Tag: Marc Benioff


Sandhill.com Q&A Uncovers THINKstrategies’ Origins & Business Evolution

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17th March

I’ve had the privilege of contributing THINKstrategies’ perspectives regarding key software and technology trends to Sandhill.com for many years, and the online publication has been a key supporter of our Cloud Innovators Summits. SandHill has been conducting a series of Q&A sessions profiling ‘thought’ leaders in the software industry and asked me to participate in the series. Click here to read my response to their questions about my 30+ years in the software and technology industry, the inspiration for THINKstrategies, the key influencers in my life and work, and other forces that have shaped THINKstrategies’ expanding business model over the past thirteen years. I hope you enjoy it and it helps you understand what drives me on a day-to-day basis.



Salesforce.com Profitability Sparks Renewed Debate About SaaS Sustainability

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28th August

Despite the accelerating growth of Software-as-a-Service (SaaS) and growing interest in all things Cloud, skeptics are still seeing dark shadows which they think indicate fundamental flaws in the long-term prospects of on-demand services.

The most recent example was the controversy created by Salesforce.com’s most recent quarterly financial results. While the company’s revenues grew 34% and deferred revenues increased 43% on a year-over-year basis, the company still reported a second quarter (Q2) GAAP net loss per share of $0.07.

Although I tend to look at the world through ‘Cloud-colored’ glasses, I don’t think I’m being naive because I see these numbers as a outgrowth of a prudent strategic decision by Salesforce.com’s management to aggressively invest in winning a greater share of the high growth SaaS/Cloud market. In fact, Marc Benioff made the same point during a recent interview on Jim Cramer’s “Mad Money” show.

Like Benioff, SuccessFactors’ … Read More »



The Double-Edge Sword of Iterative Marketing

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24th November

I’ve always been an admirer of the marketing prowess of salesforce.com…although it always drives me crazy to comply with the lower-case spelling of their name because it seems to genericize their value in my eyes.

One of the specific aspects of the company’s marketing tactics which I’ve particularly liked is the way in which it continuously extends its brand identity by incrementally broadening and redefining its functional capabilities. This is a technique which I call “iterative marketing”.

Some people use this term to describe a marketing approach in which a company continuously tests its marketing messages and lead generation tactics to see which works best. I’m using the term differently to refer to the way a company can continuously evolve, extend and expand their marketing messages to gain greater mindshare and ultimately marketshare as well. 

The simplest example of this marketing technique is salesforce.com’s seasonal releases which routinely … Read More »


Making Connections at the ConnectWise Partner Summit

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7th November

I was invited to attend the fifth annual ConnectWise Partner Summit in Orlando this past week and was surprised to discover that it has become one of the premier meeting places for aspiring Managed Service Providers (MSPs) and industry enablers.

I was also impressed with the amount of attention ConnectWise’s executives, other event speakers and sponsors, and the conference attendees gave to the convergence of Software-as-a-Service (SaaS), managed services and cloud computing.

ConnectWise may not be a household name in the SaaS or cloud computing markets, but it is a key player in the managed services arena. Although ConnectWise calls itself a professional services automation (PSA) provider for IT professionals, its software also helps them manage their helpdesk operations and sales processes. 

ConnectWise’s solutions are typically used by IT service providers, including VARs and MSPs, and it has built its success on a highly leveraged partner strategy. Its software is … Read More »





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