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Demandbase's CEO Chris Golec: Finding the Companies That Should Be Buying From You
November 30, 2016
"Account-based marketing is really about marketing to the accounts that are aligned with your sales team," said Demandbase CEO Chris Golec. It's been done for years, but today there's a whole technology and practice around being able to market to accounts at scale, and this wasn't possible until about four or five years ago. It's a focused, targeted marketing approach."
Marketo VP Mike Telem: ABM Lets You Dust Off Old Marketing Techniques
November 15, 2016
"Account-based marketing is all about targeting key accounts. It's a strategy for marketers to focus most of their efforts on key accounts," said Mike Telem, vice president of product marketing at Marketo. "In most B2B businesses, you have a small number of accounts that are the most valuable. So it makes perfect sense that focusing on those accounts provides a better return on investment."
AvePoint CEO TJ Jiang: Innovation Through Collaboration
November 3, 2016
The latest CRM trends "are part of the whole movement toward digitization of the workforce," said AvePoint CEO TJ Jiang. "We see much more integration and automation in the CRM space. We've been working, for instance, to digitize a social welfare organization, where caseworkers will go in the field to service underprivileged children. ... Historically, it's all been paper-based."
Aviso CEO K.V. Rao: Humans, Machines and Magic
October 14, 2016
"CRM is a mature industry, but it's fundamentally not moving the needle for the user, for the subscriber -- the sales rep or manager. It's fundamentally recording your activities, but it doesn't really let you commit with confidence to drive the right outcomes," said Aviso CEO K.V. Rao. Predictive analytics "can help you find the right content faster. That's what the state-of-the art is for sales.
Bullhorn CMO Gordon Burnes: We're Going to Flip the CRM Paradigm
September 27, 2016
"I dare you to find a sales person or account manager who enjoys spending the last 45 minutes of the day inputting data into the CRM system," said Bullhorn CMO Gordon Burnes. "A lot of companies are facing the CRM adoption challenge. Why is it that this account record doesn't have much data in it? When was it that the account manager last visited? That information just doesn't get into CRM.
Gryphon SVP Eric Esfahanian: Accuracy Is Paramount
September 8, 2016
It's surprising how much inaccurate data lives in many CRM systems, observed Eric Esfahanian, SVP of Gryphon Networks. "CRM is naturally a good source for analytics and sales intelligence if the data that lives within your CRM is automated, accurate, and something that you can reliably make decisions from," he said, and the key to accuracy is automation.
Pegasystems CTO Don Schuerman: Trust the Technology
August 23, 2016
Customers may not understand the processes that drive their experiences, and they're not eager to look under the hood, suggested Don Schuerman, CTO of Pegasystems. "The contemporary customer doesn't really care about CRM. They care about the experience they have, and in most cases they know little or nothing about the fact that there's a technology behind the scenes called CRM.
CFB Strategies Cofounders Anderson and Vaillancourt: Catching Up With CRM
August 12, 2016
CRM innovations in recent years have had a significant impact on campaigns and nonprofit organizations, according to CFB Strategies President Trace Anderson. "Traditionally in the campaign world, it was an old-school mentality of just collecting checks," he said. "Even when I started working in politics, from 2006 to 2008, everything was done by hand."
Xactly CEO Christopher Cabrera: Understanding CRM's Boundaries
July 27, 2016
It's important to recognize that "CRM is growing up," said Xactly CEO Christopher Cabrera. "It's becoming more useful to the CRM user, who is predominantly the sales rep or whoever is managing the customer relationship. The sales performance management, or SPM, space is on a collision course with CRM, because what CRM doesn't do is allow the reps that are using it to make sense of it all ... ."
Zendesk SVP Matt Price: CRM's Super-Exciting Road Ahead
July 12, 2016
The most important trends in CRM right now are "the rise of the millennials, the rise of the promoter economy, and the rise of the conscious consumer," said Matt Price, Zendesk's SVP of emerging businesses. "The 'R' in CRM is relationship, and all of these things impact how we develop relationships with our customers. We're moving beyond a series of transactions to relationships."
