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C-Founder at Diginomica, Vice President EuroCloud UK, CEO of strategic consulting group Procullux Ventures.

One response to “Enterprise software pivots to new stacks”

  1. Daniel Kuperman

    I am not sure I agree with you when you say these are new categories of software… From Workday to Marketo they all operate in markets that have been around for 10 years, or they weren’t the first ones to come up with a solution for that market. What they are doing differently than established players is their approach to technology (SaaS vs. On Premise), their sales model, and their embrace of the web as the new communications and integration channel.

    Also not sure I get your comparison with CRM since Marketo is not CRM. And, if you don’t use the so-called ‘old school’ CRM to automate your sales processes, then you’re left with pen and paper. Why is doing so well even though they automate the paper processes sales organizations hate? They have been embracing the ‘cloud’ and integration with the social side of the web (Chatter for example).

    It seems that there are a few different reasons for why enterprise companies are getting attention from VCs:
    – Enteprises are adopting SaaS at a faster rate than before
    – Web B2B software providers are becoming mature technologies
    – Established “old school” players are having a tough time reworking their whole business model and the way the deploy systems
    – Revenue streams from B2B sales can be less risky than for B2C solutions (contracts, sales cycles, and more play a role in that)

    In closing, I completely agree with your statement “look to companies that open up interactions across the boundaries between enterprises and their customers and other stakeholders”.