Day: March 30, 2012

Totango Featured in WSJ …

Steve Jobs at Totango

Totango was quoted today in the Wall Street Journal in an article about Steve Jobs:

“It’s not to that point of being annoying yet, but it might get there,” says Dominique Levin, vice president of marketing at Totango Inc., a software company based in Mountain View, Calif., and Tel Aviv. Her boss, CEO Guy Nirpaz, devoured all 656 pages of the book in three days, then bought copies for his employees—including Hebrew translations for employees in Israel—so they could discuss the book at company meetings.

“When they read it, they’ll see that you can do things differently, be more product focused,” says Mr. Nirpaz, 39 years old, whose company builds software that monitors customer relations. He also hopes employees will take a softer view of their own boss after reading the book, which portrays Mr. Jobs as a brilliant but mercurial leader.

“I’m a good guy, but I’m very demanding,” says Mr. Nirpaz. Once his employees have read the book, he adds, “they’ll see I’m a very nice manager compared to Steve Jobs.”

Ha ha … as I said, we are good guys and don’t take ourselves too seriously.

Check out the article on the WSJ website (at least for the next 7 days).

Come work for me! We are hiring!

Coders, hackers and UI freaks (Israel)
Community manager: aka social media ninja (Mountain View, CA)
Sales development manager: aka front line warrior (Mountain View, CA)

Also hiring a sales manager and customer success manager (Mountain View, CA)

To apply email Jobs[at]TOTANGO[dot]com (pun intended)

Top 10 Sales 2.0 Leaders I Want to Meet

Sales 2.0 Conference in San Francisco

I am much looking forward to the Sales 2.0 conference in San Francisco next week.

Here are 10 Sales 2.0 Leaders I hope to meet at the conference and why:

1. Jim Cyb, Vice President, Sales, Americas, ZenDesk

2. Pete Eppele, VP Product Management, Zilliant

3. Steve Patrizi, Chief Revenue Officer, Bunchball

4. Kevin Akeroyd, SVP, Field Operations, Badgeville

5. Kirk Mosher, Vice President, CRM Product Marketing, Oracle

6. Mike Derezin, Global Head of Sales, Sales Solutions, LinkedIn

7. Robert Pease, Founder & CEO, Nearstream

8. Jill Rowley, Director of Key Accounts, Eloqua

9. Paul Melchiorre, Global Vice President, Ariba

10. Anneke Seley, Founder Phoneworks, co-author Sales 2.0 book

They are all speaking about some of the most important trends in Sales 2.0:

Sales analytics

Big data is changing the way products are being bought and sold. It has been called sales metrics, sales analytics, predictive sales analytics and sales intelligence. The bottom line is that there is much talk this year about a more data-driven approach to sales.  Jim Cyb, Vice President, Sales for Americas at ZenDesk will be on a panel and talk about ZenDesk’s move from a zero touch sales to a low touch sales organization.  His company, which now has 15,000 customers, started life without a sales team. Pete Eppele, VP Product Management, Zilliant will be presenting interesting new technology that can uncover where you can sell more, sell other products and win back wallet share that competitors have taken.

Gamification

Both Steve Patrizi, Chief Revenue Officer from Bunchball and Kevin Akeroyd, SVP Field Operations from Badgeville will be speaking on how to use gamification or Behavior Lifecycle Management (BLM) as Kevin calls it, can be used to motivate your sales team. I always thought that gamification was used primarily to drive usage and adoption of your products and services by customers. However, both of these sales leaders are eating their own dog food and will share how they get their own teams to use sales best practices and tools by throwing in some fun and games. It should be an interesting duel!

Customer success

I was pleasantly surprised to see that Kirk Mosher, VP CRM Product Marketing from Oracle will be speaking about “customer success” (a concept Totango deeply cares about). I still of Oracle as the classic Sales 1.0 company: bully customers into signing seven-figure deals, adding another seven-figure professional services engagement and then counting on the fact that customers won’t switch ever to a competitor because they have invested so much money with you. However, it seems that things have changed!

Social selling

Everybody recognizes that social selling has huge potential but in the real-world sales haven’t yet embraced all new possibilities. There are a large number of sessions (again) at this Sales 2.0 conference to help sales teams learn. Mike Derezin, Global Head of Sales, Sales Solutions at LinkedIn, will break down his social selling tips by lifecycle stage. Robert Pease, Founder & CEO of Nearstream, will cover tactics for identifying buying signals on social media networks, essentially capturing demand that’s already out there rather than generating leads.

Lead management

Jill Rowley, Director of Key Accounts, Eloqua has been an evangelist for the lead management automation space since its inception. She is a leading commentator on social media and one of the top networkers in the space. She was the winner of 20 Women to Watch in Lead Management last year. More importantly, my friend Matt Childs from Dreamsimplicity tells I absolutely have to meet Jill while at Sales 2.0. She will be on a panel about, what else, nurturing revenue-generating prospects to close.

Sales effectiveness

In Silicon Valley we love technology and I am a tech-girl guilty myself so last but not least I am much looking forward to the talk by Paul Melchiorre, Global Vice President, Ariba and Anneke Seley, Founder Phoneworks and co-author Sales 2.0 book which both focus on “getting real”. Does all this technology really pay off in terms of sales effectiveness?

A full agenda and lots of people to meet!

If you are going to be at the Sales 2.0 conference, give us a shout on Twitter @totango #sales20 and we are looking forward to connect! I will even buy you a beer!

 

The Future of Customer Success Management: A Look Ahead

Customer Success Managers

We are super excited to be co-hosting an event with Mikael Blaisdell, one of the pioneers of customer success management.
We consistently hear from our customers and prospects that they would like to meet other customer success management professionals so we decided to partner with Mikael and make this happen!
We will start in San Mateo/San Francisco Bay Area on Thursday evening, April 5th in San Mateo, CA from 7-8:30 PM.
The second event will be in the Boston, MA area in May, followed by another in Seattle, WA in July.  Meetings in other cities are being scheduled.
What to expect? We look forward to mingle and discuss what will the future of customer success management look like?  What will drive the customer success manager role to develop and mature?  What do people see as best business practices in Customer Success Management?  As teams and programs mature, what levels will be a part of the progression?
Mikael Blaisdell, Publisher of The HotLine Magazine, will also be presenting a visionary and provocative look at what the future might hold.

The sessions are free, and open to all CSM professionals and SaaS/Cloud company CxO’s.  Advance registration is required, and space will be limited.  To register, please click here or put the following in your browser:  http://forumsf040512.eventbrite.com

The Future of Customer Success Management:  A Look Ahead — SF Bay Area CSM Meetup

Mikael Blaisdell:  The HotLine Magazine

Sponsored by: Totango Inc.

Thursday: April 5th 7-8:30

Auditorium; Keynote Systems Inc.
777 Mariners Island Blvd
San Mateo, CA

Advance registration for this FREE event is required, and space is limited.

Use this link to register: 
 http://forumsf040512.eventbrite.com

Agenda

  • 7:00 Doors open for registered attendees; 
Refreshments & Networking
  • 7:25 Welcome
  • 7:30 – 8:15 Mikael’s Presentation and Q&A
  • 8:15 – 8:30  Totango Customer Engagement Tips

Come have a snack, meet your fellow CSM professionals, and stick around for some customer engagement tips from yours truly.