Both Sides of the Table

FEBRUARY 5, 2011

Specifically what is often not in the DNA of founders are sales skills. The result is a lack of knowledge of the process and of sales people themselves. I had never had any sales training so everything we did for the first couple of years was instinctual. I boil it down to this: sales people are sales people.

Sales 316

Sales Pricing Startup Customer 316

socalTECH

FEBRUARY 10, 2010

San Diego-based MeLLmo , the firm behind the Roambi mobile business application, said today that it has hired on Brad Freitag as the firm's Vice President of Sales. Freitag has previously worked at Oracle, IBM, and Hyperion Solutions, and was most recently at Host Analytics, where he was Vice President of Sales. READ MORE>>.

Sales 133

Sales Oracle IBM IBM 133

Both Sides of the Table

FEBRUARY 3, 2010

I’d like to talk about Crocodile Salesmen in 3 scenarios: 1) when YOU are selling (or someone on your team), 2) when you are trying to recruit a sales person. But how to apply “listening&# in a sales meeting? Beware of Crocodile Sales. I still do this sometimes, too. Always “test your understanding.&#.

Sales 314

Sales Startup Venture Capital Customer 314

socalTECH

MAY 6, 2010

Irvine-based Integrien , a developer of performance analytics software for the enterprise, reported today that it has hired Phil Rugani as Executive Vice President of Sales and Field Operations. Rugani also served at AXS-One, IBM, FileNet, Oracle, Informix, and Alta Vista.

Sales 140

Sales IBM IBM Oracle 140

Both Sides of the Table

OCTOBER 12, 2010

A while back I wrote a bunch of posts on Sales & Marketing and have been meaning to get back to that theme for a while. Even if you don’t have “direct&# sales I would tell you that “everything is a sale&# including fund raising, hiring, getting press and doing business development. You learn by asking.

Sales 346

Sales Startup Technical Review Customer 346

socalTECH

FEBRUARY 15, 2018

Huffman had previously served as President of Worldwide Sales and Distribution at NetSuite, and also had served at Oracle. Los Angeles-based accounting software developer BlackLine said on Thursday that it has named Marc Huffman as its new Chief Operating Officer. Huffman also sites on the board of ChannelAdvisor.

Oracle 113

Oracle Sales Software Development Los Angeles 113

socalTECH

SEPTEMBER 13, 2016

Irvine-based enterprise storage-as-a-service provider Zadara Storage said today that it has expanded its footprint in Europe, and has named Oksana Braune as Sales Director for Central and Eastern Europe. Braune was previously at Panzura, and also served at Oracle and LSI Engenio.

Oracle 100

Oracle Sales Report Services 100

SoCal Tech Calendar

OCTOBER 12, 2016

Join local Inside Sales leaders: Scott Tretsky, Ken McAnall and Joshua Pittman on Wednesday, October 19th. The meeting will be held at Oracle's Santa Monica office. Joined by guest speakers: Neil Sahota of IBM to discuss cognitive computing solutions (e.g. See https://www.aa-isp.org/registerEvents.php?id=961.

IBM 100

IBM IBM Oracle Santa Monica 100

socalTECH

MAY 12, 2015

Los Angeles-based Velocify , the developer of sales automation software which is led by Nick Hedges, has snagged ZEFR Chief Technology Officer Manoj Goyal as its new Chief Operating Officer, the company said this morning. Goyal also has served at OpenX, where he was SVP of Engineering, and also has been at Hewlett Packard, Oracle, and EMC.

Chief Technology Officer 100

Chief Technology Officer OpenX Oracle Sales 100

socalTECH

JANUARY 14, 2016

MindTouch, which was founded by Steve Bjorg and Aaron Fulkerson back in 2005, said the funding will go to increase its integration with software such as Salesforce, SAP, and Oracle, and grow its marketing, business development, sales, and engineering teams.

Customer 100

Customer Custom Software Services 100

SoCal Tech Calendar

JUNE 14, 2016

The most obvious, is to drive sales. If you look at the marketing cloud, at companies like Salesforce, Oracle, and Adobe, they are providing the consumer marketing cloud. We provide an event and experiential marketing platform. But, none of them have event management. It's a marketing experience.

Sales 100

Sales Santa Monica Startup Orange County 100

socalTECH

JUNE 8, 2011

The firm has also added an iFrame widget to support those ticket sales on an organization's own website. Givezooks is headed by Carol Schrader, who has previously been VP of Marketing at Agile Software, which is now part of Oracle; she was part of the team that took Agile IPO in 1999. READ MORE>>.

