’Oréal to write my first book. That is why, since I started to dedicate myself 100% to speaking, I set aside all mornings to just write - usually short articles, or Podcasts scripts, that lay the foundations of my new books.

As an MBA Professor, you teach and focus on the topic, “Digital Mindset and New Capabilities” at Fundação Dom Cabral. What is the importance of this subject and how will it help executive MBA students in their careers?

The “Digital Mindset and New Capabilities'' class that I teach at Fundação Dom Cabral, the no.1 Executive school in Latin America according to the Financial Times ranking, is totally based on my theory (also laid out in my books), that leaders - and in this case, the MBA students I teach to at Fundação Dom Cabral are all executives in large businesses— should develop a new skill set and a new mindset in order to be complementary to technology and not be substitutable. Think about it: if we think that the most important skill of leaders is to have a lot of experience or knowledge about the company, product, or market, he or she works with, well, let me tell you that we can’t compete with Google or Chat-GPT when it comes to that. We can compete though if we focus on critically thinking about and challenging all this content and knowledgesomething that technology, so far, does not.

In your opinion, which are the top 3 skills that every future-ready leader must possess?

I believe that the 3 most important skills that every leader should possess nowadays, as I lay out in my latest book “Meta-leadership”, are:

1.“Data sensemaking”, namely the ability to better make sense of the insights generated by AI, and to select the right KPIs to monitor while managing the business.

2.“Reperception”, namely the ability to ask better questions (rather than just providing

pre-formatted answers) and to think critically about new business problems in a world that is changing very rapidly.

3.“Antifragility”, namely the ability to learn from “smart mistakes” (leaving efficiency to AI and embracing experimentation like a scientist).

As a digital transformation, innovation and leadership keynote speaker, entrepreneur, and podcast host, how do you develop yourself and continue to grow?

I like to say that the true job of a keynote speaker is not to speak at events, but to constantly study, research, write about the most important topics in your field - speaking will be a consequence of that. This is why my mornings are almost exclusively dedicated to studying and writing: I take no calls, I don’t do any meetings (the only exception if I have a speaking gig), but I am solely focused on researching and writing about topics, news and trends that are important for my work.

Can you name a person who has had a tremendous impact on you as a leader? Maybe someone who has been a mentor to you? Why and how did this person impact your life?

This question is very easy for me to answer, since this person is undoubtedly my father, Sergio Iorio. I grew up with my father taking me on business trips every year, mostly to Asia (he was one of the first Italian entrepreneurs to do business with China), for his newly founded chemical company, called Italmatch Chemicals. I learned so much in these trips, seeing him negotiate with businessmen from

different cultures with empathy and grit. The result is that Italmatch Chemicals grew to a 1b US revenues company today, being a leading specialty chemical business in Water treatment additives. Learning with my father has been the best MBA I could ever do, with a plus: it was for free!

What is the secret mantra behind your success?

I do not believe there is any secret mantra or recipe behind my success, but maybe I should point to the attitude that I deem the most important for my success so far, namely: focusing on the actions, and not on the goal. What I mean by that is that frequently people focus so much on designing ambitious visions for their business (or constantly thinking about that think of New Year's Resolutions as an example, it’s exactly that!), that they lose sight of the small but necessary steps needed to achieve them. Of course, I set a longterm vision and goals for my business, but I constantly think: “What should I do today in order to get there? '', and act, enjoying every step of the journey. The “20-miles march” concept by Jim Collins is my inspiration when it comes to this.

What advice would you give to someone going into a leadership position for the first time?

I would say, “Let go of ego”, since this fear can be the biggest obstacle to true leadership. Why so? When we get into leadership positions, we tend to start convincing ourselves that we are good enough, or better than others, and that boosts our ego - and ego is the biggest enemy of leaders, since it is ego that prevents

us from continuously evolving and learning. As leaders, we are more surrounded by people that agree with us, so that we cannot run the risk of becoming victims of our ego, so my advice for someone going into a leadership position for the first time is: ‘keep your ego in check”.

What is your biggest goal? Where do you see yourself in 5 years from now?

At the moment, I am 100% focused on expanding my keynote speaking business internationally, and this is my 5 years goal (minimum). Keynote speaking is a long game

- namely it takes long to get into this market and be compensated for that (this is why most people give us, since they become growingly impatient not seeing results, but this takes a long time), at the same time that once you get into this market, you are likely to stay forever (if you are able to reinvent yourself). Look at household names such as Tony Robbins, or even Simon Sinek, who have been at the top of the game for many years now. The current “problem” I am trying to solve is how to scale the business, and the best way is going international focusing on keynote speaking in English and Spanish.

MOST INSPIRING BUSINESS LEADERS 2023

Alvin Chau

CIO, Canada Computers and Electronics

Website: https://www.canadacomputers.com/

Location: Ontario, Canada

About the Company: Founded in 1991, Canada Computers & Electronics is a retailer of personal computers, IT and components, as well as consumer electronics.

Andy Gamble

Chief Information Officer, Currys plc

Website: https://www.currysplc.com/

Location: London, England

About the Company: Currys plc is a leading omnichannel retailer of technology products and services, operating through online and 830 stores in 8 countries.

Website: https://www.alphacoast.com/

Location: California, United States

About the Company: Client ProFinder™ was meticulously crafted to swiftly identify inbound leads who submit requests for proposals (RFPs) and automate personalized responses, granting career coaches an 87% distinct advantage over their competition.

Website: https://epm.net/

Location: Georgia, USA

About the Company: Equity Prime Mortgage LLC is a licensed mortgage lender whose operations extend across the country (50 states), providing a variety of mortgage products to assist you with finding solutions to all of your mortgage needs.

Website: https://michellebgriffin.com/

Location: Florida, United States

About the Company: The Brand Therapist℠ helps solo experts clearly brand and communicate their genius online so they become seen and sought after in their industry.

Website: https://vibia.com/

Location: New Jersey, USA

About the Company: Vibia exists to create beautiful atmospheres, using lighting design to generate meaningful responses that have a positive impact on the human experience.

The Brand Therapist℠ , Thought Leadership Branding Adviser

Founder, AlphaCoast.com

CEO, Vibia

Chief Growth Officer & Partner, EPM

Michelle B. Griffin

Kent Vanho Miquel Colet

Laura Brandao

Misha Fradin

Managing Partner, Lumen and Forge LLC

Website: https://lumenandforge.com/

Location: Nevada, USA

About the Company: Based in Las Vegas, Lumen & Forge is a multidisciplined company with expertise in immersive technology.

Patrycja Wisniewska

Website: https://blacksmithkyc.com/

Location: Singapore

About the Company: Blacksmith is a single platform to digitally manage your KYC requirements, connect to the data sources you know and trust, generate tailored KYC files on your clients and quickly implement regulatory changes in your processes.

Chief Operating Office, SBR Energy

Website: https://www.sbrenergy.net/

Location: Texas, USA

About the Company: SBR Energy is an innovative upstream oil and gas producer that prioritizes advanced and efficient recovery methods that are currently underutilized in the industry.

Steve Schroeder

CEO/Founder, Smart Community Technologies

Website: https://smartcommunitytech.com/

Location: Arkansas, USA

About the Company: The company teaches cold storage and encourage users and reward users for using cold storage and learning about cold storage.

COO, Blacksmith KYC

Spencer Brown

Want to Sell or find Investor for your Business?

Spencer Brown

CEO, SBR ENERGY LLC

COMMITTED TO ACHIEVING EXCEPTIONAL OUTCOMES

Spencer Brown, CEO of SBR Energy, serves as a true inspiration. Starting from modest beginnings in his career, he has gone on to establish and lead successful companies across various industries, making his entrepreneurial journey nothing short of remarkable. Spencer is a high-performance leader driven by a commitment to achieving exceptional outcomes. With a sharp business sense and a fervor for solving complex issues, he delves into underutilized technologies, constantly exploring new frontiers.

With over four decades of experience, Spencer has honed his expertise in financial and operations

management within corporate structures. He has played an instrumental role in the development and management of over 2,000,000 square feet of industrial space, as well as residential land, apartments, and townhome developments. Moreover, Spencer boasts extensive experience in oil and gas operations management and investment across seven states in the USA.

Recognized as an Advisory Director to a private financial institution holding over $1 billion in assets, Spencer's insights and guidance are highly valued. In addition, he serves as an angel investor in emerging technologies, including electron beam technology, lithium-ion

Spencer Brown CEO, SBR ENERGY LLC

battery technology, and software. With a diverse range of expertise and interests, Spencer stands as a true innovator and a prominent figure in the energy industry.

Educational Background & Career Trajectory

During his time at the University of Texas, Spencer Brown displayed a remarkable thirst for knowledge. As a curious student, he pursued

a BA degree with a diverse range of subjects, recognizing the potential applications of all knowledge in various aspects of life. His studies in philosophy cultivated his strategic thinking abilities, while his passion for mathematics complemented his managerial and corporate finance studies. Additionally, Spencer actively contributed as the Treasurer of his fraternity and dedicated himself to learning Aikido, a modern Japanese martial art, during his college years.

Upon completing his studies, Spencer embarked on his professional journey in sales at a manufacturing company. His unwavering drive and determination led to successive promotions, eventually culminating in his appointment as the CFO of the parent company. From there, Spencer's career trajectory soared as he assumed the role of CEO in a private conglomerate.

Demonstrating his versatility as an entrepreneur, Spencer successfully established

two companies: Brown Holdings Inc. (BHI) and SBR Energy LLC. These ventures stand as a testament to his keen ability to identify and seize new opportunities. Spencer's innovative and forward-thinking approach to business has allowed him to excel in diverse industries, including the energy sector. His achievements as a CEO serve as a testament to his exceptional talent, visionary mindset, and unwavering work ethic.

SBR Energy LLC was established in 2018 by Spencer Brown and his business partner, David Wehrhahn. Its affiliate company was established about 10 years earlier . The primary focus of the company was to acquire and develop oil and gas projects in Texas. David, a seasoned petroleum engineer with over 40 years of experience, had worked extensively with major oil companies

SBR Energy LLC was established in 2008 by Spencer Brown and his business partner, David Wehrhahn. The primary focus of the company was to acquire and develop oil and gas projects in Texas

on secondary and tertiary recovery projects. He also held the position of CEO in an Oil & Gas company listed on the Toronto Stock Exchange.

The Inception Story of SBR Energy LLC

During a period when oil prices were low and capital for projects was scarce, Spencer and David leveraged their combined experience and expertise to evaluate deals for practice. They continued this process for several years, constantly refining their skills. When discussing the mission of SBR Energy, Spencer emphasizes that it involves both acquisition and development, but with a focus on technological value. Furthermore, their management style is characterized by collaboration and adaptability, with a Total Quality Management (TQM) mindset.

Presently, SBR Energy's objective is to identify and acquire under-producing, low-risk oil and gas reserves. They achieve this by leveraging advanced exploration and production technologies to redevelop these leases into profitable producers. Additionally, the company seeks to capitalize on promising greenfield opportunities in oil and gas plays as they arise. The team at SBR Energy consists of seasoned exploration and production professionals who excel at locating untapped reserves or reserves left in the ground which can be recovered using EOR ( enhanced oil recovery ) . Their expertise lies in identifying missed pay zones in existing wells, identifying new drilling opportunities within current formations, and exploring new formations previously unexploited by prior operators.

SBR Energy's approach is geared towards recovering proven reserves that have remained untapped, thereby maximizing the potential of these resources.

What Sets SBR Energy Apart from Other Market Competitors?

What sets SBR Energy apart from other market competitors, according to CEO Spencer, is the company's focus on efficiency and an effective strategic roadmap for rapid development. Unlike larger companies that often proceed at a slower pace, tying up extensive acreage blocks that can take decades to develop, SBR Energy prioritizes drilling up the lease blocks , seeking capital, and reinvesting aggressively to achieve excellent rates of return on capital. This approach allows the company to maintain a competitive edge and drive swift progress.

Safety is another key aspect that distinguishes SBR Energy. Recognizing the paramount importance of safety in the oil and gas industry, Spencer previously underwent a safety course conducted by a safety engineer as

part of an insurance risk assessment exercise. The company places a strong emphasis on implementing the best safety practices to ensure a secure working environment. Spencer firmly believes that in this line of business, prioritizing safety is crucial, as the cost of doing things correctly is significantly lower than the potential consequences of a safety error. Consequently, at SBR Energy, safety is always the top priority.

