There aren’t too many people you can listen to today where you feel all those sticky layers of hype just fall away from your brain, as this guy actually knows what he’s talking about and (as we English love to put it) he just doesn’t mince his words. So, after a terrific meeting with […]
Have you been watching the FIFA World Cup? I have been watching highlights. And peeks at an occasional game on Fox Sports Go. It’s humbling to think I will likely watch less than 1% of the 96 Group Stage games and maybe just a bit more of the games in the elimination rounds. Then I […]
The chief information officer explains how technology is transforming its core business and related services. This inside look offers important lessons to anyone interested in digital. He also reveals secret truths behind the “close door” button.
SAP announced what is probably the most significant initiative as a company since their initial creation of SAP ERP R/2 back in the stone age. They are now customer facing, focused on customer experience, and are rearchitecting their offering around that idea. Right move? Wrong move? Read on and find out.
In this session from Annual 2018, Intercom COO Karen Peacock shares success stories, battle scars and practical advice she’s learned from growing scaling SaaS businesses from $1M to $500M in annual recurring revenue. In case you haven’t heard, we’re building a completely immersive experience for SaaStr Annual 2019! With 3 full days of sessions, featuring over 300 speakers […]
As you scale up in SaaS, one thing I can almost guarantee is that you are going to hire some VPs who were either fired or quit their last role. Especially in the Bay Area. There are lots of reasons for this: All your hires can’t either be (x) folks you magically poach from other […]
You have read analysis from me and others about SapphireNow. I wanted to get a post-conference perspective from a SAP executive and I caught up with Nick Tzitzon, Executive Vice President, Marketing and Communications Overall Vibe It can be tempting to look at so many different things and slice and dice the success of an […]
Welcome to Episode 179! Dave Kellogg is the CEO @ Host Analytics, the leader in cloud-based enterprise performance management (EPM). Previously, Dave was SVP/GM of Service Cloud at Salesforce and CEO at unstructured big data provider MarkLogic. Before that, Dave was CMO at Business Objects for nearly a decade as the company grew from $30M […]
I am often asked why I was tough on SAP in SAP Nation. I usually correct them and say I was tough on SAP’s partners and how SAP did a poor job monitoring and managing them. I must say I groaned when I saw the SAP announcement where it plans to team with Accenture, Capgemni and Deloitte […]
Readers know I prefer going to vendor analyst summits compared to user conferences. I feel like I am intruding on customer time and access to vendor execs at the latter. But in many ways, SapphireNow last week managed to bend laws of gravity and as a result I really enjoyed the conference. Here is a […]
When you go to hire a VP of Sales or even your first sales rep, one of the top qualifying questions I always recommend is making sure they have experience at your deal size, your ACV. There are different cadences, and different skills, in closing $100 vs $1,000 vs $10,000 vs $100,000 vs $1,000,000 a […]
Digital is all about an organization’s ability to respond to the needs of their customers as those needs happen – or even be smart enough to anticipate those needs before they happen. This is all enabled by interactive technologies to create those touchless interfaces with the customers. Smart analytics and AI enable organizations to anticipate these needs based on […]
There are only two archetypal marketing messages, exemplified by: Bags Fly Free, a current advertising slogan used by Southwest airlines. Soup is Good Food, a 1970s campaign slogan used by Campbell’s soup . Quick, what’s the difference between these two messages? Soup is Good Food answers the question “why buy one (at all)?” while Bags […]
Franck Cohen, President SAP Digital Core & Industry Solutions, presented the slide below at SapphireNow last week. He did not spend much time on it and I would likely have not thought much of it if he had not shown it in an earlier meeting. It is a simple slide yet could herald the next […]
Naomi & Cousin Ronni Circa 1950 Yes, I’m retired, but that doesn’t mean that I’ve stopped learning — or attending conferences. Whether it’s the annual Florida Watercolor Society convention, and Urban Sketchers event, Emily’s List conference, or the Agatha Christie International Festival, much of what I learned about making the most of my time at the […]
In 1991, I was assigned a team at PwC to build something called “2O to 3O”. Dun and Bradstreet Software, especially its McCormack and Dodge (M&D) unit, was an important practice area for PwC. M&D had released a new General Ledger 3.0, a product with a multi-dimensional code block and a number of other new […]