Dirk Zetzsche

I've had the pleasure of knowing Felix for over 10 years, collaborating as both partners and team members. This year, he embarked on a new venture by starting his own AI consulting company. Now, he's launching his first newsletter! Given Felix's expertise and dedication, I'm confident this newsletter will be both precise and informative and highly recommend signing up for it. #AI #Consulting #Newsletter

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Size isn't everything

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𝗣𝗿𝗶𝗰𝗶𝗻𝗴 𝗻𝗼𝘄 𝗱𝗼𝗺𝗶𝗻𝗮𝘁𝗲𝘀 𝗕𝘂𝘆𝗲𝗿𝘀 𝗦𝗼𝗳𝘁𝘄𝗮𝗿𝗲-𝗥𝗲𝘀𝗲𝗮𝗿𝗰𝗵 💸 Prospective buyers value pricing/costs as the most decisive factor to put vendors on their shortlist according to #OMR Reviews and Gartner. -- My yearly practice is to review the most interesting keynotes from the OMR festival. Especially with regard to our industry, which is B2B software sales, I learned some very interesting new facts while listening to Felix Rahlmeyer's keynote on "The State of SaaS" and how buying behavior is changing. My key takeaway: Pricing is becoming more important than ever. It's not surprising that pricing is an important factor in making a purchase decision. This is common sense, thanks for pointing this out, Max 😘 What is surprising to me is that pricing already plays a major role in the very early stages of the customer buying journey. Typically, the pricing discussion would surface either at the end of the discovery call, offering very vague ballpark figures. Or at the end of the demo, when both parties had a better understanding of the needs and challenges to tailor the pricing accordingly. But lately, and there is clear data from both OMR Reviews and Gartner's report on B2B Buying Behavior: 𝗣𝗿𝗶𝗰𝗶𝗻𝗴 𝗵𝗮𝘀 𝗯𝗲𝗰𝗼𝗺𝗲 𝘁𝗵𝗲 𝗺𝗼𝘀𝘁 𝗰𝗿𝗶𝘁𝗶𝗰𝗮𝗹 𝗳𝗮𝗰𝘁𝗼𝗿 𝗳𝗼𝗿 𝗯𝘂𝘆𝗲𝗿𝘀 𝗲𝘃𝗲𝗻 𝗯𝗲𝗳𝗼𝗿𝗲 𝗲𝘃𝗲𝗿 𝘀𝗽𝗲𝗮𝗸𝗶𝗻𝗴 𝘁𝗼 𝗮𝗻𝘆 𝘀𝗮𝗹𝗲𝘀 𝗿𝗲𝗽𝗿𝗲𝘀𝗲𝗻𝘁𝗮𝘁𝗶𝘃𝗲𝘀! Pricing is already the key factor when prospects are doing their research, gathering information about potential vendors! If you want to make it to the shortlist, according to Gartner, 49% of all buyers rate pricing as their main concern. And only 𝗳𝗼𝘂𝗿 (!) vendors make it to the shortlist. The same trend is evident at OMR Reviews (the German equivalent of G2, Capterra...). Looking at the below figures, the pricing page of each product listing is experiencing a YOY traffic growth that is significantly higher compared to the product page with all its features. -- 𝗪𝗵𝗮𝘁 𝗱𝗼𝗲𝘀 𝘁𝗵𝗶𝘀 𝗺𝗲𝗮𝗻 𝗳𝗼𝗿 𝘂𝘀 𝗶𝗻 𝗕𝟮𝗕 𝘀𝗮𝗹𝗲𝘀? It has become paramount to be transparent with your pricing. You need to post pricing figures on your website to give prospective buyers what they need. And evidence is clear: what they value most is early information around pricing and costs, without having to talk to sales. If you don't provide that, you likely won't make the cut and won't even get on their shortlist. -- I'm German, and we are known for being very notorious when it comes to talking about money. It's like a state secret ;) But if you want to remain competitive, you need to be more transparent. You need to match your customers expectations and reduce barriers to gather info and pricing and costs. Or your buyers will happily take their business elsewhere!