By combining their focus on efficiency, strategic development, and a steadfast commitment to safety, SBR Energy sets itself apart from its competitors in the market.

Significant Career Milestones

After successfully building and selling out a condominium project during its construction phase, real estate development became an enjoyable business for Spencer. As an entrepreneur, he

Presently, SBR Energy's objective is to identify and acquire under-producing, low-risk oil and gas reserves. They achieve this by leveraging advanced exploration and production technologies to redevelop these leases into profitable producers

By investing in technologies and strategies that minimize environmental impact, SBR Energy strives to contribute to a more sustainable and efficient energy sector

always sought new frontiers, and his experience as CFO of a private conglomerate provided valuable insights. During that period, the focus was on securing financing for new projects, investing surplus cash, or refinancing older

buildings in need of renovation. Witnessing the transformative power of capital at the right time and with the right opportunity proved to be a significant learning experience and a notable milestone in Spencer's career.

Spencer draws parallels between developing an oil and gas property and commercial real estate. He believes that both endeavors require input from engineers, but the core principles remain the same: creating budgets, utilizing proven drilling and completion technologies, achieving a return on capital, and delivering results. Adding value is an inherent responsibility for managers in both fields. Constantly seeking better and more efficient ways of doing things is essential to success.

For Spencer, the experience gained from developing commercial real estate and managing finances in a diverse range of projects prepared him for the challenges and opportunities in the oil and gas industry. His approach to oil and gas development aligns with his entrepreneurial spirit and commitment to maximizing value through efficient and effective practices.

The Future of the Oil and Gas Industry

According to Spencer, while the oil and gas industry faces competition from renewable energy sources, it will continue to play a significant role in the global energy mix for the next two decades. However, he notes that the electric vehicle (EV) boom has actually led to an increased demand for natural gas. In light of this, Spencer emphasizes the importance of prioritizing environmental stewardship to ensure a more sustainable future.

Regarding SBR Energy's plans, Spencer explains that their budgets are designed to account for this evolving landscape by allocating a substantial portion of funds towards reclamation efforts. They also intend to implement nitrogen injection systems to enhance oil recovery per well. By increasing the number

of barrels recovered from each well, they aim to reduce the carbon footprint associated with each barrel of oil produced.

Spencer's approach highlights the company's commitment to balancing energy production with environmental responsibility. By investing in technologies and strategies that minimize environmental impact, SBR Energy strives to contribute to a more sustainable and efficient energy sector.

Diverse Project Experience

Over the course of its operations, SBR Energy and its affiliated entities have made significant discoveries, totaling over 18,000,000 barrels of oil and 35 billion cubic feet (BCF) of gas. Recently, the SBR Energy team has been actively working on optimizing the oil extraction process, aiming to accelerate the timeline for tertiary recovery investment by several years. Additionally, they have plans to collaborate with an inventor on a gas liquefaction unit module that can be deployed on a small scale in the field, acting as a profit booster.

Furthermore, Spencer and his team maintain a proactive approach by continuously seeking opportunities in the energy industry. They identify potential prospects, develop capital budgets, and diligently arrange financing as necessary. Recognizing the capital-intensive nature of the industry, Spencer emphasizes the importance of deploying capital efficiently and operating the business with optimal efficiency.

By actively pursuing advancements in extraction techniques and exploring innovative solutions such as the gas liquefaction unit module, SBR Energy demonstrates its commitment to driving operational excellence

and maximizing returns on investments. This proactive mindset, coupled with efficient capital deployment and operations, positions SBR Energy for continued growth and success in the energy industry.

Immediate Plans

In its most recent development, SBR Energy has successfully completed the acquisition of lease blocks essential for a 20-well drilling project in the Eagle Ford shale region of Texas. The company is currently in the process of securing financing for this project. Looking ahead, SBR Energy has plans to purchase a significant producing asset, pending the necessary financial support.

Recognizing the challenges faced by small and medium-sized companies in accessing capital markets, SBR Energy is confident in receiving the required funds through its global reach investment banker, Del Morgan, headquartered in California. By partnering with a reputable financial institution, SBR Energy aims to overcome the obstacles often encountered by smaller companies and secure the necessary resources for its growth and development plans while balancing that with environmental stewardship . This strategic approach demonstrates SBR Energy's determination to pursue expansion opportunities and its ability to navigate the complex landscape of financing in the energy industry. By leveraging the expertise and support of their investment banker, SBR Energy positions itself to capitalize on promising opportunities and achieve its long-term objectives.

By actively pursuing advancements in extraction techniques and exploring innovative solutions such as the gas liquefaction unit module, SBR Energy demonstrates its commitment to driving operational excellence and maximizing returns on investments

Keryn Gold, PhD

AND CEO, OTBi SOLUTIONS, FOCALPOINT OUTCOMES, & SNAFU GUIDE

EMPOWERING ORGANIZATIONS TO ACHIEVE THE SEEMINGLY IMPOSSIBLE WITHIN 3 MONTHS

Keryn Gold, PhD is an award-winning business and consulting leader, advisor, and certified business and executive coach. She empowers organizations to achieve the seemingly impossible and accelerate achievement of their multi-year plans by 3x or more within months, driving multiple-fold first-year ROI. Her clients say Keryn is a “resourceful, perceptive, trusted advisor” who “proactively delivers transformational value with relentless compassion — phenomenally fast.” Keryn has revolutionized divisions, systems, and processes at numerous organizations, from startups to FAANG companies and the Fortune 50. She enables partners to improve outcomes while reducing costs and accelerating innovation, better

engage employees and unleash their potential, and achieve greater work-life balance while delivering transformative business value. Keryn enjoys empowering individuals and businesses to overcome seemingly insurmountable obstacles and accomplish what they once believed to be out of reach. Undoubtedly, she serves as an inspiration to many.

Academic Background & Career Trajectory

Keryn had an atypical academic journey, starting college at 14 years old, and graduating summa cum laude from a Top 15 university at the age of 17. She went on to earn her Ph.D. in Biomedical Sciences & Statistics at Washington University in St. Louis. Keryn was first exposed to consulting

FOUNDER

FOUNDER AND CEO, OTB i SOLUTIONS, FOCALPOINT OUTCOMES, & SNAFU GUIDE

Keryn Gold, PhD

when she joined a newly-formed non-profit biotechnology and life science advisory group on its second project, and, after exemplary performance as a consultant, the founders ultimately elected her President of the group. Keryn scaled the group from 7 consultants on their second engagement to 100+ consultants with 25+ engagements over just 1.5 years. She also developed best practices, trained new consultants and managers, and secured strategic partnerships with key organizations to ensure the group’s ongoing success.

For the preceding 8 years, Keryn did crossfunctional research aimed at improving health

Her clients say Keryn is a “resourceful, perceptive, trusted advisor” who “proactively delivers transformational value with relentless compassion — phenomenally fast.”

outcomes of at-risk populations, developing best practices, predicting adverse outcomes, and training others to do the same. Though she thoroughly enjoyed many aspects of this work, Keryn found the culture in academia was not for her, but that she loved consulting and empowering businesses.

The Inception Story

In working with her clients, a common theme emerged: during their business journey, many needed to secure funds to bring their transformational ideas or new products to

market. As an avid continuous learner and optimizer who values seeing problems from all angles to more meaningfully help with all-the-things, Keryn sought to learn from the people who made funding decisions. This was out-of-scope for the non-profit biotechnology consulting group, so she handed over the reins of that organization, and formed her first business, OTBi Solutions (Outside the Box Innovative Solutions), in 2012.

Keryn's first initiative with OTBi Solutions involved providing pro bono consulting services to local venture capital and private equity groups she sought to learn from first-hand. Impressed by her expertise, problem-solving approach, and the rapid value she delivered, these groups not only appreciated her work but also offered her employment, providing invaluable opportunities for growth and learning. Keryn was appointed Chief Operating Officer (COO) for one of their education technology holdings when she was in her 20s. Additionally, she took on mergers and acquisitions responsibilities for them, while continuing to consult with others under the umbrella of OTBi Solutions.

OTBi Solutions offers many services, but the primary focus is on empowering clients to reduce costs without resorting to layoffs or negatively impacting their workforce, products, or customer service quality. Keryn now has an ecosystem of companies that deliver rapid, implementable, value-add solutions with significant near-, mid-, and long-term ROI. Keryn’s goal is to revolutionize how businesses operate and uncover hidden profits to foster cultures of empowerment, trust, and autonomy to accelerate innovation and organizational success.

What Sets OTBi Solutions Apart from Others

OTBi Solutions distinguishes itself from others through the breadth and depth of its businessempowering services, its unique approach, and its undeniable history of delivering tangible value, fast. Keryn firmly believes in aligned incentives: working on a contingency basis, if OTBi Solutions is unable to find savings, no fees are charged to clients. This guarantee reflects Keryn’s confidence in their ability to make a meaningful impact. Moreover, OTBi Solutions works swiftly and efficiently, and clients begin witnessing measurable results within weeks of engagement. This is because Keryn and her partners not only develop strategies but also implement holistic high-value solutions. There is no grand plan that remains confined to paper or takes years to execute, obsolete by the time it goes live. OTBi Solutions consistently delivers multiple-fold ROI within 3 months.

Another key aspect that sets OTBi Solutions apart is its people-focus, proficiency in data science, advanced analytics, and AI consulting, in addition to strategic partnerships with global partners capable of securing the best prices from suppliers. Keryn and her partners possess the exceptional ability to delve deep into data and uncover hidden opportunities and inefficiencies that, when addressed, both empower employees and generate millions in additional profit. This expertise enables them to deliver value across various domains and functional areas. Furthermore, when it comes to supplier and procurement optimization, Keryn’s strategic partners monitor prices across industries on a weekly basis (and have delivered 20%+ savings even to clients who thought they’d already optimized their supply chains, for over 20,000 clients). Appreciating the limited amount of time

and energy leaders and procurement departments have to dedicate outside of their existing day-to-day responsibilities, Keryn and her partners manage all negotiations with vendors, suppliers, and requests for proposals (RFPs) on behalf of clients, securing significant cost savings of 20% or more within just a couple of months, without taking up an undue amount of client time with endless meetings. These savings are independent of the more strategic cost reduction, advisory, and advanced analytics services that OTBi Solutions offers, providing even greater, more holistic profit opportunities, ROI, and value to their clients.

Overall, the combination of OTBi Solutions' resultsoriented approach, quick implementation, data-driven expertise, focus on empowering leaders to accelerate multi-year plan achievement while improving balance and schedule flexibility, and strategic procurement capabilities set them apart as a trusted partner for businesses looking to enhance profitability to fund strategic initiatives.

Roadmap to Uncover Hidden Profits

The roadmap to uncover hidden profits begins with Keryn and partners actively listening to the needs of all stakeholders involved. They engage in discussions with end users and dive deep into the available data, research, and analysis. By approaching problems from a holistic perspective and considering all angles, they gain a comprehensive understanding of the current situation, why things are the way they are, and how clients operate, so they can identify opportunities to empower partners to improve outcomes at lower costs.

This unbiased and open-minded approach allows OTBi Solutions to identify both known and potentially unknown "levers" that can drive transformative value for clients. Keryn emphasizes the importance of exploratory data analysis, which helps uncover opportunities that may not be immediately apparent. By looking for hidden

inefficiencies and identifying low-hanging fruit with high near-term impact, OTBi Solutions can quickly identify avenues for significant value generation.

Additionally, Keryn believes in designing and implementing lightweight solutions that empower employees to escape the constant state of "fire-drill hell" and crisismode commonly felt in many organizations. By streamlining workflows and creating enabling processes, employees can be more productive and achieve better work-life balance. This approach not only improves overall efficiency, but also empowers leaders to more confidently delegate tasks and achieve balance without burning out or overwhelming their teams.

Success Stories

Under Keryn's exceptional leadership, the OTBi Solutions team has achieved remarkable outcomes and delivered outstanding value to their clients. They have consistently surpassed expectations and driven multiple-fold first-year ROI across various industries within months.

Select examples include enabling a start-up tech CEO to realize her 5-year vision within just one year, resulting in a staggering 100-fold increase in customer acquisition. Additionally, Keryn facilitated savings of over $10 million at four separate Fortune 50 and FAANG companies in a matter of months, demonstrating the ability to optimize costs and drive efficiency at large, highly-matrixed organizations.

