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Category: EnterpriseCustomer

EnterpriseCustomer

  • Conversational Marketing Closes the Gap Between B2C and B2B, Says Drift Marketing VP

    Conversational Marketing Closes the Gap Between B2C and B2B, Says Drift Marketing VP

    Conversational marketing is a whole new way of thinking about marketing and sales, says Dave Gerhardt, VP of Marketing at Drift. “We go to our jobs in B2B and none of the tools that we use match how we actually buy as real people,” he says. “That’s the most exciting thing to me about conversational marketing. It’s really closing the gap between B2C and B2B. We just call it B2P, marketing to people.”

    Dave Gerhardt, VP of Marketing at Drift, was recently interviewed on the B2B Growth podcast by John Rougeux who is VP of Marketing at Skyfii. Gerhardt discusses conversational marketing as a new B2B product category and how it is changing marketing from reaching out to you later to a conversation that is happening now:

    Conversational Marketing is About Connecting You Now

    Conversational marketing is a whole new way of thinking about marketing and sales. The traditional way of doing marketing and sales is all about later. Come to my website and fill out this form and somebody is going to reach out to you later, when it’s convenient for them. The big shift that is happening in marketing and business over the last five to ten years is customers have all the power today. You can’t make people wait. Information is free now.

    I can find anything I want to know about a company without ever having to go to your website. It’s crazy to think that you are going to force people to go to your website, fill out a form, wait three days to hear back from your sales team, and then get a demo. Conversational is all about connecting you now with the people who are ready to buy now while they are live on your website.

    B2P – Marketing to People

    It’s not about buyers. It’s not about sellers. It’s not about sales. It’s not about marketing. It’s about people. That’s how people all communicate online today. I pressed one button in my car and I got a list. I ordered something from Amazon while I was here this morning to send back to my house and it’s going to be there tomorrow when I get home. There are countless examples of that. That is how we all behave online in our real lives today.

    But then something happens weird happens. We go to our jobs in B2B and none of the tools that we use match how we actually buy as real people. That’s the most exciting thing to me about conversational marketing. It’s really closing the gap between B2C and B2B. We just call it B2P, marketing to people.

    What Ties Our Products Together is Conversation

    We have an email product and we have a landing page product. Black and white versions of those people would say everybody has email, everybody has landing pages. The thing that ties those together is conversation. That forces us to think about what is conversational email? What is conversational landing pages? What is conversational whatever? That one word forces our product team to think about how can we change this? If our fundamental stance as a company is that the internet should be one conversation, then how does that weave into everything that we build?

    Ultimately what we care about is that email becomes a conversation. Meaning, the way that marketers have had to use email the last decade is a one-way channel. Email is meant to be a two-way channel. Marketers have been using it as, “John come to my webinar.” What happens if you actually respond to that email? Most of the time you can’t because it’s donotreply@ or it just goes to some inbox where nobody is answering it. That is a terrible experience. Our belief is that if you reply, “Hey actually I can’t make it. Can you reregister my colleague?” That should get handled. We are thinking of that from an evolution standpoint.

    The same thing with landing pages. Most landing pages today are static. You go to the landing page, put a bunch of info in and you are gone. What if that was a real-time conversation on the page? That one topic has to weave itself into everything we do from a product perspective.

    >> Listen to the complete interview with Drift Marketing VP Dave Gerhardt on the B2B Growth podcast.

  • Ecommerce, Search, Social… and Conversational Space?

    Ecommerce, Search, Social… and Conversational Space?

    “When I look at the conversational space I think it’s going to have as much impact as ecommerce or search or social,” says LivePerson CEO Rob Locascio. “The conversational space is going to be just as big. I think you’ll see one day that there will be a trillion dollar company in this space and I want it to be us. The things we’re investing in right now and setting up for will allow us to do that. That’s what’s important.”

    Rob Locascio, CEO of LivePerson, predicts that the AI-driven conversational space will ultimately have as much impact and be as big an industry as ecommerce, search, or social. Locascio was interviewed by Jim Cramer on CNBC:

    Ecommerce, Search, Social… and Conversational Space?

    When I look at the conversational space I think it’s going to have as much impact as ecommerce or search or social. The ability to talk to a machine and have a natural conversation, it’s in the collective consciousness of people. We all believe the Alexa type situation should happen with every company. 

    We do that with Delta and T-Mobile and all these big brands. What we’re looking at now is how do we take that to the world? LiveIntent is proprietary technology to look at the intent that a consumer is having with the brand. In terms of I want to buy something, we have a way to analyze that and then use machine learning algorithms to then scale those conversations. That’s what this is about. 

    Healthcare Companies Defending Themselves From Amazon Via AI

    In Q4 we signed a couple healthcare companies. They want to talk about defending themselves from Amazon because Amazon said they want to go into healthcare. The way they think they can do that is scaling the conversations they are having with their customers and creating a totally different experience. You go to a doctor, you have an experience with them, you capture that on a messaging platform and an AI will help you with whatever is wrong with you. You want to process a bill instead of calling and being put on hold, you do that through a conversational experience. 

    They want to game change it. The only way they’re going to defend themselves is to get into the conversational space. That’s what they see and we’re the company they’re trusting to scale their operations with the conversational platform.

    Conversational Space Is Going To Be As Big As Search and Social

    The conversational space is going to be as big as search and social. I think you’ll see one day that there will be a trillion dollar company in this space and I want it to be us. The things we’re investing in right now and setting up for will allow us to do that. That’s what’s important. The Amazon’s and the Facebook’s and Apple’s, they’re in the space. Jeff Bezos made a big bet obviously in Alexa to say this is the way it’s going to be. 

    It can’t just be Amazon and Alexa. It has to be other companies getting access to that technology and that’s what we are providing. Who else is providing it? We’re one of the largest companies in the world to do this. Even though we’re not big tech, we are large enough to go ahead and go after them. We are large enough to go ahead and define a space and win it.

  • TrenDemon CEO: We Connect Content Marketing to Sales

    TrenDemon CEO: We Connect Content Marketing to Sales

    The CEO of TrenDemon, Avishai Sharon, says that they created their cloud-based software solution in order to help companies prove that the marketing content they produced also achieved business goals and sales. In order to show this correlation, the TrenDemon software analyzes all of the different touchpoints the customer has had over his lifecycle and then reverse engineers those successful journeys in order to find out what content is working.

    Avishai Sharon, Co-founder & CEO of TrenDemon, discussed their software on ILTV:

    How Do You Connect Content Marketing to Sales?

    My personal background was heading a marketing agency for many years and one of my biggest struggles was how do I prove our value and our effort to our customers and how do you connect the impact of what we call content marketing to business goals and to sales? When we couldn’t find an easy way to show that correlation three and a half years ago we went ahead and founded TrenDemon to help companies do just that.

