Insights Success has critically evaluated and curated a list of " The 10 Most Influential leaders in Business 2019" It takes strong leadership skills

1. Making Cequence
Security Synonymous with
Application Security
The
Influential
Leaders
in Business
2019
Most
Ameya Talwalkar
Co-founder
Shreyans Mehta
Co-founder
Volume 09 | Issue 06 | 2019

4. Being Resolute in
Purpose to Create
Huge Impact
uality leadership skills are most essential trait to
Qlead an organization effectively. To be an influential
leader, one has to come up with innovative ideas
and implement them in a systematic manner. Innovative
skills, adequate understanding of technology and its
potential, ability to tap the resources, and to utilize all
talents, skills, and abilities are some of the key
characteristics of an influential leaders. An influential leader
tries his level best to transform the available opportunities
into attainable and sustainable success. Influential leaders
don’t get caught up in wishful thinking. They believe in
practical results. They are rational and are result oriented.
They plan their work and work their plan. They prioritize
the most important activities. They become influential
because they utilize time and resources in their hands
wisely and calculatively. They take calculated risks. They
believe in going beyond the comfort zone. They consider
that being trapped in the safety zone is much more
dangerous than the perception of the risk. They don’t take
too much space.
Influential leaders understand the market, its needs and the
potential opportunities very well. They implement their
innovative ideas to create solutions to solve the needs of the
customers more effectively. Influential leaders use the latest
technologies to implement their ideas effectively. To be an
influential leader one needs common sense, confidence,
coolness, communication practice, charm and cheer,
honesty, and humility. Humility attracts; pride repels.
Influential leaders even though they are hugely successful
they prefer to be grounded and keep learning constantly.
They balance efficiency and compassion. They set the
exemplary standards for everyone else to follow.
Influential leaders are a combination of organized as well as
unorganized activities. Organized activities help them to do
justice to their roles, routines, relationships, and
responsibilities. And they choose some unorganized or quite
new activities also so as to have some little brain-storming.
This helps to nourish their intelligence and enhance their
creativity. Influential leaders somehow manage their lives in
such a way that there is balance between their life and
Editor’s Desk
Influential leaders
crossover the challenges
on the way with grace,
dignity, utmost
composure, and by
utilizing their talents, skills,
abilities, and resources for
glorious purposes.

5. lifestyle. They have great life as well as great lifestyle.
Influential leaders are ruthless when it comes to being
efficient and competent at their businesses but at the
same time they are the most cool and compassionate
personalities while dealing with people beyond their
businesses. Whole world is a playground for influential
people. Influential leaders are the most resourceful
people. They are the most trustworthy people. They
deliver exceptional results for the cause of increasing
the trust of their employees and customers and so as to
ultimately benefit them. They lead from the front to set
the benchmark for others. They are resolute in their
purpose to contribute hugely to their organization and
to their businesses. They crossover the challenges on
the way with grace, dignity, utmost composure, and by
utilizing their talents, skills, abilities, and resources for
glorious purposes.
Recognizing Best performing CEOs, Insights Success
has shortlisted “The 10 Most Influential Leaders in
Business 2019”
Featuring our Cover Story in which notable influential
leaders areAmeya Talwalkar & Shreyans Mehta
highlighted. Ameya Talwalkar and Shreyans Mehta are
the founders of Cequence Security. They have built a
disruptive application security platform, which
provides detection and defense of automated bot
attacks as well as application vulnerability exploits.
The platform is powered by patented AI technology
and is deployed at several Fortune 500/Global 200
companies around the world. The Cequence solution
secures close to a billion user accounts, preventing
millions of dollars in fraud losses, saving millions of
dollars in infrastructure cost and, most importantly,
saving billions of dollars in brand/reputation loss from
security breaches.
Also, make sure to go through the articles, written by
our in-house editorial team as well as CXO standpoints
of notable industry personalities to have brief insights
of the sector.
Sharad Chitalkar

6. Making Cequence Security
Synonymous with Application Security
08
CoverStory
ARTICLES
18 32
Role of Laboratory
Information Management
System in Manufacturing Sectors
Industry Lessons
Attributes of a
Good Leader
The Art of Leading

7. The Ballad of a
Business Leader
Tech-know Insights
Digital Transformation is a
Business Requirement:
Hype or Reality?
Expert’s Outlook
16
24
34
A Global Investor Who Encourages
Poverty Alleviation Through
Mergers & Acquisitions
Perry M. Anderson
Raymond J. Pasquale
30
22
Reinventing Business
Communications
Rethinking the
Products of Today
for a Better Tomorrow
Incentives Solutions
Contents

9. sales@insightssuccess.com
September, 2019
Editor-in-Chief
Senior Sales Manager Business Development Manager
Marketing Manager
Technical Head
Technical Specialist Digital Marketing Manager
Research Analyst
Database Management Technology Consultant
Pooja M. Bansal
Managing Editor
Anish Miller
Executive Editor
Rohit Chaturvedi
Assistant Editors
Jenny Fernandes
Sourabh More
Visualizer
David King
Art & Design Director
Amol Kamble
Associate Designer
Iresh Mathapati
Kshitij S Peter Collins
John Matthew
Sales Executives
David, Kevin, Mark, Prathmesh
Business Development Executives
Steve, Joe, Alan, ManishJacob Smile
Aditya Marry D’Souza
SME-SMO Executive
Prashant Chevale Calvin Jones
Circulation Manager
Robert Brown Stella Andrew David Stokes
Savita Pandav
Co-designer
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10. Making Cequence
Security Synonymous
with Application Security
COVER STORY
Shreyans Mehta
Co-founder

11. “Hard work
is a virtue.”
1
The
Most
Influentialin Business 2019
Ameya Talwalkar
Co-founder