Furthermore, Keryn empowered a Fortune 1000 SaaS company to exceed

Keryn most enjoys unlocking the potential of people and organizations so they can do more good and accelerate achievement of their goals while having greater balance and autonomy.

revenue targets by four times in less than a year, all while reducing costs by more than 20%.

In addition to these accomplishments, Keryn has developed real-time tools that revolutionized sales and marketing organizations by automating data analysis and reducing time-to-insights from weeks to mere seconds. This strategic automation empowered sales and marketing teams to secure over $10 million in new business within a span of four months.

Moreover, she successfully designed and implemented a product that was initially estimated by others to take over $2 million and 1.5+ years to complete. However, under Keryn's leadership, the product was delivered within just four months, with a remarkable cost savings of 90%. The client leveraged this offering to generate additional revenue of over $500 million.

Keryn has touched the lives of many employees and organizations. She has also trained and mentored over 100 professionals throughout the years, equipping them with tools and strategies to achieve what they once believed out of reach, and has built and run billion-dollar divisions and centers of excellence at multiple Fortune 50 companies.

Pearls of Wisdom

Keryn's advice for aspiring business leaders centers around maximizing empowerment and autonomy for all. “We should strive to always remember the Golden Rule we learned in kindergarten, or, better yet, the Platinum Rule: treat people the way they want to be treated,” Keryn shares. “We never know all of what’s going on in someone’s life on any given day, but providing others with a sense

of flexibility and control is critical for healthy balance and trust.” As mother of a five-year old son, though Keryn has often worked long hours, she highly values schedule flexibility, so she can be present for key moments of her son’s life while simultaneously delivering transformational value for her clients.

Work/life balance means something different to everyone, and remote work is wonderful for some but not others. Keryn feels that the debate shouldn’t be about work/life balance or remote work in general, but rather, we should strive to provide employees with autonomy and control over their destinies. When leaders strive to provide their workers with autonomy and schedule flexibility, they earn their loyalty. Keryn shares: “I strive to give my all to everything I do and be everything to everyone, all the time. I’m driven by empowering people, enacting real, lasting, high-value solutions, and solving all-the-problems. When I was younger and still an individual contributor, I would just hyperfocus for 15-18 hours at a time, pull allnighters and knock things out, but that doesn’t work when you’re leading people or have a child. I had to learn how to effectively empower people, rapidly deliver value, and have personal balance all at the same time, which was not something I figured out overnight.”

Keryn always demonstrates genuine compassion and the drive to empower everyone she works with, client or direct report, manager or leader, to have autonomy and schedule flexibility and live the lives they want. Keryn shares: “Treating people like adults, and showing them trust by giving them autonomy, leads to them trusting you in return. It may be scary for some leaders, but it’s what enables transformational value generation

and the development of a healthy culture of empowered employees - leaders and individual contributors alike.” Keryn’s career history demonstrates the effectiveness of this approach, and it’s why many of her direct reports at Keryn’s past corporate jobs followed her when she changed roles.

Driving Change to Make Things Better for Everyone

Keryn is viscerally driven to address and improve anything that she perceives as not being right, or in need of optimization. She has a career history enabling positive change and seeks to make things better for everyone.

Over the years, due the types of roles and magnitude of money Keryn was responsible for, she was thoroughly assessed. The assessments consistently revealed her exceptional strengths in strategy, tactics, ideation, empathy, logical analysis, adaptability, and drive. One of the things that always perplexed her colleagues, but that they saw in her interactions with others, is that, despite her history playing multiple competitive sports, Keryn’s “competitiveness” score was a mere 2 out of 100 (something markedly different than her male colleagues in venture capital and private equity).

Keryn shares that this was explained to her as manifesting as her being driven to help others, and having a strong aptitude for generating strategic ideas and determining the best course of action, but that her core priority is not personally “winning,” but rather ensuring everyone is heard and understood so the ultimate solution addresses everyone's unmet needs. She doesn't push for the chosen path or outcome to be her original suggestion; rather, she enjoys constructing hybrid

solutions that everyone feels are "their babies" to achieve the best outcomes.

By combining her strategic thinking, empathy, drive to deliver value, and proactive, collaborative resourcefulness, Keryn exemplifies her commitment to fostering an environment where all voices are heard and valued. Where people are “met where they are” and understood, so that a hybrid solution that benefits the most

people, not just the loudest or most assertive, is achieved. Her approach reflects a genuine desire to drive change and create solutions that benefit the broader community.

Take on Leadership & Business Success

Keryn holds a strong belief in the potential of every individual to thrive when provided

with the right environment. She is dedicated to empowering and unlocking the potential of her partners, client leaders and individual contributors alike. For Keryn, academic degrees or credentials are not as important as individuals taking ownership of their work and demonstrating empathy towards others.

Effective leadership is built on establishing trust. According to Keryn, “This trust is fostered through clarity of communication, understanding people's needs, goals, and blockers both inside

and outside of the workplace, and empowering them to achieve and to be in the driver’s seat in pursuing those goals.” She recognizes the importance of supporting individuals holistically and acknowledging their personal aspirations and challenges, and most enjoys partnering with them to accomplish what they once believed to be impossible or out of reach.

One of the most fulfilling experiences for Keryn is empowering organizations where people feel trapped, hopeless, or burned out

and driving transformative change, where those same people, within a month, are thriving, happy, engaged, and innovating. This ability to positively impact people's lives is a core motivator for Keryn, and fuels her passion for revolutionizing operations within such organizations.

Through her leadership approach, Keryn aims to create environments where individuals can thrive, find fulfillment, and reach their full potential. She values the well-being and growth of

her partners, clients, and employees, prioritizing their empowerment and autonomy, and fostering a sense of happiness and engagement within the workplace.

Future Plans

Keryn has a career history of enabling clients to overcome seemingly insurmountable challenges and achieve goals that they once considered unattainable, all while delivering significant returns on investment within months. Through her ecosystem of businesses, she aims to empower clients on an even greater scale, via her recent strategic partnerships with Expense Reduction Analysts and FocalPoint International.

In addition to her work with clients, Keryn has other exciting endeavors on the horizon, including the release of her forthcoming book, The Leadership Playbook, Revisited. Over 100,000 hours of research, testing, and refinement went into the strategies outlined in this book, and it provides explicit implementable tools, systems, and processes Keryn has implemented successfully at start-ups through FAANG companies to achieve the same remarkable results that she has facilitated for her clients.

Over the years, Keryn has developed strategies to overcome daunting obstacles and is passionate about helping others achieve the same, without having to work the 100+ hour weeks she did for so much of her career. She’s driven by empowering others and creating win-wins, and is excited to enable businesses to uncover hidden profits to accelerate innovation and better serve their customers, unlock the potential of their employees, and achieve greater balance and autonomy for all - leaders and individual contributors alike – at even greater scale.

OTBi Solutions empowers businesses to uncover hidden profits to accelerate innovation without burnout, layoffs, or negative impact to product or service quality.

The Evolving Role of CIOs: Navigating the Digital Era, Blurring Boundaries, and Driving Innovation

Alvin Chau, CIO, Canada Computers and Electronics

The role of the Chief Information Officer (CIO) has been rapidly evolving over the past few years as technology continues to advance at an unprecedented pace. In today's digital era, organizations are finding it increasingly challenging to keep up with the latest trends and developments, leading to a significant shift in the role and responsibilities of the CIO. The CIO is no longer viewed as just an IT leader but rather a strategic business partner with multifaceted responsibilities.

CIO/CTO/CDO all in one

One of the most significant changes in the CIO role is the blurring of lines between the Chief Information Officer (CIO), Chief Technology Officer (CTO), and Chief Digital Officer (CDO). While these roles were traditionally

seen as distinct, more and more organizations are now expecting their CIOs to perform all three functions. This means that the CIO must be adept at managing technology, developing digital strategies, and driving innovation within the organization. CIOs need to have an in-depth understanding of the latest technology trends, how to implement them effectively, and how to drive innovation through technology.

Strategic Business Partner

As technology becomes further entwined with business practices and operations, it is now expected that CIOs take on the role of strategic business partners. They must collaborate closely with fellow C-suite executives and department leaders to ensure IT initiatives align with overarching business

Alvin Chau is a distinguished IT expert, boasting 25 years of experience in spearheading sophisticated technology projects, driving digital transformation, and managing mergers and acquisitions. His extensive knowledge spans diverse industries, including retail, branding, marketing, travel, hospitality, financial services, loyalty, education, and consulting. Alvin's international expertise has seen him work with prominent companies across North and South America, the Caribbean, Asia, and Europe. Recently, Alvin's exceptional contributions earned him a place on CIO Coverage magazine's list of the 10 Best Innovative Companies to Watch in 2021. As a business technologist, he continually seeks to expand his knowledge and has pursued studies at prestigious institutions such as the University of Waterloo, MIT, and Harvard Extension School.

CIOs need to have an in-depth understanding of the latest technology trends, how to implement them effectively, and how to drive innovation through technology

objectives. The position of CIOs has shifted toward playing a more central role in driving business. IT should no longer be perceived as a separate entity but rather as an integral component of the company's overall strategy. Furthermore, an increasing number of CIOs are reporting directly to the CEO to facilitate better collaboration across the C-suite regarding business strategies and solutions.

The CIO's role has evolved to align more closely with the company's overall strategy, emphasizing their involvement in businessrelated responsibilities and spearheading technology-driven initiatives.

AI will be the Top Strategic Initiative

With the advent of Artificial Intelligence (AI), the role of the CIO has become even more critical. As AI becomes more mainstream, it is the IT leader who will be responsible for enabling AI innovation within the organization. AI strategy will become one of the top strategic initiatives in the next few years, and it is the CIO who will be at the forefront of this transformation. Exponential changes are unavoidable, and organizations need to adapt and drive the change along with the business. CIOs are now expected to not only incorporate AI as part of their digital transformation initiatives but also to focus on it to maximize the potential of this technology.

Drive Digital Revenue

The focus of the CIO role has shifted from just keeping the lights on to developing innovative solutions that can deliver value to the business. IT is no longer seen as just a cost center, but the output of digitalization is increasingly becoming a revenue-generating avenue. The focus has shifted from just keeping the lights on to developing innovative solutions that can deliver value to the business. CIOs are now expected to drive revenue growth and help their organization become more agile and innovative.

In conclusion, the role of the CIO has undergone significant changes in the past few years, reflecting the dynamic and fastpaced nature of the digital age. The blurring of lines between the CIO, CTO, and CDO, the shift towards a more business-centric role, the advent of AI, the incorporation of AI into digital transformation initiatives, and the emphasis on technology as a revenuegenerating center are some of the key changes that have taken place. CIOs must be able to navigate these changes and collaborate effectively with other C-suite executives and department heads to achieve organizational goals. It is an exciting time to be a CIO, as those who can adapt to the changing landscape will be well-positioned to drive value and success for their organizations in the years ahead.

CIOs are now expected to not only incorporate AI as part of their digital transformation initiatives but also to focus on it to maximize the potential of this technology

MOST INNOVATIVE HEALTHCARE COMPANY OF THE YEAR 2023

Complete Genomics

PIONEERING THE FUTURE OF AFFORDABLE GENOMIC SEQUENCING TECHNOLOGY

In the vast landscape of genomics, one company has emerged as a pioneering force, driven by a visionary scientist and his unwavering commitment to scientific innovation. Founded in 2005 in Silicon Valley, Complete Genomics has been at the forefront of revolutionizing high-throughput massively parallel sequencing technologies. Led by CoFounder and Chief Scientific Officer Dr. Radoje Drmanac, one of the founders of the field of genomics, the company has relentlessly pursued its mission to make routine whole human genome sequencing (hWGS) accessible and affordable.

With a career dedicated to improving DNA sequencing on a large scale, Drmanac’s groundbreaking work was recognized in 1987 when he received a grant from the US Department of Energy (DOE) in his native country of Serbia. This grant aimed to enable studying the impact of radiation on genetic mutations by sequencing the whole human genome. Leveraging this opportunity, Drmanac and his team relocated to the DOE’s Argonne National Laboratory near Chicago in 1991 to further develop sequencing by hybridization technology using the DOE grants.

DR.

