Thursday - March 12, 2009
As economic conditions worsen and we struggle to make sense of the new realities of business, it has become a cliché to say that we need to "do more with less;" after the second, third or fourth round of layoffs, less is, in fact, less. The new challenge for managers is to figure out where and how to apply limited resources and budgets to actually achieve more, not do more, with fewer resources. Over the past six months, many organizations have understandably cut costs out of the business and reprioritized initiatives.
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Wednesday - March 11, 2009
Last Monday at Demo, Zuora CEO and cofounder Tien Tzuo introduced Z-Commerce for Facebook -- a significant announcement that might be looked back on as a turning point in the evolution of on-demand technology. Zuora, if you don't know, provides an on-demand billing and payments suite for companies that sell Software as a Service.
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Wednesday - March 4, 2009
Last week Salesforce.com marked its 10th year in business. To celebrate, the company held a conference call to discuss its earnings, and CEO Marc Benioff brought presents for his investors. The big announcement was that Salesforce had succeeded at generating just over $1 billion in revenue for its fiscal year -- the first time in history that any on-demand company posted numbers like that.
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Monday - March 2, 2009
By any measure, SaaS vendor RightNow Technologies closed the year on a high note, completing seven million-dollar-plus deals in the last quarter. In fact, CEO Greg Gianforte told CRM Buyer, "our sales teams delivered the highest total bookings in any quarter over the last two years. In the current environment, we believe that is a tremendous achievement."
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Thursday - February 26, 2009
Recession. Nine letters you never want to see together in one word; at least not in that order. Sales and marketing departments across the globe are reeling from one of the worst financial crisis in recent business. The stock market is down, unemployment is climbing, and businesses are bracing for what could be a long, slow recovery.
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Wednesday - February 25, 2009
Oracle continued its fast-following ways last week when it introduced additional functionality for Oracle On-Demand Release 16. The statement completed a two-part announcement begun the week before and brings to eight the number of new on-demand CRM applications from the company.
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Wednesday - February 18, 2009
The recession is ahead of our thinking about how to sell around it. Our first response is a tried and true strategy that is not right for all occasions. People will disagree with me, but so far we've seen a steady stream of one idea -- staying close to the customer and attending to the customer experience. There is nothing wrong with this customer-centricity and a lot to be admired.
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Wednesday - February 4, 2009
The two biggest dogs in the CRM fight are Salesforce and Oracle. You could debate that, but not with me. Salesforce has had a good run lately with announcements about its platform technology, its community of developers and its new foray into social media and social networking. Oracle has been plowing the same field, but you might notice the companies' approaches are very different.
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Tuesday - January 27, 2009
Perhaps the new slogan in this merciless economic downturn should be "All Hail the Salesman." For it is the salesman that brings home the bacon upon which all other jobs will feed. It is key, then, to see to it that salespeople are equipped with the very best technologies and that they are supported without restraint.
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Monday - January 26, 2009
This year, companies seeking to invest further -- or for the first time -- in a CRM software system will find not only a wide array of vendors, but also a large selection of computing platforms to support the application. These can range from Software as a Service offerings typified by the standard-bearer Salesforce.com to newer cloud platforms such as Google Apps.
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