Insights
February 24, 2016
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
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
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
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
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
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
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
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
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 […]