CO-FOUNDER AND CHIEF SCIENTIFIC OFFICER, COMPLETE GENOMICS

RADOJE DRMANAC,

Drmanac’s visionary ideas were ahead of their time, as he proposed massively parallel sequencing in 1988, long before the completion of the human genome project. With the completion of the genome sequencing milestone, these technologies, along with sequencing by synthesis and Complete Genomics’ combinatorial sequencing by ligation chemistries, became more usable, making routine and affordable individual genome sequencing a reality. This served as the driving force behind Drmanac’s decision to establish Complete Genomics in 2005, securing funding and commencing operations in 2006.

Complete Genomics quickly established itself as a leading innovator in the field, offering end-to-end multi-omics platforms encompassing genetic sequencing and laboratory automation.

The company took pride in developing and manufacturing a full spectrum of instruments, catering to various sequencing needs. Under Drmanac’s guidance, Complete Genomics introduced its patented DNA nanoball-based sequencing technology, known as DNBSEQ™. This revolutionary technology, featuring DNA NanoBalls (DNBs) with no clonal errors and high signal density on patterned nanoarrays, significantly improved detection accuracy and efficiency. Drmanac remarked, “DNBSEQ sequencing technology has 2 to 3 times fewer indel errors than PCR clusters.”

Complete Genomics continued to push boundaries by expanding its product offerings to include a range of genetic sequencers* tailored to different throughput requirements. Drmanac

highlighted, “Our pure business model is to provide superb - complete, powerful, and truly affordable - sequencing solutions to sequencing labs.” From the portable DNBSEQ-E25RS* to the ultra-high-throughput DNBSEQ-T20x2RS*, Complete Genomics’ instruments offered faster, cost-effective, and more accurate sequencing capabilities. The company also provided automation solutions for sample and library preparation and downstream bioinformatics tools, ensuring a comprehensive sequencing experience.

In 2023, at the prestigious Advances in Genome Biology and Technology (AGBT) General Meeting, Complete Genomics made headlines by introducing the DNBSEQT20×2RS*. This groundbreaking genetic sequencer boasted the ability to produce up

to 50,000 whole-genome sequences per year, priced below one hundred dollars per genome. Drmanac emphasized the significance of this achievement, stating, “With our affordable sub $1/Gb cost of sequencing, many new applications will be open, making sequencingbased health monitoring and disease prevention at the molecular level accessible for all.”

Complete Genomics’ dedication to making high-quality sequencing affordable has positioned the company as a leader in the genomics landscape. Drmanac expressed pride in its differentiation from competitors, stating, “Based on our patented DNBSEQ and many other technologies, Complete Genomics offers high-quality sequencing at a lower cost.” This affordability has paved the way for a paradigm shift in genomics, enabling researchers and

medical professionals to transition from partial genome analysis to whole genome analysis for rare disease detection, cancer treatment selection, and other transformative applications.

With their special DNA barcoding technology, stLFR**, which provides “Complete WGS” by adding haplotype phasing and improving the accuracy of variant detection, Complete Genomics has further enhanced the capabilities of their DNBSEQ-enabled real PCR-free WGS. Drmanac emphasized that a low cost DNA sequencing not only allows for deeper sequencing per sample but also facilitates broader use on a larger number of samples, yielding more informative results in various genomic applications. Ultimately, this accessibility and affordability of genomic data promise to advance human healthcare primarily through disease prevention and an extension of healthy living.

In the ever-evolving world of genomics, Complete Genomics stands as a testament to Dr. Radoje Drmanac’s visionary leadership and tireless pursuit of affordable and comprehensive sequencing solutions. With its unwavering commitment to innovation, Complete Genomics continues to shape the future of genomic research, revolutionizing healthcare and transforming lives globally.

Driving Innovation: A Visionary Mission and Cutting-Edge Technology

“Our vision and mission to advance genomics and improve lives through unrivaled and complete sequencing solutions drives innovation within the company,” says Dr. Drmanac. The company’s unwavering commitment to this vision has led to substantial investments in

research and development, attracting and nurturing top talent, and organizing advanced research initiatives. “You cannot have a mission to lead innovation without heavy investment in R&D,” Dr. Drmanac emphasizes.

The technology at the core of Complete Genomics’ success is its revolutionary platform, DNBSEQ™. “DNBSEQ™ offers numerous advantages that allow for scalability, exploration of new applications, and fast-paced development,” explains Dr. Drmanac. It serves as the bridge between the company’s visionary mission and its cutting-edge innovations. The energetic and fearless teams at Complete Genomics work tirelessly to bring these innovations to life, continuously pushing the boundaries of scientific discovery. “When you have teams that can do that, then you get this fast development,” Dr. Drmanac marvels.

According to Dr. Drmanac, the biggest challenge faced by Complete Genomics is the diversity of applications and the rapid change in the genomics landscape. “Covering and supporting national genome projects, health monitoring, single-cell analysis, and more, require significant effort and sophistication,” he highlights. The company must integrate lowcost sample and library preparation techniques, including DNA barcoding from thousands of single cells while providing cost-effective secondary analytics tools. Meeting these challenges demands a complete and affordable solution without compromising quality.

The genomics industry is highly competitive, with several companies vying for market share. Dr. Drmanac acknowledges that technology, cost, and service quality are crucial factors in maintaining a strong position

in the industry. “Complete Genomics fosters a competitive marketplace in the US, offering a range of products, including high-end machines,” he says. By empowering customers with choices and encouraging innovation, Complete Genomics ensures that research and medical genomics labs have access to state-of-the-art solutions.

Advancing Genomic Sequencing for Precision Medicine and Beyond

“Genomic sequencing, a laboratory method used to determine an individual’s genetic makeup, holds immense potential for the future of healthcare and precision medicine,” highlights Dr. Drmanac. With efficient large-scale DNA sequencing, scientists can gain deeper insights into diseases like cancer, enabling improved prevention, diagnosis, and treatment strategies. The efficiency of massively parallel next-generation sequencing is paramount in unlocking the full potential of personalized precision medicine, where an individual’s own genetic information can guide disease prevention, diagnosis, and treatment, including measuring gene activities in immune and other cells.

Complete Genomics boasts several patented sequencing technologies that play a vital role in advancing genomic research:

1. DNBSEQ: This exceptionally costeffective and accurate technology enables unique spatial tissue analysis with subcellular precision. It empowers researchers to delve into the intricate details of tissue differentiation, functioning, and adaptation to the environment at the molecular level.

2. CoolMPS: This technology offers accurate, longer, and cost-effective reads using basespecific antibodies, enhancing the quality and depth of sequencing data. It provides researchers

Complete Genomics' dedication to making high-quality sequencing affordable has positioned the company as a leader in the genomics landscape

with a valuable tool for comprehensive genetic analysis.

3. stLFR**: With advanced DNA barcoding capabilities for next-generation sequencing (NGS), stLFR enables more complete genome sequencing, including parental variant phasing. This enhances diagnostic accuracy and improves our understanding of genetic variations.

Dr. Drmanac emphasizes the importance of fully understanding the genomic programs not only of our own species but also of thousands of other crucial species, particularly for advancements in

agriculture and the green economy. “Enormously large sequencing datasets, coupled with advanced artificial intelligence and synthetic biology techniques such as genome editing, are essential for unraveling how genomic programs control tissue differentiation, functioning, and adaptation at the molecular level,” he explains. The analysis of billions of samples, from inherited genomes to gene activity in single cells and microbiomes, is necessary. Complete Genomics is dedicated to accelerating this research effort by investing in research and development and leveraging

the expertise of its teams. They are continually advancing the capabilities and cost-effectiveness of their sequencing technologies, including DNBSEQ, CoolMPS, stLFR**, advanced PCRfree WGS libraries and single-cell barcoding, to enable efficient and comprehensive multi-omics sequencing at an unprecedented scale.

The availability of more affordable sequencers and consumables is a game-changer, as it enables wider access to comprehensive sequencing tests for various applications. This accelerates the development of precision

medicine and healthcare by employing molecular health monitoring to prevent and treat diseases more effectively, ultimately saving lives and extending healthy living. “Complete Genomics is committed to advancing the field of genomics through cutting-edge sequencing technologies, pushing the boundaries of what is possible in precision medicine and beyond,” pinpoints Dr. Drmanac.

Driving Innovation in Genomic Sequencing: The Complete Genomics Way

Since its inception, Complete Genomics has been at the forefront of advancing innovative and powerful massively parallel sequencing (MPS) technologies and solutions. Dr. Drmanac says, “Innovation is ingrained in the company’s DNA and is the driving force behind our superb products and unmatched technology advancements. We place significant emphasis on research and development, including the recruitment, training, and retention of top talent. The core teams of biochemists, engineers, and analysts at Complete Genomics have been working together for 10-25 years, fostering a culture of collaboration and innovation.

In addition to its key technologies, Complete Genomics has developed Patterned Nanoarrays for highly efficient MPS, a sensor-based portable sequencing platform that requires no illumination or optics, advanced fluidics to reduce reagent consumption, and pivotal library preparation technologies. Their product portfolio also encompasses automated sample processing for a wide range of omics studies.

“Innovation is a constant journey at Complete Genomics. It is deeply ingrained in our company

Since its inception, Complete Genomics has been at the forefront of advancing innovative and powerful massively parallel sequencing (MPS) technologies and solutions

culture, and we continually strive to push the boundaries of sequencing and genomics applications,” emphasizes Dr. Drmanac. The company’s dedication to innovation is evident in its ongoing efforts to refine all aspects of sequencing technology, with the ultimate goal of achieving ‘instant error-free sequencing at no cost’. While this may be a humorous aspiration, it reflects Complete Genomics’ unwavering commitment to driving innovation and pushing the boundaries of what is possible in genomics.

At Complete Genomics, innovation is not limited to technological advancements alone. The company’s investment in talent and fostering a collaborative environment ensures that groundbreaking ideas are nurtured and transformed into reality. By fostering a culture of innovation, Complete Genomics remains at the forefront of the genomics industry, consistently delivering cutting-edge solutions that empower researchers and advance the

field of genomics. “Innovation never stops at Complete Genomics,” claims Dr. Drmanac, underscoring the company’s commitment to driving progress and pushing the limits of genomic sequencing.

Unleashing the Power of Genomic Sequencing: Impacting Global Health and Environmental Monitoring

Complete Genomics’ high-efficiency and innovative equipment has played a crucial role in detecting and tracing the Omicron variant in over 70 countries. Dr. Drmanac shares, “All around the world, our cutting-edge technology has been instrumental in safeguarding local communities against the spread of this highly transmissible variant.”

The DNBSEQ-G50RS *sequencer and MGISP-100RS automation system, developed by Complete Genomics, played a pivotal role in the early detection of Omicron fragments

in wastewater samples collected across Cape Town, South Africa..

In China, the ultra-high-speed DNBSEQ-G99* sequencer supported the China CDC in detecting the first imported case of monkeypox in Chongqing. Within a remarkable timeframe of 11.5 to 16 hours, from sample library preparation to virus sequencing and assembly analysis, the DNBSEQ-G99* provided invaluable insights for swift public health intervention.

Harnessing the power of DNBSEQ technology, metagenomic sequencing successfully identified the primary pathogen responsible for severe psittacosis in a patient’s body fluid samples. This breakthrough in diagnostics showcased the potential of genomics in unraveling complex infectious diseases and guiding targeted treatments.

Australia has also benefitted from using DNBSEQ technology, as Murdoch University scientists established an advanced genomics platform to support local growers in overcoming industry challenges and enhancing the performance and value of popular fruit crops. By leveraging the capabilities of Complete Genomics’ technology, Australian growers are safeguarding the country’s food supply and meeting the increasing global demand for high-quality food.

Complete Genomics’ commitment to innovation is further exemplified by the development of the DNBSEQ-E25RS*, a portable sequencer resembling the size of a coffee machine. These no-optics sequencers, which can be operated outside of traditional laboratory settings, are ideal for biological monitoring in various environmental samples, including plants, animals, and humans.

“Through unrivaled innovations in massively parallel sequencing (MPS) and other sequencing and related technologies, our mission at Complete Genomics is to make sequencing solutions truly accessible,” explains Dr. Drmanac. The company’s dedication to affordability in disease prevention tests, paves the way for better healthcare accessibility, even in low-income populations.

By leveraging the power of genomics and pushing the boundaries of sequencing technology, Complete Genomics continues to make a profound impact on global health and environmental monitoring. Through their commitment to innovation and accessibility, they are revolutionizing the healthcare landscape and fostering a healthier, more sustainable future for all.