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Yesterday I joined the Bitkom Sales Meeting and spoke about how to leverage data & content for Sales Enablement. Thanks Florian Bayer and Roland Lunck to organize such meetings, I think the insights, discussions and networking were really great and one of the reasons why I really love Bitkom Events. Franziska Kapp-Hermann's talk about how to always keep the buying process in mind was super helpful. If YOU initiate the idea in the head of your customer chances are way higher that you can steer the buying process instead. Hanna Kamijo shared how she restructured the Sales org at giant ServiceNow to boost NewBiz and LeadGen – really impressive and definitely not an easy task. Michael Witzenleiter from Conversionmaker.ai showed really great examples how AI-driven text improvements can boost conversion. Let's dive deeper how we might collaborate :) Julia Kühnast Thanks for hosting the workshop on how to leverage AI to achieve customer centricity in the customer journey! Oh, by the way: Next Tuesday Bitkom Marketing will meet in Hamburg to discuss strategies for Data-driven Marketing Success at the Otto offices and I'm looking forward to join the Panel about Data Usage together with Dr. Nicolai Johannsen from Otto Group, Sebastian Schnelle from CRIF and Claudia Cramer from Statista. If you want to join talk to Florian Bayer and see you in Hamburg :)

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I’m proud to share more insightful media coverage after our Enreach DE #OpenAir2024 partner event event. This piece by Waltraud Ritzer for Telecom Handel dives into our theme of how AI is transforming business communications. In my conversation with Waltraud, I highlighted the significant potential of AI to improve our customers' business processes and provide our partners with intelligent solutions that add real value. However, we're still a long way from widespread adoption of #AI solutions, so it's vital for us at Enreach to help our partners and customers understand how fundamental the changes that AI will bring will be - and to enable them to stay ahead of the curve and develop the right solutions to take advantage of these developments. At the German partner event, we showcased our AI-powered solutions and explained the depths of our Enreach AI platform, with which we aim to democratize AI and bring cutting-edge #ConversationalAI tools to our partners and their customers. For our German-speaking followers, read the full article to get all the details here:

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#WeAreDevelopers #WWC24 – Part 2   The Power of Purpose: Unlocking Potential and Innovation our panel talk with Sue, Hadi, Steffen and me. What is the potential, “purpose” can unlock in a workforce/for a company? Interesting that at the current survey of Kienbaum showed that 60% of employees don´t know the company’s purpose and our quick check in the audience showed only 50%. Especially in the increasing complexity around us the purpose give orientation and helps to do the right things. The second dimension of purpose is your purpose in life. Unfortunately, this is even lower. Just 1% in the audience has a purpose of life. If you don´t know your purpose you are living the purpose of someone else. This is o.k. if it feels right to you, but you should take some time to find it and check if this is in line with your company´s purpose. Your full potential can flow if this is the case. Let´s find your purpose of life now!   It´s might be good to listen in our first podcast about “purpose” and how this trend will stay. We had Dominic in our session. https://lnkd.in/e23sqmdB   Again, I am glad to be part of the #WWC24. Many thanks to Sead, Rudi, Thomas and Lena.   #WeAreDevelopers #WWC24 #weilmachenkrasserist #DigitalPacemaker #IT4good

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If you want to combine data sources out of the internet with your processes you should have a view on iguasu. For a lot of use cases in the energy sector, especially on the base of §14a of the EnWG, it makes a seamless usage of data an integration in your processes together or without #inubit possible. In the moment we're looking together with our partner Virtimo AG for companies who want to realize their requirements based on this exciting new software stack. #Virtimo #IGUASU #INUBIT #TOPCOM #Energiewende #digitaltransformation #Energie #Stadtwerke #GAS #CIO #digitalizationcloud

