EVOLUTION OF BPR

New partnership in “Socialprise” neighborhood

Posted on the July 28th, 2008 under Enterprise 2.0, Enterprise Software, SaaS, Sales Force Automation by Gregory Yankelovich

The IT industry is notorious for it’s love of jargon. There are so many terms flying around that most people cannot keep up with their meaning. Enterprise 2.0 is one of those terms.
This definition comes from the second source of all truth, Wikipedia

Enterprise social software, also known as Enterprise 2.0, is a term describing social software used in "enterprise" (business) contexts. It includes social and networked modifications to company intranets and other classic software platforms used by large companies to organize their communication. In contrast to traditional enterprise software, which imposes structure prior to use, this generation of software tends to encourage use prior to providing structure.

The new term, coined by Marc Perramond of InsideView, is rapidly gaining popularity

Socialprise applications are a natural convergence of social media and enterprise applications, and emerge as a mash-up of both the information and user experience of these previously separate universes.

Socialprise applications enable organizations to discover and distill highly relevant information from an expanding sea of structured and unstructured data sources and present it in the meaningful context of specific business processes.I wrote before about SalesView, one of the first "socialprise" applications I have encountered. The product is a "mashup" of Contact centric information, available in multiple Web sites, with popular SFA Enterprise applications, such as Salesforce, SugarCRM, and others.

I wrote before about SalesView, one of the first "socialprise" applications I have encountered. The product is a "mashup" of Contact centric information, available in multiple Web sites, with popular SFA Enterprise applications, such as Salesforce, SugarCRM, and others.

 

Well, today the InsideView announced their first strategic partnership with Landslide Technologies, the company that provides "work style management" software "for salespeople, not their managers".

SAN FRANCISCO, CALIF. -July 28, 2008-InsideView today released SalesView for LandslideTM, a fully bundled business search and intelligence application available to all Landslide Technologies customers. InsideView and Landslide share a singular focus on generating sales results from the ground up by helping individual salespeople.

The Landslide will develop their own "mashup" to the SalesView platform and will market it to their existing and new customers.

Death of a Rolodex

Posted on the April 16th, 2008 under CRM, Enterprise 2.0, SaaS, Sales Force Automation by Gregory Yankelovich

Sales Force Automation applications are often plagued by low user adoption rates. There are a few reasons for this phenomena, however one stands out - salespeople are expected to do a lot of initial heavy lifting by entering  their contacts’ information into the new application without any apparent value added for them. Traditionally, salespeople have associated great value to their "Rolodex" or list of contacts and still are quite reluctant to share this information with others, perhaps discounting  the value of the relationships they have built with these people, which is not as easily transferable as data. One of the best approaches to solve this adoption riddle is to pre-populate a newly implemented SFA application with a full compliment of relevant contacts for salespeople use.

Yesterday I had an opportunity to talk to Marc Perramond who is the Product Manager for InsideView of San Francisco. The company’s SalesView product is utilizing semantic web tools to harvest critical information the support the sales process. The pro-active, intelligent Contact Management system is one of the most practically valuable applications I have seen so far that is made possible by following the Enterprise 2.0 vision. Contact information is a highly "perishable" commodity with a very short "shelf life" as population and careers are more mobile than ever. SalesView is monitoring, based on business rules, a number of public social networks and private (available by subscription) data sources to keep sales-critical information where and when you need it - "mashed" with your SFA managed pipeline.

 

Unfortunately I did not have a chance to see a live demonstration of the SalesView yet, but Marc’s explanation of user configurable business rules for people and event alerts and other functionality, has my mind racing with a number of opportunities for meaningful improvements to sales leads qualification processes and "sniper rifle" marketing campaigns.

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