Pioneering the Future of Sequencing Technology: Advancing Quality and Affordability

“Since inception, we have maintained a steadfast focus on research and development (R&D) and continuous innovation in sequencing technology, sequencer engineering, and laboratory automation,” explains Dr. Radoje Drmanac, Co-Founder and Chief Scientific Officer of Complete Genomics. This unwavering commitment to pushing the boundaries of technology drives their mission to provide global users with more powerful and comprehensive sequencing solutions, enabling groundbreaking scientific and medical breakthroughs.

The proprietary technology platform developed by Complete Genomics for highthroughput, cost-effective, and accurate whole-

genome sequencing remains unparalleled in the industry. The company’s dedication to advancing their DNBSEQ-based real-PCR free WGS, incorporating complete haplotype phasing and accurate reading of all genes through longer MPS reads, continues to set new standards in genomic research. With the continuous improvement of special DNA barcoding and the stLFR** library preparation, Complete Genomics aims to read triple-repeat expansions, differentiate real genes from pseudogenes, and distinguish inherited variants from somatic variants. This groundbreaking approach, known as “CompleteWGS,” aims to make whole-genome sequencing accessible and affordable to all.

In addition to advancements in technological performance, Complete Genomics recognizes the importance of cost efficiency in the gene sequencing industry, particularly in the context of precision medicine and precision health. By optimizing processes, achieving economies of scale, and leveraging their expertise in high-throughput and portable sequencing, as well as laboratory automation equipment, the company is able to offer competitive pricing. This costeffectiveness has resonated with customers across various sectors, supporting the advancement of precision medicine, precision agriculture, and precision health.

The future of genomics and genomicsbased healthcare is on the cusp of another revolution, driven by increasingly efficient sequencing and the resulting knowledge about the molecular functioning of cells. To facilitate this progress, comprehensive, accurate, and affordable omics tests for

advanced health monitoring are essential. Complete Genomics envisions a future where annual check-ups involve deep sequencing of thousands of single cells, circulating cell-free DNA (cfDNA), and microbiomes to monitor the functionality and aging of the immune system, gut, and other organs and tissues. Furthermore, conducting research on gene activity, alternative splicing, epigenetic changes, and somatic mutations through deep sequencing will play a vital role in the early detection of cancer and other diseases. Driven by the need for vast amounts of sequencing data, Complete Genomics aims to provide the most efficient and cost-effective massively parallel sequencing (MPS) with unparalleled accuracy.

Through continuous innovations, including higher-density DNB arrays, more efficient reagents, and microfluidics, Complete Genomics is confident in its ability to significantly reduce the cost of sequencing. The company aims to achieve a staggering reduction from the already unmatched sub $1 per gigabase to an astounding $0.1 per gigabase. Additionally, they anticipate extending MPS read lengths from the current 400 bases to 700 or even 1000 bases, revolutionizing MPS capabilities and enabling more comprehensive whole-genome sequencing, cDNA sequencing, and longer amplicon sequencing.

As Complete Genomics continues to forge ahead in the pursuit of quality and affordability, its innovative sequencing technologies will shape the future of genomics and drive advancements in healthcare, agriculture, and various industries. With their sights set on the horizon, they remain at the forefront of a transformative era fueled by efficient DNA sequencing and a profound understanding of cellular and molecular mechanisms of life.

* Unless otherwise informed, StandardMPS and CoolMPS sequencing reagents, and sequencers for use with such reagents are not available in Germany, Spain, UK, Sweden, Italy, Czech Republic, Switzerland and Hong Kong (CoolMPS is available in Hong Kong). Sequencers named with “RS” are FOR RESEARCH USE ONLY AND NOT FOR USE IN DIAGNOSTIC PROCEDURES.

** MGI’s stLFR products are Only for Sale in the United States, and for Research Use Only.

Systel Inc

OFFERING AN INNOVATIVE APPROACH TO TECHNOLOGY AND STAFFING INDUSTRY

The IT industry is known for its everchanging and volatile characteristics. Companies in this field must constantly adapt to new technologies, market trends, and consumer demands to stay relevant and competitive. Amina Jafery, CEO of Georgia-based Systel Inc, which has been offering IT solutions and services for over 20 years, says, “At Systel, we are committed to staying informed about emerging technologies and assessing their impact on legacy systems through our Centers of Excellence (COEs). Our CEOs, led by senior subject matter experts from various technical

platforms, are dedicated to monitoring every development and preparing proactive upgrade strategies.” Systel's dependency on global economic trends is mitigated by its longstanding policy of cultivating deep and trusted client relationships. Ms. Jafery adds, “We invest heavily in maintaining our client's trust, which provides a degree of insulation from market volatility.”

Founded in 1997, Systel was the brainchild of a young visionary, Mr. Madhusudhan Raju Chintalapati, who recognized the potential of the dotcom revolution and the upcoming

AMINA JAFERY CEO, SYSTEL INC

Systel is a professional services organization offering IT staff augmentation, IT product development and maintenance, and business process outsourcing services to some of the largest System Integrators and Fortune 1000 companies

demand for skilled professionals. Starting out as a one-person operation from a home office, the company quickly gained momentum. Mr. Chintalapati understood that the strength of the company lay in its team, and he hand-picked individuals who shared his ideology, ethics, and drive. In their first year, the team focused on understanding and identifying potential clients who could adapt to information technology, creating individual roadmaps for each. Within a few years, Systel had on-boarded major clients such as Ford and IBM, achieving an unprecedented compound annual growth rate of over 45%.

Delivering Unmatched Quality Services

Systel is a professional services organization offering IT staff augmentation, IT product development and maintenance, and business process outsourcing services to some of the largest System Integrators and Fortune 1000 companies. “Our COEs enable us to consistently deliver high-quality products and resources with short turnaround times. We prioritize scalable and robust solutions, and our delivery model ensures seamless coordination between business and technical teams to deliver high-quality solutions aligned with business objectives,” shares Ms. Jafery. Systel’s COEs are specialized groups with

a wealth of subject matter expertise and extensive experience in their domains. These teams are skilled in sourcing, screening, skill-based testing, and interviewing candidates, resulting in reduced effort for their clients and high-quality resources being assigned to their projects.

To ensure higher customer satisfaction, Systel has implemented a 3-tier delivery model. The on-shore account managers work with each account lead to understand their requirements and coordinate delivery. At the second tier, onsite coordinators closely collaborate with account representatives to ensure timely delivery and gather feedback on performance. Finally, at the

third tier, the off-shore delivery team takes over. “This 3-tier model not only guarantees highquality and customer satisfaction but is also highly cost-effective,” pinpoints Ms. Jafery.

Systel has developed the 'Train and Deploy' model, which hires resources and trainers to impart comprehensive subject knowledge on niche technologies based on client needs. The company collaborates with its clients to understand the technology and demand, and its internal team of trainers and SMEs create a curriculum tailored to the client's exact requirements. “We hire resources with basic knowledge of the technology for the role and

Systel has a track record of providing its clients with top-notch services and has expanded its customer base by catering to diverse demands while retaining its existing clientele

groom them as per the client's specific needs. This model is designed for situations where the demand is high, and the supply of resources on the particular technology is sparse,” states Ms. Jafery. The in-depth technical knowledge imparted by Systel helps clients reduce the

induction period for the resources as they are 'ready to roll' right from day one, ensuring higher quality of resources and a continuous supply. Systel has successfully implemented this model with two of the world's largest system integrators for Hyperion and Oracle ATG.

Building Deep-rooted Relationships

Systel has a track record of providing its clients with top-notch services and has expanded its customer base by catering to diverse demands while retaining its existing clientele. The company has witnessed a consistent up-curve of over 30% yearly in its growth history with HCL and Cognizant. Systel has added several significant clients to its portfolio in the past couple of years, including Metlife, Regeneron, Dysis, State of GA & IA. “We have a systematic process for incubating new accounts, with a dedicated leader assigned solely for incubation. We believe in providing personalized support to each account until it has gained momentum, allowing it to understand the traction better and fine-tune its practices,” says Ms. Jafery.

The dedicated incubation team at Systel brings in a lot of experience, ensuring that

the company keeps focusing on its existing accounts. Examples of Systel's success in this area are Genpact and Wipro, where the company has grown these accounts to contribute 10% and 12% of its top-line revenue, respectively. “Though we started with staff augmentation as our key services area, we have a key focus on expanding its service portfolio. In the past few years, we have diversified into IT recruitment process and career management services,” shares Ms. Jafery.

Systel's market can be categorized into two segments: the primary market comprises large system integrators and Fortune 1000 companies, where IT staffing is considered a foot-in-thedoor strategy, and once established, Systel can graduate up the value chain to IT services. In recent years, Systel has also targeted medium and small businesses to offer IT services such

as product development and maintenance, remote infrastructure management, and training solutions. Ms. Jafery states, “From a geographical perspective, the US remains the lion's share of our business focus, although we have succeeded in providing IT services in other regions.”

Systel has achieved all of its growth organically by focusing on building deep-rooted relationships with its clients. The company firmly invests in relationships and redesigns its delivery models and solutions based on customer needs to ensure high customer satisfaction. Systel uses the credibility built from these relationships as a foundation to move up the value chain. “Growth through references has yielded great results for Systel, as satisfied customers often lead to referrals,” states Ms. Jafery. Systel has remained one step ahead of the game to attract top talent by establishing a robust social media strategy. The company has partnered with a leading consultant to execute this strategy and continuously monitors viewership and engagement metrics to ensure the highest level of penetration into resource farms.

Engaging Employees Efficiently

“At Systel, we firmly believe that our employees are the ambassadors of our brand, and they hold the power to make a lasting impression on our customers. As a company, we strongly emphasize employee satisfaction and strive to maintain an excellent standard of employee relations management across our global locations,” says Ms. Jafery. Systel invests heavily in employee relations management, implementing initiatives to engage and motivate its staff. One such program is the career path program, which outlines a clear path for each employee's future growth, linked to their KRA/KPI and developed in collaboration

Systel invests heavily in employee relations management, implementing initiatives to engage and motivate its staff

with HR and their reporting manager. By identifying areas for improvement and arranging tailored training programs, this initiative helps employees envision their future with the company and aspire to remain with the organization.

Moreover, a revised incentive structure was introduced by Systel, which linked every effort made by the employee and their performance on KRA/KPI to monetary benefits. Systel also launched a portal allowing employees to measure their performance, set financial goals, and calculate their anticipated bonuses. This increased transparency and benevolence led to higher employee retention rates.

“We have also implemented quarterly appraisals to ensure that each employee is aware of their performance and areas of improvement to meet their goals. This early warning system has proven helpful in optimizing employee performance and improving satisfaction levels. By giving employees a chance to improve their ratings in advance, instead of an end-of-year surprise, we have seen a positive impact on employee retention and motivation,” shares Ms. Jafery. Systel strongly believes that all work and no play make the office a sad place. The company

has initiated several employee engagement programs such as weekend parties, surprise office games, and celebrations to create a fun environment in the office and enhance employee motivation and teamwork.

The Way Forward

Systel strongly focuses on staying up-to-date with technology and industry advancements to ensure continued growth. Ms. Jafery says, “We believe in being a disruptor in the space we play in. Our definition of disruption actually means progress and evolution. That means anyone waiting for someone else to take the lead will be marginalized and sidelined. So, better to be the disruptor than disrupted.” Systel is investing heavily in building reusable components and open-source technology, which is different from conventional IT service firms. The company is also exploring ways to revolutionize the IT staffing industry by developing a platform that provides on-demand resources without requiring multiple layers of recruiters. “Our goal is to become the "Uber" of the staffing industry by leveraging technology and simplifying the staffing process,” concludes Ms. Jafery.

How to Support Your Employee’s Financial Wellbeing

Matt Norbury, CEO, Each Person

Employees will come to you if they are sick, pregnant, or dealing with a loss. But what about if they were struggling financially?

51% of employees say that financial wellbeing worries them with 19% stating they lose sleep because they worry about money

(1). Post-covid challenges, the rising cost of living, and other factors have affected people’s financial wellbeing (2). It is essential to recognise what financial wellbeing means to help strategise a helpful employee wellbeing package that supports anyone going through financial stress.

What is Financial Wellbeing?

