35 ordspråk av Rob Bois

Rob Bois

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We knew that the small and midsize business segment would be a large part of this market, but we were a little surprised at how many large enterprises were eager to evaluate the software-as-service option,

Revenue has become a top priority, and companies have to get something in place quickly to meet that need, ... Hosted has become very appealing to get up and running quickly with CRM -- without involving I.T. budgets.

The hosted model has reinvigorated a market that has failed to grow over the past several years. The hosted category has changed the whole perception of customer management with faster implementations, quicker time to value and easy customization.

We knew that the small and midsize business segment would be a large part of this market, but we were a little surprised at how many large enterprises were eager to evaluate the software-as-service option.

Revenue has become a top priority, and companies have to get something in place quickly to meet that need. Hosted has become very appealing to get up and running quickly with CRM -- without involving I.T. budgets.

The vendors are selling fewer full suite deals, multimillion dollar soup-to-nuts implementations, and we see that reflected in how they are trying to build services-oriented architectures, so they can deploy modules rather than big-bang implementations. This allows customers to piece together the business functions they need -- even modules from different vendors -- to meet the specific demands of automatic processing rather than having to buy an entire suite at the outset.

Salesforce.com is selling an on-demand model that gives customers the ability to roll out a CRM deployment quickly and easily and then scale that deployment either up or down to meet their business needs. So far, small and midsize businesses have taken the best advantage of that, but we are starting to see larger companies that are seriously evaluating an on-demand model.

The small to midsize business segment is a very large part of the hosted market. Software-as-service lets companies get CRM in place quickly without having to raid the I.T. budget to do it.

A big benefit to software-as-service is that it lets companies get CRM in place quickly without the kind of budget hassles you see with buying applications. There's a feeling, especially among small and midsize businesses, that a hosted solution will help realize ROI more quickly.

It is very tightly integrated with Outlook and it will shift the landscape [in the CRM business].

This is a good time for them to make the biggest impact in CRM software.

It's a little uncommon to see a press release like that. The only precedent is the Oracle/PeopleSoft deal from a year ago, when PeopleSoft felt Oracle was being unresponsive. Clearly there's a communication issue here.

For one of their partners to do this, they still have to set up one server for each customer. It's only cost effective for a certain size customer. [Microsoft] might be thinking beyond CRM, but who knows at this point. They're missing a big opportunity.

We're past the first generation of mobile devices. Many technical hurdles have been eliminated, and that will be reflected in the market.

Today, it doesn't match the full breadth of other on-demand CRM offerings, but they're headed in that direction.

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