June 11, 2025
How can companies scale innovation in capital-intensive industries? In this podcast hosted by Sid Shaik, Ultra Clean Technology former Chief Strategy Officer Arindam Guha will be speaking on scaling enterprise technology through strategic innovation and AI-driven transformation. Arindam brings deep insights from his extensive career spanning Oracle, IBM, Juniper Networks, and the semiconductor industry, offering a unique perspective on technology strategy and growth.
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Show Notes
- Always understand the total potential market size before scaling
- 90% of net new business can come through strategic partner channels
- Identify adjacent markets that are logically connected to your initial success
- Focus on solving specific business problems, not just selling technology
- Attend industry-specific conferences and associations to build network
- Break down global markets into manageable segments (North America, EMEA, Asia Pacific)
- Aim to capture even 1% of a multi-trillion dollar market opportunity
- Celebrate and leverage early customer success stories for future growth
- Upsell by continuously expanding your product catalog and capabilities
- Align sales efforts with specific buyer personas across different organizational levels
- Speed of project implementation is becoming increasingly critical
- AI is transforming sales processes, enabling faster responses and higher volume
- Compliance and regulatory requirements often drive initial technology investments
- Pre-built cloud solutions are reducing implementation times dramatically
- White-collar jobs like paralegals and auditors will be most impacted by AI
- Technology adoption should always have a clear business case
- Networking and relationship-building are crucial in enterprise sales
- Look for logical industry expansions based on existing successful use cases
- Executive sponsorship and aligned user groups are key to project success
- Continuous learning and adaptability are essential in technology leadership