Santa Barbara 178

Santa Barbara Oracle Organization Sales 178

socalTECH

SEPTEMBER 20, 2011

Spotlight said its customers now include Comcast, MetLife, Nike, Oracle, Time Warner Cable Media Sales, NBCUniversal, Stanley Black & Decker, and Principal Financial Group. Spotlight is led by Tony Knopp, who, along with his co-founders, was previously at Stubhub. The company is backed by POint Judith Capital. READ MORE>>.

Marketing 140

Marketing Oracle Calabasas Sales 140

socalTECH

AUGUST 25, 2011

The firm says its customers include Comcast, MetLife, Nike, Oracle, Time Warner Cable Media Sales, NBC Universal, Stanley Black & Decker, and Principal Financial Group. The firm did not say how many employees it is looking to hire. Spotlight's software is used to automate corporate ticket management by corporations. READ MORE>>.

Woodland Hills 150

Woodland Hills Calabasas Oracle Entertainment 150

Tech Zulu Event

NOVEMBER 2, 2015

As a first-timer at Oracle OpenWorld , I’ve been quite impressed by the sheer number of people thronging Howard Street, Moscone Center and the local San Francisco area in business-suits and professional attire. Kevin Akeroyd , GM & SVP of Oracle Marketing Cloud and their own Matthew Collins , SVP of Global Marketing.

Oracle 40

Oracle Customer Custom Marketing 40

Both Sides of the Table

MARCH 19, 2013

The era of VCs investing in successful consumer Internet startups such as eBay led to a belief system that seemed to permeate many enterprise software startups that hiring sales or implementation people was a bad thing. But the “no sales people” mantra isn’t what I’m here to take on. I believe it’s flawed.

Startup 403

Startup Sales Software Review Technical Review 403

InfoChachkie

AUGUST 18, 2011

In this interview, Mark discusses how his experiences at Oracle, eHarmony and the Rubicon Project contributed to the creation of his latest venture, SteelHouse Media. 4) Did I read correctly that you were part of the original development team for Oracle Financials? When I joined Oracle, they were essentially ‘the Google’ of their time.

eHarmony 204

eHarmony Media Oracle Commerce 204

Both Sides of the Table

OCTOBER 22, 2009

Everyone in the outside world is talking about how great you are but internally you know that your sales aren’t ramping, your product isn’t shipping on time, you have doubts about the quality of your code, you’re not convinced you’re doing a good job on marketing – whatever. Your solution? My advice: don’t.

Startup 327

Startup Sales Class CIO 327

socalTECH

AUGUST 24, 2009

One of the local firms attacking that market is Los Angeles-based FunnelSource (www.funnelsource.com), a developer of software-as-a-service tools that provide analytics to sales teams. Coming out here, I wanted to focus on what my specialty was, which is driving sales as a VP of Sales.

Oracle 145

Oracle Sales Startup Screening 145

InfoChachkie

APRIL 7, 2014

For instance, at Expertcity (creator of GoToMyPC and GoToMeeting, acquired by Citrix), I recall running down the hall high-fiving members of my sales team while yelling, “Booyah!” Approximately a year later, the company’s revenues had grown significantly and there were no chest bumps after we finalized a multiple six-figure sale to Oracle.

Startup 262

Startup Oracle Journal Email 262

Both Sides of the Table

JULY 1, 2010

You’ll get sales information from your VP of Sales, marketing information from your VP Marketing, tech information from your CTO and so on. An obvious example would be in sales. By going on sales calls you pick up directly the feedback of what customers want and also what they’re telling you about competition.

Startup 308

Startup CTO Coach Technical Review CTO Hire 308

Startup Professionals Musings

AUGUST 13, 2022

billion dollar sale to Oracle from Bozeman, Montana. Maxwell Wessel, in a classic article in the Harvard Business Review on this subject, points out the exception successes of Zappos in Las Vegas, Sendgrid’s massive growth in Colorado, and RightNow’s $1.5

Technical Review 123

Technical Review Oracle Software Review Ideas 123

Both Sides of the Table

JULY 26, 2010

Salesforce.come is brilliant at marketing heroes and I think Marc learned it in turn from Oracle. Speaking at a “city tour&# in which Salesforce.com sales reps and executive management were present. Tags: Sales & Marketing Advice Startup Advice. Heroes told our success stories, not us.

Marketing 294

Marketing Custom Customer Technical Review 294

Both Sides of the Table

JUNE 25, 2015

He spent years in the early days of many great Silicon Valley enterprise software companies including Oracle and McAfee. But he went on run North American sales for Legent where they grew from $28 million to $700 million under his leadership and helped sell the company to CA for nearly $2 billion.

Demand 150

Demand SaaS Startup Sales 150

Both Sides of the Table

DECEMBER 12, 2016

He spent nearly five years at each of Salesforce.com and Oracle and was an Area VP at Salesforce leading sales efforts at some of the largest clients that Salesforce.com has. The heads of sales operations were emphatic in ways I have seldom experienced. or “Who is the budget holder on our Dupont sales campaign?”

Software 105

Software Mobile Artificial Inteligence Oracle 105

Startup Professionals Musings

NOVEMBER 9, 2019

billion dollar sale to Oracle from Bozeman, Montana. Maxwell Wessel, in a classic article in the Harvard Business Review on this subject, points out the exception successes of Zappos in Las Vegas, Sendgrid’s massive growth in Colorado, and RightNow’s $1.5

Startup 97

Startup Technical Review Oracle Software Review 97

Both Sides of the Table

MARCH 30, 2016

forward sales with some as high as 12x sales. Collectively we chose growth and the market was rewarding high growth rates over any other factor so we felt that we ought to bring in an experienced CEO who had taken companies public, who had led large, international sales organizations and who was poised to take Invoca to the next level.

Funding 150

Funding Startup SaaS Venture Capital 150

socalTECH

APRIL 18, 2014

Todd Davis: I''m a veteran of Oracle, and had been CEO of an equipment finance company for the construction industry globally. Matt Brinker, our VP of products, comes from the construction industry, as does Rich Haus, our VP of Sales and Service. What''s your background, and how did you get into this?

Mobile 133

Mobile Startup Oracle Los Angeles 133

socalTECH

FEBRUARY 28, 2014

We are looking at a market which is primarily mid-level, where they are too big for using Quickbooks as their solution, but they''re not big enough to use an Oracle or SAP. Now, we''re putting together a team of engineers, sales, and marketing people to launch this nationally. They''re left in the middle ground.

Startup 159

Startup Oracle Customer Custom 159

Both Sides of the Table

FEBRUARY 24, 2019

I had the former head of Oracle, UK, Philip Crawford , on my first board and I found his advice and experience invaluable. It’s true that since they’re a board member it’s not the same as having a peer listen to you, but being able to open up to a non-investor board member can be hugely rewarding.

Startup 187

Startup Writing Venture Capital Oracle 187

Startup Professionals Musings

MAY 27, 2017

Every new business or product owner wants to attract the broadest possible audience, so they are prone to adding more features, multiple sales channels, and appealing to every demographic. With limited resources, you can sell via ecommerce, but it’s much tougher to support retail as well, or hire a direct sales team.

Entrepreneur 63

Entrepreneur Competition Customer Custom 63

InfoChachkie

JUNE 24, 2013

We decided to shake things up and take a risk at the biggest data management summit, attended by multi-billion dollar corporations, including IBM, Oracle and Informatica. Buzz that does not ultimately generate sales is worth little. We did not purchase tickets for the event. . Twitter hashtag activity resulted in 4 demos.

Marketing 239

Marketing Conference Startup RSS 239

Frank Addante

MAY 23, 2012

Andrew was quick to say that his competitor is "only offering this service to become popular" and that his competitor's sales pitch is that "his parents are rich so he could afford to do it for free." I asked the young entrepreneur how he's managing to compete with this free alternative. Many markets have free alternatives.

Oracle 111

Oracle Google Competition Marketing 111

socalTECH

FEBRUARY 14, 2013

That data can come from an existing business intelligence system, like SAP, Oracle, IBM, or Salesforce.com. The use cases range from sales enablement to human resources, to executive reporting. Or, it can come directly out of a database. We're pretty agnostic to what kind of data and where that data is coming from.

Mobile 170

Mobile Oracle Startup Content 170

Both Sides of the Table

DECEMBER 27, 2010

Conventional wisdom in most companies is that “the competition is the enemy&# – it’s the rallying cry to dig deeper, get more features out the door, issue press releases citing differences and attack the competition’s weaknesses in sales presentations. Software, software, software. Them vs. Us.

Cloud Computing 320

Cloud Computing Competition Press Startup 320

Startup Professionals Musings

MAY 16, 2015

billion dollar sale to Oracle from Bozeman, Montana. Maxwell Wessel, in a classic article in the Harvard Business Review on this subject, points out the exception successes of Zappos in Las Vegas, Sendgrid’s massive growth in Colorado, and RightNow’s $1.5

Startup 109

Startup Technical Review Oracle Software Review 109

Both Sides of the Table

SEPTEMBER 22, 2012

In revenue terms our first two years of sales were $2.1 ” And many more examples of employees launching careers including several employees at Google, Microsoft, Oracle, Salesforce.com and elsewhere. million and then $5.9 We sold the company when we hit $36 million in bookings and $16 million in SaaS GAAP revenue. Not Google.

Startup 390

Startup Venture Capital Entrepreneur Technical Review 390