Leads, Accounts, and Contacts in Salesforce for Industry-Focused B2B
This article provides guidelines for RevOps leaders on the importance of treating Leads as ephemeral assets, the critical role of data quality, the necessity of clear Lead conversion criteria, and the value of referencing an industry-centric directory for structuring Accounts.
CPQ & the Matrix of Intersecting Interests
Disruptive changes related to a CPQ evolution will challenge expectations. Identifying and addressing these common conflicts prior to engaging with system, integration, and data delivery partners will do wonders for the objective outcomes, stakeholder experience, and the time-to-value ratio.
Orchestration
Ten key indicators that signal your company's readiness for a business systems landscape modernization.
The Pilot Object
Modern business leadership requires focus on creating an environment where the teams can be successful in their pursuit of company objectives and professional development.
Powerpoint karaoke
Creative play with professional colleagues can create novel environments where individuals may bloom with permission to be unprofessional.
V2MOOM with Marc
A first encounter with Marc Benioff and some lessons that have bloomed from an unlikely discussion.
The IT in HR
There is a golden opportunity to put the IT into HR. Investment in the personnel lifecycle workflow appears as a fait accompli in retrospect.
Decimal fidelity across platforms
Maintaining transaction line decimal fidelity is sooooo boring. But, like the villains of Superman III, the heroes of Office Space, and the engineers of the Mars Climate Orbiter know, it can lead to disaster if not handled properly.