Salesforce VP Lynne Zaledonis: Intelligence Is the Next Generation of CRM
June 28, 2016
Salesforce VP Lynne Zaledonis drives product marketing and sales enablement for Sales Cloud. In order to succeed in the age of the customer, companies need to understand that the new cloud, mobile and social world we find ourselves in "has produced trillions of pieces of customer data, and it's totally changed how we engage with our customers, and how they engage with us," Zaledonis said.
Oracle VP Des Cahill: Get in Tune With Your Customer
June 20, 2016
Oracle Vice President Des Cahill is the company's head CX evangelist. An expert in B2B software and marketing, Cahill has spent most of his career in Silicon Valley, helping companies develop, refine and tell their stories. One of the main CRM challenges businesses face today is adjusting to the era of the empowered consumer, suggested Cahill.
SugarCRM CTO Clint Oram: Make Every Customer Experience Extraordinary
June 8, 2016
SugarCRM cofounder Clint Oram is one of the original architects and developers of the Sugar application. As the company's CTO, he currently leads SugarCRM's corporate development strategy and alliances teams. The biggest CRM challenge right now is that "technology is changing the way customers work with companies," Oram said. "Technology has driven speed and relevancy expectations through the roof."
HP's Marten Mickos: Open Source Is Not a Business Model
February 23, 2015
Marten Mickos, senior vice president and general manager of HP's cloud unit, advocates making money from open source. He preaches what at first glance may appear to be two opposing business models. One is the notion that developing open source software entails meeting a reciprocity requirement. The other is the idea that using open source software does not require any reciprocity.
Dan Allen and Sarah White: Documentation Dearth Dooms Open Source Projects
September 24, 2014
One of the essential draws to open source software should be superior product documentation. Well-written user guidelines are a key strategy that software developers should use to increase an open source project's growth and user adoption. All too often, programmers finish their last line of code and shove the open source software out the door. Documentation is often an afterthought, if that.
PredictionIO's Simon Chan on Machine Learning by Devs for Devs
September 16, 2014
PredictionIO is building the MySQL of prediction. The young company recently released version 0.7.3 of its open source machine-learning server. Unlike typical prediction algorithms and open source libraries, PredictionIO is based on making machine learning more available. Cofounder Simon Chan sees a gaping hole in open source tools to connect database programmers and software developers.
Matthew Miller: The Remaking of Fedora 1, 2, 3
September 3, 2014
Fedora is perhaps one of the hallmark Linux distributions. It is sponsored by Red Hat, the commercial developer of RHEL. Red Hat's investment in the Fedora community is collaborative. Fedora Linux releases often provide RHEL developers with a field test environment that incubates innovative open source software technologies. Red Hat Linux 1.0 was released in late 1994 as Red Hat Commercial Linux.
Kano's Alejandro Simon: If This, Then Do That
August 27, 2014
Imagine a world where playing Pong and Minecraft gives people the power to program their computers. That world is Kano. A crowdfunded startup, it took the idea behind Lego to teach computer programming by playing first-generation computer games. Kano launched on Kickstarter in November 2013. More than 13,000 people from some 50 countries raised $1.5 million in 30 days.
Scott Sanchez on OpenStack: Shifting a Mindset
August 15, 2014
OpenStack, which turned 4 years old this summer, began as a twinkle in Scott Sanchez's eyes. He was determined to turn the fledgling Infrastructure as a Service platform he helped create into a thriving resource for public and private clouds. OpenStack is an open source project. Its technology consists of a series of interrelated projects for managing public and private cloud operations.
