When I talk about Viewpoint, the first question I usually get is, "well, who
does this well?"
The godfather of Viewpoint in the new era of cloud computing is clearly
Salesforce.com. As I have written here, SalesForce.com's "The End of
Software" created a unique and compelling Viewpoint that aligned with the
aspiration and frustrations of their target customers who needed faster and
easier visibility into the sales pipeline and performance. As they and the
market have matured, they have adeptly shifted to "The Social Enterprise,"
seeking to capitalize on the technology, environmental and business shift to
social computing. So far, this seems to be a big win again for Benioff
and team as even conservative Gartner Group now calls this category "Social
But everyone calls out Salesforce, so I wanted to find a few maybe lesser
know examples of companies who ... (more)
Owen, my youngest, is a typical 3 1/2 year old boy, energetic, physical and
fearless. He's been riding on a glider bike for the last year, and loves to
blast down hills with his feet in the air, scaring the daylights out of his
For those of you unfamiliar with glider bikes, it's basically a pedal-less
two-wheeler that you propel like a scooter with your feet. I've been watching
him scoot around on his glider wondering how he would do with pedals, would
he need training wheels at all?? Would he be faster than his three older
siblings at getting on a "real" two-wheeler? (They... (more)
In his seminal work 7 Habits of Highly Successful People, Steven Covey
introduces a concept of an Abundance Mindset, Wikipedia describes it like
Covey coined the idea of abundance mentality or abundance mindset, a concept
in which a person believes there are enough resources and success to share
with others. He contrasts it with the scarcity mindset (i.e., destructive and
unnecessary competition), which is founded on the idea that, if someone else
wins or is successful in a situation, that means you lose; not considering
the possibility of all parties winning (in some way ... (more)
Why have I spent the last months writing about Breakthrough marketing?
Isn't there enough written about content marketing and marketing
automation? Can we really transform Enterprise go to market and sales?
Are we just talking about features and benefits? Well my answers are yes
but, yes for sure and no we are not!
Figure 1: The Three Stages of Breakthrough Marketing
Today's buyer is information overloaded, bandwidth constrained and fiercely
independent. A recent survey by the Corporate Executive Board reported that
57% of the new B2B sales cycle is DONE before the buyer's ... (more)
Talking about his new book, "That Used to Be Us," at a recent speech at the
Stanford Graduate School of Business, best selling author Thomas Friedman
said, "Average is over. Everyone must define and develop their extra, that
unique value add that justifies, in this world of rising curves why they
should be hired or promoted." Friedman goes on to make a case that to win in
the global market, American education must nurture students to become more
creative and unique.
Friedman goes on to discuss the emergence of the "hyper-connected world" one
where you cannot only outsource labo... (more)