    We connect their marketing efforts, which today rely mostly on content, you want your audience to consume valuable content, as opposed to just advertising. The big challenge is how do you attribute those efforts to sales? There’s actually a prior problem, how do you actually map the customer journey? How do you track those different touch points into one picture?

    Reverse Engineering Successful Customer Journeys

    The first thing we do is look at all the different touchpoints that a customer has had over his lifecycle. We ask the question, not just where do they come from, but how deep was their engagement? Did they actually watch the video? Did they actually read the article? Then you can start reverse engineering those successful journeys and say what’s common about all of these successful journeys.

    What we found, and this is the interesting thing, we’re working with over 90 companies today worldwide and the vast majority of content the companies produce, over 90 percent, is ineffective at driving business goals. As you guys know it’s very expensive to create quality content and it takes a lot of effort.

    If People Read the Right Content They Will Covert to a Sale

    The second interesting thing is that if you do manage to find those 10 percent and you find a way to get it in front of the right people you’re actually able to improve dramatically your results. So there’s not just a correlation between what buyers did beforehand, there’s also a causation, a causal relationship, that if people read the right content at the right time they’re more likely to follow a path. We’re not probably as sophisticated as we believe that we are.

    We’re a SaaS company, a cloud-based solution. We’re working a lot in the US and one of our biggest markets and growing markets is Japan. They’re investing a lot of content and a lot on technology. Essentially, because we look at the customer journey and not necessarily specific languages we can operate in any environment which allows us to grow pretty much anywhere. As long as they have content, which means that they’re producing something other than just advertising, they want people and audiences to actually engage with what they’re producing and they do have some business outcomes that they’re looking to measure.

    About TrenDemon:

    Founded in 2013, TrenDemon is the world’s leading content marketing attribution and optimization solution, helping marketers prove and improve their content’s impact.

    TrenDemon insights can help you uncover your content marketing ROI, impact on business goals, and engagement to help guide the content strategy. Our optimization units will help you increase conversions and shorten time to convert on your owned assets.

    TrenDemon proudly serves a wide range of customers, from Fortune 500s and brands to SaaS, B2B, and financial companies and is backed by leading VCs.

  • Adobe CEO: Pandemic Was Inflection Point For Everything Being Digital

    Adobe CEO: Pandemic Was Inflection Point For Everything Being Digital

    “What the pandemic and the current health situation has done is that it has created yet another inflection point for everything being digital,” says Adobe CEO Shantanu Narayen. “The importance of digital in the marketplace is going to be sustainable for decades. You’re not going to put the genie back in the bottle as it relates to engaging digitally and creating content digitally.”

    Shantanu Narayen, Chairman and CEO of Adobe, discusses how the pandemic has created another “inflection point” in the move toward digital transformation:

    Digital Transformation Is A $120 Billion Opportunity

    It was a good quarter all around. All of our businesses performed exceedingly well. On the Creative Cloud and the Document Cloud, not only did we have a great acquisition. in other words, new customers adopting the platform, but we really focused on engagement and demonstrating the value of our products to our customers. Even our retention levels came back to pre-COVID levels which we believe is a really good sign.

    What’s happening in the world is the businesses that we’re in, namely creativity and enabling people to tell their story, what’s happening with documents and accelerating document productivity, and what’s happening associated with every single enterprise needing to engage with their customers digitally, when you add all of this up we think it’s over a $120 billion of an addressable market opportunity for Adobe.

    Pandemic Was Inflection Point For Everything Being Digital

    What the pandemic and the current health situation has done is that it has created yet another inflection point for everything being digital. What we will have to continue to monitor is what happens in the spending environment. But as it relates to the overall need for the kinds of solutions that Adobe provides as well as the importance of digital in the marketplace I think that’s going to be sustainable for decades. You’re not going to put the genie back in the bottle as it relates to engaging digitally and creating content digitally.

    We believe that we’re in this third phase of what is happening in the enterprise. Traditionally, businesses first focused on automating the back office, and then they focused on automating the front office for knowledge workers. It’s absolutely clear that the biggest imperative that exists in the enterprise today is how do you engage with customers? This is a category that we call Customer Experience Management.

    Customer Insight Is Key To Your Digital Transformation

    If you’re an enterprise today and you’re thinking about digital transformation, what’s top of that stack in terms of where you have to invest is to make sure that you have insight into what your customers are doing. How are they engaging with you? What’s the profile? How do you deliver the personalized experience?

    We really believe that what you’re seeing in the enterprise spend environment is that the companies that are focused on this next generation of delivering customer engagement, the customer experiences, and the insight associated with how to take the most advantage of that data, they’re going to be the secular winners moving forward.

    Adobe CEO Shantanu Narayen: Pandemic Was Inflection Point For Everything Being Digital
  • COVID Accelerated Digital Transformation, Says DocuSign CEO

    COVID Accelerated Digital Transformation, Says DocuSign CEO

    “We have seen significant acceleration since the COVID-19 pandemic,” says DocuSign CEO Dan Springer. “A significant portion of that (increase) was due to increased use cases from customers driving that digital transformation faster with services like DocuSign. We don’t see customers going back. Once they’ve got the benefits from that efficiency in their business, the better customer experience, and the better employee experience, they’re going to stay in a digitally transformed world.”

    Dan Springer, CEO of DocuSign, discusses how the COVID-19 pandemic has accelerated digital transformation and he says that businesses are not going back to a manual world:

    COVID Pandemic Accelerated Digital Transformation

    We’ve been really pleased with the growth we’ve had since going public a few years. We have also seen significant acceleration since the COVID-19 pandemic. It’s obviously a horrible pandemic and our number one priority has been the health and wellbeing of our employees so we can take good care of our customers. As you can see in our Q1 earnings we did see an acceleration of our bookings to 59 percent.

    Traditionally, if you look at the billings-type metric they have been in the mid-30s’. A significant portion of that (increase) was due to increased use cases from customers driving that digital transformation faster with services like DocuSign.

    Companies To Stay In This Digitally Transformed World

    One of the things we’ve seen with the pandemic impact is that it has really accelerated the path that companies were already on to drive that digital transformation. We don’t see companies after the pandemic settles down going back and saying they want more paper and more manual processes.

    Once they’ve got the benefits from that efficiency in their business, the better customer experience, and the better employee experience, they’re going to stay in a digitally transformed world. They are going to use DocuSign and other fantastic services to do that.

    The Future Is Going To Have eSignature At The Center

    We really think that the future is going to have eSignature at the center of what we call the overall Agreement Cloud. Companies want to be more agreeable. They want to be easier to do business with and be easier to do business for. They’re going to not just use DocuSign for signature but all of the other components of preparing agreements and managing those agreements digitally once they’ve been created. That’s why we’re excited about our very robust future.