12. A
meya Talwalkar and Shreyans Mehta are the
founders of Cequence Security. They have
built a disruptive application security platform,
which provides detection and defense of
automated bot attacks as well as application vulnerability
exploits. The platform is powered by patented AI
technology and is deployed at several Fortune 500/Global
200 companies around the world. The Cequence solution
secures close to a billion user accounts, preventing millions
of dollars in fraud losses, saving millions of dollars in
infrastructure cost and, most importantly, saving billions of
dollars in brand/reputation loss from security breaches.
Prior to starting Cequence Security, Ameya was the
engineering leader for Symantec’s entire anti-malware
stack. This stack was integrated into every Symantec
security product in the consumer and enterprise space and
was responsible of preventing nearly 5 Billion cyber threats
worldwide on a yearly basis. In early days of their career at
Symantec, Shreyans and Ameya also built a disruptive
network security engine which was considered a “game
changer” in the industry and allowed Symantec to leapfrog
ahead of the competition and win several industry reviews
and awards.
Shreyans in his role as lead network security architect at
Symantec led many innovative ideas based around this
ground breaking technology. For example, he started the
“SafeWeb” initiative, which involved rating websites for
their safety based on the billions of data points gathered
from Symantec’s millions of users. This allowed Symantec
customers to search and surf the web safely without having
to worry about being infected. He later on used Machine
Learning in a very innovative way to derive infection points
of large scale botnets that were creating havoc in consumer
and enterprise world. These were the early days of
Ransomware.
Throughout my career I have
pushed the envelope of
innovation. I have now made
multiple small innovative ideas
into successful products of their
own.
‘‘‘‘

13. Know-How of Leadership
According to the iconic duo, leaders should have a winning
vision/mission for their company/organization and they
should be able to clearly articulate that to their teams, their
investors and their customers. They should be committed,
accessible, trustworthy should lead by example. Moreover,
they should cultivate a culture of trust, accountability, hard-
work and having fun while doing it. Ameya and Shreyans
also believe that, being a leader, one should continually
assess progress on the vision/mission and be humble
enough to make adjustments as necessary along the journey,
while motivating the team to give their best every single
day.
Believe in Yourself
One of the greatest lessons Ameya and Shreyans have
learned is summarized in three words: “Believe in
yourself!” They believed that they could build an engine
that stops threats at the network level, way before file-based
engines have a chance to tackle these threats. They believed
they could build an engine that will work in various form
factors – IoT devices, Windows PCs, large appliances and
Cloud-based solutions. Despite skepticism from peers and
seniors, they delivered a game changing technology that
enhances security in all Symantec products.

14. Prior to Cequence, all bot mitigation solutions relied on
technique – device fingerprinting. In fact this technique,
which has its root in marketing technology going back to
early 2000s, is so prevalent in this space that even industry
analysts started advocating this as the way to solve the
problem. The reality on the other hand is very different. In
the early days of Cequence, Shreyans and Ameya realized
that this technique has tremendous flaws in them –
including the amount of time and pain it takes to integrate
this into ALL applications that need to be protected from
bots.
To overcome this, Shreyans and Ameya built a solution that
does not require any application integration, protects all
applications at once, and has deceptive mitigation
capabilities. Today, the Cequence solution solves security
problems for many fortune 500 / Global 2000 companies at
scale. Their approach has received many accolades,
including 2018 Gartner Cool Vendor.
Delivering Differentiated Product
Cequence Security’s product strategy derives from its
founders’ experience in regularly shipping software to
millions of customers around the world, expertise in
building solutions to thwart the most sophisticated threats
(even from state actors), interviewing and listening to a
variety of large enterprise customers/early adopters, staying
on top of industry trends, and most importantly build a team
that can deliver a differentiated product to the market.
Entrepreneurial Adversities
Ameya and Shreyans have faced the typical challenges that
first time entrepreneurs face. Getting a venture off the
ground in an expensive place like Silicon Valley, especially
in the enterprise security space is very difficult. The
architectural decision made in the early days of Cequence
enabled them to build a differentiated product, but it had a
few challenges – it was a much more complex product to
build, it took longer to build and required a very
experienced team to build it.
Both Ameya and Shreyans are really grateful to Cequence
Security’s committed early investors and early employees
who still have the same passion and dedication as they did
on day one. One other challenge Ameya and Shreyans faced
early on is “rising above the noise”. But Ameya and
Shreyans started to get their message across by attending
smaller conferences, writing blogs, attending various meet-
ups, doing targeted webinars, and forging partnerships.
Committed to a Vision
Shreyans and Ameya are committed to building the next
generation application security platform the way it should
be. Their vision is to be able to protect applications from all
kinds of attacks independent of where they are deployed or
how they are deployed. This is a monumental task in itself
and it is disrupting a large legacy market dominated for
decades old technologies. While doing that they want to
build a highly successful/profitable company which builds
shareholder value. As Palo Alto Networks is synonymous
with Network Security, they want to make Cequence
Security synonymous with Application Security.

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18. Rethinking
the Products of Today
for a Better Tomorrow
Celia Pool
Co-founder
DAME
September 2019insightssuccess.com 16

