Chris Selland is VP of Marketing at HP Vertica. He brings 20+ years of success driving demand and revenue via innovative online, search & inbound marketing programs as well as leading key strategic alliance & corporate development initiatives for entrepreneurial, high-growth companies including SoundBite Communications (NASDAQ:SDBT), Constant Contact (NASDAQ:CTCT) and Lumigent Technologies (acquired by BeyondTrust). Chris is an established thought leader, speaker and author on customer strategy-related topics including CRM, Customer Metrics & Loyalty, Customer Support and Social Media Marketing, and was an Expert Advisor at Focus.com as well as a founding member of the Enterprise Irregulars. Earlier in his career he was VP of CRM and Internet Research at the Yankee Group, and later founded Reservoir Partners, a customer strategy research firm that merged with Aberdeen Group, where he became VP of Sell-Side Research. Chris serves on a number of corporate and non-profit boards, and has a BS in Operations Research & Industrial Engineering from Cornell University and an MBA in International Business & Economics from NYU Stern School of Business.

2 responses to “Chattering about the Value of Enterprise 2.0”

  1. Dennis Moore

    Chris –

    Very interesting analysis. I think Chatter is the first commercial product I’ve seen that has taken an exciting approach towards applications chattering to people about “important stuff.”

    As to pricing, however, I think you are undervaluing the risk of the alternatives that might compete with Chatter. Chatter has very low risk in implementation, as compared to other approaches, due to its excellent usability, pre-integration with Salesforce.com for sales and services staff, and the company’s viability. Any start-up should be considered to be around an order of magnitude riskier (or more!) than Salesforce.com with respect to company viability, and project risk raises the overall risk factor that should be applied when calculating value (see http://dbmoore.blogspot.com/2009/07/enterprise-software-buyers-bill-of.html and http://dbmoore.blogspot.com/2009/07/when-and-why-to-accept-less-than-pmax.html for discussions on the pricing of risk in enterprise software products); with that in mind, Chatter should be priced at least an order of magnitude higher than start-up alternatives, in order to adequately account for risk.

    I enjoyed your analysis – keep up the excellent writing!

    – Dennis

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