Potential: Revealed

Strategic Thinking, Innovative Ideas, Growth Marketing, and Revealing of Potential

Happy Customer

Here’s a two-fer: a customer of mine gaining new, happy customers. Making my customer, of course, happy too! See the customer reviews on Salesforce.com’s Appexchange (like on the “Review” tab). DecipherTech is a provider of sales analytics solutions, offering a truly innovative “cloud computing” datawarehouse application, delivered in a Software as a Service (SaaS)model. DecipherTech really applied the approaches I’ve been writing about (hopefully not too preach-ingly) over the past year about being practical with your strategy (so you can understand it and act quickly), defining your target market clearly (so you know where you want to go), and having focus and discipline in your marketing execution.

An interesting aspect of their business is offering their SaaS solution on Salesforce.com’s Appexchange. It gives access to literally millions of potential customers but also requires that customers can write reviews of your product for all to see — similar to the consumer world of eBay and Amazon, but relatively new and possibly intimidating, in the B2B world.

But if you are executing your strategy and business plans with confidence – you’ve got nothing to fear!


  tommck wrote @

Big fan of the “community reviewed” model for B2B. So much of B2B products especially software and technology are full of misinformation in their marketing (“spin”!) that is hard for smaller companies to sort through. They lack the resources larger firms have to get expert advice or have staff that can do lots of due diligence on vendors solutions. Your client is brave to go this route but probably doing a good job and being rewarded for the risk if they are getting positive reviews from customers. T

  Randy wrote @

I agree totally. The junk info out there is intimidating to the experienced and overwhelming to the uninitiated. On the community rating model that Salesforce.com uses it both helps the community better determine if a vendor’s solution really delivers as advertised. Plus Salesforce.com uses it to select which partners it might be willing to do some co marketing or promotion with and generally pick the winners from the losers in their large community of Appexchange developers. So getting and maintaining good ratings has multiple levels of value for the vendor too which then reinforces the incentives for openness and transparency any good community requires to be healthy.

  adamgrizzly wrote @

I know who your client is and we didn’t choose to go with total SaaS for our SFDC analytics. Some concerns about where that data is stored and performance having it be remotely stored. I’m sure companies find it compelling though. The cost is very low relative to value if you will commit to using the analytic outputs. Thanks for sharing. G

  Randy wrote @

Your concerns are common ones. The data is stored at a highly secure (and brand name) “cloud computing” service: Amazon.com’s. They provide highly secure, scalable and reliable services to thousands of companies, a service they started a few years ago to take advantage of the fact that they have world class IT infrastructure and at any given point in time excess capacity (for redundancy, DR, high volume periods) that could be use by others if a model for provisioning it could be developed. That they did and it has been pretty successful for them (and small software and solution providers who otherwise could not afford to offer low cost, SaaS solutions in the early stages). As to cost to value: I’d say that for an average customer of my client, the return on investment (calculated as incremental profits earned over the cost per month to subscribe to the analytic service) achieves payback in about 6 months or less. A modest sized company with say $10 million in revenue can easily find ways to make more profitable sales and customer decisions through smart analytics against their existing sales and CRM data that cover the $500 per month cost of the service. Think about it: it is probably less than a 1% improvement performance for a company of that size.

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