19. The world is finally waking up to
the single-use plastic crisis.
Over the last 10 years we have
created more plastic than the whole of
the last century combined. Half of the
plastic we create is used just once, and
then thrown away, taking 500 years to
decompose. By 2050, the oceans are
predicted to contain more plastic than
fish. The plastic crisis is now too big
for recycling alone to fix.
Global governments, businesses and
consumers need to collaborate quickly
to make impactful change before it’s
too late. However, change is difficult
when environmentally damaging habits
have become so entrenched and often
appear more financially appealing.
Technology is helping in this fight.
Reusable water bottles are now
widespread, and apps that help you
locate drinking water refill stations are
now emerging. At the same time,
reusable coffee cup technology is
addressing the half a trillion disposable
coffee cups discarded every year. Such
items are gaining increasing social
currency with consumers, who are
keen to display them as markers of
their environmental conscience. This
revolution is encouraging, but what
about the products that people aren’t so
willing to talk about?
100 billion menstrual products are
thrown away globally every year.
These are single-use, mostly made of
plastic and cannot be recycled. You can
choose not to have a coffee, you cannot
choose not to have a period. Reusable
options (e.g. menstrual cups, cloth
pads) have been on the market for
decades, yet the adoption rate has been
slow. The primary barrier to entry is
the fear of habit change.
So how do we bring about a
revolution? The answer is keep it
simple. And take time to consider
consumer psychology. As humans, we
abhor change. We are creatures drawn
towards the comfort of the known. By
keeping habit change to a minimum,
consumers are much more likely to
adopt a new idea.
This was our philosophy at DAME
when we created the world’s first
reusable tampon applicator. We
ensured the design was familiar and
intuitive, so women did not have to
compromise on their convenient,
established rituals. We knew that
hygiene could be a significant barrier
to entry, so we worked with leading
micro-biologists and medical engineers
and used the best medical grade,
anti-microbial materials on the market.
As a result, the consumer only must
rinse the applicator in cold water after
use to keep it clean. Simple steps,
minimal habit change.
However, it is challenging to tackle an
issue that has such little awareness.
Menstruation has historically been
shrouded in shame, fear and discretion.
It is not a topic openly talked about.
This is a problem with feminine care as
a whole: it is frequently dismissed and
the women trying to address it are
critically underfunded. In 2017 female
founders got 2% of the $85 billion VC
investment pot. About 8% of partners
at the top British VC firms are women.
According to Harvard Business
Review, stereotypes about female
entrepreneurs persist: women are
overly cautious, shy away from
growth, have insufficient resources and
consequently their ventures
underperform. Yet there is no
performance data to support these
stereotypes.
How are products used by women
supposed to change in line with human
and environmental needs, when they
aren’t given appropriate recognition or
have women involved in all stages of
the process? Women need to be given
more of a voice if we are to create
meaningful change. The world of AI is
already highlighting the need to
diverse away from male, white,
Western coders if we are to avoid
unconscious bias in the robots of
tomorrow. Amazon had to abandon an
AI recruitment tool that was
discriminating against women, instead
favoring prospects who mirrored
Amazon’s existing male engineer
workforce. At DAME women have
been involved in every stage of the
journey, not as a token gesture but as
an absolute necessity.
However, our overarching business
strategy goes beyond issues of
inclusivity to incorporate a wider
mission. DAME was founded on the
belief that business can be used as a
force for good. We use this core value
to guide every decision we make in the
business, bringing great clarity to our
route forward. By communicating our
genuine and authentic commitment to
this mission, we hope that our message
will quickly be picked up by those
eager to join a movement for change.
To date, we have seen this happen not
only with our consumers and the press,
but with employees. People are
increasingly drawn to companies doing
good. 75% of millennials would take a
pay cut to work at a socially
responsible company.
All this strengthens our resolve at
DAME to continue to tackle critical
problems that are not openly
acknowledged, that are significantly
underfunded, and that have historically
been controlled by giant monopolies.
Today we are focusing on menstrual
products, but our vision is to
revolutionize the entire bathroom.
These are big mountains, but having
strong guiding principles makes the
navigation much easier.”
-Words by Celia Pool
Co-founder of DAME
For more information visit
wearedame.co
Incentives Solutions
insightssuccess.com17September 2019

20. LaboratoryManagement
SystemInformation
Laboratory
Information Management
System
Role of
in Manufacturing Sectors
Even if an organization offers an outstanding
series of creative products, it has to ensure that
the quality is up to the mark. Being
compassionate about quality management is quite
essential for a business venture to become a promising
manufacturer. Thus, quality is more likely to be a
necessity rather than a want. It do plays a salient role in
supply chain that has strengthened manufacturer’s belief
of implicating information systems especially in
laboratories for quality inspections on finished products
and goods.
Similar to Enterprise Resource Planning (ERP),
Laboratory Information Management System (LIMS)
has brought a disruptive change in traditional methods of
supply-chain management. This technology acts as a
reporting tool which allows researchers to input and
store crucial data regarding the sample, such as schedule
records, test-sample tracks, and also sample’s
materialistic properties. Thus, it is quite obligatory for an
organization to implement an adequate information
system in an attempt to overrule all quality-related
issues. Also, it often utilizes barcode generation for
scanning in-process goods as well as finished products in
an attempt to consume less time.
Outlook on LIMS
Utilizing to its full-potential
LIMS operations customarily depend on the
manufacturer and its requirements. Yet, there is a
standard protocol on which the system mostly relies. It is
deliberately designed to monitor and function on the
various aspects of product quality management i.e.
sample management. It handles the detailed records of
each sample, and maintains accuracy in reducing the
possibilities of the information getting mixed up in labs.
LIMS maintains the record of each and every unit, from
a supplier to the researcher handling that sample. With
such systems, the information tracking gets quite easier
and could be fully automated, reducing the need for
laboratory administration.
Implementing LIMS for workflow management aids a
manufacturer to streamline the decision making process
in the laboratory. The self-oriented system can
automatically assign scientists regarding their tasks and
even suggests the type of instruments required as per
stated in the standard experiment module. Once the
testing is completed, the system identifies and supplies
September 2019insightssuccess.com 18

21. the sample for the further process.
Besides, many LIMS automatically
cover ups various processes such as
maintenance, inventory management
and reporting. It is often useful for
the instruments like centrifuges
which generally face countless wear
and tear, leading to variations in the
readings. Such variations not only
affect data analysis auditing but also,
disrupt the calibration of the
instruments. The use of LIMS system
might vary from one organization to
another, as the requirement of most
of the industries is quite different.
Industry Lessons
insightssuccess.com19September 2019

