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Showing posts from March, 2018

Clari - Nipping at Salesforce's Heels?

Clari - Nipping at Salesforce's Heels? A brief while ago I had the chance of talking to Andy Byrne , CEO of Clari, about how AI can help making sales organizations more effective and efficient. Clari is a vendor of Opportunity-to-Close solutions. G2Crowd lists the company amongst the leaders of its Sales Analytics Software quadrant, while Gartner Group in 2017 named it a cool vendor in the Tech Go-To-Market. Shortly after the conversation Clari announced the closure of a $35 Million funding round “following record growth”, essentially a tripling of their customer base while maintaining a near 100 per cent renewal rate. According to Andy, the company applies “machine learning focused on sales”, i.e. predictive and prescriptive analytics to improve pipeline visibility and to get more insight into which opportunities are more likely to close than others. This helps in focusing on these opportunities. This solution was developed after having in depth conversati

Salesforce acquires Mulesoft - A Defensive Move

The News On March 20, 2018 Salesforce announced the signature of a definitive agreement to acquire Mulesoft for a whopping 6.5 billion USD – whopping because the 2017 Mulesoft revenues have been at just $296.5 Million, albeit with a $1 billion target for 2021. The press release states that “ together, Salesforce and MuleSoft will accelerate customers’ digital transformations, enabling them to unlock data across legacy systems, cloud apps, and devices to make smarter, faster decisions and create highly differentiated, connected, customer experiences. ” Mulesoft is recognized by Gartner as a leader in the 2017 Enterprise Integration Platform as a Service Quadrant. The Bigger Picture As I have stated repeatedly before, most recently here , the enterprise software market is engaged in something that can be called a platform war. There are a few big players and some emergent players in the enterprise software market, and then we have a number of companies tha

Rethink CRM to be CEM

Businesses are in a difficult situation. Today’s customers demand more experiences and contextually relevant engagements than they are equipped to deliver. This places the businesses on a difficult and challenging trail that they need to carefully navigate in order to be and stay successful. The business challenge is that technology helps everyone, especially customers. This is because to the increasing proliferation of consumer technology, it is far easier and cheaper for customers to implement and use technology to their advantage as it is for businesses. A director of merchandising of a 1 Bn+ retailer put like this: “By the time we catch up to technology it will have moved past us again.” Examples for the truth of this statement in the past decade include the meteoric rise of messaging services and, before that, social media, powered by smartphones that made the Internet ubiquitous. As a consequence of this today’s customer is less depending on company mark