cloud computing , cloud integration , Salesforce integration , Salesforce.com
Tags: #df13, Cloud integration, Dreamforce 2013, Internet of Customers, Jeff Kaplan, Marc Benioff, SaaS Integration, Salesforce.com, snaplogic, THINKstrategies
Here’s a quick interview I did with Matt Childs from Vidcaster on the show floor at Dreamforce 2013:
Last week I interviewed Jeff Kaplan from THINKstrategies to get his views on the conference and what was announced. Some of the highlights are here. The slides we reviewed are below.
If you aren’t feeling the excitement yet, just check out #df13 to get fired up by the Salesforce community. (While you’re at it, check out #batkid - what an amazing story!)
Here are my predictions heading into the conference. It remains to be seen if @Benioff has joined the Movember movement, but I have seen an impressive mustache initiative from Salesforce Platform evangelist Reid Carlberg.
In this post I summarized why it’s important to go beyond the simple requirements of the Salesforce Data Loader – Don’t Just Get Loaded at #DF13.
Here are a few predictions for the week from Appirio that are worth reviewing. We’re clearly going to hear a lot about mobile and the Internet of Things…that Chatter.
Earlier this week I participated in a webinar focused on Social, Mobile, Analytics and Cloud (SMAC) and the important role application and data integration plays in the success of each initiative. The slides are posted below. Have a fantastic Dreamforce!
Last week I wrote about Zuora’s subscription manifesto and the differences between a technology vendor selling an on-premises solutions vs. a company that delivers a true SaaS solution (which I still believe must be multitenant). Today I read a great series called the SaaS Manifesto, written by Peter Levine, General Partner at Andreeson Horowitz. Part one is on Rethinking the Business of Enterprise Computing. Part two is on Focusing of Building a Real Sales Team. The series draws from extensive first-hand experience and outlines what it takes to truly become a best-in-class software as a service (SaaS) solution provider. Traditional enterprise software company executives should read it as they prepare for their future and SaaS company executives should review it as checklist.
I’ve been fortunate in my career to work with some real SaaS pioneers. I’ve seen companies struggle and fail to truly embrace the SaaS model and others execute against what seemed like impossible odds. The first paper I read about “being SaaSy” was by Mark Trang, when he was at salesforce.com. The paper was called, “7 Habits of Highly Effective SaaS Companies.” I couldn’t find the paper, but here’s a great presentation from a 2008 Salesforce ISV event. In 2011 Matt Holleran, now founder and managing director at Cloud Apps Management, delivered a great Dreamforce presentation on the same topic. Some of this early knowledge sharing clearly had a positive impact on the so-called “Salesforce Mafia” – check out this summary of Salesforce employees who have gone on to start companies. The Start-Up Cloud indeed!
Here are some of the best articles I’ve read over the years on best-in-class SaaS (in no particular order):
- Bessemer’s 10 Laws of Cloud Computing and SaaS
- 9 Worst Practices in SaaS Metrics
- SaaS Metrics 2.0: A Guide to Measuring and Improving What Matters
- My Top 10 Year One SaaS Mistakes. Save Yourself Some Pain & Just Don’t Make Them Yourself
- Should Your Startup Go Freemium?
- Marketing SaaS Solutions to Enterprises: Seven Hazards to Avoid
- SaaS in the Enterprise and the need for social selling
- HubSpot’s Best Practices for Managing SaaS Inside Sales
- SaaS Marketing: 21 Growth Hacks to Test Today
- How SaaS Changes an ISV’s Business Model
Thanks to the authors for sharing their SaaS insights. Of course I should also give a shout out to Behind the Cloud, by Marc Benioff. And if you’re still working at an enterprise software company that has not yet begun the inevitable shift to the cloud and the subscription economy, I’m sure there’s not a day that goes by without somebody mentioning Clayton Christensen and the Innovator’s Dilemma. Escape Velocity by Geoffrey Moore is also excellent.
What’s missing? Got any more “Best in SaaS” articles or best practices to share?
Michael Arrington talks business strategy with Salesforce CEO Marc Benioff. Good discussion about technology disruption and the impact of cloud, social and mobile on the industry.
CRM , data quality , MDM , SaaS , Salesforce integration , Salesforce.com
Tags: consolidation, Customer relationship management, MDM, Mergers and acquisitions, multi-org, Salesforce, Salesforce integration, Salesforce.com
Does this sound familiar? You’re moving from an independent instance (or org) of Salesforce CRM to the consolidated corporate org. While there will definitely be business benefits in terms of visibility, reporting, customer/prospect communication, support, responsiveness, enablement and general leverage of corporate resources, it still represents a potential loss of autonomy. But it’s the right strategy for your business. Or is it?
Whether you ended up with multiple Salesforce orgs through mergers and acquisitions, separate brands or divisions, or through organic growth: at some point your organization is going to need to determine what is the right approach to multi-org consolidation. Here is an overview of 3 approaches to consider.
social crm dissertation wordle (Photo credit: Sean MacEntee)
The promise of a single customer view is nothing new to CRM. But is there a comprehensive list of the benefits that such a promise might be able to deliver? Today on the Informatica Perspectives blog, Dina Elsokari took a crack at not 10, but 12 benefits. It’s also notable that she talked about single customer view benefits without once mentioning cloud master data management or any associated technology for that matter. Well done!
Here’s her list:
- Increase upsell and cross sell opportunities
- Identify your most valuable customers
- Higher customer retention
- More targeted product development
- Clearer targets for your marketing initiatives
- Increased ROI on marketing campaigns
- Credible forecasts
- Respected reporting
- Supporting data for a possible merger or acquisition
- A sales culture, not a data gathering and cleansing culture
- An increased adoption of Salesforce
- Controlled risk
Be sure to check out the entire post and provide your feedback here.