Inspirational Women Leaders Of Tech: Debbie Reynolds On The Five Things You Need To Know In Order To Create A Very Successful Tech Company

An Interview With Doug Brown

Establish your credibility early. To be taken seriously in any business endeavor, you must first establish your credibility to get future clients’ attention. There are many ways to develop your credibility, like using customer testimonials, highlighting sales, showing years of experience, demonstrating expertise, show scholarship through teaching, using peer recommendations, etc. For example, start-ups and well-established companies should always have statistics and accomplishments to share with potential customers to show they can handle their needs.

As a part of my series about “Lessons From Inspirational Women Leaders in Tech,” I had the pleasure of interviewing Debbie Reynolds.

Debbie Reynolds, “The Data Diva,” is a world-renowned technologist, thought-leader, and advisor to Multinational Organizations for handling global Data Privacy, Cyber Data Breach response, and complex cross-functional data-driven projects. Ms. Reynolds is an internationally published author, highly sought speaker, and top media presence about global Data Privacy, Data Protection, and Emerging Technology issues.

Thank you so much for joining us in this interview series! Before we dive in, our readers would love to learn ​a bit more about you. Can you tell us a story about what brought you to this specific career path?

I started my technology career assisting university libraries though digital transformation projects as they moved from paper to electronic records. My data knowledge opened opportunities for me to advise Fortune 500 companies in managing legal data flows worldwide. My long-time interest in Data Privacy and experience in international data flows convinced me to start a Data Privacy advisory company for multinational organizations.

Can you share the most interesting story that happened to you since you began at your company?

The most interesting story that happened since I started my business is that I am now asked to provide expert evaluation and advice on emerging technologies related to Data Privacy. For example, I am working on a project to help makers of Virtual Reality Technologies navigate Data Privacy by design issues that may not yet have laws to address these technologies and how they impact individuals’ rights.

Can you share a story about the funniest mistake you made when you were first starting? Can you tell us what lesson you learned from that?

One of the funniest mistakes I made when I was first starting relates to recording sound for my videos and podcasts. We are all supposed to be in a quiet room free of distractions and other sounds. When I would hear those first recordings played back, I thought the background was quiet enough. Instead, I could hear cars driving, dogs barking in the distance, and coughing from next door. Thank goodness for editing software to remove those sounds. However, now I try to record in rooms with fewer windows for better sound quality. It takes a lot less sound editing. The lesson I learned from the background noise experience while recording sound for my videos and podcasts is to prevent a noise problem before recording to save money on doing time-consuming edits after the recording is completed.

Can you tell us a story about the hard times that you faced when you first started your journey? Did you ever consider giving up? Where did you get the drive to continue even though things were so hard?

When I started my business, I had a hard time with the fear of starting an entrepreneurship journey, not knowing if I could make the business thrive, especially by carving new kinds of service offerings like my advisory solutions. I quickly moved past that fear and am happy to report I have succeeded in my business. As a business owner, I explore how to make my services more valuable to my clients. I always want to know that my services solve my clients’ most critical problems in their businesses.

I did not consider giving up when I started my business, but no matter how confident I was in my business idea, occasionally, a fright slipped into my thoughts. For example, starting a business is like walking a tightrope. Even if you are the most talented tightrope walking person, you can never forget that it is a long, painful drop if you fall off the tightrope. I keep my eyes focused on my goals and respect the tightrope as I progress forward.

The drive I have to continue when times are tough comes from within. When times were tough, a few people told me to quit or that I did my best, but that was never good enough for me. I needed to realize my unique vision as an entrepreneur and walk toward my goals no matter what. I am happy that I was right to do this.

None of us are able to achieve success without some help along the way. Is there a particular person who you are grateful towards who helped get you to where you are? Can you share a story about that?

I am grateful to my mother, who taught me by example, from her life, which has helped me be a successful entrepreneur. My mother told me a story of her encounter with a snake that changed my life, and it is a lesson I take with me always. My mother as a child lived on a farm, and one day she saw a massive snake on her path. She feared the snake and ran away from the snake. The snake slithered quickly behind her, and she knew that she could not outrun the snake. So, she turned around and chased the snake. As she chased the snake, it turned in the opposite direction to escape her. This is a great life lesson I use as my drive and determination in business, so every day, I chase the snake and not allow the snake to chase me.

Can you please give us your favorite “Life Lesson Quote”? Can you share how that was relevant to you in your life?

I love the Mark Twain life lesson quote that says, “Keep away from people who try to belittle your ambitions. Small people always do that, but the great make you feel that you, too, can become great.” I have been fortunate to have mentors in my life who believed that I could make my dreams a reality. These mentors are so important in my life and have helped me to be a success.