22. Equipment Calibration and Maintenance
No industry can afford a failure in the quality checks.
Thus, many organizations spend loads of monetary
assets over the laboratory maintenance and instruments
calibration. With the LIMS system, an organization can
surpass over unnecessary damages and monetary-cuts in
laboratory. Apart from that, LIMS system must include
maintenance records of the instruments used in testing,
in an attempt to perform orderly preventive maintenance.
Due to the regular utilization, some instruments starts to
show distortion that further affect the tests results. In
case of depth micrometer, the instruction follows that it
may require calibration every month or after every 50
uses. A manufacturer can improvise LIMS system, by
including additional calibration instruction sheet which
can be utilized by maintenance department thereafter.
Brief on Functions commonly found in LIMS
Reporting: Irrespective of any category, every sector
requires a prompt method to process out the reports.
Report helps organizations to analyze data and make
further decisions based on it. From the ‘most used
instruments’ to ‘lab-processing time’, it include all the
required information flow from one unit to other.
Through implementing LIMS, organizations take a
follow up and process audit trails of received
information from such units. Yet, the level of difficulty
varies with reports, as some may require higher custom
coding to run while other export on Adobe PDF and MS-
Word.
EMR/EHR: Electronic Health Records is separate
software, but some LIMSs includes EHR feature built-in
mostly including patient reception queries and billing
processes. Organizations mainly prefer on utilizing an
all-encompassing system instead of software with
singular capability. Integrating LIMS with such functions
facilitate clinics with huge benefits while monitoring and
maintaining a laboratory. It manages every bit of aspects
such as data tracking over time, continuity in healthcare,
reduced costs, gamut information, technology of
prescriptions and result orientation.
Workflow Management: Automate workflows have often
become a trail in businesses due to its ability to maintain
a steady flow between various processes without any
extra human efforts. Instead of focusing more on
reducing work, it saves time taken for tasking
complicated tasks. Hiring or Installing LIMS aids one to
codify existing methods and procedures and could
delegate the decision-making to the software. Say, if
installed, it can take over on assigning jobs to scientists
and can also pick out instruments, as per requirement. It
only requires a strong command structure through which
LIMS can operate much deliberately.
ERP: Enterprise Resource Planning software attains
potential to manage inventory and like EHR, it is also
self-processing software. Collaboration or say,
integrating ERP into LIMSs is more favorable due to its
high allowance in monitoring alerts over low-supplies,
auto-calculation of storage capacity and location
management. Through implementing LIMSs, one can
surpass issues related to data transcription errors,
turnaround time, WIP status, and statistical analysis and
COA generation.
Aftermath of LIMS-integration in laboratories has been
witnessed to be more efficient and been claimed as a
reliable system by various manufacturers. Though the
digital transformation has never failed to surprise the
markets with its potential to bring out disruption, its
many fruitful benefits are yet to be explored. One of
such—mobile-friendly LIMS, is predicted to shift the
traditional laboratories by delivering more compact
experience to the manufacturers which sooner or later
going to be trail among the lab-owners and
manufacturers. Currently, it is focusing on improving
environmental, petrochemical, health-care,
bio-technology companies and R&D institutes.
September 2019insightssuccess.com 20

24. PERRY M. ANDERSONA Global Investor Who Encourages Poverty Alleviation
Through Mergers & Acquisitions
In an interview with Insights
Success, the CEO & Managing
Director, of Quadra Global
Capital Corp., Perry M. Anderson,
sheds light on his company’s strategies
which makes control and non-control
investments across a broad range of
asset classes including real estate,
manufacturing, technology, media,
restaurant/retail, construc on,
security, cyber-security, energy and
mining. Here he also shares the
company’s core competencies and his
overall journey as an influen al leader
in business. Beyond Quadra, Perry
believes that we are living in the most
opportunis c me in history to be
acquiring a business and that business
acquisi on is the fastest trajectory out
of poverty and towards wealth
crea on. Considering these influen al
and inspira onal aspects,
Insights Success recognizes
Perry M. Anderson as one of
the most influen al business
leaders in 2019.
Below are highlights from the
interview conducted between Perry
and Insights Success:
Give a brief overview of your
background as an influen al leader.
My background is in Private Equity
(MBA from Oxford), but I view myself
more as an entrepreneur and crea ve
problem solver. I founded a Private
Equity firm called Quadra Global
Capital Corp in 2002 and since then
Don't start a business…
buy one!
“ “
September 2019insightssuccess.com 22

25. insightssuccess.com23September 2019
we have gone on to make over 30 investments across a
broad range of sectors. I have completed numerous
deals/acquisi ons, had mul ple exits, helped to take 3
companies public and raised millions of dollars/pounds in
the process. Aside from doing deals, I also run an
experien al M&A training workshop that teaches people
how to acquire companies for themselves - typically
without using any of their own capital.
How do you diversify your organiza on’s offerings to
appeal to the target audience?
With regards to my M&A training workshop, rather than
focusing on theory and academia, I prefer to provide
prac cal and ‘real world’ tac cs that people - regardless if
you are a seasoned finance pro or a complete beginner -
can immediately ac on and implement.
None of this is being taught in business schools - which can
appeal to a wide audience in countries across the globe.
At its core, the workshop is designed to teach people - with
perhaps limited means - how to merge and acquire
companies. One transac on can have a profound impact
on one’s life: personally, professionally and financially.
Describe some of the vital a ributes that every leader
should possess.
Business is much more weighted towards human
psychology than it is to economics. A strong leader needs
to quickly and accurately ascertain the ‘WHY?’ and what is
mo va ng the person on the other side of the table. You
need to understand the other person’s objec ves and get
to a Win -Win as quickly as possible.
What were the past experiences, achievements or lessons
that have shaped your journey?
The wins in business are certainly fun, however the real
lessons in life are really taught through failing - and you
typically have to reach into your pocket to cover these as
there is a hard cost to learning these lessons.
How do you strategize your game plans to tackle
compe on in the market?
There are record levels of businesses currently for sale in
the market and with the baby-boomer segment bringing
more businesses to market every day.
We are providing a tangible roadmap and methodology for
people to be able to go out and actually acquire them. Our
differen ator is that we are not simply providing theory or
giving people books to read, but rather locking arms with
aspiring business owners and actually assis ng them
throughout the en re deal process un l they close a deal.
People also get access to my team of M&A professionals
who have worked for the likes of Goldman Sachs,
Rothschild, RBC, PWC, KPMG, etc in assis ng them in all
facets of a transac on - both pre and post close.
We help them analyze a deal, structure an offer, raise all
the capital required and get the deal over the line. I feel
this was the missing link in the current marketplace –
people understand the general concepts, but are really
wan ng help with the implementa on. That is where we
shine!
What were the primal challenges and roadblocks you
faced during the ini al phase of your career as a leader?
Like most entrepreneurs, a lack of resources when star ng
out is always a challenge to navigate. However, as my
career and experience has evolved, it has made me take a
view that we are truly living in interes ng mes. Never
before that there be more access to both opportunity as
well as to capital. With record levels of corporate capital
si ng in treasury and seeking a home, this presents a
massive opportunity to execute one’s goals.
Where do you see yourself in the near future and what
are your future goals?
I con nue to be very passionate about deal making. The
next itera on of my journey is to be to be able to show
others how to go out and acquire a business of their own -
again, typically without using any of their own capital! My
personal goal is to help to democra ze wealth and let
individuals, who yesterday were employees are today
becoming shareholders.
About the Leader
Perry M. Anderson is a global investor who encourages
market access and the advancement of human progress
through capital injec on and investments in a diverse
range of projects.
He has led and invested in a number of acquisi ons, capital
raising mandates, financings and re-structurings, startups,
leverage buyouts, cross-border transac ons and other
investment projects of various size and complexity.
Perry was an early stage investor in Avigilon, a Canadian
based security surveillance firm that was acquired by
Motorola in 2018 for $1.2B.
He is also a published author and wrote the book ‘Red To
Black: The Art Of Corporate Turnaround.’
1
The
Most
Influentialin Business 2019

26. Unleashing the Hero in You to Find Success
W
hen we have the courage
to live the life we were
meant to live, we find
that we all have an inner hero
waiting to guide us on the pathway
to success. Mythical heroes endured
great challenges before gaining
treasure at their journey’s end.
As heroic business leaders, we must
embark upon our own painful
journeys of discovery to find
treasure in our career and company.
We are all navigators of life, learning
the lost art of finding our way which
our ancestors embedded in myths
for our modern use.
For 35 years, I have been invited
into thousands of troubled
corporations. I have seen that not
much changes unless the leader
survives a jaw dropping tragedy. He
or she can then be transformed by
loss into a resilient, successful, and
lovable business builder.
Not much changes in a company
unless such a crisis cracks the shell
of the CEO, Division EVP,
Department Head, or Team
Manager causing him or her to
embark on his own journey into
uncharted territory, where a small
miracle can happen and where the
leader’s True Self can emerge.
The boss’s emerging genuineness is
the precursor to the team’s
empowerment to reveal their own
True Selves – which grants them
permission to reveal the new True
Company.
The Power of Myth to Help Find
Success and Happiness
To survive the crises of the
marketplace your team must
traverse the same stages that
mythic heroes encountered. The
stages appear different because we
are in the modern times, but they
are the same stages.
If you’ve studied or read about
storytelling, you’ve probably heard
of the hero’s journey. If not, no
worry. If you’ve seen the Star Wars
Trilogy, Lion King, or the Wizard of
Oz you get the concept.
You already possess all you will need
to find the treasure you seek. This
article will help you unlock it!
How Does the Ancient Hero Myth
Apply to Our Career and Company?
Carl Jung the Swiss psychiatrist and
psychoanalyst taught that myths are
essential because they contain
common themes, archetypes, and
fears found in humans around the
globe. Jung discovered that the
hero’s journey is the overarching
idea taught in myths throughout
history.
Myths should not be read literally.
Embedded within them were road-
maps to help readers find what they
were really seeking. The myth of
alchemy – converting lead into gold
– was cover for the spiritual
happiness sought by metallurgists.
The Holy Grail sought by medieval
intellectuals wasn’t Jesus’ cup, but a
cover story for the real spiritual
work they sought to do, but were
afraid would run afoul of the
Church. The roadmaps in myths lead
us to tools we can use in our own
lives.
Caution. Many people in our society
have been taught to equate the
The
Ballad
of a
Business
Leader
September 2019insightssuccess.com 24

27. Chas Klivans
CEO’s Navigator
insightssuccess.com25September 2019
Tech-know Insights

28. hero’s journey with the phrase follow
your bliss. They have been mislead.
Myths teach that only adventures to
the darkest most painful parts yield
the happiness you seek. To
undertake the hero’s journey,
prepare to do some hard work. Just
as body builders increase the load
on the body to build muscle, we
corporate-warriors increase the
stress load on our thinking to
increase spiritual muscle and
emotional intelligence.
Crises Can Release Our True Selves
When something very difficult
confronts you – a personal or
business death or a promotion – you
can meet the challenge by learning
something painful. When you fail,
your outer shell is cracked open; your
true self can escape and rise like the
Phoenix. There are no limits to how
tall you can grow.
The Attraction of the Hero’s
Journey
Heroes across eras, cultures, and
geographies have undertaken daring
adventures. Their ancient journeys
provide signposts for our road-map.
When we follow that eternal map,
we can reset in alignment with the
path that is ours alone to walk,
serendipities increase, and doors
open.
The hero’s journey in myth, in your
company, or in your career leads
through the same three stages.
Stage 1 – The Call to Adventure
begins with the hero living a
comfortable life when something – a
business challenge, a personal
tragedy, or a wonderful opportunity
knocks you off your pedestal.
Answering the Call. When you ask
yourself for permission to take the
hero’s journey, you are opening up
to deep vulnerability. Your inner
hero is asking to receive guidance,
admitting that you need help from
the universe to become fully happy.
The strong will of many business
leaders has been the basis for their
success. We have learned to control
whatever we could in order to
survive. In a crisis we try to control
everything and everybody. Only
when we stop and admit that we
need to let go of the illusion of
power over the market and other
people can we move in a more
positive, productive, and rewarding
direction.
Stage 2 – Crossing the Threshold or
Entering the Abyss is a commitment
to change, a leaving behind of the
old. At a central turninag point, the
hero must face the death of the old
self. There is an essential epiphany –
to integrate our dark side and strip
out the big ego. Leaving behind
character defects, our inner hero
pivots toward a new life based on
more productive more lovable
character assets.
Stage 3 – Coming Home is when we
realize the whole point of the
journey is not moving away from the
world, but a richer more joyful
participation in it.
When you come home with your
shell shattered, you can lead
intentionally with new character
assets. To do this, the hero must
embrace a new life vow. For many,
this is a vow of love and service; to
esteem others. This new mode of
living is to show up fiercely positive
and kind.
Chas Klivans is the CEO’s
Navigator; a turnaround
wizard, company founder,
and ex-psychotherapist.
Chas says, “I take you on
the Hero’s Journey and
help you unfreeze your
company, career, and life.
I’m comfortable among
wolves in the Board
Room and Wakhan
Corridor.”
Chas’s journey from an
Afghanistan prison and
the Amazon jungle to the
board rooms of billion-
dollar corporations, has
enabled him to be a true
business pioneer.
His book The Inner and
Outer Game of Business:
Playing the Whole Game
Will Take You Further
Than You Have Ever
Been, will be available
soon.
For consulting and
speaking opportunities
contact Chas at
CKlivans@InnovationTwo.US.
About the Author
September 2019insightssuccess.com 26