    We just past a billion dollars in revenue (for DocuSign eSignature). We are only four percent penetrated today and we’re six times larger than the next biggest player in the space. There’s not a lot of penetration yet in that core business. Notary is still predominantly done manually. We are making investments there. We believe we can bring the same ease of use that we brought to eSignature we can bring to notary.

    AI To Power The DocuSign Agreement Cloud

    Much bigger than that, even expanding upon the opportunity of eSignature is that broader Agreement Cloud opportunity. We think this is the next big cloud opportunity. You are going to see companies increasingly say I don’t just want to do the workflow and signature. I also want to drive the creations of those agreements. I want to think about artificial intelligence and search capability to manage my agreements. This would enable me to actually manage my business and make my company more agreeable.

    Those are some of the investments we’re making. That’s why we just finished the acquisition of Seal Software last month so we can bring additional artificial intelligence and analytic capability to help people run their businesses better.

    COVID Accelerated Digital Transformation, Says DocuSign CEO Dan Springer
  • Judge Orders IBM to Pay BMC $1.6 Billion

    Judge Orders IBM to Pay BMC $1.6 Billion

    A federal judge has ordered IBM to pay BMC $1.6 billion for “intentional wrongdoing” when it poached mutual clients from the latter.

    According to Bloomberg, IBM and BMC had an agreement that governed how they would operate, especially when it came to mutual clients. The agreement forbade IBM from trying to poach those clients, but BMC accused IBM of doing just that. In particular, BMC accused IBM of swapping out its software when servicing AT&T, their mutual customer. A judge agreed, fining IBM $1.6 billion.

    IBM tried to claim that AT&T voluntarily dropped BMC and switched to its software on its own accord. If that were true, IBM claimed it would be allowed under the terms of the agreement. The judge didn’t buy IBM’s argument, saying its actions “smacked of intentional wrongdoing.”

    US District Judge Gray Miller had harsh words for IBM, saying the company “believed — especially in light of BMC’s reluctance to engage in litigation — that it could ‘always settle for a small percentage of the claim’ or for ‘pennies on the dollar.’” The judge continued, saying “IBM’s conduct vis-à-vis BMC offends the sense of justice and propriety the public expects from American business.”

  • Larry Ellison Says Oracle’s Cloud ERP Will Be “A Lot Bigger” Than $20 Billion

    Larry Ellison Says Oracle’s Cloud ERP Will Be “A Lot Bigger” Than $20 Billion

    Larry Ellison has predicted his company’s cloud ERP business will grow faster than projected, being “a lot bigger” than $20 billion in five years.

    Oracle’s cloud ERP business has been gaining traction, building on the company’s wide portfolio of products and services. The company recently released its quarterly results Thursday, handily beating analysts’ expectations, thanks in no small part to the performance of its cloud business.

    Speaking to investors following the repot, co-founder Larry Ellison said he believes Oracle’s cloud ERP business will be worth far more than current projections and growth rate would indicate, according to ZDNet.

    “I think it’s going to be a lot bigger than that,” Ellison said. Ellison then went on say that the company’s plans revolved around partnerships with other companies, especially in the financial services and and logistics industries, partnerships that will help it accelerate its growth beyond the $20 billion mark.

    Oracle has increasingly been making waves in the cloud industry, poaching major customers from competitors and, most recently, pointing out the reliability of its platform compared to market leading AWS.

    If Ellison’s predictions are correct, Oracle could be poised to make serious headway against the top three cloud companies.

  • Slack Has Already Transformed Salesforce

    Slack Has Already Transformed Salesforce

    “Slack has already transformed the way we work at Salesforce,” says Salesforce Co-CEO Bret Taylor. “Since we have deployed Slack internally, we sent 46% fewer e-mails. And in the last 30 days alone, our employees have sent nearly 60 million Slack messages and conducted 500,000 Slack Huddles. We run Salesforce on Slack.”

    Not only has Salesforce transformed the way they work with Slack but so are the customers of Salesforce. The company sees Slack as a core platform for powering digital transformation.

    “Customer 360 and Slack are powering this transformation for companies in every industry in every region of the world,” said Taylor in yesterday’s earnings call. “Slack outperformed our expectations in the first full quarter as a part of the Salesforce family. The number of customers on Slack who spent over $100,000 was up 44% year-over-year. The adoption of Slack Connect was up an astonishing 176% year-over-year. Slack is not just a product, Slack is a network, and it’s just incredible to see that growth.”

    The company seemed pleasantly surprised about how transformative Slack is to the operations of large enterprises. As Slack brought on millions of new users during the pandemic they focused on innovation that has made Slack much more than a simple communications platform.

    “Slack also continues to innovate at an unbelievable pace,” notes Taylor. “Slack Huddles, which is Slack’s new real-time audio capability, is already used weekly by over 1/3 of Slack users. And Slack Clips, the new asynchronous video capability, are being played nearly 1 million times a week. And this month at Slack Frontiers, which I hope all of you have watched; and if you haven’t, you can watch it online. Stewart and the team are now the next generation of Slack’s platform, and it’s going to truly transform the way companies think about workflows and automation.”

    Customer 360 and Slack are powering this transformation for companies in every industry in every region of the world, according to Taylor.

    Slack outperformed our expectations in the first full quarter as a part of the Salesforce family. The number of customers on Slack who spent over $100,000 was up 44% year-over-year. Adoption of Slack Connect was up an astonishing 176% year-over-year. Slack is not just a product, Slack is a network, and it’s just incredible to see that growth.

    Slack also continues to innovate at an unbelievable pace. Slack Huddles, which is Slack’s new real-time audio capability, is already used weekly by over 1/3 of Slack users. And Slack Clips, the new asynchronous video capability, are being played nearly 1 million times a week. And this month at Slack Frontiers, which I hope all of you have watched; and if you haven’t, you can watch it online. Stewart and the team are now the next generation of Slack’s platform, and it’s going to truly transform the way companies think about workflows and automation.

    “That is definitely what I saw firsthand,” said Co-CEO Mark Benioff. “I was like, how could it be that an airline is basically front-ending their entire system with Slack? That’s a shock to me.”

    “Slack is the system of engagement for every workflow, every application, every person on your enterprise,” added Taylor. “It’s really an amazing platform vision. And absolutely watch Slack Frontiers. If you haven’t seen it, I think it will blow your mind.”

    “Every CEO and every Board I talk to is focused on how they can succeed in this era of flexible work,” says Taylor. “According to Slack’s research, 93% of workers are looking for flexibility when they work, and 76% are looking for flexibility where they work. Companies need to connect their employees, their partners, their customers from anywhere because we all know we’re not going to be in the office 5 days a week.”

    “Our offices aren’t going away,” he said. “It’s just that your digital headquarters is going to be more important because it’s truly the infrastructure that connects all of it, and especially in this new normal. And Slack and Customer 360 together are really powering this transformation.”