Ok super. Thank you for all that. Let’s now shift to the main focus of our interview. We’d love to learn a bit about your company. What is the pain point that your company is helping to address?

Debbie Reynolds Consulting is a Data Privacy advisory solutions company. The pain points we address are removing Data Privacy barriers to business growth while increasing client adoption by implementing comprehensive Data Privacy programs. We help companies make Data Privacy a business advantage.

What do you think makes your company stand out? Can you share a story?

Debbie Reynolds Consulting stands out due to our vast strategic and operational experience. We can offer solutions to address Data Privacy by design in product development, privacy education, and awareness for all company levels and the board of directors. We also address Data Privacy as it relates to the day to day operation of an enterprise, and advising organizations that want to invest in privacy software or products.

Are you working on any exciting new projects now? How do you think that will help people?

I am working on exciting projects advising Private Equity, Hedge Funds, and Venture Capital firms on investment and acquisition of Data Privacy products to protect businesses from regulatory risk and protect the Data Privacy rights of individuals. I am also thrilled to be involved with projects related to Data Privacy in Biometrics and technology used in Smart City design. Data Privacy should be a fundamental human right in the US. Anything we can do to protect individuals’ privacy rights while also helping businesses thrive as they navigate Data Privacy regulations is a great way to help businesses and society.

Let’s zoom out a bit and talk in more broad terms. Are you currently satisfied with the status quo regarding women in Tech? What specific changes do you think are needed to change the status quo?

I have had the pleasure of meeting and working with some of the most dynamic women in Tech. However, too many women are in the shadows; they are not speakers at conferences or names you see in magazines or journals. Many talented, accomplished women are not out in front to be seen by other professionals and their industry peers. Sometimes I am in shock about this missed opportunity that some women will not take advantage of because they are not visible. As women in Tech, we have perspectives that need to be visible, talents that should be acknowledged, and voices that should be heard. Women in Tech contribute so much to our industry, and we must help elevate these women. I tell women to be Gladys Knight and not one of the Pips. I want to see women in the foreground, not just in the background. Women have to learn to stand up, to speak up, and tell their stories. It is imperative when women speak of themselves and their accomplishments; they can quantify their work. For example, instead of saying, “I have done many successful projects,” It would be much better to say, “I have completed digital transformation projects across 20 countries which impacted 100 million people.” Finding ways to quantify and express your impact quickly will help women in Tech be more visible and become a force of nature in our industry.

In your opinion, what are the biggest challenges faced by women in Tech that aren’t typically faced by their male counterparts? What would you suggest to address this?

Two of the biggest challenges that face women in Tech that do not seem as prevalent with men are that women seem to be asked to justify their presence and prove their expertise more often to be taken seriously in Technology fields. Many stereotypes still exist around the capabilities of women in Tech. Women are continuously challenged at all levels of their careers. We must spotlight and elevate women with mentorship and coaching to navigate work situations and find their voices to have a seat at the table. Besides female mentors and role models, men in Tech can also be a guiding force to advocate for women. Some of my most impactful mentors have been men who gave me advice and guidance as I evolved in the technology field. Women should not be shy about seeking advice, mentorship, and guidance from people they admire in the tech industry regardless of gender.

What would you advise to another tech leader who initially went through years of successive growth, but has now reached a standstill? From your experience do you have any general advice about how to boost growth or sales and “restart their engines”?

My advice to tech leaders who initially went through years of successful growth but have now reached a standstill is reassessing their market and finding innovative ways to engage with existing and new clients. Clients want to know that you are thinking of improving your services, expanding your services, or going that extra mile. Just adding a new feature or service for existing clients may invigorate your business. Clients who like your service are often open and eager to hear about something new that would be an added benefit to their business. My general advice is to expand your services with existing clients before taking these new services to potential new clients. Your existing client base is an excellent test of your new product or direction. Do surveys or ask your clients about their pain points. They will gladly provide valuable information that will help you change and expand your service offerings.

Do you have any advice about how companies can create very high performing sales teams?

Companies can create high-performance sales teams by ensuring that the sales teams are as invested in clients at the beginning of a sale as they are after the sale. The ability to obtain and retain a client depends on how the sales relationship starts and how well the company executes on those initial promises made by the sales team. As the sales team sees the company’s success, they will be more invested in making a client relationship, not just a sale.

In your specific industry, what methods have you found to be most effective in order to find and attract the right customers? Can you share any stories or examples?

