Denis Pombriant

About the Author Denis Pombriant


Vendors

Revisiting Show Season

Show season changes the CRM market. One day you’re in the vanilla application software space, and a week later you understand the need to incorporate social media or analytics or machine learning, or you see a need for enhanced integration and development through platform services. It goes on. Today, in the wake of many companies’ trade shows, we’re again taking a look at the available suites.

Read more 0 Comments
Customers

Oil Patch CRM

A recent story chilled me to the bone. The headline supplies all the reasons: “Saudi Arabia’s Grand Plan to Move Beyond Oil: Big Goals, Bigger Hurdles.” At first glance, this doesn’t ring any CRM bells, but maybe it should. Why would any business or business-state contemplate moving out of its sweet spot if it weren’t required to? What happens to the customers that have become dependent?

Read more 0 Comments
Business

Counting Down to ASC 606

There will be little New Year’s Eve celebrating but perhaps a lot of morning-after hangovers for U.S. businesses that haven’t begun preparing for ASC 606, the Financial Accounting Standards Board’s new rules about revenue recognition. They are set to go into effect on Jan. 1, 2018. The news is much the same for Europe, though there the rule’s name is “IFRS 15.” The change is hard to do.

Read more 0 Comments
Vendors

Salesforce’s IoT Strategy

Salesforce is a large and well-disciplined development company. It’s pretty good at marketing too. It continues to innovate in all product areas, from core platform to applications, and the one criticism I’d make is that it’s information overload at times. Lately Salesforce has made a big deal of adding its AI product, Einstein, to every application area to provide insights and stack rank options.

Read more 0 Comments
Vendors

Salesforce Gets Granular

If you need an example of digital disruption, you can’t do better than the retail banking industry. A byzantine collection of rules and regulations plus the overhang of many legacy systems have conspired to prevent banks from becoming more involved with their customers. Even innovations like the ATM, which entered the scene several decades ago, only serve to distance banks from their customers.

Read more 0 Comments
Vendors

OpenWorld 2017

I spent last week at Oracle’s OpenWorld 2017 in San Francisco. When I wasn’t drinking from an information fire hose, it was alternately fascinating and exhausting. There were major announcements in database, blockchain, artificial intelligence, cybersecurity, and other stuff I’m associated with only tangentially. For instance, my eyes glaze over when they start talking about bare metal servers.

Read more 0 Comments
Vendors

Show Season

Autumn officially kicked off about a week ago — not with some celestial convergence but with show season, with companies like HubSpot and SugarCRM holding conclaves of their faithful. This is traditionally the beginning of attempts at closing the calendar year on a high note, as CRM vendors work to garner customer dollars based on the promises of new technologies unveiled at conferences.

Read more 0 Comments
Vendors

Digital Hub Returns

Digital Hub is not a new idea. It’s been percolating for a few years, and its roots can be traced to Dublin, Ireland, where in a cluster of eight buildings, there exists what might be the original hub. In Dublin, it’s made up of 97 companies employing 725 people, and it was given a jumpstart by the government in 2003. Elsewhere, we might be more attuned to the idea of a tech incubator.

Read more 0 Comments
Sales

Einstein Tries Sales Forecasting

When Salesforce unveiled sales forecasting with its artificial intelligence tool, Einstein, my immediate reaction was that it should have tried something easier — like solving global warming. Really, a sales forecast that bears some resemblance to reality has been a grail quest for all of us for many years, and Salesforce is not the first software company to throw its hat in the ring.

Read more 0 Comments
Vendors

Finally Oracle

Oracle showed some very good numbers in its latest earnings report. As it begins its second year of aggressive cloud promotion, the company overall is showing significant year-over-year improvements, thanks to its turn to cloud infrastructure, applications and platforms. Yet when read right, the numbers announce the end of the beginning of the end as much as they announce the end of the beginning.

Read more 0 Comments
Strategy

The Vision Thing

Salesforce earlier this year introduced its Einstein Vision capability, an idea with a lot of promise but not a great deal of precedent. Who had applications that could see, and how would this be used? For decades, we’ve been content with scanning documents and analyzing them with OCR tools, or we’ve used bar codes and QR codes — but it all came down to recognizing simple symbols.

Read more 0 Comments
Vendors

Oracle’s Numbers

Oracle will announce its Q1 revenue and profit numbers after market close on Wednesday. There’s more than a little excitement about what might be revealed, specifically if the company can continue its rise, thanks to its cloud products. The anticipated answer is yes, but there’s potential for a surprise. The company so far has been posting great numbers for its cloud products.

Read more 0 Comments
Sales

6 Reasons You Need CPQ

Many businesses still don’t use configure, price, quote software in their routine sales processes. Maybe they don’t need it, but for businesses that still cling to spreadsheet-based approaches to track things like price lists and product catalogs, chances are good that they’re dealing with more overhead than they need to. Worse, they’re wasting time and therefore money.

Read more 0 Comments
Vendors

Ten Billion

Salesforce announced the partial attainment of one of its long-range goals in its Q2 earnings announcement last week: It eclipsed its goal of a $10 billion run rate. This will be followed by similar announcements over the next year — first $10 billion year, etc. — and why not? The company should celebrate. Second quarter revenue hit $2.56 billion, a 26 percent increase year over year.

Read more 0 Comments
Trends

CRM Health Check

As an industry, CRM continues to grow and shower benefits on its users. It’s hard to imagine that some businesses still don’t use some form of CRM, but recent data suggests there are still businesses buying their first CRM solutions or changing vendors. It’s a compilation of data from all over, with some credible inputs from a number of sources, so it’s worth taking a look.

Read more 0 Comments
Strategy

Yes, and…

The further we go in the CRM adventure, the less our efforts seem to be about technology. That’s because we’re reaching a theoretical limit, or asymptote, on what technology can do in the vendor-customer relationship. Think of an asymptote as the ceiling that a graph never reaches. Increasingly, we’re encountering situations where the best technology can do is assist humans.

Read more 0 Comments
Enterprise Apps

Spanning Front and Back Offices

CPQ — that is, configure, price, quote — is one of the most transitional apps, because it spans front and back offices, and because its very existence has changed these functions. Another app in this category is sales compensation management. Both of their stories are about front-office processes needing back-office data. Once the data is made available, the process evolves to be far more useful.

Read more 0 Comments
Deals

Sage Buys Intacct

Sage’s Tuesday announcement of its agreement to buy Intacct prompts a multilayered look at the evolution of the cloud ERP space. Both companies are partners with Salesforce and have products based on the Salesforce platform. Each is a member of the AppExchange, and both are situated in the broad cloud ERP space, which has been receiving a lot of attention lately as the market seems to be moving en masse, albeit glacially, to the cloud.

Read more 0 Comments