The name placard in your cube might not say anything about sales, but the truth is that everyone, employed as such or not, is a salesperson at some point every single day. In the traditional sense, this could mean something like pitching your company’s solutions to a client. In the less-traditional sense, it could mean convincing your child to eat their vegetables. Yet for those two drastically different examples and everything in between, there is a constant for successful sellers: unveiling the “Why.”

Spending time and energy making prospects understand why you do what you do instead of exactly what it is you do or how you do it is not a new concept. But I’m a firm believer that proven concepts, no matter how old and frequently referenced they are, can’t be repeated enough. This idea has recently and fervently been popularized by marketer, author, and thinker extraordinaire Simon Sinek via his 2009 book, Start With Why. You can learn about him here on Wikipedia or here on his site. To begin, let me suggest that you watch Sinek’s TED talk on Starting With Why here on YouTube before reading any further. I’ll let him take care of the bulk of explaining the basics, and then will offer some ideas of my own to back this up in the real world and explore the best ways to start thinking this way and apply it to your business.

First, a little on me. After all, if I were to practice what Sinek preaches, it would follow that I explain why it is I’m writing this piece so that you, the reader, not only have a good reason to pay attention but also understand what drives me on a deeper level. So, who am I? I’m an entrepreneur in the music space. I do freelance work in the realms of copywriting, business development, and marketing for artists and industry / music-tech folks, but my main project is doing all of the above for a project I’ve been on the team for since day one called Presskit.to. In short, Presskit.to builds digital portfolios that artists of all kinds can use to represent themselves professionally when pitching their projects to gatekeepers like label reps, casting directors, managers, the press, etc. This core technology is also applicable to larger entertainment industry businesses and fine arts education institutions in enterprise formats, and solves a variety of the problems they’re facing.

Not interesting? I don’t blame you for thinking so, if you did. That’s because I just gave you a bland overview of what we do, instead of why we do it. What if, instead, I told you that myself and everyone I work with is an artist of some sort and believes that the most important thing you can do in life is create; that our technology exists to make creators’ careers more easily sustainable. Or, another approach, that we think the world is a better place when artists can make more art, and that because our technology was built to help artists win more business, we’re trying our best to do our part. Only you can be the judge, but I think that sort of pitch is more compelling. It touches on the emotions responsible for decision making that Sinek outlines in his Ted Talk, rather than the practical language-based reasons like pricing, technicalities, how everything works to accomplish given goals, etc. These things are on the outside of the golden circle Sinek shows us for a reason – they only really matter if you’ve aligned your beliefs with a client’s first. Otherwise these kind of tidbits are gobbledygook, and mind-numbingly boring gobbledygook at that.

Over time, companies are migrating from COBOL to the latest standard of C# solutions due to reasons such as cumbersome deployment processes, scarcity of trained developers, platform dependencies, increasing maintenance fees. Whether a company wants to migrate to reporting applications, operational infrastructure, or management support systems, shifting from COBOL to C# solutions can be time-consuming and highly risky, expensive, and complicated. However, the following four techniques can help companies reduce the complexity and risk around their modernization efforts. 

All COBOL to C# Solutions are Equal 

It can be daunting for a company to sift through a set of sophisticated services and tools on the market to boost their modernization efforts. Manual modernization solutions often turn into an endless nightmare while the automated ones are saturated with solutions that generate codes that are impossible to maintain and extend once the migration is over. However, your IT department can still work with tools and services and create code that is easier to manage if it wants to capitalize on technologies such as DevOps. 

Narrow the Focus 

Most legacy systems are incompatible with newer systems. For years now, companies have passed legacy systems to one another without considering functional relationships and proper documentation features. However, a detailed analysis of databases and legacy systems can be useful in decision-making and risk mitigation in any modernization effort. It is fairly common for companies to uncover a lot of unused and dead code when they analyze their legacy inventory carefully. Those discoveries, however can help reduce the cost involved in project implementation and the scope of COBOL to C# modernization. Research has revealed that legacy inventory analysis can result in a 40% reduction of modernization risk. Besides making the modernization effort less complex, trimming unused and dead codes and cost reduction, companies can gain a lot more from analyzing these systems. 

Understand Thyself 

For most companies, the legacy system entails an entanglement of intertwined code developed by former employees who long ago left the organization. The developers could apply any standards and left behind little documentation, and this made it extremely risky for a company to migrate from a COBOL to C# solution. In 2013, CIOs teamed up with other IT stakeholders in the insurance industry in the U.S to conduct a study that found that only 18% of COBOL to C# modernization projects complete within the scheduled period. Further research revealed that poor legacy application understanding was the primary reason projects could not end as expected. 

