When selling is teaching

All publishing industries are living tough moments. In part is due to the impact of technology and massive use of it by people. Change is happening at every level and at every process....every day.


Traditional selling and marketing processes are inefficient, specially for new designed content product and services. This is just a small portion of the problem, but an interesting one. 


How do we tell people a new product or service is better than the one they´re already using... and is working fine? How do we change the way they are using information and content? How do we insert technology -more technology- in their life and work?


I believe in one answer: we first teach them.


Presenting and showing new content or information product and services is always fascinating. But much more fascinating is when people starts to buy and use your product and they tell the world about it. And even more fascinating when they start to build guides and recommend it in their blogs, twitters, networks....in their digital world. And, maybe, the best of all is when they become anxious for the next release, the new functionalities, the new contents you are going to present them in a few months.


This occurs because they've learned how to use it, they are excited about the benefits they obtain and, of course, that paying the price is fair.


If we first start teaching how to use a product we will have two good inputs: what issues are not resolved the best possible way and the barriers people have to buy and start using it (price, content, format, hardware, mobility, dependencies and more). We will have the opportunity to solve them and go on. But the best thing is we could transmit the passion that is behind every creation of a new tool, product or service. If we become a "positive engine" to energize the others, the best of your creation is exposed. So imagine having this "power" in every training session of every single product and service you want to sell.
Introducing a new technology is also a part of the teaching process. 


To face this circumstance we need to focus on two realities. The first is: the more simple the technology is, the less time a person will need to adopt it; and the second, the new technology has to solve problems and not to create new ones. If during the selling process, which now has to be the teaching process, the user understands both correct, 90% of the work is done.


I truly believe that, to sell, teaching is much more effective than just exposing the product. I will apply this belief  from now on and tell you my experience in a few months.

Tools of Change for Publishing Conference - TOCCON 2010

I will be presenting four stories about how the rules in publishing have changed and will continue to change. We will give you four real examples, four real stories to show you how studying medicine in Europe is evolving fast. 

Changing the Way Medical Students Learn: 4 Stories from Europe

(This presentation will take place in Tools of Change for Publishing 2010 conference in New York, 02/24/2010)

Healthcare change is on everyone’s agenda nowadays as the role of medicine in society changes. The focus has shifted from the occasional care of individuals in hospitals to promoting health in the community. These changes place new demands on doctors and have forced a rethink on how students are taught in medical school. Medical training is becoming more student-centered. There is an emphasis on active learning rather than on the passive absorption of knowledge. Rigid curricula are giving way to more adaptable and flexible ones.

Publishers of medical textbooks, like Elsevier, must take account of these changes. They must be equally adaptable and flexible in the way they deliver the information. They must understand how teachers teach and how students learn. We believe there is a tremendous opportunity to drive sustained innovation in medical education.
This presentation is based on our experiences in Europe. We will highlight four stories of medical students from the UK, Spain, France and Germany that illustrate how publishers are responding to the changing needs in medical education.

The stories will cover the following topics:

• How students collect information today in order to pass exams
• New exam testing tools
• Case-study exams
• Wiki-like collaborative lesson creation
• Dealing with piracy when moving from print to electronic delivery
• Sources of content: e-libraries & e-Books
• Delivering knowledge in small chunks

Products and services that will be covered:
UK: International Virtual Dental School
Spain: ArenaMIR
France: Université Médicale Virtuelle Francophone
Germany: Mediscript

This presentation is for anyone interested in how self-directed education changes the rules of the game for publishers. No medical knowledge required!

Online Education on the Horizon

Online learning is one of my main concerns today. I'm actively working in understanding what online instructional models are the good ones for different kinds of students: university, residents at hospitals, professionals improving their knowledge, etc.
I've been looking at different (and innovative) e-libraries, e-books, e-book readers, online databases and other content containers but a single one made me completely happy. 
I'm also following in Twitter different specialists and people interested, like me, in e-learning and the future of education. It seems to me that all of us are disappointed by the lack of real innovation in this field.
Most of the key opinion leaders expressing their ideas on the net seem to end in the same concept: The Future Doesn't Fit in the Containers of the Past (Rishad Tobaccowala, CEO Denuo).
We have an inmense opportunity to innovate and try to find the correct models for e-learning. 

Collecting information and learning

I had a very nice talk with one of my colleagues from Amsterdam. We were talking about how students, and other people, collect information to learn. The issue we were discussing was how medicine students build their papers and learn.

A few years ago, when I was in the Faculty of Law, I bought 4 or 5 really heavy books to read and learn. My teachers at the University told me the information needed to pass the exam was in those books. I didn’t have the internet at that time so no chance to google nor wiki.

A few weeks ago, faculty students ended their annual course and started summer holidays, after passing the final exams. I had a good opportunity to chat with a group of medicine students. I asked them about their books, how big and heavy are they? The answer was: we don’t know, we don’t use very much books now. We use the papers writen by our professors, plus some reference materials, plus google and some internet sources, like xtorrent and rapidshare.

I, then , asked about how did they organise all these informations from the different sources. They answered they all shared a usb flash memory stick and a gMail account to organise their info. They had a group and every person was responsible for creating some lessons. All lessons were then shared via Gmail or the USB stick. But the most interesting thing is that they were collecting information from different books, selecting the small pieces that were important to pass the exams, aggregating papers from the professors and related documents downloaded from differents websites.

A specific comment attracted my attention: they were trying to reduce the lessons to small pieces of information. Each of the lessons was a constructions of small pieces of information, coming from different sources, and aggregated by one of the members. All were working in the same way. The reason for that is they could retain more easily the information if they visualized each lesson with each small guide and a few contents in it.

The system they have created to learn is so different from the one I used 20 years ago…..but, at the same time, I do use the same system when browsing the web for new insigths, new ideas, new projects and new updates on me every day work. I collect small pieces of information, organize them in different “lessons” I have to read, and share them with my network.

If it’s working for them and it’s working for me, why are we still publishing heavy text books?

Color e-paper update - May 2009

An article published in Nature Photonics (read the summary of the article at http://www.nature.com/nphoton/journal/v3/n5/abs/nphoton.2009.68.html) about a week ago informs about two prototypes of color e-paper displays. It is very interesting to see that the techonology they are using comes from the past. In fact, both developments are focused on using pigments in an aqueous solution inside the pixel. Then, by manipulating the voltage on each device the liquid with the pigment draws out from the reservoir into the freee space of the pixel (in the second prototype, there are two pigments in each reservoir but with different charge properties so that the voltage controls which of them is shown in the display). 

The potential of colorized e-ink for the health sciences publishing industry is huge. It opens a vast universe of possibilities and new developments on e-books and, also, new instructional models for education, e-libraries, multiformat services and more other interesting gadgets.

Fujitsu has started to sell his first color e-reader (FLEPia) on march this year, with an 8-inch screen display and up to 260,000 colors in high-definition. Even if it's a very good start for this new market, the re-draw speed is still low and the weight (385g) and specially the price is too high if compared to the Sony e-Reader or the Kindle. 

Update on the Wolfram|Alpha project

There's been great anticipation around Stephen Wolfram's ambitious project to create a comprehensive "computational knowledge engine." The Berkman Center for Internet & Society at Harvard University will host a sneak preview of the Wolfram|Alpha system, and a discussion of its underlying technology and implications. Participants will include Wolfram|Alpha founder Stephen Wolfram and Professor of Law Jonathan Zittrain.


Stephen Wolfram discusses Wolfram|Alpha: Computational Knowledge Engine...here's the video: