THE COLLABORATIVE EXECUTIONER

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THE COLLABORATIVE EXECUTIONER Powered By Docstoc
					                                                                                                                                                  THE 2010 CRM MARKET AWARDS
                                                                                                                                                          RISING STARS
                    Focusing on the concept of “business execution,” SuccessFactors knows
                        that what happens in the workplace extends to the marketplace

     Do your employees think enough about your custom-                   SuccessFactors is quite good at. The software-as-a-service (SaaS)
     ers? The answer probably depends on whether you think               provider emphasizes performance management and (thanks to
     they should. SuccessFactors doesn’t leave that question open        recent acquisition CubeTree) collaboration, but only as steps
     for discussion.                                                     toward its true Promised Land: execution of customer-facing
        Like fellow 2010 Rising Star Workday (see below), Success-       business goals, or what the company calls Business Execution.
     Factors is a provider of software designed to tackle processes         Founded in 2001, SuccessFactors went public in Novem-
     involving human resources—staffing, training, managing, and         ber 2007, and has since spent heavily on sales and market-
     so on. It’s a segment that some have called human capital man-      ing, not to mention the bang-bang 2010 acquisitions of
     agement (HCM), and there’s traditionally a bold line separat-       analytics specialist Inform Business Impact (for $40.5 mil-
     ing those systems from CRM software. But the reality is that        lion) and collaboration-software provider CubeTree (for
     the people overseen by HCM systems are the people interact-         another $50 million). Jakovljevic refers to the CubeTree offer-
     ing with customers on a daily basis via your CRM system. Hire       ing as being “similar to Chatter,” the much-buzzed-about
     the wrong salesperson, or mistrain a particular marketer, or fail   product made available this year by SaaS pioneer
     to evaluate the strengths and weaknesses of a customer service      Salesforce.com. “With the acquisition of CubeTree, Success-
     rep, and all your best CRM efforts are for naught.                  Factors will begin to push the value of social-enabled busi-
        To date, only a handful of vendors and observers seem pre-       ness processes,” says Rob Koplowitz, principal analyst at
     pared to take that holistic view. Some, such as Predrag Jakov-      Forrester Research.
     ljevic, principal analyst at Technology Evaluation Centers,            And there are a lot of SuccessFactors users ready to receive
     acknowledge the CRM-related benefits in what Jakovljevic            that value—more than 8 million of them, in fact (up from
     calls “setting performance targets for customer-facing employ-      approximately 300,000 users in 2003), perhaps 2.1 million of
     ees.” And performance-related functions, he says, are what          which reportedly belong to Wal-Mart. —JW




                                                                                                  “What’s really good about Workday
                         
				
DOCUMENT INFO
Description: Like fellow 2010 Rising Star Workday, SuccessFactors is a provider of software designed to tackle processes involving human resources -- staffing, training, managing, and so on. It's a segment that some have called human capital management, and there's traditionally a bold line separating those systems from CRM software. Founded in 2001, SuccessFactors went public in November 2007, and has since spent heavily on sales and marketing, not to mention the bang-bang 2010 acquisitions of analytics specialist Inform Business Impact (for $40.5 million) and collaboration-software provider CubeTree (for another $50 million).
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