In the last 10 years, PR has taken a different dimension, especially after the entry of social media and the rapid shift to digital during the pandemic period. At the same time, the industry has been facing stiff challenges; moreover client expectations have also increased, with more emphasis being given to digital and online reputation management. The industry has undergone a radical shift and the current times have pushed the industry to change gears.
In an exclusive interview with Adgully, Pallavi Tinekar, Vice President - Technology & Startups, Concept PR India, shares her journey from communications to technology and startups, addressing challenges in mentoring, accelerating funding conversations. She also highlights a successful communications campaign for a tech product and discusses staying updated with digital marketing trends, PR’s role in the startup ecosystem, navigating diverse audiences, fostering innovation.
Could you share with us your journey from communications to technology and startups, and how your expertise in combining these fields has influenced your role as VP of Technology & Startups at Concept PR India Ltd?I started working with a couple of startups back in 2002, which were intended to increase potential businesses for the STD/PCO booth owners. At the time, their business was struggling as mobile phones entered the Indian market. This was my first brush with technology and its power to help a fellow citizen. The product was a smart card and it covered the whole spectrum – from paying bus fares to buying groceries. The PCO owners were supposed to collect electricity and relevant bill monies from households as part of increasing business, like an extension to e-seva, to be implemented nationwide. Such projects needed visibility and a degree in communications did just that. Once you realize the influence you have had on a project, you never want to look back. That is what happened to me. From startups to agencies to working in corporate communications roles, I have realized that simplicity can be a valuable asset and can offer numerous advantages over complexity.Moving on, I had the privilege to work with the finest professionals in the communications business which shaped me in the past two decades. Dealing with the Satyam crisis taught me a lot of resilience and team spirit. Goals cannot be achieved in silos; every team member is crucial for collective success. It is pertinent to understand the power of resources at hand to deal with any situation. As I collaborated with the communications team at Microsoft, I learned more about communication strategies and their direct impact on the quality of stories or results garnered. It was an unlearning and (a lot of re-learning) as I led the business communications for Microsoft, after doing PR for Red Hat, an open-source software provider, after moving agencies.Then I moved into a corporate communications role with CA Technologies and it had been a refreshing experience working with the team. I worked with various domestic and international leaders, giving me global exposure to cultures, diversity & inclusion, marketing strategies, internal communications, managing events, and analyst relations, among other things. Previous experiences helped shape communications at CA Technologies India and various APAC-level vertical businesses as well as the R&D centre in India.My second corporate communications stint was with Amazon Web Services with a crucial role in launching their India Region in 2016. As their first comms hire, there was a lot of pressure, building the strategy and working with communications teams worldwide, to launch the India region within two months of onboarding. But that was the thrill too! This was the mother-ship as I call it – working with enterprises, startups, channel partners, global and regional leadership – all in one to land a successful campaign that lasted for a few months.My journey entails working with technology companies – software, services, products, and each day I learn more. I have had the privilege to work with global CEOs and CXOs, including Satya Nadella (Microsoft), Jim Whitehurst (Red Hat/IBM), Mike Gregoire (CA), Andy Jassy (Amazon) and Werner Vogels (Amazon).Years later, the combination of all of the above experiences helps to build the foundation of a sustaining business with Concept PR. I have in-depth experience in external, internal, and CSR communications as well as reputation management for large IT MNCs, early-stage startups, and SMEs. As part of various local and global teams, I have collaborated and trained several executives for media and speaking engagements and have successfully initiated and run industry speaking programs. As part of my corporate communications experience, I have managed agencies, budgets, and communications mandates for various spokespeople (India, APAC, and global).
What are some key challenges that you have faced while mentoring startups and helping them accelerate funding conversations and achieve growth?Mentoring startups and facilitating their growth can be both rewarding and challenging. I have been in some situations where mentoring was viewed as just another task rather than a personal development opportunity. It took several conversations for the teams to look at the opportunities such sessions got them.Mentoring is synonymous with patience. It takes a lot of convincing to get buy-in from a startup team, especially if they are not inclined to a certain thing. That can be image management, for example. Sometimes the founders are more focused on their image management than building the product. With my PR background, I may agree on that, but an MVP or pivoting on a product may get the founders more eyeballs from the right audience, that is, the funding teams. Image management can always follow on the back of a viable product that solves a current market problem.Sometimes, I also learn about mismatched expectations or over-dependence on mentor/s, thereby expecting them to solve the founders’ of startups' problems. Some founders want to follow a certain route under peer pressure, which may or may not work for their kind of product or company. In my experience, a bulk of the time is invested in making them see perspectives and balancing views and outcomes.Right advice along with time investment is crucial for early-stage startups, which also comes when they have put their best foot forward to receive funding and/or are part of an accelerator. Founders need a few degrees of extra attention and that can be due to language barriers, or less exposure to funding processes.