I work in Data Privacy, and most of my clientele are developed through existing relationships or by referrals. I also speak at conferences, publish, and give media interviews, which help me attract new clients. As a thought leader over many years, establishing myself has helped to fine-tune my audience so the right clients know the problems I can solve for them. For example, I had a company contact me and ask me to consider taking them on as my client based on a video they saw of me speaking at a conference in the past year. I was shocked but happy to have been considered based on my thought leadership. It is such a thrill to have these experiences in business.

Based on your experience, can you share 3 or 4 strategies to give your customers the best possible user experience and customer service?

From my experience in business, these are the three best strategies to give customers the best user experience and customer service:

1- Do something extra. For example, besides providing the solution requested, do something like sending tips in a newsletter, or give some advice that worked for your business that you want to share.

2- Listen. When working with a client, they will tell you what they want but listen for a pain point of a problem that you could provide as an additional service. For example, if a client is having a cloud configuration issue, I may refer the client to a trusted resource who can assist.

3- Focus on the long-term relationship, not the short terms of sale. Although all businesses want new customers and to make money, it is more important to determine how you will keep the client for the long term. Become a trusted partner, and you will be rewarded with loyal clients.

As you likely know, this HBR article demonstrates that studies have shown that retaining customers can be far more lucrative than finding new ones. Do you use any specific initiatives to limit customer attrition or customer churn? Can you share some of your advice from your experience about how to limit customer churn?

The best way I have found to limit customer churn is by asking for feedback. Feedback can help any company change course, correct course, or look at a problem from a customer’s perspective. Getting feedback and making adjustments during the customer relationship can help reduce customer churn and strengthen an existing customer relationship. It is like a relationship tune-up. Just like to take your car for a tune-up, your customer relationships need tune-ups as well.

Here is the main question of our discussion. Based on your experience and success, what are the five most important things one should know in order to create a very successful tech company? Please share a story or an example for each.

The five most important things one should know to create a very successful tech company are:

1- Focus on the customer’s problem, not your solution. Having the most phenomenal product or service will not make your company successful. If you can, speak to the problem that the customer is trying to solve. Convey that you understand the customer’s problem then show them how your product or service can solve that problem. For example, in an initial sales meeting with a potential client, you should start your presentation focused on the customer’s problem that you can solve. Beginning with the problem makes potential clients more eager to listen to your solution.

2- Establish your credibility early. To be taken seriously in any business endeavor, you must first establish your credibility to get future clients’ attention. There are many ways to develop your credibility, like using customer testimonials, highlighting sales, showing years of experience, demonstrating expertise, show scholarship through teaching, using peer recommendations, etc. For example, start-ups and well-established companies should always have statistics and accomplishments to share with potential customers to show they can handle their needs.

3- Find your niche. Companies must be able to understand their competition and discover how they can differentiate themselves. Many companies with great ideas fail when they cannot convey why customers choose their company over other competitors. Make sure that you can answer what makes your company unique to succeed. For example, when a potential client is evaluating your company, they need to understand why they should select you over a competitor. It is your job to make it clear why your business or service will fit their business needs.

4 — Be patient. It takes a long time to become an overnight success. Many successful entrepreneurs have taken years to develop ideas into successful businesses. For example, many people do no see the entrepreneur’s late nights or time away from social activities to build a business and a brand. Still, these small steps will get you far later, so your success will be assured because you were prepared when opportunities present themselves.

5- Learn how to accept NO gracefully. Not every business or sales contact will say YES to doing business with you. In fact, most will say NO. Be prepared to handle a NO gracefully and move to the next potential, YES. Although rejection is painful, the ability to move forward makes all the difference if you want to be a successful entrepreneur.

Wonderful. We are nearly done. Here are the final “meaty” questions of our discussion. You are a person of enormous influence. If you could inspire a movement that would bring the most amount of good to the most amount of people, what would that be? You never know what your idea can trigger. :-)

I am passionate about the Data Privacy rights of individuals. If I could start a movement, it would be to establish Data Privacy as a fundamental human right in the US Constitution, not just a consumer right articulated in various Federal and State laws. The rapid development of emerging technologies that use personal data requires rethinking how individuals, innovators, and businesses need guidelines that reduce uncertainty and establish clear paths that help companies succeed.

We are very blessed that very prominent leaders read this column. Is there a person in the world, or the US, whom you would love to have a private breakfast or lunch with, and why? He or she might see this if we tag them :-)

I recently watched the documentary film “The Social Dilemma” about how social media and artificial intelligence algorithms work to draw and maintain users’ attention and engagement. In the film, I was intrigued by Shoshana Zuboff, professor emerita at Harvard Business School, who wrote the book, “The Age of Surveillance Capitalism.” I would love to talk with her about transparency in AI as it relates to Data Privacy.

Thank you so much for this. This was very inspirational, and we wish you only continued success!