The Future Of Enterprise Storage Is Probably Not Storage

clouds Traditional enterprise storage is dying a slow death. The bulky old-school storage boxes that once filled the data centers of large businesses symbolize a past era. The modern data center is undergoing a tremendous transformation, with everything from hyper-converged systems and open source to software-defined storage and large cloud-scale storage systems that companies can assemble themselves. Read More

Participate in 2016 Sales Development Research

 border=Today, we launch our Sales Development research focused on teams generating pipeline (aka SDRs, BDRs, LDRs, etc.).

This is our sixth round of research, since 2007. The key themes we'll explore include:

  • Rep profiles: experience, tenure, ramp time, career path
  • Compensation: base, OTE, comparisons between roles
  • Quotas: pay on what, average quotas, % attainment
  • Technology: categories, adoption, impact

We worked hard to make this year’s survey easier and it will take roughly 6 minutes to complete. If you lead a Sales Development group, please participate

All answers will be aggregated anonymously. We’ll be sharing the results with you and the rest of the Inside Sales community in the coming months.

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I appreciate that so many of you take the time to share. We couldn’t do it without you.

The Missed Opportunity of Agile SaaS

agile saas opportunityAs the launch date approaches for Markodojo, my agile marketing SaaS startup, I’ve been thinking a lot about how my SaaS experiences have shaped my thinking on agile management, and visa versa. SaaS and agile present complementary aspects that enable a uniquely symbiotic relationship. Agile aims to help businesses increase responsiveness to customer needs, while laying a foundation for continuous improvement. SaaS opens up real-time customer communication and product delivery channels, while simultaneously establishing a long term customer relationship. The high velocity at which SaaS customer value can be understood and then delivered through the SaaS product enables faster, more accurate fulfillment of SaaS customer needs to reduce SaaS churn and drive SaaS growth. IMHO, adopting and mastering agile software development, agile marketing and pretty much agile everything should be a priority of every SaaS business.

A Little Agile History

The roots of agile software development and agile marketing lie in agile manufacturing, lean manufacturing and total quality methodologies. The original total quality goals were very simple: increase quality and improve productivity. Two goals that were seen as opposite were made to be one. As global manufacturers mastered total quality, they upped their game and looked to increase responsiveness to customer needs, while maintaining productivity. Again, two goals that were seen as opposite were made to be one. This is the origin of agile.

agile saas customer feedback

Agile software development and agile marketing have followed similar, but unique paths. Buggy software, product delays and death marches were the norm in the 90s. A groundswell formed around the idea of taking the agile principles that had been so successful in manufacturing and applying them to software. Could we turn a death march that produces bugs into an efficient production line that produces quality software? In 2001, this culminated in the publishing of the Agile Software Manifesto. Since then, agile software development has become the industry standard.

Today, we are seeing a similar groundswell around agile marketing. Continue reading "The Missed Opportunity of Agile SaaS"

Sell SaaS, They Said … It Will Be Easy, They Said

sale It has never been easier for customers to buy software. A couple of clicks or taps, depending on your device of choice, and you can be up and running with even the most sophisticated enterprise business applications. The result of all of those fast, easy transactions is impressive: According to Goldman Sachs, SaaS revenue is predicted to reach $106 billion in 2016, a 21 percent increase… Read More

The New Hotness: SalesforceIQ for Sales Cloud

Like many of you, I’m finally recovering from the one-two punch of Dreamforce ’15 and the end of Q3.  

Now that my head is above water, I want to highlight one Dreamforce product launch you might have missed: SalesforceIQ for Sales Cloud. I’ve been playing with the app for a few weeks and am totally blown away.

What it is

SalesforceIQ for Sales Cloud is both a mobile email client (iOS and Android devices) and a Chrome browser extension.  The product marketing promises:  sell smarter right from inbox. They aren’t kidding. It is part email open tracker, part cloud calendar scheduler, part Salesforce integration, and part automated assistant.

How it works

I shot a quick video walk-thru to give you a feel for the app.

One piece I forgot to record in the walk-thru is tasks. When sending an email, you can set a reminder for tomorrow, next week, next month,

Continue reading "The New Hotness: SalesforceIQ for Sales Cloud"

Is The CIO The Next VP Of Electricity?

lightning storm A long time ago — back in the early 1900s — many companies had a Vice President of Electricity. It’s hard to imagine today, but there really was an individual whose sole responsibility was to manage a company’s electricity. You needed a team to manage switches, regulators and wiring. With time, however, electricity became a commodity. Companies didn’t have to… Read More