Celonis brings intelligent process automation software to cloud

Celonis has been helping companies analyze and improve their internal processes using machine learning. Today the company announced it was providing that same solution as a cloud service with a few nifty improvements you won’t find on prem.

The new approach, called Celonis Intelligent Business Cloud, allows customers to analyze a workflow, find inefficiencies and offer improvements very quickly. Companies typically follow a workflow that has developed over time and very rarely think about why it developed the way it did, or how to fix it. If they do, it usually involves bringing in consultants to help. Celonis puts software and machine learning to bear on the problem. Co-founder and CEO Alexander Rinke says that his company deals with massive volumes of data and moving all of that to the cloud makes sense. “With Intelligent Business Cloud, we will unlock that [on prem data], bring it to the cloud in
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This “Unfair” Advantage Separates Top-Notch Sales Teams from The Rest

Imagine you’re part of a Grand Prix race through the winding streets of Monaco. You’ve got the fastest, most exotic car. The best crew. Powerful fuel. And you’ve been training for years. But, while your rivals zip along the harbor like electric slot cars, you sputter along at a crawl. It turns out, your wheels aren’t perfectly aligned. They’re each set in slightly different directions, creating tremendous friction. And it costs you the race. Racing cars isn’t unlike the race to market leadership. You need a great product (car). A winning team (crew). Funding from supportive investors (fuel). And spades of experience. But if your competitors have those things, too, who makes it across the finish line first? The company with a fully-aligned sales organization, marching in the same direction. Let me explain.

The Most Overlooked Trait of Market Leaders

Market-leading companies have an underestimated trait in common: Organization-wide
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Last Chance to Come To Come to SaaStr Europa 2019 in Paris for only $299 (!)

We’re heads down for the 12,000 person, 6+ stage, sort of crazy SaaStr Annual this February in SF, our 1,000 person Big Holiday Party in SF on 15 November, and even our 100 person Barcelona meet-up on 24 October.  Come to all of them! But the biggest and best bargain of all of them will likely be the 2,500 (actual, real, on-site) person 2019 SaaStr Europa.   We’ll be back in Paris again, 12-13 June 2019. Our first SaaStr Europa this June was our highest-rated event ever, with 90 NPS from Speakers, Attendees, and Sponsors!  We had amazing founders and execs from UiPath, Mulesoft, Meltwater, Stripe, Accel, Showpad, Aloglia and so many others. And we learned a lot.  The right size for us is 2 days, with the best founders, with the biggest size where mentoring can still be the focus.  That will be about 2,500.
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Your Product Has to Be Easier to Buy Than to Use

Lately we’ve been leveling up a lot of our systems at SaaStr, and as part of that, moving from a lot of self-service and simple products to more robust ones.  Such is the way as you grow.  And one thing I’ve been shocked about is how few sales processes have kept us.  Pressure tactics, exploding discounts, 48 hour trials that end on you, us-vs-them pricing, are all still alive and well.  And in the end in 2018, they can create a buying process that for us at least, is just way too hard and long. At this point, everyone is a SaaS buying veteran.  According to research from Talkdesk, the average company deploys more than 50 SaaS products.  And according to OKTA, most industries have over 1,000 SaaS distinct vendors in them.  We’ve all learned to buy SaaS.  Now, it’s time to
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Inbound Marketing Has Passed Its Expiration Date – What Now?

Imagine if someone was marketing today the same way that they were in 2006. That would be ridiculous. In 2006:
      • Two-year-old Facebook decided to open itself up to non-students.
      • Jack Dorsey launched a new service called Twitter.
      • The marketing team at Apple was preparing a presentation for the announcement in January 2007 of a new product called the “iPhone.”
      • Instagram was still four years off.
And in 2006 the Internet had one-sixth as many domains as today, and tens of billions of fewer pages (if the concept of a “page” is even relevant anymore, given personalization. Amazon doesn’t have one homepage, it has hundreds of millions of personalized homepages). Since 2006, Google has radically changed how it indexes the rapidly growing set of web pages, both through thousands of almost-daily incremental tweaks to their algorithm, and dozens of named updates. As early as 2009, its “Vince” update favored “first
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Where Are The Top 10 Salesforce AppExchange Apps of 2010 Today?

