February 6, 2017

Identifying Criteria for Selecting Solutions

In this article, we share a simple artifact from one of our client engagements that captures various stakeholder groups and what each one valued in a […]
February 6, 2017

Organizational Internal Analysis for Strengths & Weaknesses

The internal analysis assesses your ability to perform well in response to business challenges. This points to your strengths and weaknesses as an organization. We were […]
October 18, 2016

Dreamforce 2016 Takeaways – Part 1 of 3 (General Announcements)

Here are our observations from DF 2016, posted in three parts. These are observations coming from our client and partner interactions, and sessions we attended at Dreamforce 2016. […]
October 18, 2016

Dreamforce 2016 Takeaways – Part 2 of 3 (Enterprise Customers)

Migration to Lightning is underway at a number of customers. There seems to be two segments of customers when it comes to Lightning .. those that […]
October 18, 2016

Dreamforce 2016 Takeaways – Part 3 of 3 (Mid-Market Customers)

The theme for SMB at Dreamforce has traditionally been on how CRM and SF Sales/Service/Marketing technologies aid growth. Automating processes in order to scale them is […]
September 22, 2016

Strategic Planning Considerations

We have been working with a non profit organization on their strategic planning. Thought this subset from the list of considerations /guidelines we came up with, […]
August 5, 2016

Salesforce User Training around a ‘Day in the Life of’ the user

We base the curriculum for our Salesforce User Training sessions for clients, on key scenarios that make up a ‘day in the life of’ a user. We […]
August 4, 2016

Requirements gathering sessions

While the mix of sessions, duration and attendees will be tailored for each situation, here are some considerations for your requirements gathering interviews and group sessions: […]
July 31, 2016

Price vs Value

Saw this quote by Buffet while reading on the topic of Value. “Price is what you pay, value is what you get”. Value is thus the […]
February 25, 2016

Capturing Value Back

When companies set out to innovate on business models, they need to be mindful of both delivering value to the customers as well as capture back […]
February 24, 2016

What it means to have a Digital Strategy

The ‘born digital’ companies, have a digital strategy pretty much the equivalent of their business strategy. On the other hand, the traditional company needs to make […]
February 23, 2016

Organizational model for the new business development teams

The sales and proposal teams pursuing new business development need to function as what the book ‘As One’ by Mehrad Baghai and James Quigley calls the ‘captain […]
February 22, 2016

Streamlining your Salesforce CRM Reporting

Over a period of time, organizations implementing Salesforce CRM end up with a large number of customized reports and dashboards. With limited process in place to […]
February 21, 2016

Building products and IP on Salesforce

The holy grail among the Salesforce implementation services partner is to create Intellectual Property (IP) that one could package and take to market. I observe a few broad categories: […]
February 20, 2016

Digital Strategy – analyzing CRM capabilities

A significant part of your digital strategy is about determining where to shift your CRM focus to. When analyzing your company’s customers and their behaviors, ask the […]