Financial wellbeing is feeling secure and in control of your current and future finances

(3). Poor financial wellbeing can impact many aspects of a person’s life. Heath, transport,

housing, food, employment, and more can all change when economic circumstances are in play. The talk of finances and money is not always openly discussed but this can lead to internal overwhelm and people getting stuck in a continuous cycle. Opening up the conversation about financial wellbeing at work is vital to create a company that focuses on transparency, trust, respect, and employee wellness.

How does Financial Wellbeing Impact Employees?

Aside from the rising cost of living, financial stress can take many forms. Supporting loved ones and dealing with debt and unexpected bills are all examples of financial stressors that can impact mental and physical health. A recent CIPD review found that 6% of people reported health issues caused by stress relating to finance.

Matt Norbury is the CEO of Each Person, the award-winning employee recognition and reward scheme. Matt has 18 years of hands-on experience creating innovative digital solutions for a wide range of clients across multiple sectors. He wholeheartedly believes in looking after employees' financial needs through enhanced savings and their emotional needs by recognising their efforts using technology. Matt’s mission is to provide employees with the ultimate ‘feelgood’ package so that we can create a positive work environment and culture. Set up by philanthropist Bryan Duffy in 2017, Each Person helps Human Resources teams create and sustain a culture of valued, motivated, and engaged employees through ‘in-the-moment recognition and rewards - rewards that are not just related to consumer products but to mental, physical and financial wellbeing as well.

Opening up the conversation about financial wellbeing at work is vital to create a company that focuses on transparency, trust, respect, and employee wellness

Financial wellbeing is one of the main stressors amongst employees, yet it is frequently overlooked within HR benefit packages. So, what can you do as an employer to help improve your team’s financial wellbeing?

Keep reading to learn a step-by-step outline with key steps to help you create a financial wellbeing program that supports your people in the best way possible.

How Can You Help?

Employee wellbeing programs should prioritise financial wellbeing, offering a level of support that helps your employees no matter their current financial situation.

CIPD suggests creating your own financial wellness program with these five stages: (2)

● Build support + set strategic direction

● Assess and diagnose employee needs

● Actions + directions

● Implement and embed

● Evaluate and evolve

There are three factors to consider when defining your employee financial wellness system. And for creating a company culture that offers resources and tools for people to use outside their work life.

● Communication + Financial Education

Debt and money worries can leave people feeling ashamed and embarrassed. Creating a clear line of communication and opening up access to financial education resources encourage people to speak up if they are struggling and get the advice they need. Understanding and listening to your employees is fundamental to increasing overall performance and retaining your people.

● Employee Wellness Program

Employee wellness programs often aim to support mental and physical health. However, the strain of financial issues can be detrimental to both of these. Including suitable perks that help your team with their finances and the cost of living can be more impactful than you think. Consider what your people need or use to provide them with resources that benefit them fully.

● Debt counselling / Resources

Debt can be scary and unsettling. 10% of people from the CIPD study state they find it hard to concentrate or make decisions at work because of financial concerns. Almost 1 in 5 people living with a mental health condition will have problem debt, and nearly half of the people in problem debt will have a mental health condition. Including resources, tools, and even debt counselling services as a staff benefit can help relieve some of your employees’ financial stress.

My Thoughts

It’s essential to support your employees to thrive in all areas of their life - not just in the office. Happy employees produce good results; that’s why we make it our mission to put together several supportive perks that make a genuine difference. I have found that by appropriately rewarding and recognizing my staff, they are more focused on their job because they feel valued and supported and love coming to work. As a company, we must take the time to understand and consider any issues or challenges they may face and create a support network to meet needs for the present and future.

MOST INFLUENTIAL REAL ESTATE LEADER TO FOLLOW IN 2023

Appy Bhullar

Real Estate Agent, RE/MAX

HELPING CLIENTS ACHIEVE THEIR REAL ESTATE GOALS

The road to real estate success is a long one, but there is plenty to learn from those who have been there and aced it. Calgary, Alberta-based Appy Bhullar is one of the most influential real estate leaders who has carved a niche in the industry through honesty, putting clients’ needs first, and building long-term relationships.

Appy is a seasoned realtor, passionate about helping clients achieve their real estate goals. He currently services Calgary and surrounding areas as a solo agent with RE/MAX and has a

proven track record of selling over 100,000 square feet of property. He also works with local community associations and organizations to ensure his clients have close relationships with the neighborhoods where they live and work. His ongoing project involves meeting clients’ industrial needs since the industrial demand has risen in the post-pandemic era.

Career Beginnings

Appy began his career in the real estate industry in 2004 after encouragement and support from

APPY BHULLAR REAL ESTATE AGENT, RE/MAX

a family member who was already a part of the industry. He considers working in real estate, especially with businesses, as a long-term investment. Hence, he builds his relationships with long-term goals. He further explains, “That’s how I build trust: I reach out to all of my existing clients every so often. Many are business owners, so their time is valuable, but I like to see how their business is going and how the location works for them. If they’re investors, I want to see how the property serves

their tenets. It’s good for business, and it helps me stay connected.”

Moreover, Appy’s favorite part of working in the real estate industry includes meeting new people, helping clients find the right property that meets their requirements, and, most recently, having succeeded in selling a retail development in Calgary.

Going the Extra Mile

With thousands of real estate agents fighting tooth and nail to sell properties and make big

With thousands of real estate agents fighting tooth and nail to sell properties and make big bucks, what truly gives Appy an edge over them is his dedication to going the extra mile to ensure client requirements are met in terms of location, pricing, and outcomes

bucks, what truly gives Appy an edge over them is his dedication to going the extra mile to ensure client requirements are met in terms of location, pricing, and outcomes. That is how he has built and maintained his reputation in the real estate industry throughout his almost two decades of career. He knows how to soothe clients’ worries and reassure them during trying times, which goes a long way toward building trust.

Building Long-term Relationships with Clients

Right from the beginning of his career, Appy has relied on thorough communication tactics and building long-term relationships with clients to fuel his commercial real estate enterprise. “Looking after clients’ needs always comes first – that’s what’s helped me succeed. Before I start showing properties to any of my clients, I want to know their goals so that I have a full understanding of what they need, and that helps in making sure they’re getting the right property,” asserts Appy. Furthermore, Appy’s persistent relationships have helped him build a business that is fifty percent repeat of referral clients. He leverages this network when he acquires new listings. He adds, “A lot of work is done on social media – Facebook, Instagram, and then other commercial real estate sites like the local MLS. But I always reach out to my past clients and share my listings with them. They don’t always need something at that moment, but if they don’t, I almost always get a referral.” By prioritizing the success of each client, Appy endears himself to his

professional network, and they, in turn, feel confident in recommending a friend or family member for his services.

Success Mantra to Establishing a Loyal & Happy Customer Base

With a majority of his clientele being business owners, Appy goes to great lengths to provide guidance and service long after he’s left the closing table. He points out that working with them to purchase the property is just the beginning of the process. He talks to his clients through floor plans to make sure their concept will actually work on the premises— together, they make a layout, and Appy further helps connect them with the right mortgage brokers and lawyers to ensure everything is in place for them to succeed. He adds, “I’m able to give them the exact services they need so they can buy confidently.” As a result, Appy’s meticulous attention to detail sets his clients up for long-term success, and this approach has helped him establish a loyal and happy customer base.

Career Milestone & Family Time

Appy’s biggest career milestone is selling 52 townhouses in 60 days and possessions 90 days after. When he’s not busy maintaining his relationships and working within his community, Appy takes every opportunity to spend quality time with his family.

Roadmap to the Future

Going ahead, Appy plans to stay focused on commercial real estate, especially new retail and multi-family developments in Calgary.

MOST TRUSTED INSURANCE SERVICE PROVIDER IN 2023

Agero

FOSTERING INNOVATION IN INSURANCE

From a consumer perspective, automotive insurance is about one thing: peace of mind in case something goes wrong. If it does, and you are there with a great claims experience, you have created a long tail of loyalty. Arguably, you have very likely made a customer for life.

The challenge is that claims happen infrequently, and the insurance policy is something consumers hope they never have to use. This creates a conundrum for providers:

how do you engage the customer to build brand affinity and loyalty when a best-case scenario is to only interact once a year around policy renewal?

"This is one reason the automotive insurance market has gotten exceptionally competitive and, to a degree, commoditized," says Chetan Ghai, Chief Commercial Officer of Insurance for Agero. The market has been essentially flat for the past five years (declining 0.3% per year from 2018 and 2022, with a growth of 0.8%

CHETAN GHAI

CHIEF COMMERCIAL OFFICER , INSURANCE

expected this year), and to the extent there is growth, it's with carriers who have been aggressive or sophisticated with pricing. Mr. Ghai adds, “Consumers have been left with the impression that there’s little value-add with insurance, and it’s best to just pay the least you can. For carriers, this becomes a race to the lowest price.”

While automotive accidents are, thankfully, only occasional, if not somewhat rare, anyone who’s owned a car knows that breakdowns can be maddeningly frequent. And when a

Today, Agero is the nation's largest provider of white-label driver support services, working with seven of the ten largest insurance providers and more than a dozen of the largest automotive brands to cover 115 million vehicle owners in the U.S. while helping 33,000 drivers each day.

breakdown does happen, it’s often at the worst time, making for an often times frustrating, stressful, and disruptive experience. Whether at home or on the side of the road, the result of a simple flat tire or something far more serious, car trouble is the bane of an owner’s existence. One company, Agero, has built a thriving business helping automotive insurers and manufacturers be there for the motorist during that time of need.

The Inception and the Journey

Agero was founded as Cross-Country Motor Club in 1972 by Sidney Wolk, who had previously worked as an agent for carriers, including Nationwide. Even back then, Mr. Wolk realized that forward-looking insurance and automotive companies would embrace the opportunity to sell value-add services such as roadside assistance. Agero grew out of that

need to connect stranded motorists with willing service providers at any hour and across every zip code in the country.

As it has grown, Agero has also expanded into end-toend software-enabled driver safety services, covering key moments across the entire vehicle ownership experience, such as EV support, connected vehicle services, claims management, consumer affairs and more, all pushing the limits of big data to transform an industry. Today, Agero is the nation’s largest provider of white-label driver support services, working with seven of the ten largest insurance providers and more than a dozen of the largest automotive brands to cover 115 million vehicle owners in the U.S. while helping 33,000 drivers each day.

Making a Difference

“Delivering these capabilities is no easy feat, but it is our ability to do so that enables us to stand out in the industry,” says Mr. Ghai. The process of capturing service requests and delivering support is data-intensive, involving a complex chain of events among disparate parties—the customer, the service provider (tow operator), the program sponsor (such as the automaker or the insurer), and when needed for quality assurance, contact center agents. Mr. Ghai adds, “Seamless communication and coordination among these stakeholders, each needing to be armed with the right insights, is key to quickly and effectively helping a stranded policyholder.”

Agero's vertically integrated SaaS dispatch platform, Swoop Dispatch Management, tackles this complexity by providing transparency and clarity throughout the entire roadside or accident event. Swoop Dispatch Management modernizes and streamlines the complete breakdown experience for each stakeholder in the end-to-end service delivery chain. “This platform, combined

with our award-winning people and our ability to deliver quality at scale, empower us to deliver unparalleled assistance to people in need: from intake to dispatching and servicing to monitoring and reporting,” explains Mr. Ghai.

Deliver the Right Help at the Right Time

Insurers embrace Agero’s white-label approach as it helps each provider deliver on its unique brand promise. “We do the hard work to maximize the insurer’s relationship, so they become the hero with policyholders during a stressful time,” pinpoints Mr. Ghai. Agero takes this role as an extension of the insurer’s brand seriously, bringing together its people, technology and scale to ensure that the company is getting these critical moments just right.

Armed with terabytes of event data to fuel service provider selection algorithms and event monitoring – and transparency for internal insurer reports and KPIs – the company is able to consistently and efficiently deliver the right help at just the right time to keep the insurer’s brand front and center.

Agero continues to extend these services to create multiple touchpoints between insurer and policyholder throughout the vehicle lifecycle. “One example is our partnership with Lyft, where the carrier is able to offer a ride from the disablement scene while their vehicle is being towed to the proper destination,” shares Mr. Ghai. Being able to integrate seamlessly with different providers in the transportation ecosystem can bring tremendous value to

the consumer and help mitigate continued challenges.

