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Sales is from Mars and Engineering is from Venus 16 Aug 2013 | 06:52 pm
I was talking to a startup CEO the other day and he said: Lately my VP of Sales and my VP of Engineering have been at each other’s throats. Badly. I need to write a book called Sales is From Mars,...
Forbes: Will Host Analytics Do Unto Hyperion as Salesforce Did Unto Siebel? 12 Aug 2013 | 03:15 pm
I’m happy to report that Forbes Magazine has written a great Forbes Insight Profile on Host Analytics and me. The story is entitled Will Dave Kellogg’s Host Analytics Do To Hyperion What Salesforce D...
Ten Customer Experience Lessons from My Recent Air France Nightmare 9 Aug 2013 | 08:30 pm
“This is how the customer relationship will end. Not with a whimper, but a bang.”– adapted from TS Eliot I’m not new to customer relationship management (CRM), customer loyalty à la Fred Reichheld, ...
How Much Does My General Manager Need to Know About My Department? 27 Jul 2013 | 05:40 pm
Question from a reader: Dear Dave, How much does my general manager need to know about my department? Frankly, he/she doesn’t seem that interested in what we’re doing or spend that much time with u...
A Few of My Favorite Quotes 10 Jul 2013 | 04:08 am
For a change of pace, I thought I’d do a quick post with some of my favorite quotes. “In preparing for battle, I have always found that plans are useless but planning is indispensable.” — Dwight Eise...
Management and Bill Walsh’s Three Types of Players 5 Jul 2013 | 09:15 pm
A friend of mine who played football at Stanford, back when Bill Walsh was coach, told me a great story the other day. He said that, according to Walsh, there were three types of players. Those who ...
Megavendors, Cloud Judo, and The Innovator’s Dilemma 27 Jun 2013 | 08:10 pm
It’s an interesting time in cloud evolution. Oracle missed their fourth quarter targets, for the third time in seven quarters, with many observers worried that cloud missteps were a root cause. Buyi...
New Host Analytics Ninety-Second Video Overview on Enterprise Performance Management (EPM) 11 Jun 2013 | 08:47 pm
I’m writing to introduce this brand-new, ninety-second Host Analytics overview video, released this week by our marketing team. Key messages: Leadership in cloud-based enterprise performance managemen...
What To Do If You’re Winning the Product Evaluation But Losing the Deal 7 Jun 2013 | 08:02 pm
Dear Dave: I think the art of negotiation is dead. Over the past two years we have won over prospects on our product capabilities, but then lost out on price to inferior products. In all recent cases ...
What Drives SaaS Company Valuation? Growth! 5 Jun 2013 | 08:52 pm
If you’ve ever wondered what drives the valuation of a SaaS vendor, then take a look at this chart that a banker showed me the other day. The answer, pretty clearly, is revenue growth. The correlatio...
