What if you only had one account to sell to? One with a $100-million budget and a quarter of a million employees? Rahul Maniktala, Microsoft’s Strategic Account Director of Semi/Hi-Tech Manufacturing has that very job. He’s today’s guest on Market Dominance Guys, and Chris Beall and Corey Frank are curious about how Rahul goes about dominating his market of one. “Behind me is the might of Microsoft,” he explains, and the culture there lends itself very well to support for their customers. In addition, Rahul’s background in technical expertise and an understanding of high-tech products, which is the basis of his customer’s business, helps him gain an understanding of what his customer wants to accomplish. After that, “[t]here are a lot of people you have to align,” Rahul explains to Chris and Corey. He always starts with the customer, employing empathy in order to understand their goals, and then works with the people at Microsoft to create an alignment of purpose between the goals of this company he works for and the goals of the customer he serves. It’s a balancing act, and one that Rahul is very adept at, as you’ll learn in today’s Market Dominance Guys’ episode, “Empathy, Goals, and an Alignment of Purpose.”

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Part 2 is here Doing the Day-to-Day Right

 

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Here is the full transcript from this episode:

Corey Frank (01:48):

Welcome to another episode of The Market Dominance Guys with Corey Frank and Chris Beal, Chris it's been a while, hasn't it? I think we've had our vacations, right. All points north, east, west European and otherwise. And we finally get together. You've had a couple of solo episodes. I've had a solo episode. They're not the same, just I love Susan, but there's nothing like having Johnny Carson in his seat. You can't have the Joan Rivers and those replayed to John Davidson and the replacement homes. So it's good to have you back in the seat as always. And we have guests, which is always some of our favorite episodes as we approach the hundredth episode of The Market Dominance Guys, Chris, we're leading up to that milestone and today, right? We're raising the bar from an interesting perspective and the topic Chris, when you hit me up on this, right, is dominating a market of one.

Corey Frank (02:37):

And so we're pleased to bring on and I'll let you introduce some Chris, his background, a little bit Rahul Maniktala from Microsoft and Rahul. I apologize if I butchered your last name, but we'll just go by Rahul for now. And Rahul’s a friendly, and we're fascinated because as we talked about in the previous 95 episodes, or so the different machinations of how you dominate a market and the moving pieces and how many different variables in a closed system and an open system. And sometimes it can be probably equally challenging if y