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 […]
February 19, 2016

Profitability Metric for a Consulting Firm

In analyzing profitability of any business, two factors matter: the margin and velocity (or volume). In simple terms R = M x V (R is return, […]
February 18, 2016

Services Goliaths’ struggles with building Salesforce practices

Salesforce has become the poster child of sorts for modern enterprise software. This article is about the larger System Integrators (SIs) building Salesforce practices. Over the […]
February 17, 2016

Organizational Change Management for Salesforce Rollouts

No matter the size of the organization that you are deploying the Salesforce system for, develop an Organizational Change Management Plan as part of your Salesforce […]
February 16, 2016

Assess the organization culture for Salesforce adoption

In gathering requirements for a new Salesforce implementation, schedule a session with the executive sponsors to gauge among other things, the ‘culture’ of the organization. Focus […]
February 15, 2016

Salesforce CRM for Onboarding Franchisees

If your business is built on the franchise model for expansion, how quickly and smoothly you onboard and train new franchisees is a key factor for […]
February 13, 2016

Salesforce for REITs – new lease workflows

Real estate Investment Trusts (REITs) own and manage commercial or residential properties such as malls, apartments, office buildings, hotels, hospitals etc. These companies have several processes […]
February 12, 2016

The incumbent’s advantage for digital business

The advantage that a traditional business that has been around for sometime has, when building out new digital businesses is the customer base it has been […]
February 11, 2016

Design Thinking for Digital Strategy

Digital Strategy is an area that lends itself well to applying design thinking process and techniques to. In coming up with strategies for your digital businesses, […]
February 10, 2016

Salesforce for Subscription Business Models

Subscription business models have been in vogue in some traditional industries like publishing (newspapers, magazines), telcos and utilities (cable TV, internet services) and you see the […]