    Slack Has Already Transformed Salesforce, Says Salesforce Co-CEO Bret Taylor
  • Mendix: ‘Low-Code Achieves Mainstream Status’ In Enterprise

    Mendix: ‘Low-Code Achieves Mainstream Status’ In Enterprise

    Mendix has released a comprehensive study of the low-code market within the enterprise, and it shows how important the technology has become.

    Low-code development allows individuals and teams to develop and deploy applications with little or no programming knowledge. Low-code platforms have become a critical part of many organizations’ workflows, allowing multiple departments to contribute to the development of applications and services.

    Mendix’s study shows just how important low-code has become, with “77% of enterprises in six countries have already adopted low-code, and 75% of IT leaders said it’s a trend they can’t afford to miss.”

    A major factor in the sudden uptick of low-code adoption has been the COVID-19 pandemic. As companies and organizations have transitioned to digital-first workflows, many have used low-code development to enable non-IT personnel to relieve some of the pressure on the IT staff. In fact, 59% of low-code projects involve collaboration between business and IT.

    Even among IT professionals, 64% say low-code is their go-to option.

    “This study confirms what we’ve long believed,” said Derek Roos, co-founder and CEO of Mendix. “Low-code is the future of software development and Mendix is leading the way. It’s agile by design. It dramatically expands the pool of development talent. It’s built for collaboration and it’s built for rapid development. Low-code, and specifically low-code with Mendix, is fast becoming a core technology enterprises need to succeed in a digital-first world.”

  • Zoom Acquiring Five9 for $14.7 Billion

    Zoom Acquiring Five9 for $14.7 Billion

    Zoom announced it is acquiring Five9, a leading intelligent cloud contact center provider, for approximately $14.7 billion.

    Zoom has been rapidly improving its product and services, building on the success of its pandemic-fueled gains. Prior to the pandemic, the company’s platform was primarily used in the enterprise, but quickly became a household name, used by workers, schoolchildren, medical professionals, individuals and families around the world.

    The company is continuing to build out its platform, as companies continue to grapple with a changed workforce in a post-pandemic reality. Zoom believes Five9 will be a valuable part of that improvement, giving Zoom users even more ways to interact with their customers.

    “We are continuously looking for ways to enhance our platform, and the addition of Five9 is a natural fit that will deliver even more happiness and value to our customers,” said Eric S. Yuan, Chief Executive Officer and Founder of Zoom. “Zoom is built on a core belief that robust and reliable communications technology enables interactions that build greater empathy and trust, and we believe that holds particularly true for customer engagement. Enterprises communicate with their customers primarily through the contact center, and we believe this acquisition creates a leading customer engagement platform that will help redefine how companies of all sizes connect with their customers. We are thrilled to join forces with the Five9 team, and I look forward to welcoming them to the Zoom family.”

    The deal is an all-stock transaction, and is expected to close in the first half of 2022, subject to standard regulatory approvals.

  • Outreach CEO: The Rise Of The Revenue Innovator

    Outreach CEO: The Rise Of The Revenue Innovator

    “We’re seeing the rise of what we call the “revenue innovator, says Outreach CEO Manny Medina. “The revenue innovator is a different job description that has changed since the pandemic. The new job description is the revenue innovators, the digital-first, and the digital native. Those revenue innovators are the new revenue leaders.”

    Manny Medina, CEO of Outreach, discusses the “rise of the revenue innovator” in an interview today on CNBC:

    The Rise of the Revenue Innovator

    We’re seeing the rise of what we call the “revenue innovator.” The revenue innovator is a different job description that has changed since the pandemic. It’s a data-driven digital-first predictable long-building trusting relationship kind of seller. What we are seeing is this influx and this growth in the type of seller that knows how to drive a digital conversation but is complemented with a hybrid approach of visiting your customer. It’s a very predictable, very data-driven kind of job description.

    The growth happening across our customer base is the growth of that kind of seller. This is a seller and a customer-facing rep who is going to be very data-driven and very innovator-led. If we are going to think of the Salesforce numbers that just came out these are incredible signs of growth for the cloud platform. That’s an incredible sign of growth for us as well because what we are seeing is the system of action is taking place on top of the system of record that Salesforce is providing.

    Second Wave of Digital Transformation

    All of the companies that used to be in the mainstream economy are accelerating into the second wave of digital transformation. The first wave of digital transformation is to move all of the data into the cloud and that is happening but it’s not what companies are talking about. Companies are talking about how do you make me smarter? How do you make my teams more efficient? How do you make my teams digital-first?

    How do I live and thrive in this new hybrid environment post-Covid in which the buyer is not ready to see sellers until post transaction until you are expanding not selling? All of these “before-laggers” are becoming early innovators and early adopters with new technology such as Outreach which is AI-driven and digital-first.

    The new job description is the revenue innovators, the digital-first, and the digital native. They may not have them yet but they are coming online, they are getting these jobs. Those revenue innovators are the new revenue leaders. They are also hiring people of the same ilk that are looking to drive this innovation within their companies. That’s what you are seeing in this transformation. Transformations are always people first.

    It’s this new wave of people that are coming into traditional companies that are driving this second digital transformation. They are forward thinkers and they are data-driven.

    Outreach Doubling Headcount Again

    Outreach is doubling its headcount again. We almost doubled from the beginning of the pandemic all the way to now and we expect to hit another double in terms of hiring. We expect another 600 to 700 people to come on board. Most importantly, what we are seeing is that our customers are growing as well. We sell seats ahead of sales demand and we are seeing sales seats being bought very quickly.

    We are expecting our customers to be driving double-digit growth across the board. This is a great sign for the economy.

    Outreach CEO Manny Medina: The Rise Of The Revenue Innovator
  • Jamf’s Quarterly Results Indicate Strong Apple Demand in the Enterprise

    Jamf’s Quarterly Results Indicate Strong Apple Demand in the Enterprise

    Jamf’s latest quarterly results are good news for the company and for Apple, indicating increased demand for Apple products in the enterprise.

    Jamf is a device management firm that specializes in supporting Apple customers. The company was founded in 2002, with the goal to “help organizations succeed with Apple.”

    In its latest Q4 results, the company’s revenue hit $76.4 million, growing 34% year-over-year. Yearly revenue was $269.5 million, up 32%.

    “We finished 2020 with high growth across every product, geography, and the top 10 industries we serve, demonstrating the strength and diversity of our platform,” said Dean Hager, CEO of Jamf. “As we look to 2021, we’ll continue to expand the breadth and depth of our Apple Enterprise Management platform to enhance our value to customers and accelerate further penetration of Apple in the enterprise.”

    Jamf’s results are the latest indication of the inroads Apple is making. Years ago, Apple was known as the computer of choice for creatives, while Windows had a firm stranglehold on the enterprise market. With the iPhone, iPad and modern Macs, Apple has increasingly been prying its way into the market.