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How are enterprises looking to the future? And what technology trends will keep IT decision-makers busy in the coming years? Hyland, a provider of intelligent content solutions, and B2B International surveyed 1,150 IT managers worldwide about the IT and technology trends and strategies they will prioritize over the next two to three years. Read some of the key research findings, including why AI and enabler technologies are among the top priorities, in this article 👉 https://lnkd.in/eEGW9Gqr #IT #tech #technology #trends #research #insights #AI

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The official Sales Engineering Compensation and Workload Report for 2024 is here! If you’ve seen previous years’ reports, you know how valuable this data is. If you haven’t, you really need to check it out. #presales #technicalsales #b2bsales #buyerenablement #salesengineering

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Google SGE Organische Traffic-Auswirkungen geteilt nach Branchen [Datenstudie] https://lnkd.in/eaZPuNTV Explore the impact of Google SGE on organic traffic in different business verticals. Gain insights into triggers and patterns that influence generative AI in search results. Quelle: Google SGE Organic […]

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SenseTime SenseNova 5.5 Challenges OpenAI at WAIC 2024 - SenseTime’s New Language Model: SenseNova 5.5 emerges as a direct competitor to OpenAI's GPT-4o at the WAIC 2024. - Performance Boost: With a 30% improvement over its predecessor, SenseNova 5.5 sets new standards in AI development. - Multimodal Capabilities: The model integrates synthetic data, significantly enhancing inference and reasoning abilities. #artificalintelligence #ai https://lnkd.in/ezb588zw

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📣 Footprint Technologies featured in Berliner Morgenpost! 🗞️ Some days ago Carolin Kleinert and me had the opportunity to give an interview about our product, vision and current status of our business to FUNKE Media. Many thanks to Dominik Bath for your article about the return issue in general and our work and solution in particular. Have a good read and please utilise tools like ours, that help cutting down online return rates! - Germany 🇩🇪 should get rid of the title #World #Champion in #Returning #Stuff! 😉 #startup #innovation

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🌎 𝐓𝐫𝐚𝐧𝐬𝐥𝐚𝐭𝐢𝐨𝐧 𝐚𝐧𝐝 𝐭𝐫𝐚𝐧𝐬𝐟𝐞𝐫 𝐨𝐟 𝐀+ 𝐜𝐨𝐧𝐭𝐞𝐧𝐭 𝐦𝐚𝐝𝐞 𝐞𝐚𝐬𝐲. As many of you know, there is currently no way to transfer existing A+ content from one marketplace to another in Seller or Vendor Central. For instance, moving content from Germany to France with just a few clicks and simultaneous translation is not possible. Since we recognized the demand for this function, we developed a solution. 𝐈'𝐥𝐥 𝐬𝐡𝐨𝐰 𝐲𝐨𝐮 𝐡𝐨𝐰 𝐭𝐡𝐢𝐬 𝐰𝐨𝐫𝐤𝐬 𝐢𝐧 𝐭𝐡𝐢𝐬 𝐯𝐢𝐝𝐞𝐨. #Amazon #APlusContent #Translation _____________________________________________________________ Want to experience the feature firsthand? Send me a direct message for a 𝐟𝐫𝐞𝐞 𝐥𝐢𝐯𝐞 𝐝𝐞𝐦𝐨.

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The latest Bitkom Cloud Study once again confirms the importance of cloud technology for the digitalization and thus ultimately the competitiveness of German companies. The demand for cloud services continues to rise unabated, driven in particular by the digitalization of internal processes as well as AI and cybersecurity. The demand for AI applications alone will double in the next 5 years. 40% of companies are already relying on cloud-only or cloud-first strategies. Accordingly, cloud services will dominate IT in just a few years. However, bottleneck factors in this transformation are costs, time and the shortage of skilled workers. - We offer suitable solutions for this. Let`s talk! #cloud #digitalization #transformation #innovation Andreas Schleiter Lutz Pehl Stefanie Kampmann Dr. Jörg Günther Sandra C. Bauer Jürgen Lademann Steffen Legler Axel Rupp Bodo Windmöller Andreas Pfeil Ulf Tworeck David Pade Georg Rohleder Dr. Karsten Ballüder Marcus Madelung Frank Mueller Thorsten Heymann