One such challenge is the steady rise in vehicle repair and total loss costs and the resulting need for insurers to explore every possibility for reducing accident claim costs and cycle time. Agero’s data shows that issues such as delayed first notice of loss (FNOL), incomplete data and complex vehicle release requirements add an average of $700-$925 per claim, which can easily equate to millions of dollars in added insurer cost per year. The company’s records also show a 50% increase in the average fee paid by insurers for damaged vehicle towing and storage over the past three years. And, increasingly, backlogged body shops are even refusing vehicles outright.

“We are working with insurers to identify and combat these escalating costs through better accident claims management. For instance, research shows that only 9-13% of accidents are reported at the scene. This lack of on-scene FNOL might mean, for

instance, that law enforcement is arranging an expensive (sometimes predatory) tow and impound instead of reflecting the insurer’s pre-negotiated transport and storage fees,” says Mr. Ghai. By facilitating the adoption of advancements like crash detection technology, mobile data gathering, digital Accident Management Dashboards and dedicated vehicle release management coordination, Agero is helping insurers alleviate the complexities that cause delays in accident management.

Facilitating the EV Revolution and More

Agero is looking forward to expanding its services to meet the evolving needs of insurance companies and policyholders. For instance, electric vehicles are an obvious industry growth market, yet EVs and their owners are very different from more traditional vehicles and motorists. Mr. Ghai shares, “It turns out that the vast majority of EV roadside assistance calls involve flat tires – for which

most EVs don't have a spare in order to save weight and space. At the same time, this creates a great opportunity to offer motorists a needed service, that can quickly become expensive as each vehicle comes with a unique wheel and tire design, a quirk that translates to an inordinate volume of expensive tows. We are already experimenting with new programs and processes to address the issue.”

By the same token, compared to typical motorists, EV owners are considerably more involved and invested in understanding everything about their vehicles, including the vehicle’s connected capabilities. Among other things, this potentially creates an opportunity for insurers to integrate their mobile apps and motorist services more directly into the overall vehicle ownership experience, something Agero is hard at work solving.

Overall, Agero has leveraged its scale and experience to remain a leader in the insurer services space. During the past few years, the

company completed the acquisition of a major competitor, Road America, and transitioned all existing and new Agero customers to an innovative cloud-based services platform. Agero continues to come to the aid of faltering programs for insurance and automotive partners nationally. The company has even helped the industry weather both literal and figurative storms with financial assistance, investments in tow provider training and education, massive scale-out for disaster support and continued partnership with industry consortiums researching vehicle advancements and motorist behavior.

Ultimately, Agero maintains a clear north star in all it does by recognizing that innovative services allow insurers to create a stronger, more frequent engagement with policyholders around a moment of truth. Every one of those touchpoints helps policyholders know the trust they put into their carrier is worth it.

Leading Personal & Organizational Growth & Inspiring Others to Do the Same

Nancy Zakharia Ohanessian, Leadership Coach and Talent & Organizational Development Leader

In today’s business environment, why is talent and organizational development important? And how can it take businesses to the next level?

Talent and Organizational Development is at the heart of every organization. In a world of technology and digitalization, what is going to differentiate organizations is their culture; and talent and organizational development plays an integral part in shaping that culture

and helping organizations to fully transform their culture to adapt to upcoming changes through promoting a shared sense of purpose, collaboration, leadership development, and solid employee engagement.

Moreover, all upcoming trends based on research done by big companies also indicate that leadership skills are key in driving organizations forward with all the uncertainties that the future holds. And with the focus on

Organizations over the globe have heightened the focus on diversity and inclusion. This is not only because it’s the right thing to do but because it has considerable financial and business benefits

Nancy Zakharia Ohanessian is a global HR and Talent and Organizational Development leader, and a certified coach and assessor. She draws on more than 15 years' experience in business and HR practices within different industries and sectors. She is a strong believer in the importance of leveraging strengths and is passionate about leading personal and organizational growth and inspiring others to do the same. With her coaching hat on, Nancy helps individuals deepen their self-awareness, understand the impact of their behaviours and make deliberate choices about opportunities on which to focus. She strives to make coaching and team work an enjoyable process of discovery, commitment, and tangible change.

Recently, in an exclusive interview with the team of CXO Outlook Magazine, Nancy shared her thoughts on the importance of talent and organizational development and why DE&I strategy must be embedded into every company’s processes, values, and management. She also gave a brief glimpse into her professional background, revealed her personal role model in life, shared her secret to striking work-life balance, and much more. The following excerpts are taken from the interview.

ESG metrics, there is emphasis on advancing the human element of sustainability. All this is strengthening the position of talent and organization development as a core driver of value creation to organizations.

What are your thoughts on diversity and inclusion? How important is it to have authentic conversations with leaders, professionals, and changemakers to create more acceptance across the globe? Organizations over the globe have heightened the focus on diversity and inclusion. This is not only because it’s the right thing to do but because it has considerable financial and business benefits.

Reverse mentoring has a huge positive impact when organizations and leaders are open to it; the younger generation has a lot to offer that will benefit other generations when given the chance

Hence, diversity and inclusion should not only be looked upon as an HR initiative or an HR policy, but should become a part of every organization’s strategy, culture, and way of operation. It is imperative that DE&I strategy must be driven from the top and every leader in the organization takes accountability in embedding DE&I through their actions and behaviors, with equal responsibility lying on all employees.

Nancy, please tell us about your professional and personal background. My professional journey is a journey of ambitious courage. Right from the beginning, it was all about pushing boundaries and taking a leap of faith through all the career pivots that have happened to date.

Making a difference in people’s lives and bringing peace and harmony to the world are the keys goals that drive me. And only when you are consistent in what you say and what you do, you will bring your purpose to life and project authenticity.

I hold several entrenched values that connect my personal and professional paths. There is no better way to manifest my purpose and passion than through coaching and creating and leading leadership development initiatives. Evoking transformation for individuals and teams and witnessing them flourish amidst all the disruption that is taking place in our world gives me great fulfilment.

Which key tips would you recommend to business leaders to bridge the generational gap at the workplace?

A business will always be the sum of its own parts which is why it’s important to have a

diverse team from all aspects including diverse generations. Diversity creates the mix but it’s important to make this mix work through inclusion. One of the key things is to approach it with beginners’ mind: accepting ideas, being open and receptive to learning and altering leadership style as needed.

If we look at this closely, we find that it all boils down to who we are as humans and what motivates us; and each one is unique in their preferences, regardless of the generations. Generations are just age stages that we all will pass through as humans. It is, however, important to address the uniqueness of every individual and put efforts into inclusion and helping all employees feel a sense of belonging.

Likewise, listening to the needs and motivations of each generation is key. It is rather essential to understand what matters to them and the differences in the way of work among them. That will give managers the starting point to creating high performing teams.

It is also important to note that Gen Z might have some skills gap when it comes to social skills because of the social isolation during the pandemic as they started entering the workplace about five years ago- as identified by Gartner’s report on ‘Tackling 2023 Future of Work Trends’. Therefore, emphasizing professionalism and relationship building and alignment to the values and culture of the

organization through connections with the managers are keys for proper integration.

Another essential strategy is to have a strong mentoring program in place where all generations can exchange knowledge and benefit from each other’s knowledge

to offer that will benefit other generations when given the chance. This will help in creating a healthy collaboration and learning culture within the team and the organization.

Where or whom do you seek motivation and inspiration from? How?

I find motivation from within. I set personal goals, stay true to my purpose and values, and cultivate a sense of direction in my life.

My mother was and remains to be my inspiration; her intuition, care, resilience, persistence, and drive for excellence were some of the qualities that I try to emulate in my life. By observing her, I gained a deeper appreciation of the value of hard work, perseverance, and determination in achieving success. The lessons I learned from her continue to inspire me even when faced with difficult challenges.

What has been your most careerdefining moment that you are proud of?

There were several; however, two related though years apart moments were when I was selected to lead newly introduced functions once at a regional level and once at a global level at two different organizations where I was working at the time.

and experience. I am a strong believer in the power of mentoring as it benefits mentees and mentors alike.

Reverse mentoring has a huge positive impact when organizations and leaders are open to it; the younger generation has a lot

Taking on new challenges, bringing innovative ideas, activating new bold initiatives, and strengthening solid relationships with stakeholders beyond geographical boundaries were few talents that came into play and were strengthened through these experiences. It was fulfilling seeing things through from inception to completion.

Through my work, I would not only be helping individuals achieve their full potential, but also making a positive contribution to society as a whole

Where do you see yourself in the next 5 years?

As a leadership coach, my impact on transforming lives and upskilling leaders would be a testament to my dedication to helping others achieve their goals. With a wide coverage over geographies, I would even have greater impact on communities across the world. Through my work, I would not only be helping individuals achieve their full potential, but also making a positive contribution to society as a whole. I see myself manifesting my purpose through the meaningful impact on the world.

What is your secret to striking a work-life balance?

Perhaps one of the easiest things to say but hardest to do is the ability to say ‘no’; I have immensely strengthened this ability lately and this is what is greatly helping in striking that balance. I do say no to things that are going to derail me from my priorities, and I always weigh my choices and what’s important at a given moment. And my list of priorities includes both professional and personal priorities, including self-care! We have to remember that when we say ‘yes’ to something or someone we are automatically

saying ‘no’ to something else or someone else; so, don’t let this ‘someone’ be you! Thus, setting clear boundaries and prioritizing tasks and activities are key so you don’t end up saying ‘no’ to important things.

There isn’t a standard formula for striking that balance, it is an experimental journey that one has to explore what is going to work best.

For me, exercising, getting enough sleep, connecting with nature, and spending time with family and close friends are nonnegotiable necessities, and they are the key to my productivity at work as well. So, I always find time to incorporate these activities into my schedule.

Throughout your career, you have and continue to wear numerous hats and excel in all the roles. What is your secret mantra for being successful?

The crucial factors that have helped my growth over the years are being driven by my purpose, willingness and curiosity towards learning, and remaining open to receiving constructive feedback. I assume the attitude of a traveler when venturing into new things, I am open to explore, curious to learn more, receptive to new perspectives, and admiring without judgment.

I can consider myself as an experimental innovator who is not rigid in the pursuit of my vision, persevere through challenges, and have the ability to cope with the emotional impact of any challenges and failures. I have the willingness of being imperfect.

I am also a fast-paced person with the ability to make an intentional shift to be effective in changing contexts while honoring commitments and going above and beyond to meet them. I

am big on collaboration and view its impact on the outcomes as there is no innovation without collaboration.

My main superpowers are that I can react to unexpected challenges and changes by remaining calm and focused; I am fearless in the sense that I feel the fear and do it anyway; and I rely on my intuition and can see through individuals and situations, I listen to the whole system and whole person simultaneously which creates that ease of connection, safety, collective holding space, and bring mutual understanding as well as help in decision-making and envisioning long-term scenarios.

Being persistent is like the glue that sticks everything together and keeps me holding on in the face of changing circumstances.

What piece of advice would you give to aspiring HR professionals?

I would advise aspiring HR professionals to clarify and connect with their purpose and the ‘why’ behind what they do. And be true business partners to the organization by challenging their boundaries and broadening their horizon to understand the business that they are in and the organization strategy to be able to propose innovative solutions and help the organization in transforming its culture for future success. Since, HR professionals play a crucial role in shaping the organization’s culture and maintaining a positive work environment. Cultivating strong relationships with employees through open communication and active listening is also the key in addressing any challenges, and in enhancing employees’ sense of belonging and engagement to go above and beyond and utilize their full potential.

MOST INNOVATIVE LOGISTIC SOLUTION PROVIDER TO WATCH-2023

Frisbee Global Cold

Chain Logistics

TAKING THE PHARMACEUTICAL & LIFE SCIENCES LOGISTICS MARKET TO THE NEXT LEVEL

Over time, temperature-controlled logistics for the pharmaceutical and life sciences industry underwent massive transformations. Along with the irregularity and stability of the various shipping systems, there is an increasing demand for higher shipping quality, GDP compliance, a desire to avoid temperature deviations, and a cost-effective price.