  • ServiceNow CEO on “The Whole Point Of Digital Transformation”

    ServiceNow CEO on “The Whole Point Of Digital Transformation”

    “Business is really simple, and people are more productive, and they’re doing things that can lead to growth and opportunity,” says ServiceNow CEO Bill McDermott. “That’s the whole point of digital transformation. Right now, companies are hunkered down with systems that are absolutely wearing them out. It’s time to make the bold move, pivot to ServiceNow, and let’s get in there and fix the job.”

    Bill McDermott, CEO, and President of ServiceNow says that only one in four digital transformation projects actually deliver positive ROI due to lack of integration:

    Most Digital Transformation Projects Don’t Deliver

    We have a situation on our hands where digital transformation, cloud computing, and business model innovation, are all converging at once. ServiceNow is the platform, of all the enterprise platforms, that really makes business work. One of the big lessons that business has right now is trillions have been poured into digital transformation yet only one in four projects actually deliver positive ROI. The reason for that is lack of integration.

    Our system integrates with all the existing systems as well as all the collaborative tools in the enterprise. From day one, the customer gets it up and running swiftly because it’s in the cloud. They begin to derive value from it because you automate the way the work is done and ultimately, you’re now in a position to serve your customers the way they want to be served. It’s a speed game and ServiceNow is at the top of its game.

    Companies Have To Create New Business Models

    We’re an example. If you’re going to grow your company you’re going to take advantage of digital transformation. This is the only way out and it’s the only way forward. In the 20th Century companies put in big heavy on-premise systems. The issue is now they can’t, in a frictionless economy, immediately pivot those business models because they haven’t digitally transformed their business.

    About 25 percent of the opportunity of businesses out there today over the next three years will come from white space places they are not in today. They have to create new business models. They have to think about new partnerships and new routes to market. Without the baseline of a platform like ServiceNow they’re not going to get there. 

    That’s The Whole Point Of Digital Transformation

    I am very optimistic that the economies of the world not only are going to recover but actually going to do very well this year because people are going to be investing in digital transformation. We have seen that does not cost jobs. On the contrary, it frees people up to do things like go after new markets, derive new ideas, and so forth, because the AI revolution is also on.

    We have built-in machine learning and AI into our platform. So 80 percent of the soul-crushing work people don’t want to do is done by the Now platform. The 20 percent that involves a human immediately gets initiated through a workflow order from the Now platform. 

    Business is really simple, and people are more productive and they’re doing things that can lead to growth and opportunity. That’s the whole point of digital transformation. Right now, companies are hunkered down with systems that are absolutely wearing them out. It’s time to make the bold move, pivot to ServiceNow, and let’s get in there and fix the job.

    Fastest-Growing Pure-Play SASS Silicon Valley Company

    If you look at our actual earnings results, they were stunning and obviously achieved beyond expectations performance across the board. We also followed that through in the guide. We’ll continue to be the fastest-growing pure-play SASS Silicon Valley company. We will continue to have the best margin profile of all of them. Obviously, we’re going to continue to gain market share in industries around the world, in geographies around the world, particularly in Europe and Asia Pacific, and Japan. 

    We will also gain market share on personas. Lots of people are getting the memo now that ServiceNow obviously dominated the IT automation market but the same backbone platform has enabled us to change the employee experience, the customer experience. In these tough times with COVID we can write low-code onto our platform in minutes and roll out new applications to hundreds of thousands of people so companies can move super fast.

    We keep the guide consistent with the revenue that we generated in 2020. If there’s an upside to that… fantastic. That’s what good companies should do. They should go beyond expectations when they can but we stand by the guide and we’re looking forward to having a great year. 

    ServiceNow Was Born In The Cloud

    The whole idea of ServiceNow is so different than SAP which was a company that needed to pivot to the cloud in 2010. We did that and that was very successful. ServiceNow was born in the cloud. It’s a very young company with tremendous growth opportunity on the organic front. Having said that, (we would be in interested in an acquisition) if you have a situation where there is a partner out there that has a substantial TAM, that can be highly complementary and synergistic with ServiceNow on the revenue side. 

    It also would have to do great things for the customer, because we have a precious platform and we jealously protect the integration power of that platform. A lot of things would have to be right but I can tell you as responsible business people we always look at it. We don’t need it to make our goals but you always have to look at it. We do want to be the defining enterprise software company the 21st century. That’s our plan.

  • Slack CEO: No Intention To Make Slack Free

    Slack CEO: No Intention To Make Slack Free

    “There is definitely no intention to make Slack free,” says Slack CEO Stewart Butterfield. “What we’ve seen in the last little while is the biggest telco in North America is wall-to-wall on Slack. The operator of the largest integrated health care system in the United States is on Slack. The single largest government contractor in the United States is wall-to-wall on Slack.”

    Stewart Butterfield, CEO of Slack, says that both Slack and Salesforce have no intention of making Slack free for enterprises:

    Slack Connect Key To Value Unlock Of Salesforce Deal

    The simple version of the back story is this is a really unique combination. We believe we can accomplish in the next five years what might have taken us 20 years to do otherwise. That’s the heart of it and it’s a pretty big milestone for us. We’re excited. It wasn’t expected by the outside world but we have a lot of momentum now. We came out of this quarter and we announced our results and Salesforce announced their results. Then we announced the acquisition all at the same time.

    A little bit of this got lost but we added 12,000 new paying customers in that quarter. It’s up 140 percent from a year ago. It matches the crazy surge that we saw during the early days of the pandemic. That momentum is coming from product improvements and it’s coming from Slack Connect which allows two organizations to communicate across organizational boundaries. That’s actually going to be key to the value unlock over the next few years. Salesforce is all about CRM. It’s all about customers and Slack Connect is 95 percent customer-vendor relationships.

    Engagement Layer: Everyone Will See It Later

    This (acquisition) is 100% offense. There are some really unique aspects of this particular combination. We weren’t looking to sell the company. I have a great relationship with Brett Taylor, President, and COO of Salesforce. We’ve known each other for a couple of decades at this point. There’s a way in which we see the world that i think very few people see it today but everyone will see it later. One way to say that is to look at the engagement layer. That’s kind of a weird term but it is the place where the conversations are happening, the places where the decisions are being made, as the perfect place to bring together workflows across organizational boundaries.

    Salesforce has a really broad suite. But of course, we have 2,400 apps in the app directory for Slack. We have 700 000 custom integrations that were developed by customers. These are like unique little integrations, some of them very small, just sending notifications into Slack, and some of them are sophisticated workflows that run entire businesses. That’s something that we will see an increasing degree of sophistication in the messaging environment and an increasing degree of work getting done directly where the decisions are made.

    No Intention To Make Slack Free

    When Brett and I were talking we talked about the opportunity for something that’s one plus one equals seven. If you think back to the 90s and Cisco acquiring small hardware startups and then plugging it into their network of 20,000 salespeople and just selling a lot more of that thing. That’s not it. We will do that as well. We obviously have incredible distribution and incredible reach and incredible relationships across all industries and across all geographies. So we’ll sell more Slack.

