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Salesforce.com and Three Other Companies Getting Viewpoint Right!

When I talk about Viewpoint, the first question I usually get is, “well, who does this well?” The godfather of Viewpoint in the new era of cloud computing is clearly Salesforce.com.   As I have written here,  SalesForce.com’s “The End of Software” created a unique and compelling Viewpoint that aligned with the aspiration and frustrations of their target customers

Three Things You Should Forget about B2B Sales and Marketing

Sometimes the things we forget are as important as those we remember.  Well, here’s 3 things I think we would all do to forget in our B2B go to market strategies… 1) Demo only when qualified – NO – Buyers come in MANY shapes and sizes, with MANY email addresses, and in MANY states of readiness.  In all cases, they have come to expect to be able to see the service or

Adopting a Cloud Mindset – Unleashing Enterprise Cloud Adoption

(This post was originally written as a contribute piece for Nimsoft’s Modern IT Blog, but I thought it would fit well here too – Enjoy) Much has been written here, and in many blogs, about Cloud Adoption. However, most of this has focused on the tangible and critical pieces like technical architecture and operational considerations. This can’t be minimized in the least. However, in