29. Be the Hero in Your $7 Billion
Company
Let’s look at the battle of a
corporate warrior who learned to
surrender into full acceptance of his
crisis. He used his vulnerability to
enlist superior business experts who
had previously solved his problem.
These industry survival guides
taught his management team to
have the right adventures at the right
senior level to read the right
environmental clues to harvest new
sources of profit and happiness.
Selling to a $1.5 Billion Customer,
Vulnerability Gets the Deal Done
The new Vice President of a $7
billion group purchasing
cooperative managing $250 million
in revenue was told that to meet his
first year quota, he had to increase
sales to an important customer by
$75 million (or 20%).
This customer was purchasing 62%
of its supply chain spend off-
contract. The VP talked to his
predecessor, who had no clue why.
The VP met with each of the
customer’s CEOs at their respective
plant locations. He heard that his
predecessor had sold them tens of
millions of dollars in computers that
they didn’t request or need, and sold
directly to corporate headquarters,
which humiliated these local chiefs,
and killed pay raises and bonuses
usually due for them. The VP sat
side-by-side with these plant
executives while they vented their
pent-up resentment.
By being empathetic without
showing a lick of hubris, he
uncovered an unknown customer
wound inflicted on those plant
leaders, which prevented them from
buying more from his company.
During discussions with plant
management teams, the VP used the
universal shame-healing recipe of
letting these plant chiefs lead him
where they needed to go. His
vulnerability was the antidote to
their shame wound. He could feel it
in a room when the envelope of trust
was rebuilt, because these plant
executives opened up about how the
VP’s company could help them
reduce operating costs and improve
the technical performance of
products.
This customer increased its
purchasing by 20%; the VP’s team
met quota with an additional $75
million in sales.
The VP Attains the Holy Grail and
Becomes His Company’s Hero
The Chairman of the customer’s
Board bestowed on the VP the
honor of a seat at his monthly
planning table. The VP had earned
the right to move from salesman and
technical advisor, to trusted partner.
No longer was he “selling-in”
products; he had obtained the right
to “design-in” his products. This is
the Holy Grail sought by every sales
professional.
Be a Hero in Your Career
Successful leaders discover, as the
new VP did, that the senior leader’s
individuation – his pivot to leading
with his lovable, trustworthy
character assets – is the signpost for
the team’s individuation, which
directly paves the way for the
company’s individuation.
Surviving the Business Jungle is
Like Surviving the Amazon
Your team cannot think its way to a
better company. As I learned
traveling in the Amazon jungle, you
must relinquish control and allow
seasoned jungle guides to lead you
until you have learned enough to
lead jointly.
The mythic prototype is the same as
a good company prototype. Flush
hubris from the thinking that put
you in this crisis, then read
environmental clues that lead you to
success. Learn to travel like Marco
Polo before there were maps, reading
and adapting to the lay of the land;
because in your company, career
and personal life, there are no maps.
You Will Never Find Happiness
Until You Face the Truth
The treasure you will find on your
hero’s journey is the truth you’ve
avoided, your beauty!
The journey to success starts with
embracing crises as blessings.
Remember before saving the world,
every hero lost everything. Business
transformation begins with you.
Without new starts in nature, in
companies, and in careers – no
shells are cracked and no growth
happens. Myths teach that you can’t
think your way into a better life; you
have to live your way through new
adventures to better thinking to get
a better company.
New starts only happen if you
answer the call to adventure.
Start the adventure!
insightssuccess.com27September 2019

32. Raymond J. Pasquale
Reinventing Business Communications
It takes strong leadership skills to
lead an organization and to disrupt
and reinvent an entire market. A
leader tries hard to transform potential
opportunities into attainable and
sustainable success. One such leader is
the Founder & Chief Executive
Officer of Unified Office, Raymond J.
Pasquale. His unique ideology and
methods have helped him to bring
disruption to the business
communications marketplace,
achieving many milestones for his
company in the process. He has held
leadership positions in dynamic,
emerging technology companies for
over 20 years, now, starting with
DEC—then Cascade, Sonus and now
Unified Office.
Innovative Offerings
“The ability to customize our offerings
at scale for different target markets is
one of the key competitive advantages
at Unified Office,” Pasquale says.
Unified Office maintains a vertical
market focus so it can drive
innovations to help its customers adapt
to a constantly changing market.
Currently, Unified Office is focused on
the following verticals: Restaurants,
Hospitality, Healthcare, Dental
Practices, Real Estate, Automotive,
Agriculture and Technology.
He also mentions that Unified Office’s
services must not only demonstrate
high quality and reliability but also be
able to adapt simply, quickly, and
easily to respond to the unique needs
It is only through
industry specific
innovations and market
differentiation that you
can help your
customers achieve the
kind of optimal
performance that can
have dramatic top and
bottom-line results.
“
“
Raymond J. Pasquale
Founder & CEO
September 2019insightssuccess.com 30

