CRM is moving into its third decade now. Collectively, companies have spent billions of dollars to capture thousands of petabytes of customer data. And yet, over the same time period, the needle hasn’t really moved on missed earnings, quota attainment and growth rates. In fact, today’s typical sales organization continues to be run just as it was in the 90’s—on spreadsheets.
While building the first generation of CRM and BI solutions at Oracle, Siebel and Salesforce.com, our leadership team recognized that it was time to rethink the way companies market and sell.