Headquartered in Tel Aviv, Israel, Frisbee Global is one of the most innovative logistics solutions providing companies, offering an extensive range of products specifically developed to maximize the cost/quality ratio and

produce a value of operational simplicity and superior performance. Over time, temperaturecontrolled logistics for the pharmaceutical and life sciences industry underwent massive transformations

Frisbee's solutions help save human resources and save the need to use active temperature-controlled vehicles, in addition to a high return on investment along with the safe transport of medicines, home treatments, vaccines, and medical cannabis. The Founding Story

Oded Tirrer (Founder & CEO, Frisbee Global), having previously worked for

ODED TIRRER FOUNDER & CEO

seven years in a company specializing in pharmaceutical and life sciences shipments, realized that the pharmaceutical market needed creative and flexible solutions that had not been provided before. After that, the decision was made to establish a new company offering unique solutions to the temperaturecontrolled distribution and logistics field. In 2012, Frisbee Global was established to challenge the status quo with its innovative temperature-controlled solutions and services.

Like every emerging start-up company, Frisbee Global also had a difficult beginning. At that time, most customers were already using different solutions; changing them required a significant investment of resources. “But when the customers realized the advantages of our products, the entire market started drifting towards our solutions when our primary marketing method was that a customer brings a customer,” passionately shares Oded. Likewise, the company prioritized maintaining uncompromising product quality and a high level of service right from the start. Since then, Frisbee Global has been serving a large clientele base and expanding its footprint across all sectors, including multinational pharmaceutical companies, logistics centers, biotech companies, clinical research, and pharmacies, among others.

A Wide Range of Solutions & Services

Frisbee Global offers a variety of unique and innovative solutions that optimize the temperature-controlled distribution and shipping process.

Frisbee 360° is a revolutionary delivery service, providing a comprehensive logistics service, including packaging, adding temperature records, transferring them to the customer, and providing shipping services abroad from the customer

Frisbee 360° Door 2 Door Service: Frisbee 360° is a revolutionary delivery service, providing a comprehensive logistics service, including packaging, adding temperature records, transferring them to the customer, and providing shipping services abroad from the customer. The purpose of this service is to reduce shipping costs without compromising the quality of the temperature-controlled solutions.

Packages/ Solutions for International Shipping: Frisbee has developed passive thermal packages named GYRO, which come

in several forms, sizes, and temperature ranges. The GYRO combines Vacuum-Insulated Panels (VIP) with PCM cooling elements to stabilize the needed temperature inside, which can be maintained for up to 216 hours.

Distribution Bags & Carriers for Internal Domestic Distribution: When it comes to internal domestic distribution, Frisbee offers a range of distribution bags and cold chain carriers. The cold chain carriers have unique panels containing PCM gel that immediately stabilize the temperature inside them even when the PCM cooling element is inserted directly

from the freezer without prior defrosting. In addition, the carriers allow 48 hours of distribution and 20 openings to take out goods without causing temperature deviation. These carriers also have a secure\anti cut version for transporting medical cannabis and are protected against hacking and cutting.

SMART Bags & Carriers: Those advanced bags and carriers for local and domestic distribution can also arrive in the format of a "Smart Bag" that contains an online temperature data logger that reports via the cellular network whether there are temperature deviations, the location of the carrier, and whether it is tightly closed.

Breakthrough Products for TemperatureControlled Logistics: Flexible Pallet Shippers and Thermal Reactive Blankets containing

innovative PCM gel Booster are some of Frisbee's breakthrough solutions improving performance while reducing costs. Flexible Pallet Shippers and Reactive Thermal Blankets contain dual-core energy, PCMbased, and advanced flexible insulation, which help maintain a temperature range of 15°C to 25°C for pharma products, during a variety of transportation (air, sea, & road), for an extended time.

What Sets Frisbee Global Apart from its Competitors?

Earlier, many companies used to work with standard products offered by the industry. However, customers often found the off-the-shelf products unsatisfactory since didn’t meet their multiple needs and diverse working methods.

This is not the case with Frisbee Global’s customers. Frisbee’s customers benefit from its breakthrough technological developments tailored to their needs. This technology was developed in partnership with leading companies and reshaped how customers send and transport their temperature-controlled goods. As a leading solutions provider, Frisbee knows how to match customers with the appropriate product that meets their specifications. The team of Frisbee does this by analyzing the payload size, the time the temperature is maintained, and the method of preparing the solution. Besides, color options for the products, logos, and other prints are also offered. Ultimately, the customers receive a product tailored to their requirements,

We place ourselves first and foremost as a partner of our customers and businesses in the pharma and life sciences when professionalism and expertise are above all

which includes qualification according to the parameters provided by them. Additionally, Frisbee’s qualification documents comply with GDP regulations and are approved by the health authorities.

Always Putting Customers Front & Centre

“We place ourselves first and foremost as a partner of our customers and businesses in the pharma and life sciences when professionalism and expertise are above all,” mentions Oded. Likewise, the customers feel safe to contact Frisbee’s team with their queries and challenges, even about those which are unrelated to their products. Staying true to their values of being honest with the customers, Frisbee’s team advice and directs the customers to the correct

solutions, even if the solution belongs to a competing company. As a result, Frisbee’s past and current customers have continued to bestow their trust in the company and its innovative, high-quality solutions because they are confident that they will get the best solutions that suit them.

Important Case Studies

Once, Frisbee Global was approached by a company that wanted to import a costly medicine at a temperature between 150C and 250C. Considering the extreme weather and the sensitivity of the medication, Oded and his team recommended the right solution for them. However, the company claimed it was substantially more expensive and chose to opt for a cheaper one. “We could also have sold

them a more affordable solution but decided to lose the job and not damage the goods and our reputation,” states Oded. As expected, the import failed with a substantial temperature deviation, destroying the goods. The company suffered damage of 500,000 euros. For the next shipment, the company again approached Frisbee Global and told its team that they would go for Frisbee’s solution, irrespective of the pricing. With Frisbee’s solution onboard, the shipment was carried out successfully. Since then, that company has been Frisbee’s loyal customer.

In another instance, a domestic company distributing medicines sought Frisbee’s assistance in providing a solution that catered to their needs. The team offered them Frisbee’s innovative carrier that does not require pre-defrosting and allows inserting the PCM cooling elements directly from the freezer. However, Frisbee’s carrier was 30% more expensive than the solutions offered by other brands. But Frisbee’s team explained how the advantages of the carrier would save them money on a daily basis. After a trial period, the company was convinced of the effectiveness of the carrier and transferred all the cold chain distribution to Frisbee’s carriers. Soon, the company’s operating costs dropped drastically, and it began to win government and pharmaceutical companies’ distribution tenders.

Encouraging Employee Involvement in Decision Making

Oded is one of those leaders who doesn’t believe in centralized management nor thinks he always knows the best. That's

From developing advanced, easy-to-operate, economical temperature-controlled distribution carriers to unique small pharmaceutical and life science shipment solutions to innovative solutions that combine a thermal blanket and PCM booster sleeves increasing performance 20 times, Frisbee has a lot in stores for its customers in the year 2023

why at Frisbee Global, when topics come up for discussion in front of the team members, their opinions are considered no less than others’ opinions.

“My main motto is that employees must come to work happily, and a healthy laugh is always welcome,” asserts Oded. He adds, “My team members know they are not a small screw in the system; their existence and opinions matter.” In addition, regular meetings are held where employees are free to express their opinions on upcoming or existing products and services.

Satisfied Clients are the Best Marketing Agents

For Frisbee, 90% of its new customers have come due to a recommendation or referral from existing customers. In addition, 70% of those customers who came due to the recommendations of an existing customer

purchased the company’s products and became its actual customers. This demonstrates that word-of-mouth recommendations are Frisbee Global’s most effective sales method. As for attracting new customers, Frisbee mainly operates online and through multiple social networks.

Roadmap to an Exciting Future

From developing advanced, easy-tooperate, economical temperature-controlled distribution carriers to unique small pharmaceutical and life science shipment solutions to innovative solutions that combine a thermal blanket and PCM booster sleeves increasing performance 20 times, Frisbee has a lot in stores for its customers in the year 2023.

Going forward, Frisbee Global plans to increase the number of its logistics and sales centers in the US and Europe and subsequently to additional countries.

How Important is the Technology of Money?

Steve Schroeder, CEO/Founder, Twitter Fundraising

Is money simply a store of value or a medium of exchange? Is it a use of technology or a use of multiple technologies?

Have you ever stopped to contemplate The Importance of Money? Of Your Money?

Without money, we simply can’t live. The mantra, “Follow the Money” is often shared among the media and your peer groups to discover and uncover corruption, incentive structures and rogue power over models. The phrase: “Fix the Money, Fix the World” is another common expression explaining the magnitude and importance that money plays in every aspect of our lives.

Money has impacted civilization for millennia. Jesus taught more about money than any other subject…by far. Depending upon the version of His teachings, there are over 140 references to “money” throughout the King James Version of the Bible. Jesus said

that “we cannot serve God and money at the same time. We will either serve one or despise the other.” And He goes on to say, “our lives would be directed by one, or the other.”

If money is so important, why do so many people know so little about it? And if money is so important, then will technology play a key role in determining money’s destiny? Technology already has played a key role in money and its circulation, but very few understand it and even less teach accurately about it.

As of April 2023, today’s money or today’s global reserve currency is the U.S. Dollar. The U.S. Dollar is under attack right now due to increased inflation, over-printing, removal from the gold standard, centralized power with the Federal Reserve and unelected centralized power with the Fed. Which has led to corruption, greed, illegal taxation, confiscation, cancellation, to name just a few.

Steve Schroeder is the founder and CEO of Twitter Fundraising, Smart Community Technologies, DeCoy (Decentralized Customer Loyalty) and FAAST (Fundraising as a Service Technologies).

All companies are focused on expanding the bitcoin ecosystem around the world. Steve has been in the customer loyalty space for over 20 years. Long before Bitcoin, Steve was devising a custom currency in the form of USD rather than points, miles or stars but after learning about Bitcoin the asset in 2019 and then spending considerable study on the subject over the past 3 years, Steve’s passion is helping others and using his past experience to create a fun, easy, and lucrative way for people to secure their own digital asset and learn how to hold property rights for their families which can’t be confiscated or inflated away.

Technology already has played a key role in money and its circulation, but very few understand it and even less teach accurately about it.

Central Bank Digital Currencies (CBDC’s) are being tested in well over 100 different countries around the world as of April 2023. Banks are collapsing from money being printed out of thin air, which coincidentally requires technology to do so.

In the United States, the battle of money, power, and control could very well determine whether the country survives or is torn apart by division and hatred between the Left and the Right. Very similar to our own historic Civil War. And even similar to a more recent Civil War in El Salvador around 30 years ago, which destroyed their country. El Salvador realized the problem was with the money and boldly became the first country to claim that Bitcoin will be legal tender and is in the process of switching from dependence on the U.S. dollar to a complete Bitcoin economy. Is this money’s influence on technology? Or the converse?

What does a Bitcoin economy look like? Check out El Salvador and look for yourself as to what is happening. Here are a few benefits to a Bitcoin economy many people miss:

1. You can take your money with you anywhere.

2. Nobody can confiscate, steal, or tax it.

3. Nobody can change the core technology and protocol of Bitcoin.

Let’s look at this, with an example in realtime. Using the ongoing conflict and war of Ukraine and Russia, people from Ukraine were able to secure their wealth by transferring their assets to Bitcoin. And then, putting that Bitcoin in ‘cold storage’ (specifically in this case with a Ledger Nano, which is a small

device-like-key holding a confidential security phrase). They then memorized their personalized 12-or-24-word confidential security phrase and disposed of their Ledger Nano device since any device will work once the code phrase is inserted. When many of them arrived in Poland, (or any other country), they ordered another Ledger Nano and put in their 12-or-24-word phrase, which they had memorized, and all their wealth was restored. No fees, no taxes, no pillaging.

This is the Importance of the Technology of Money. How many others around the world know this is an option? And our own ability to transfer our wealth and assets and be in control of them at the same time? This asset transfer ability may seem unnecessary to Americans and citizens of other first world countries, but for the billions of the world who are not able to protect their money or own property this ability is life changing. This technology is life changing, yet very people realize that money has now taken on a technology that may invite and allow billions of people in the world to be sovereign and experience true freedom.

Owning bitcoin is not about wealth, it’s about freedom. When people are free, then wealth is a byproduct of freedom. We can orchestrate and synthetically create many different things to avoid pain and loss, but so few people understand or know about the technology of money.

Should you wish to learn more and experience the power and potential of how important technology is to the future of money, then please contact us. Our team will be glad to educate you and show you the way.

Thank you for reading.