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Bitkom Study: The Cloud is Taking Over – Now for Real ⛅😉 81 percent of companies in Germany are now using cloud computing, with a rising trend. For just five percent, the cloud is not an issue at all. This is shown by the "Cloud Report 2024" from Bitkom. More than 600 companies from all economic sectors were surveyed, representing the industry. One in seven companies using the cloud is even pursuing a "cloud only" strategy. This means cloud computing is used for all applications and systems, and existing solutions are being migrated to the cloud. Another quarter of the respondents rely on "cloud first." In five years, the cloud is expected to dominate corporate IT, with a share of more than 50 percent of all IT applications (currently it's "only" 38 percent). Looking at the areas where the cloud focus lies, it becomes clear that Customer Communication Management is often overlooked. We find this unfortunate because there is a lot of untapped potential here. If you want to leverage this potential, get in touch with us. 🙂 Regarding many of the obstacles mentioned in the survey, such as a lack of qualified personnel (76 percent), too complex migration to the cloud (55 percent), or lack of qualified external consulting (53 percent), we can gladly support you. One more interesting side fact: 50 percent of companies already using or planning to use AI services from the cloud are interested in text analysis and generation. This is also a topic that is currently very important to us. For more information, visit: https://lnkd.in/eYZmeSJM #kwsoft #CreatingCommunication #CCM #CustomerCommunication #CustomerCommunicationManagement #kwfact #Cloud

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Come visit us at HANNOVER MESSE where we showcase our #digital solutions that expand the potential of #measurement in the process industry to create a more #productive and #sustainable future! #digitaltransformation #innovation #netilion #processindustry #iiot #connecitivity #digitaltwin

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xLSTM: Extended Long Short-Term Memory Maximilian Beck, Korbinian Pöppel, Markus Spanring, Andreas Auer, Oleksandra Prudnikova, Michael Kopp, Günter Klambauer, Johannes Brandstetter, Sepp Hochreiter Abstract In the 1990s, the constant error carousel and gating were introduced as the central ideas of the Long Short-Term Memory (LSTM). Since then, LSTMs have stood the test of time and contributed to numerous deep learning success stories, in particular they constituted the first Large Language Models (LLMs). However, the advent of the Transformer technology with parallelizable self-attention at its core marked the dawn of a new era, outpacing LSTMs at scale. We now raise a simple question: How far do we get in language modeling when scaling LSTMs to billions of parameters, leveraging the latest techniques from modern LLMs, but mitigating known limitations of LSTMs? Firstly, we introduce exponential gating with appropriate normalization and stabilization techniques. Secondly, we modify the LSTM memory structure, obtaining: (i) sLSTM with a scalar memory, a scalar update, and new memory mixing, (ii) mLSTM that is fully parallelizable with a matrix memory and a covariance update rule. Integrating these LSTM extensions into residual block backbones yields xLSTM blocks that are then residually stacked into xLSTM architectures. Exponential gating and modified memory structures boost xLSTM capabilities to perform favorably when compared to state-of-the-art Transformers and State Space Models, both in performance and scaling. 👉 https://lnkd.in/d6dM2aeq #machinelearning

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W... like Weighted Average 🧮 Ever came accross a Weighted Average? Maybe even in your Incentive Plan? For virtual shares, it can be used to smoothen fluctuations, e.g. in a PSU plan (to calculate the initial number of PSUs, and finally back into a EUR amount). For option plans, it is sometimes used to determine the strike price (over a certain period, rather than just on the spot; be careful if you are a US taxpayer!). Some jurisdictions even apply it for tax valuations of shares, e.g. the Volume Weighted Average Price (#VWAP). As a relatively simple concept, averages can help to bring some balance into a volatile environment. It's most prevalant with publicy traded shares, providing a buffer against sharp dips and ensuring that extraordinary performance reflects in valuations only if it's consistent over time. What other types of averages do you know? #IncentivePlans #SharePlans #KISS #AtoZEquityGlossary

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