What’s the value of being a First Mover in SaaS? There’s clearly value there.  But exactly how much?  How often do first movers just dominate the world? I stumbled onto an old image of The 10 Most Popular Apps in the Salesforce ecosystem in 2010/2011, and looking forward in time to where they are today is illustrative of many things in SaaS and Cloud: 6 of The Top 10 leaders “lost” in the market and are basically out of market.  iHance was the Salesloft-Outreach of its day.  It was truly magical back then.  But it didn’t evolve (other than into a patent troll), and was acquired for a tiny amount by Inside Sales in 2014.  LinkPoint 360?  Not relevant today.  Outlook integration is still critical, but became part of other applications.   VerticalResponse at #4 sold for a token sum.  But back in Continue reading "Where Are The Top 10 Salesforce AppExchange Apps of 2010 Today?"

Why has Salesforce become such an indelible CRM?

It solves a lot of problems. There are plenty of ways to track Leads, Contacts and Opportunities. Maybe even better ways, especially if your business isn’t that complicated. But Salesforce figured out relatively early in the evolution of SaaS two key things:
  • How to make an incredibly extensible platform. Launching an API in 2000, then next-generation truly rich APIs in ‘04-’05, and the AppExchange in ‘05-‘06, were truly disruptive. Oracle, SAP, whatever were never open. Salesforce was, and it enabled 1000 vendors to extend their functionality. Just as importantly, from S-Controls in the early days to Apex to Lightning and more, Salesforce quickly evolved into a highly customizable platform, well before JSON and such. In 2005, you could already make Salesforce automate 1000s of workflows. By 2006, you could make it look and act almost any way you wanted. That was magical, relative to the standards of the day.
  • How Continue reading "Why has Salesforce become such an indelible CRM?"

SaaS Metrics Masterclass: Key Business Metrics, Pricing Strategies and Billing Models (Video + Transcript)

Didn’t get the chance to fly out to Paris for SaaStr Europa earlier this year? Check out this session with Guillaume Princen, Head of France and Southern Europe @ Stripe, where he talks about the metrics you need to be focused on in your startup. If you don’t have the time to watch the whole session, here’s the main metrics you should be mindful of.
  1. MRR, obviously. Or maybe ARR, depending on your model.
  2. Churn. Something we all hate, but still important.

  3. Average Revenue per Customer

  4. Customer Lifetime Value (LTV)

  5. Customer Acquisition Cost (CAC)

& a few others. Also, if you didn’t attend SaaStr Europa, we’re having it again in 2019. Check out ticket prices and keep your eyes on diversity and inclusion ticket updates. Seriously, who doesn’t want a good FREE reason to fly over to Paris? Transcript Head of France and Southern Europe Continue reading "SaaS Metrics Masterclass: Key Business Metrics, Pricing Strategies and Billing Models (Video + Transcript)"

Starting A New Job – 7 Signs You Picked the Right Company

I started a new job last week. You know the feeling. On Day 1, I walked into a big room of people at SaaStr kicking off on a major project. Initiation by fire. It brought back memories of my first week at Salesforce, my first days of running my own startup, and other steps/potholes along my career journey. While each was different, this feels like home.
I’ve had 7 days to reflect why; here are 7 signs you picked the right company:
1. Clear understanding of your role, what’s expected and why. A wise manager once told me not to get hung up on titles. Great organizations provide lots of opportunities to grow if you perform. Instead, make sure you have a clear understanding of expectations and how your work ties in with the company vision. Employees often do better with clear, short term and long term goals backed by Continue reading "Starting A New Job – 7 Signs You Picked the Right Company"