33. of each vertical market and customer. This enables
businesses to react to changes as they occur rather than
forcing them to adhere to a rigid, inflexible workflow
environment.
sm
Unified Office’s industry leading Total Connect Now
communications platform, with its highly reliable network
and high-quality business communications services, was
developed for companies who can’t afford to miss calls and
want to maximize their revenues. With the flexibility of its
HQRP™ network platform, the company can quickly and
easily customize features for its customers that meet their
specific vertical market needs. In the healthcare market, for
example, it integrates with the leading practice management
solutions so the company’s customers can quickly and
easily access their customer/patient information all in one
place.
Another example of the company’s vertical market
innovations are offerings that Unified Office has developed
and continues to develop for the restaurant industry.
Initially developed for the restaurant market, Unified
Office’s patented Visual Performance Suite™ (VPS™)
offering provides a real-time view of changes in operational
performance levels along with actionable intelligence for
business managers and owners. This enables them to take
immediate actions and apply continuous operational
improvements thereby increasing customer satisfaction and
in turn revenues and profits.
TM
Unified Office also developed TCNOPS (Total Connect
TM
Now Operations Performance Suite ), an Internet of
Things (IoT) based operational performance suite to help
Quick Serve Restaurants (QSRs) dramatically improve their
operational performance, effectiveness and food safety
TM
compliance initiatives. TCNOPS extends beyond simple
real-time basic monitoring to proactive and predictive
analysis, which can help eliminate component failure before
it becomes a problem.
A second example of Unified Office’s innovative vertical
market approach is its Total Connect Now Dental
SM
Management Suite , an advanced business communications
platform for the dental market providing automated
appointment reminders, confirmations and texting services.
Unified Office also developed its Virtual Communications
SM TM
Console and its Visual Call Flow Builder for dental
SM
offices. Virtual Communications Console is a flexible
virtual operator console that enables receptionists and other
staff to work from any office or off-site location. Visual Call
Flow Builder™ enables customers and resellers to build,
design and manage their own call flows enabling a practice,
for example, to centralize receptionist support in one office
or distribute it throughout all of their offices. All of these
vertical market innovations are easily adaptable to other
markets as well. “No other company offers the range of
customized features and vertical market applications at
scale that can be rapidly deployed for our customers,”
Ray said.
Keeping Customers A Step Ahead of the Competition
When it comes to competition, Unified Office does not take
time to look in the rear-view mirror. Pasquale believes that
one must stay true to their vision, stay close to their
customers and do the things that make their customers’ lives
better, in order to attain success.
Currently, Unified Office is the only company that can offer
high quality, reliable VoIP communications services without
the need for expensive legacy T1 or MPLS network
infrastructure.
Into the Future of Unified Office
Unified Office’s core mission is to help businesses of all
types monetize their communications services and solve
problems that are unique to them. Unified Office does this
first by being relentless innovators and providing its
customers with reliable, high quality voice communications
services. The company then layers on top of that service
platform simple, elegant, and easy-to-use, value-added
services and applications that help them improve the
effectiveness of their business operations and respond to the
needs of their customers at the speed of the market.
Pasquale sees himself continuing to build what he believes
to be one of the most disruptive and transformative
companies in the market today. “There is no end in sight for
what we can accomplish. The time has never been better for
a company like Unified Office,” says Founder & CEO,
Ray Pasquale.
A Piece of Advice to Rely On
Ray believes that innovation is absolutely essential to
successfully leading. a company today. The world is
undergoing change so fast it is dizzying; the successful
CEO and by extension their company must not only adapt
to market changes but also sense the market, get out in front
of it and lead it. “Your customers count on you to do this for
them,” he said. “All one has to do to appreciate the rate
and velocity of change today is to look at Amazon and the
Internet and how they have fundamentally changed our
lives.”
According to Ray, every CEO must demonstrate constancy
of purpose, be willing to pivot when necessary, relentlessly
focus on execution, create value and be willing to listen to
one’s customers and employees. It is important to seek
advice, take ownership and above all, be a leader.
1
The
Most
Influentialin Business 2019
insightssuccess.com31September 2019

34. Leadership is about using the
power of a position to
empower a group of people
in order to attain a common goal. A
leader’s task is to implement the
plans that usually look good on
paper, through a delegated team, in a
specific time with an ongoing
motion. She/he may use the
traditional method or may think out
of the box. It depends on the leader
as how to do it; the ultimate motive
is to get the job done. Although, each
and every individual has a different
approach on leadership, some might
say it is about setting examples,
some might say it is about sharing
the authority; what matters is, taking
the right decision when it is most
needed.
Leadership varies from one
organization to another. An
organization is a dynamic body and
The Transformational Leader
A transformational leader inspires
the team through effective
communication and an intellectual
environment. However, these
individuals require more detail
oriented managers to successfully
implement their strategies.
Transformational Leadership is
considered among the most effective
employees of the organization. One
of the examples of this type of
leadership is when a leader is
assigned on a higher level for
effective environment.
The Transactional leader
The transactional leadership, as the
name suggests, enables the leader to
incentivize the team corresponding
to their performance. The team gets
rewarded when it attains the goals
and the Leader has the power to
review the results and act
creates new probabilities every now
and then. And with new
probabilities, come new challenges.
Although, it is impossible to
overcome every challenge, the
business environment has adopted
certain leadership styles for the
efficiency of business:
The Participative Leader
Participative Leadership is the
process of sharing authority with the
work force in order to get optimum
efficiency. The team, after getting
access to certain powers, works
responsibly to accomplish the goals
set by its leader. The shared
leadership also helps in case of any
requirement of change, as the
employees adapt quickly in such
environment. Incidentally, this style
of leadership fits best in a scenario
when there is a limitation of time.
Good
The Art of Leading
Attributes
of a
September 2019insightssuccess.com 32

