By Marc Benioff, Carlye Adler
How did salesforce.com develop from a begin in a rented house into the world's quickest becoming software program corporation in below a decade? For the 1st time, Marc Benioff, the visionary founder, chairman and CEO of salesforce.com, tells how he and his group created and used new enterprise, know-how, and philanthropic types adapted to this time of outstanding swap. displaying how salesforce.com not just survived the dotcom implosion of 2001, yet went directly to outline itself because the chief of the cloud computing revolution and spark a $46-billion buck undefined, Benioff's tale may help enterprise leaders and marketers stand out, innovate larger, and develop swifter in any monetary climate.
In Behind the Cloud, Benioff stocks the suggestions that experience encouraged staff, grew to become shoppers into evangelists, leveraged an atmosphere of companions, and allowed innovation to flourish.
Read Online or Download Behind the Cloud: The Untold Story of How Salesforce.com Went from Idea to Billion-Dollar Company-and Revolutionized an Industry PDF
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Extra resources for Behind the Cloud: The Untold Story of How Salesforce.com Went from Idea to Billion-Dollar Company-and Revolutionized an Industry
Com, a datacenter supplier, used to be buying twenty-ﬁve revenues reps to exploit salesforce. com and touting our carrier within the press, explaining that it rate a fragment of a conventional company product. Our conversion process used to be winning for numerous purposes. First, in the course of the unfastened trial, clients had already skilled the carrier, and so they knew it labored. moment, it used to be a truly low chance proposition as the carrier used to be billed per thirty days and there has been freedom to alter the plan or hand over with none consequences. 3rd, it used to be this type of sturdy product that clients turned addicted. They wanted it. cross from Adoption to dependancy with a suggestions Loop Be open to together with all consumers, and deal with them as companions. to take action, make the most of a quick and prioritized ‘‘feedback loop’’: 1. remain involved with shoppers. 2. strengthen the way to tune their requests. three. reply to their requests speedy. four. Ask if their wishes were satisfactorily met. five. concentrate on how they're utilizing the product. seventy one BEHIND THE CLOUD Play #39: enable Your site Be a revenues Rep We have been becoming with our latest shoppers, and our nascent revenues workforce used to be touchdown new consumers, after which anything striking occurred that speeded up every thing. In December 1999, a piece of writing titled ‘‘Salesforce. com Takes the Lead in most modern software program Revolution’’ seemed within the Wall highway magazine. the tale used to be written through Don Clark, a journalist I had invited to the Laboratory to fulfill the builders and attempt the product whereas we have been nonetheless constructing the prototype. My cofounders have been indignant with me for talking with a journalist so early in our improvement strategy, however it became out to were definitely worth the threat (and their wrath). This used to be the second one time that Don Clark wrote approximately us. while Clark’s prior tale had pointed out salesforce. com as a part of the interesting development of software program relocating on-line, this one, which seemed in simple terms 8 months when we have been based (and months sooner than we ofﬁcially introduced) concentrated completely on us. The day after the object got here out, the telephones started ringing like mad. We have been inundated with leads. greater than 100 humans got here to our website and asked info. We didn’t actually have a revenues procedure constructed to accommodate the extent of curiosity. (We had a website, yet we didn’t have any humans to stick to via. ) Peter Wooster, the ﬁrst salesclerk, was once nonetheless the one member of the revenues ‘‘team,’’ and he used to be buried in qualiﬁed leads, imposing courses over the weekend and coaching clients on easy methods to use the provider through the starting of the week. seventy two The revenues Playbook The magazine article inspired clients from businesses of all sizes to sign up for the unfastened trial—even salespeople at such megacorporations as Xerox and Siemens. This method additionally created a special revenues phenomenon: prior to such a lot searching for what you offer heard from an individual at salesforce. com, they have been already utilizing the provider. ahead of you've a unmarried revenues rep, you could put money into your website and permit it do a little promoting. an outstanding website is more suitable than any direct campaign.