    Salesforce recently announced their plan to get to $50 billion in revenue and we’ll play an important part in that. We’ll also be an accelerant for the adoption of Salesforce’s core products. There is definitely no intention to make Slack free. What we’ve seen in the last little while is the biggest telco in North America is wall-to-wall on Slack. The operator of the largest integrated health care system in the United States is on Slack. The single largest government contractor in the United States is wall-to-wall on Slack.

    We win in media and technology, kind of famously, but we also win in retail and apparel and industries that people don’t imagine seeing us. We have 142,000 customers right now. There’s going to be a lot of overlap with Salesforce but there’s also going to be 100,000 plus of those customers which are SMBs and kind of outside of Salesforce’s purview so far. We think there’s the opportunity to bring them into the fold and to connect them all together with Slack Connect.

    Slack CEO Stewart Butterfield: No Intention To Make Slack Free
  • Salesforce Buys Slack for $27.7 Billion

    Salesforce Buys Slack for $27.7 Billion

    Salesforce announced that it is buying Slack for $27.7 billion in cash and stock. The company says that combining Slack with Salesforce Customer 360 will be transformative for customers and the industry. They say that the combination will create the operating system for the new way to work, uniquely enabling companies to grow and succeed in the all-digital world.

    Under the terms of the agreement, Slack shareholders will receive $26.79 in cash and 0.0776 shares of Salesforce common stock for each Slack share, representing an enterprise value of approximately $27.7 billion based on the closing price of Salesforce’s common stock on November 30, 2020. 

    The transaction is anticipated to close in the second quarter of Salesforce’s fiscal year 2022, subject to approval by the Slack stockholders, the receipt of required regulatory approvals and other customary closing conditions.

    Slack CEO Stewart Butterfield told the Wall Street Journal that he is joining Salesforce and will continue to run Slack as a unit of Salesforce after the deal’s close.

    “Stewart and his team have built one of the most beloved platforms in enterprise software history, with an incredible ecosystem around it,” said Marc Benioff, Chair and CEO, Salesforce. “This is a match made in heaven. Together, Salesforce and Slack will shape the future of enterprise software and transform the way everyone works in the all-digital, work-from-anywhere world. I’m thrilled to welcome Slack to the Salesforce Ohana once the transaction closes.”

    “Salesforce started the cloud revolution, and two decades later, we are still tapping into all the possibilities it offers to transform the way we work. The opportunity we see together is massive,” said Stewart Butterfield, Slack CEO and Co-Founder. “As software plays a more and more critical role in the performance of every organization, we share a vision of reduced complexity, increased power and flexibility, and ultimately a greater degree of alignment and organizational agility. Personally, I believe this is the most strategic combination in the history of software, and I can’t wait to get going.”

    Slack to Become the New Interface for Salesforce Customer 360

    Salesforce:

    Salesforce is the #1 CRM that enables companies to sell, service, market and conduct commerce, from anywhere. Slack brings people, data and tools together so teams can collaborate and get work done, from anywhere. Slack Connect extends the benefits of Slack to enable communication and collaboration between a company’s employees and all its external partners, from vendors to customers.

    Slack will be deeply integrated into every Salesforce Cloud. As the new interface for Salesforce Customer 360, Slack will transform how people communicate, collaborate and take action on customer information across Salesforce as well as information from all of their other business apps and systems to be more productive, make smarter, faster decisions and create connected customer experiences.

  • Are Big Physical Tech Conferences Dead?

    Are Big Physical Tech Conferences Dead?

    One of the many huge ramifications from pandemic lockdowns has been the advent of large physical conferences converted to virtual conferences. This has been especially true for enterprise software events. Box CEO Aaron Levie says that their annual conference last week held entirely virtual saw higher engagement with customers and much lower costs than last years San Francisco event held at Moscone Center.

    CEOs around the country and the world are debating whether they should abandon expensive physical conferences altogether once the pandemic restrictions are lifted.

    Aaron Levie, CEO of Box, discussed this new reality, asking the question, how does this look in the future when you can actually have physical conferences? Do you still rely on a virtual first environment or do you have a bit of a hybrid conference?:

    Box Virtual Conference Last Week Was A Huge Success

    We did just have our virtual conference last week. We saw somewhere between four and five times the scale of registrations that we would normally see in one of our physical conferences. We saw higher engagement in a lot of areas than normally we would see. Overall, great levels of attendance and engagement on our keynotes and product updates. Certainly, as you can imagine, a much lower cost and much easier way to get this content out to our customers.

    There are a lot of benefits to a virtual conference. We’re able to hit demographics of our customer base who previously wouldn’t have been able to fly out to San Francisco and come to Moscone for a two or three-day conference. There are real benefits of the scale of impact of customers we can interact with and engage with. There is a difference in terms of being able to have conversations one-on-one with customers. So it’s a different experience from that standpoint. But we were able to make do with the environment of having to move to virtual.

    Now we’re really asking the question, how does this look in the future when you can actually have physical conferences? Maybe it’s next year or maybe it’s the year after. Do you still rely on a virtual first environment? Do you have a bit of a hybrid conference? These are some open questions that the industry’s going to have to ask. But overall, we were very happy with the success of the event.

    Are Big Physical Tech Conferences Dead?
  • ServiceNow CEO: COVID Accelerated Digital Transformation

    ServiceNow CEO: COVID Accelerated Digital Transformation

    “Digital transformation was the opportunity for our generation before COVID,” says ServiceNow CEO Bill McDermott. “Now with COVID, it has accelerated and exacerbated all the issues of broken systems and siloed operations. Before COVID they didn’t want to be told to go into a cubicle. Do you think after COVID once this thing clears up at some point in the future they are going to be told to go into a cubicle? No, they’re going to be digital.”

    Bill McDermott, CEO of ServiceNow, discusses how COVID has exacerbated “broken systems” and has accelerated the digital transformation of companies around the world:

    COVID Has Accelerated Digital Transformation

    Digital transformation was the opportunity for our generation before COVID. Now with COVID, it has accelerated and exacerbated all the issues of broken systems and siloed operations. People are not realizing that 75% of the workforce by 2025 will be millennial generation people. Before COVID they didn’t want to be told to go into a cubicle. Do you think after COVID once this thing clears up at some point in the future they are going to be told to go into a cubicle? No, they’re going to be digital.

    They’re also going to absolutely expect their employer to give them the best tools. The big idea if you want to give the customer a Michelin 3 experience is you have to fuse the employee experience and the customer experience on a common platform. This way most things can be automated for the customer on a self-service basis. The things that can’t be automated can immediately be workflow ordered to get the right person in the right place with the right skill set at the right time. That’s what we do and that’s why this is a thrilling moment.