Furthermore, using the accuracy of the legacy system for planning and poor understanding of the breadth of the influence of the company rules and policies within the legacy system are some of the risks associated with migrating from COBOL to C# solutions. The way an organization understands the source environment could also impact the ability to plan and implement a modernization project successfully. However, accurate, in-depth knowledge about the source environment can help reduce the chances of cost overrun since workers understand the internal operations in the migration project. That way, companies can understand how time and scope impact the efforts required to implement a plan successfully. 

Use of Sequential Files 

Companies often use sequential files as an intermediary when migrating from COBOL to C# solution to save data. Alternatively, sequential files can be used for report generation or communication with other programs. However, software mining doesn’t migrate these files to SQL tables; instead, it maintains them on file systems. Companies can use data generated on the COBOL system to continue to communicate with the rest of the system at no risk. Sequential files also facilitate a secure migration path to advanced standards such as MS Excel. 

Modern systems offer companies a range of portfolio analysis that allows for narrowing down their scope of legacy application migration. Organizations may also capitalize on it to shed light on migration rules hidden in the ancient legacy environment. COBOL to C# modernization solution uses an extensible and fully maintainable code base to develop functional equivalent target application. Migration from COBOL solution to C# applications involves language translation, analysis of all artifacts required for modernization, system acceptance testing, and database and data transfer. While it’s optional, companies could need improvements such as coding improvements, SOA integration, clean up, screen redesign, and cloud deployment.

I will begin our blog on Java Tutorial with an incredibly important aspect of java development:  memory management.  The importance of this topic should not be minimized as an application's performance and footprint size are at stake.

From the outset, the Java Virtual Machine (JVM) manages memory via a mechanism known as Garbage Collection (GC).  The Garbage collector

• Manages the heap memory.   All obects are stored on the heap; therefore, all objects are managed.  The keyword, new, allocates the requisite memory to instantiate an object and places the newly allocated memory on the heap.  This object is marked as live until it is no longer being reference.
• Deallocates or reclaims those objects that are no longer being referened. 
• Traditionally, employs a Mark and Sweep algorithm.  In the mark phase, the collector identifies which objects are still alive.  The sweep phase identifies objects that are no longer alive.
• Deallocates the memory of objects that are not marked as live.
• Is automatically run by the JVM and not explicitely called by the Java developer.  Unlike languages such as C++, the Java developer has no explict control over memory management.
• Does not manage the stack.  Local primitive types and local object references are not managed by the GC.

So if the Java developer has no control over memory management, why even worry about the GC?  It turns out that memory management is an integral part of an application's performance, all things being equal.  The more memory that is required for the application to run, the greater the likelihood that computational efficiency suffers. To that end, the developer has to take into account the amount of memory being allocated when writing code.  This translates into the amount of heap memory being consumed.

Memory is split into two types:  stack and heap.  Stack memory is memory set aside for a thread of execution e.g. a function.  When a function is called, a block of memory is reserved for those variables local to the function, provided that they are either a type of Java primitive or an object reference.  Upon runtime completion of the function call, the reserved memory block is now available for the next thread of execution.  Heap memory, on the otherhand, is dynamically allocated.  That is, there is no set pattern for allocating or deallocating this memory.  Therefore, keeping track or managing this type of memory is a complicated process. In Java, such memory is allocated when instantiating an object:

String s = new String();  // new operator being employed
String m = "A String";    /* object instantiated by the JVM and then being set to a value.  The JVM
calls the new operator */

How Can Managers Work More Efficiently with IT?

Would you rather work under someone who is an excellent developer but lacks people skills or leadership capabilities - or for someone that has excellent people skills, communicates well, and is a great leader but has limited understanding of productive coding practices? That’s not to say that the choice is one or the other but in many professional situations it does.

Managing an IT staff comes with numerous challenges, especially if the manager has no previous experience with the coding necessary for completing the project. Managing a business and IT's execution of tasks vary greatly in required skill sets, but it's important to find a cohesive and cooperative middle ground in order to see a project to its end. To fully grasp the intricacies of IT's involvement in the project at hand, managers can do the following to help further their efforts.

Get a basic understanding of coding and technical practices necessary for the project at hand by taking the time to research and practice enough to get a grip on the concept. This will allow managers insight on what their IT folks are really working on daily. Expertise in a programming language is not required, only an overview of the stuff that matters, i.e. understanding the concept of OOP (Object Oriented Programming.) Having this knowledge cannot be overlooked and will gain respect among multiple spectrums in the organization.