Could you discuss a particularly successful communications campaign or event you led for a technology product or startup, and the impact it had on the target audience?I will talk about a product which created such an impact that its audience started talking about it. At the time, there was no visibility in the press. The implementation of Free and Open-Source Software (FOSS) led to a study conducted by IIM Bangalore, highlighting the role of FOSS and its impact in developing countries. Often a substitute for more expensive proprietary software, FOSS can impact the economy and progress of a country, like India, in a very positive way.We worked on a campaign to highlight the impact and talk about the positives from the survey report ‘Economic Impact of FOSS in India’ which was based on 20 case studies from various Indian government departments and educational institutions with FOSS being used as an operating system, server, or application. It was a strategic communications campaign and with the support of the media, propelled conversations with various companies. It was exciting to see that our primary target audience from a PR point of view, the media, was very intrigued. We experienced a wave of questions, in ways of interviews and meetings to learn more about FOSS. Without mentioning numbers, the quality of conversations was overwhelming and encouraging.
With your experience in new media and content creation, how do you stay updated with the latest trends and best practices in digital marketing for technology brands?I have identified some reputable sources of information in the digital marketing and technology sector and follow them for trending topics and best practices. This includes industry-leading blogs, websites, and online publications that cover topics related to digital marketing, technology trends, and insights. Some popular sources include HubSpot, Moz, Search Engine Journal, Neil Patel’s blog, and Social Media Examiner.Attending industry conferences, events, and webinars focused on digital marketing and technology helps to navigate your business conversations and general understanding of consumer behaviour. Networking with professionals in the field can also provide valuable knowledge and connections.I encourage joining online communities and forums, where digital marketers and technology professionals gather to discuss trends and share insights. Platforms such as Reddit, Quora, LinkedIn Groups, and specialized forums like GrowthHackers and Warrior Forum can offer opportunities to participate in discussions, ask questions, and learn from industry peers. Identify influential individuals and thought leaders in the digital marketing and technology space. Follow them on social media platforms such as Twitter, LinkedIn, and YouTube, where they often share valuable insights, industry news, and updates. Engage with their content and participate in discussions to stay current with emerging trends.Most of my reading involves market research reports to gather insights and be abreast of trends, consumer behavior, and technology adoption.The landscape is constantly evolving, so it is important to allocate time and develop a habit of consuming relevant content regularly, engaging with industry professionals, and continuously seeking opportunities to learn and grow within the digital marketing field.
What role do you believe public relations plays in the growth and success of technology startups, especially in terms of building brand reputation and attracting investment?The role of Public Relations is integral to startups as they aim to build brand awareness. Startups often struggle to stand out in a cluttered market. PR can cut through this by putting their message out through various formats. In this, the founders go through some internal churn (if not already) to think through positioning and perception about themselves and their offerings.PR also helps to build trust. Trust is vital, especially for startups. People are cautious about investing in new, unproven businesses. PR consistently generates positive media coverage, fostering reliability and credibility, which is essential for attracting customers and investors.Many startups need external investment for growth. Good PR highlights a startup’s potential, showcases its value, and puts it on investors’ radars. A positive public image increases attractiveness to potential backers. PR enables startups to establish their founders and key executives as thought leaders and experts in their respective fields. By leveraging PR channels, such as speaking engagements, industry conferences, and bylined articles, startups can share their insights, knowledge, and vision with a wider audience. This can enhance the startup's credibility, create trust, and attract attention from investors seeking innovative and knowledgeable entrepreneurs.Parallelly, startups need to be cognizant of crises-led situations that can arise – whether from a product, a social media blunder, negative reviews, etc. Effective PR helps manage these situations, minimizing damage and maintaining reputation. Founders and teams need to understand and rely on the role of PR in their business.
How do you navigate the challenges of managing communications for both domestic and international audiences, considering the diverse cultural and market dynamics?Just like any business, or startup, understanding the market is crucial to make an impact. Managing communications for both domestic and international audiences while considering diverse cultural and market dynamics can be challenging. There is a growing need to understand the cultural nuances, preferences, and even communication styles of audiences. I recollect one time in an internal team meeting, in an international market, a colleague’s idea, though with an honest intent, was shot down within seconds, because it lacked cultural sensitivity. While dealing with varied audiences, we need to be aware of etiquettes, taboos, cultural sensitivities to say the least to avoid potential misunderstandings or offense. Adapting your messaging and communication approach to align with cultural norms can help build trust and resonate with diverse audiences.Localizing content also works, to make it relevant and appealing. This includes translating your materials into different languages, adapting visuals, and tailoring messaging to reflect local customs, preferences, and market dynamics. Working with local experts or agencies who have a deep understanding of the target market to ensure accuracy and cultural appropriateness is beneficial to making correct impressions.For many markets, English may not be the first language. Utilizing multilingual communication channels, and providing content and support in the local language can enhance the user experience. For many campaigns, I have relied on local partners or media outlets to provide valuable insights. Always seeking feedback and adapting to varied styles should be inculcated in teams, as they progress together.Last but not the least, we need to listen more than talk or express, while working with diverse audiences because active listening and adaptability are key. By investing in research, localization, and understanding cultural contexts, we have navigated the challenges of managing communications for both domestic and international audiences, fostering meaningful connections and driving engagement across diverse markets.