    Now Platform Is the Standard For Digital Transformation

    The Now platform has become the standard for digital transformation in business today. If you think about most of these companies they’re grappling with the future of work. They have to accommodate their employees. They have very distributed workforces. How are they going to get them the tools that they need and onboard them properly? In some cases, they never even meet the people they hire. Then obviously, how are they going to manage the experience they have digitally?

    This also goes direct to the customer. How do you go direct to the consumer? How do you make sure you give them a great service so they stay loyal to you? The ServiceNow Platform is at the epicenter of all of that. More and more, developers are building new innovation on the fly on the Now Platform. The Now platform has become a standard for large enterprises around the world. The ecosystem and the network effect building on that are truly sensational. We’re extremely fired up because we want to make work… work better for people all over the world. What we’re trying to do is get to the essence of everything.

    ServiceNow CEO Bill McDermott: COVID Has Accelerated Digital Transformation
  • Twilio CEO: COVID Accelerated Digital Transformation

    Twilio CEO: COVID Accelerated Digital Transformation

    “Even ahead of COVID, the market for companies who are undergoing digital transformation and who need to use digital technologies to compete and win in the modern economy was enormous,” says Twilio CEO Jeff Lawson. “COVID has been a tailwind to Twilio business but really is an acceleration of the trends that have gone on for the last 10 to 20 years as a result of digital transformation in nearly every kind of company.”

    Jeff Lawson, CEO of Twilio, discusses how COVID has accelerated the massive movement toward digital transformation by enterprises:

    COVID Accelerated Digital Transformation

    Even ahead of COVID, the market for companies who are undergoing digital transformation and who need to use digital technologies to compete and win in the modern economy was enormous. What COVID did is it accelerated many of the initiatives, many of the use cases, the things that companies needed to build to be competitive in this digital era were accelerated.

    They were accelerated because of COVID, because of social distancing, work from home, and migrating a lot of these business processes to software and into the cloud and modernizing all of this. COVID has been a tailwind to Twilio business but really is an acceleration of the trends that have gone on for the last 10 to 20 years as a result of digital transformation in nearly every kind of company.

    I’m Not Very Concerned About Microsoft

    I’m not very concerned (about new competitors like Microsoft). It’s the same reason that (I wasn’t concerned) when Amazon started building products in the communication space or Facebook or Google or even Blackberry once announced that they were going to compete with Twilio. First of all, we’re no stranger to competition. This is a huge market. It’s no surprise that a wide variety of companies have products in the communications domain.

    We compete by focusing on our customers, listening to what they need, and building differentiated APIs, a differentiated platform, and a differentiated super network. We’ve got a 12-year head start on anybody entering the space. The last thing I’ll add is that we are not a company that is very focused on competition. We’re focused on our customers. That focus has driven us for the last 12 years and has served us very well. We will continue to focus on the things our customers need in this enormous market and be able to take a lot of market share.

    Digital-Native Companies Want APIs That Work

    Strangely, I don’t think Microsoft CEO Satya Nadella wakes up every day thinking about Twilio. But we are also no stranger to pricing competition. In fact, that is how most companies have tried to compete with us through our 12-year history. They come in with an inferior product and they say we’re going to be cheaper. But it turns out that the biggest enterprises on the planet or digital-native companies, what they want are APIs that work, mature, scalable, and that work everywhere around the world.

    We’ve invested a tremendous amount of time and money to build the leading platform out there and what we found is that customers value that. So we’re no stranger to people trying to undercut us on price. What we think and what we hear from our customers is that they want quality, they want reliability, and they want HIPAA compliance. They want all sorts of capabilities that let them power their business and that’s what we offer.

    Low-Code, No-Code, and Yo-Code

    Low-code is a really exciting area. There are three buckets. There’s low-code, no-code, and then yo-code for the people who love to write code, developers. We’ve got products really for that whole spectrum. The typical way a developer might build on top of Twilio is to write code and host it themselves. We have a Twilio Functions product that allows us to host the software for our customers. Then we have Twilio Studio which is a drag and drop designer for the non-developer to be able to build out sophisticated workflows like interactive voice response systems on top of Twilio.

    We have embraced really all three of those categories of builders. We do believe that at every enterprise there is a large number of builders with different skill sets who are building the future of how those companies engage with their customers. We want to enable all those people to succeed on Twilio.

    Twilio CEO Jeff Lawson: COVID Accelerated Digital Transformation
  • Box CEO: Power Of The Cloud

    Box CEO: Power Of The Cloud

    “Snowflake is a very disruptive enterprise software company actually going out and going public larger than Google did,” says Box CEO Aaron Levie. “It’s a profound statement about the power of the cloud and the scale of these opportunities. We would not have anticipated ten years ago an enterprise software cloud company that doesn’t exist in 2010 going public at $60 or $70 billion. These markets are enormous and the opportunities for disruption only continues.”

    Aaron Levie, CEO of Box, discusses how the Google-sized Snowflake IPO illustrates the “power of the cloud” and how disruptive it is to the past way of doing business:

    Move To Digital Adds Tailwind For Cloud Companies

    Certainly, the macro market is very volatile right now (for cloud and tech IPOs). You’re going to see a dynamic range of prices both on the day of an IPO and the subsequent trading (for companies like Snowflake). We’re going to have a lot of different narratives about did people leave money on the table, did stocks go down or up in any of these kinds of trading periods.

    The broader macro thing that we’re seeing is that these are companies that in many cases were founded seven, eight, nine, ten years ago. They’ve now reached a scale with even more of a tailwind right now because of this move to digital. These are companies going after incredibly large multi-billion and multi-tens of billion-dollar markets um that have a tremendous amount of growth going forward in front of them.

    You’re just going to continue to see this IPO pipeline. Over the past decade, we’ve seen dozens if not hundreds of very disruptive enterprise software companies emerge and get funded and really be able to reach scale.

    Snowflake IPO Shows Power Of The Cloud

    I remember Google having this jaw-dropping valuation and game-changing and historic IPO in terms of its scale. Then you have Snowflake which is a company that is not necessarily known by consumers generally. But it’s a very disruptive enterprise software company actually going out and going public larger than Google did. It’s a profound statement about the power of the cloud and the scale of these opportunities. For Snowflake to be as big as Google a lot of other things would have to happen in terms of their portfolio.

    The size of these companies and the markets they’re going after are so enormous. We would not have anticipated that five or ten years ago if you had said are you going to see an enterprise software cloud company that doesn’t exist today, back in 2010, going public at $60 or $70 billion? I don’t know who you’d be able to find that would say yes to that. These markets are enormous and the opportunities for disruption only continues. I think we’re just going to continue to see more and more companies go public.

