Behind the Cloud: The Untold Story of How Salesforce.com Went from Idea to Billion-Dollar Company-and Revolutionized an IndustryJohn Wiley & Sons, 2009 M10 19 - 304 páginas How did salesforce.com grow from a start up in a rented apartment into the world's fastest growing software company in less than a decade? For the first time, Marc Benioff, the visionary founder, chairman and CEO of salesforce.com, tells how he and his team created and used new business, technology, and philanthropic models tailored to this time of extraordinary change. Showing how salesforce.com not only survived the dotcom implosion of 2001, but went on to define itself as the leader of the cloud computing revolution and spark a $46-billion dollar industry, Benioff's story will help business leaders and entrepreneurs stand out, innovate better, and grow faster in any economic climate. In Behind the Cloud, Benioff shares the strategies that have inspired employees, turned customers into evangelists, leveraged an ecosystem of partners, and allowed innovation to flourish. |
Contenido
The StartUp Playbook | 1 |
Trust a Select Few with Your Idea and Listen | 7 |
Listen to Your Prospective Customers | 13 |
Think Bigger | 20 |
The Marketing Playbook How to Cut Through the Noise and Pitch the Bigger Picture | 23 |
Party with a Purpose | 25 |
Create a Persona | 27 |
Differentiate Differentiate Differentiate | 28 |
Old Customers Need Love | 97 |
Add It On and Add It Up | 98 |
Success Is the Number One Selling Feature | 100 |
Invest in the Long Term with a Prototype | 106 |
Let Your Customers Drive Innovation | 115 |
Provide a Marketplace for Solutions | 125 |
Develop Communities of Collaboration | 131 |
Integrate Philanthropy from the Beginning | 139 |
Make Every Employee a Key Player on the Marketing Team and Ensure Everyone Is On Message | 33 |
Always Always Go After Goliath | 34 |
Tactics Dictate Strategy | 37 |
Engage the Market Leader | 39 |
Reporters Are Writers Tell Them a Story | 40 |
Cultivate Relationships with Select Journalists | 41 |
Make Your Own Metaphors | 44 |
The Events Playbook How to Use Events to Build Buzz and Drive Business | 47 |
Build Street Teams and Leverage Testimony | 49 |
Sell to the End User | 52 |
The Event Is the Message | 54 |
Reduce Costs and Increase Impact | 57 |
Always Stay in the Forefront | 60 |
Be Prepared for Every Scenario and Have Fun | 61 |
Seize Unlikely Opportunities to Stay Relevant | 63 |
Stay Scrappy but Not Too Scrappy | 65 |
The Sales Playbook How to Energize Your Customers into a MillionMember Sales Team | 67 |
Win First Customers by Treating Them Like Partners | 69 |
Let Your Web Site Be a Sales Rep | 72 |
Make Every Customer a Member of Your Sales Team | 73 |
Telesales Works Even Though Everyone Thinks It Doesnt | 76 |
Dont Dis Your First Product with a Discount | 78 |
Sales Is a Numbers Game | 79 |
Segment the Markets | 80 |
Leverage Times of Change | 82 |
Your Seeds Are Sown so Grow Grow Grow | 86 |
Land and Expand | 95 |
Abandon Strategies That No Longer Serve You | 96 |
Make Your Foundation Part of Your | 140 |
Share the Model | 146 |
Create a SelfSustaining Model | 153 |
Involve Your Partners Your Vendors Your | 159 |
Have Your Foundation Mimic Your Business | 166 |
Choose Your Headquarters and Territories | 172 |
Uphold a OneCompany Attitude | 178 |
The Finance Playbook | 201 |
Set Yourself Up Properly from | 207 |
When It Comes to Compliance Always Play by the Rules | 215 |
Focus on the Future | 218 |
Allow for Change as Your Company Grows | 220 |
The Leadership Playbook How to Create Alignmentthe Key to Organizational Success | 225 |
Use a TopDown and BottomUp Approach | 230 |
Build a Recruiting Culture | 233 |
Recruiting Is Sales | 236 |
Keep Your Standards High as You Grow | 239 |
How to Retain Top Talent | 242 |
The Importance of Mahalo | 244 |
Foster Loyalty by Doing the Right Thing | 246 |
Challenge Your Best People with New Opportunities | 247 |
Solicit Employee Feedbackand Act On It | 249 |
Leverage Everything | 252 |
The Final Play | 255 |
Notes | 261 |
Acknowledgments | 265 |
About the Authors | 269 |
| 271 | |
Otras ediciones - Ver todas
Behind the Cloud: The Untold Story of How Salesforce.com Went from Idea to ... Marc Benioff,Carlye Adler Vista previa limitada - 2009 |
Behind the Cloud: The Untold Story of How Salesforce.com Went from Idea to ... Marc Benioff,Carlye Adler Vista previa limitada - 2009 |
Behind the Cloud: The Untold Story of How Salesforce.com Went from Idea to ... Marc Benioff,Carlye Adler Vista previa limitada - 2009 |
Términos y frases comunes
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