As VP of Technology & Startups, what strategies do you employ to foster innovation and entrepreneurship within Concept PR India Ltd and among your clients?PR has come a long way, and in its evolution, PR professionals have increasingly realized that it is not just media coverage, but an overall brand strategy emphasizing brand equity. It is with campaigns that resonate with the audience contributing to long-term success. That also indicates that we need to think about the whole spectrum and bring in synergies with functions like advertising, social media, and content creation for a more holistic approach.Whether external or internal, we constantly train to dig deep to find opportunities where others may see challenges. There are conversations to innovate by identifying unique angles, untapped markets, or unconventional channels. Sometimes, the most impactful PR campaigns emerge from unexpected places. While media coverage remains essential, our clients and internal teams leverage social media, influence partnerships, and get involved with direct communications with stakeholders. We also realize that not all conversations will result in tangible outcomes, so increasing focus is also on whether we moved the needle, even if it was an intangible outcome.We have embraced data-driven insights, monitored online sentiment, and adapted strategies accordingly. Each of the team members is tasked with a question or an assignment to think differently, and innovatively to achieve positive attention. There is on-ground training and assessment when they are tasked with new business conversations to test their entrepreneurial skills. They have shadowed me at most meetings to learn the ropes. New training, new skill acquisition, and constant learning are part of my team’s professional lives.
Could you share a memorable experience or achievement from your career that you are particularly proud of, and how it has shaped your approach to communications and technology?As I mentioned earlier, I got the opportunity to work with Amazon Web Services, I was their first PR hire in India. My first assignment was to launch the AWS India Region within a steep time frame. Everything about the period leading to the launch - including working on the PR strategy, internal team for customer speak, analysts, partners, and startups – is memorable to me! My experience is a combination of what makes a successful campaign – right from team collaboration to joint goals, always putting the customer ahead, making the right choices, resulting in smiling faces, a sense of pride, and exhaustion with contentment. Rightfully, those learnings have helped me to understand customer asks today.As we completed the 3-city conference with Andy Jassy, we realized that India had topped the charts globally with the kind of media attention generated in that week and that was truly an achievement. A global award followed later in the coming months, but even today, thinking about that time makes me smile and I wish, every PR professional gets such experience at least once in their lifetime.The bulk of my learnings in the past two decades are my north star, personally!
- Limited Resources: Startups often operate with limited financial resources, which can make it challenging to attract investors, develop their products or services, and scale their operations. Mentors can help startups identify creative solutions, optimize resource allocation, and explore alternative funding options.
- Market Validation: Startups need to demonstrate the viability and potential of their business ideas to investors. Market validation involves conducting market research, gathering customer feedback, and proving that there is a demand for their product or service. Mentors can guide startups in refining their value proposition, identifying target markets, and validating their business models.
- Networking and Relationship Building: Building relationships with potential investors, industry experts, and strategic partners is crucial for startups. However, establishing these connections can be a challenge, especially for early-stage startups without an extensive network. Mentors can provide guidance on networking strategies, making introductions, and leveraging existing connections.
- Pitching and Communication: Startups need to effectively communicate their vision, value proposition, and growth potential to investors. Crafting a compelling pitch that captures the attention and interest of potential investors requires strong storytelling and presentation skills. Mentors can assist startups in refining their pitch, providing feedback, and improving their communication abilities.
- Competitive Landscape: Startups often operate in highly competitive markets, which can present challenges in differentiating themselves and securing funding. Mentors can help startups analyze their competition, identify unique selling points, and develop strategies to stand out in the market.
- Managing Growth: Rapid growth can bring its own set of challenges for startups. Scaling operations, managing cash flow, hiring and retaining talent, and maintaining a strong company culture become critical as startups accelerate their growth. Mentors can provide guidance on growth strategies, operational efficiencies, and talent acquisition.
- Regulatory and Legal Compliance: Startups need to navigate various regulatory and legal requirements, which can be complex and time-consuming. Lack of compliance can hinder funding opportunities or even lead to legal issues. Mentors can help startups understand and navigate the regulatory landscape, connect them with legal experts, and ensure compliance.
These challenges require a combination of strategic thinking, perseverance, adaptability, and mentorship. While mentors can provide valuable guidance and support, it’s important for startups to proactively seek knowledge, network, and continuously learn from their experiences to overcome these challenges and achieve sustainable growth.