35. accordingly when the team fails to
do the same. The goals and the
strategy to attain them are decided
by the leader and the team itself.
The Situational leader
Situational leadership is a theory that
the best leader will adapt to the
required leadership style according
to need of the hour. A Situational
leader may adopt democratic style
while discussion business with
senior executive, but may switch to
transactional at the time of team
review. However every individual
has a natural style of leadership and
it may be difficult to switch roles at a
certain point of time.
Qualities of a good leader
There is an old proverb that says,
“Give a Man a Fish, and You Feed
Him for a Day. Teach a Man to Fish,
and You Feed Him for a Lifetime.”
So is the case with leadership. One
of the basic qualities of a Leader is
to pass on the leadership skills.
Following are some of the qualities
of a good leader:
Ÿ Communication Skills
Communication is the basic
requirement for efficiency in a
business. As the level of hierarchy
elevates, the requirement of
communication grows. Especially,
when it comes to leadership, there is
no scope for lack of communication.
A Leader who fails to develop this
skill is looked up as incompetent,
because it is his job to send the
message loud and clear. Although, it
is also important to listen as it is an
integral part of communication.
Ÿ Decision making
There is risk in decision to making.
Great leaders take great decisions
when the stake is high and it is the
success of those decisions that make
them great. To add up, a good leader
takes right decision at the right time.
In conclusion, a good leader can be
defined by the dynamics of his style
in leadership, the values that he
brings to the organization, the
methods he uses to make the best of
the resources, and the kind of
decision he makes in the given
situations. At the end it is about the
attitude of an individual to bring the
change for good.
Ÿ Integrity
C.S. Lewis said, “Integrity is doing
the right thing, even when no one is
watching.” Be it giving credit to one
of the team members or be it
admitting a mistake, a leader wears
integrity as a badge of honor. They
do what is right, no matter what.
Ÿ Empowerment
As mentioned earlier, Leadership is
about using the power of one’s
position to empower a group of
people in order to attain a common
goal. A good leader shares his
authority with the team in order to
get the job done. By doing this, he
shows confidence in the team and
obliged by the gesture, the team
works with full enthusiasm to
accomplish the goal.
insightssuccess.com33September 2019

36. Digital Transformation is a
Business Requirement:
Hype or
Reality?
Christopher James Camut is the Director, President
and CEO of Field Squared. Christopher has a
successful track record of building high-performing
sales teams, improving operational efficiency,
driving customer experience, and exceeding
revenue goals.
Prior to Field Squared, Christopher was President of
Integra Telecom, Inc. (acquired by Zayo), where he
managed 300 employees and over $250 million in
annual revenue. Before Integra, Christopher was
CEO of Ajubeo, a Boulder-based infrastructure-as-a-
service (IaaS) provider. Previously, he was CEO of
Vixxi Solutions, a SaaS e911 service provider
(acquired by Bandwidth.com) and was EVP and
General Manager of network consultancy Telwares
among other leadership roles. Christopher holds
degrees from the University of Toledo in sociology
and psychology.
Christopher James Camut
Director, President
& CEO
About the Author
September 2019insightssuccess.com 34

37. e are at an inflection
Wpoint, a true paradigm
shift across businesses of
every size, industry and market. No
business is immune to the rapid
technological change brought about
by the digital era. But therein belies
the disruption of digital
transformation: the reward vs
perceived time commitment and
investment. The question on
everyone’s mind is, is digital
transformation all hype or reality?
A Digital Bacakbone from the
Ground Up
The reality is digital transformation
is a business imperative. Any new
business started today must be built
with a digital backbone and
infrastructure from the ground up.
There are three crucial components
that can make or break a new
business today:
Automate Business Processes and
Workflows
Almost every organization maintains
several routine to complex business
processes and workflows. Sometimes
the process falls within a certain
department, while other times it may
span multiple departments and even
third-party vendors or customers.
And not to overly complicate things
for this example, but there often
times a single process ties into
another process or two, or three.
At least in the field service
management space, for instance,
digital transformation is slowly
making its way into the fabric of
organizations that have a field service
or mobile workforce. The main goals
are to increase operational efficiency,
improve the customer experience and
understand key field service metrics
impact across the workforce and the
organization as a whole. Business
process automation makes it possible
to reap the benefits of digital
transformation by starting with small,
incremental workflows and graduate
to more complex processes as the
business grows.
Focus on Real-Time Customer
Experience
You’ve probably heard it said that we
are in the Age of the Customer,
where every good or bad experience
has the chance to appear on social in
a minute and go viral. Fear of
negative repercussions is not the
reason to focus on the customer;
rather, it’s learning opportunity to
gain first-hand insight on how to
improve the business or exceed
expectations the next time around.
Further, real-time communication
tools (i.e., chat, text, email, phone
call, etc.) ensure businesses can keep
in touch with customers from the
moment they visit a website or make
a purchase, day or night, location and
time zone need not apply.
As is the case with service-based
businesses—field service
organizations, for instance—the
ability to send real-time alerts via
text are an important part of many
different types of work orders.
Digital solutions provide the means
to not leave a customer out of the
communication loop when you can
automate sending a text to notify the
customer of a late arrival or a change
in technician. Focusing on getting the
customer experience right is reason
enough alone that makes digital
transformation an imperative for
businesses today.
Open to Innovation
Innovation is one of the more
controversial considerations of
businesses on their digital
transformation journey. Innovation
comes in many forms, can be thought
of as a harbinger of good (or evil)
and oftentimes follows a change in
executive management.
The common thread among
businesses that are open to
innovation, is the desire to move the
business forward—be seen as a
leader. Famed inventor and futurist
Dean Kamen said it best, “Every
once in a while, a new technology, an
old problem and a big idea turn into
an innovation.” Most business
leaders can relate to simply putting
up with a problem until something
breaks.
Today, business leaders must be
savvy when it comes to being aware
of innovative solutions available to
solve old problems. Keeping on the
theme of field service organizations,
the first problem most try to solve for
is scheduling and/or routing their
technicians. A simple concept, but a
powerful first step nonetheless. If,
however, the big picture comes into
view, it’s possible to go way beyond
scheduling—to come full-
circle—and instead automate
business processes.
In the end, digital transformation
doesn’t happen overnight, which is a
good thing because it makes the
concept accessible. Whatever route
businesses take to improve their
operations, today’s business
imperative is digital transformation,
before it’s too late.
insightssuccess.com35September 2019
Expert’s Outlook