    We Didn’t Feel We Left Money On The Table

    It’s great that there are lots of different ways to do an IPO, direct listings, and more of a traditional IPO. It’s fantastic that the market supports different approaches. Now you have SPACs in the mix as well. We went public with a fairly traditional approach. Our stock went up by 70 percent or so on the first day of trading. We didn’t really feel like we left money on the table. We were happy to be public. We got great investor support. Some of these things are easy to look at in retrospect. You don’t often know the sheer demand for a new public offering at the start of the IPO process. Some of this ends up being easy to to to be able to comment on after the fact.

    From an entrepreneur and from a company and corporate standpoint, your biggest priority when you’re going public is making sure you can educate investors, building a strong set of support in your IPO process. Sort of incrementally leaving 10 or 20 percent of financing on the table is not usually the most important factor that you’re focused on. Maybe it should be which is again why it’s great to have these different points of view out there.

    Box CEO Aaron Levie: Power Of The Cloud
  • Salesforce CEO: We Are In A New Digital World

    Salesforce CEO: We Are In A New Digital World

    “We are in a new digital world―in an ALL digital world,” says Salesforce CEO Marc Benioff. “The past is gone and it’s not coming back. We are not in the future. We are in the present moment. We are now in this new digital future and we need to rebuild our companies and organizations. This is a moment where if we all decide that we are all going to be successful and that the past is gone, we can create the future that we want.”

    Marc Benioff, CEO of Salesforce, discusses how we are not living in the past or the future, we are living in the present. He says that the present is a new digital world in an all digital world:

    This Is About Helping Our Customers Thrive

    We are, of course, in an unpredictable time. There’s never been greater uncertainty in the entire world because you have a global pandemic, you have a global economic crisis, you have a racial justice crisis, you have a global leadership crisis, and you have a global environmental crisis, and they are all happening simultaneously. There’s a lot of uncertainty in the world. That’s why we all really have to focus and get really clear on what we want right now and how we are going to succeed through these times.

    This is a time that you can no longer do what you were doing six months ago. You have to do something totally new and if you can do something totally new you can have tremendous success. Salesforce is now an example of that success. We delivered a 29 percent growth quarter. It was amazing. That followed a 30 percent growth quarter. We also had record margins and we had record large deals. It was amazing how many very large transactions we were able to close during that time.

    Ultimately, this is about helping our customers succeed and helping them thrive during this time. It was a 63 percent increase in seven-figure deals for our quarter. It is really because the largest most important companies in this world are all making dramatic changes and we’re there to help them connect with their customers in a whole new way.

    We Are In A New Digital World… In An All Digital World

    We are in a new digital world―in an ALL digital world. The past is gone. It’s not coming back. We are not in the future. We are in the present moment. This is a be here now moment. Everyone needs to realize that the past is gone. We are now in this new digital future and we need to rebuild our companies and organizations. Ultimately, we need to rebuild ourselves to be successful in this new digital future.

    I just had a Board meeting last week. I had a Board member and they were talking about how great Zoom is and how we participated in this great IPO and successful it is. The Board members said that Zoom is really the future. I said, look, Zoom is not the future. Zoom is the present. This is our present reality. We are in a new world. This is our reality. We need to all make changes and we need to make them now because this is not going to shift anytime soon. If we’re going to succeed through this we need to realize that the past is gone.

    We Can Create The Future That We Want

    We are never going back to how it was. All of our employees are at home. Even in countries where we are open like Japan employees don’t want to even come in to the office because they have reskilled themselves. We have a whole reskilling engine called Trailhead.com. They use our tools. We have a tremendous salesforce automation tool that lets our employees sell to our customers remotely digitally. Our Sales Cloud is why we have tremendous sales, productivity, and success. Our Service Cloud is why we are having tremendous ability to service from anywhere and market from anywhere. The reason we’re the fastest growing top five software company in the world is because we use our own products.

    This is just a minute in time where I say, wow, I didn’t see this coming. Nobody did. But now that we’re here we have to rebuild ourselves. At the same time we have to also augment for our customers what we can do. We are doing now contact tracing for thousands of companies. We run pandemic response management for 35 states. We didn’t have a pandemic response capability six months ago. Now we have to have it.

    We have to be there for our customers to help them be successful whether they are public sector organizations or whether they are the world’s most important companies. This is a moment where if we all decide that we are all going to be successful and that the past is gone, we can create the future that we want.

    Salesforce CEO Marc Benioff: We Are In A New Digital World
  • Businesses Being Reimagined In A World That Is Now Entirely Digital

    Businesses Being Reimagined In A World That Is Now Entirely Digital

    “There’s a real recognition that digitization and transformation are not doing what you used to do in the physical world,” says Publicis Sapient CEO Nigel Vaz. “Digitizing that and translating that is essentially the journey of going from being a caterpillar to a butterfly. Real transformation. How do you reimagine yourself in the context of a world that now is entirely digital? Customers are thinking very actively about how they actually create products and services that essentially create value for customers entirely digitally.”

    Nigel Vaz, CEO of Publicis Sapient, discusses how the current pandemic has forced organizations to reimagine their businesses digitally. Nigel works closely with clients such as McDonald’s, Nationwide, and Unilever to deliver transformative experiences and business models:

    https://youtu.be/VOKcTLcxHXw
    Businesses Being Reimagined In A World That Is Now Entirely Digital

    Digitization Has Become Existential For Business

    I think Digital has always been important for business. Now more than ever what’s becoming very clear is this has gone from being something that’s important to something that’s existential. How do you support customers to make orders entirely online when your stores are closed? How do you create mashups with other partners to be able to facilitate deliveries when your own deliveries don’t suffice? How do you try to create experiences online through self-service that minimize the impact of people calling your call centers? 

    All of these things are things clients are facing on a regular basis. Most CEOs I’m in conversation with are acknowledging the fact that this has now got to be a priority, that they have to be ready more so than they’ve ever thought before.

    3 Key Things Happening With the Transformation

    There are three things happening here in terms of transformation. The first is the change in human behavior where I think there’s a recognizable shift now. We’re seeing significant accounts of over-70s, for example, ordering from retail and ramping that up. We’re seeing a big shift in institutions like schools and educational institutions, which historically had not thought about transformation as particularly applicable to them. 

    We’re also seeing a shift in industries like leisure looking at creating virtual experiences since physical experiences are essentially restricted and people can’t use them. The human behavior shift is translating to big investments in technology and technology platforms that enable this. 

    Businesses Being Reimagined In A World That Is Now Entirely Digital

    Then lastly, new business models. There’s a real recognition that digitization and transformation are not doing what you used to do in the physical world. Digitizing that and translating that is essentially the journey of going from being a caterpillar to a butterfly. Real transformation. How do you reimagine yourself in the context of a world that now is entirely digital?

    Customers are thinking very actively about how they actually create products and services that essentially create value for customers entirely digitally. There are plenty of examples in this from telemedicine and from the educational space with new courses coming online which can scale faster than traditional courses limited by a classroom and a professor.

    COVID-19 Is Forcing Businesses To Change