Gaming Guru Jane Jensen: There's a Yen for Adventure
June 11, 2014
Adventure games, which play out much like an interactive story, have had an adventure in their own right. These games peaked in popularity during the late 1980s to the mid-1990s but in recent years have been in decline. When action and online role-playing games gained mass market appeal, story became secondary in many cases. However, story-driven adventures could be making a comeback.
Brian Warner: Tizen Has Good Bones
April 29, 2014
The consumer electronics industry has a secret ingredient: the Tizen OS. It is alive and well and may control a device you now use or the next one you buy. That might surprise some early adopters who watch eagerly for the next bleeding-edge electronics device. Many of those who have heard of Tizen are under the impression that it has no consumer or developer-ready devices in the marketplace.
SDF Cofounder Chris Davis: Bad Guys Will Need a New M.O.
April 9, 2014
In the war against malware, a new strategy is taking shape. The good guys are preparing to demolish the bad guys' most effective weapons: rogue websites. The Secure Domain Foundation will tackle the identification and prevention of Internet cybercrime through a series of steps designed to interfere with the way cybergangs operate online. SDF made its debut last month at ICANN 49 in Singapore.
Would You Like Your Open Source All the Way?
April 1, 2014
The enterprise software industry today can be compared to the menus offered at fast-food eateries. Some offer their star item only one way. Others let you have it your way. How much choice you have often determines where you do your eating. The same option -- or lack of it -- is the driving principal behind attracting and keeping enterprise customers paying for open source product support.
Bruce Momjian: PostgreSQL Prefers the Scenic Route
February 26, 2014
Bruce Momjian years ago salvaged a nearly abandoned open source database project: PostgreSQL. Now he heads an international group helping to keep its community growing. He also is a key architect for a commercial database company that supports his advisory group and the Postgres open source community. PostreSQL, or "Postgres," is a popular open source object-relational database management system.
CDT's New Global Civil Liberty Aspirations
February 18, 2014
This is the best of times and the worst of times for privacy and civil liberties. Almost every day, new revelations about the U.S. National Security Agency's surveillance activities make headlines. Meanwhile, some U.S. intelligence chiefs have called for the execution of whistleblower Edward Snowden and have painted journalists who run stories based on his material as his accomplices.
LexisNexis' Flavio Villanustre: Insurance and the Big Data Bonanza
December 10, 2013
Insurance companies have always been adamant about spotting and controlling risks. That, after all, is the basis for accepting policyholders and placing them into rate categories. Before the Big Data explosion, insurance companies crunched numbers like everybody else. Today, however, the insurance industry is fast becoming one of the biggest consumers of Big Data services.
Metacloud's Steve Curry: We Need a Better Cloud Storage Model
November 12, 2013
The popularity of cloud storage is growing rapidly, and few would deny that open source technology is driving individual and business users to the clouds in droves. Yet enterprise adoption decisions are often hindered by competing technologies for public and private clouds. Often, it is less a question of open or closed source and more an issue of service and cost.
E-Booksellers Take a Walk on the Vile Side
November 9, 2013
Last month, British retailer WH Smith temporarily shuttered its site after people realized it was selling particularly objectionable sexual content. Meanwhile, Kobo.com, the Toronto-based e-reading company from which WH Smith got its material, announced that it was suspending distribution of all self-published e-books. Amazon also got into the act by removing numerous titles from its online shelves.
When Film Distribution Fails, Piracy Wins
November 2, 2013
Last month, researchers at George Mason University's Mercatus Center launched a website, PiracyData.org, to determine whether or not there are legal alternatives for viewing the world's most pirated movies. The researchers will quantify the validity -- or invalidity -- of copyright holders' claims that pirates are thieving material that is indeed available elsewhere.
JFrog's Fred Simon: It's All About Developer Freedom and Faster Build Time
October 29, 2013
For software developers, success is being able to maximize their chosen programming language to speed up build time. Almost as important is being able to speed up product distribution. In order to accomplish those goals, software developers need a better distribution system and access to other developers' code to build in compatibility and integration.
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