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Ask salespeople and they'll tell you: They don't have enough time in the day to sell. That's not because the laws of physics cause salespeople to move through time faster than the rest of us -- it's because salespeople are pulled in many directions over the course of a day, cutting into their sellin...

"We think of 'subscription' broadly," said Matt Darrow, VP and general manager of product at Zuora. "It's when companies do business with customers with whom they have a known relationship, and those relationships are sticky. The subscription model is great for engagement because companies know that...

Salesforce has announced the Sales Cloud Lightning PRM app as a replacement for partner portals and electronic data interchanges that lack modern features such as built-in mobile, social analytics and AI capabilities. The PRM app has an interactive Guided Setup Wizard that lets channel managers conf...

A lot happens in a decade. Bill Gates once said that we overestimate what we can do in two years and underestimate what we can do in 10. 2017 is a particularly good time to stop paddling and look back at what's been going on in the last decade. While we will all have our favorite memories, there's o...

I don't know why more subscription vendors don't do this. Subscription companies collect mountains of data from their customers, and analyzing the aggregations can deliver profound insights virtually for free. Yet too often, subscribers are reluctant to let their data be stripped of identifying char...

Mobile technology has delivered a lot of useful functionality that enables vendors and their customers to be on the same page more frequently. However, the screen size has an inherent drawback: It shows a very narrow slice of a reality -- typically one idea at a time. The problem is especially acute...

Genesys on Monday introduced G-Nine. "Think of G-Nine as the Genesys innovation framework that guides many aspects of our business -- product strategy being one of those," said Genesys CMO Merijn te Booij. "Within the G-Nine innovation framework, we have defined our themes related to technology and ...

Verizon Enterprise Solutions has released Visual Interactive Calling, a software development kit and platform in the Verizon network designed to enable banks, retailers, airlines, travel and hospitality companies, and other firms to communicate visually with their customers. "The sweet spot for this...

SugarCRM on Wednesday announced the general availability of Sugar 7.9 with a new quote-generation and management feature that helps users turn opportunities into closed deals. The upgrade provides next-generation reporting capabilities, plus enhanced advanced workflow, which lets users trigger a pro...

E-commerce brings together several themes that relate to our current fascination with artificial intelligence, machine learning, bots, mobile technology and the like. It's actually more than that, because it represents an underserved part of CRM. Until fairly recently, there were few tools that reta...

AI is a trend, and it's always nice to be trendy, but as great as CPQ is, it's still only one source of data. Without sufficient data, AI is extremely limited. It's like allowing your toddler to learn only about colors: The kid might be a whiz with colors, all right, but without context -- in other ...

Veeva Systems earlier this week announced Veeva CRM MyInsights, a new cloud-based data visualization capability producing tailored insights within Veeva CRM. MyInsights lets users of tablets or other mobile devices access, analyze and visualize information in real time. It includes fixed reporting f...

CFOs have a new 800-pound gorilla sitting in the corner. Actually, the really lucky ones who oversee operations in Europe and the U.S. will have two. ASC 606 and IFRS 15 are new accounting rules that describe in great detail how subscription vendors should recognize revenue beginning in December 201...

"CRM was originally created for the managers and bosses to report on the pipeline, and it was sold as a value proposition to the manager," noted Nutshell CTO Andy Fowler. "What's changing now is that CRM is becoming much more about supporting the rep -- giving them the tools they need to improve the...