socalTECH

DECEMBER 7, 2017

Santa Monica-based Cornerstone OnDemand , which develops human capital management and employee learning software, has cut its sales head count, and shuffled its sales and services organizations, the company said late Wednesday.

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Cornerstone OnDemand Sales Santa Monica IBM 100

socalTECH

SEPTEMBER 3, 2019

Our interview today is with Amos Schwartzfarb , the author of Sell More Faster: The Ultimate Sales Playbook for Start-Ups , which comes out tomorrow, Wednesday. We caught up with Amos to learn about his new book, and to gain some tips for startup entrepreneurs on how to figure out when you're actually ready to scale your sales team.

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Sales Startup Custom Development Framework 113

Both Sides of the Table

JUNE 23, 2013

Every sales organization with more than a handful of reps or that is across multiple offices or time zones would benefit from having a sales methodology. Simply, this is identifying a customer need that has economic value to them if they can solve it. This solves the customer question, “Why Buy Anything?”.

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Sales Customer Custom Examples 328

Both Sides of the Table

JUNE 17, 2013

In my first enterprise software company we developed a methodology for sales that we called PUCCKA. Having a methodology instead of just going on random sales visits helped force a bit of rigor and honesty amongst team members about how well or not we thought we were doing. The best sales meetings are discussions.

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Sales Slides Startup Customer 367

Both Sides of the Table

JULY 9, 2013

This is final part of a series that describes a sales methodology for technology companies or frankly many other types of companies, too. We developed this at our first company and called it PUCCKA – the overall methodology is described here. Well think of it this way – you have your sales process. Unique Selling Proposition.

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Customer Custom Marketing Newsletter 324

socalTECH

MAY 23, 2018

Playa Vista-based Appetize , which develops modern, tablet- and handheld-based point of sale (POS) systems, has added a number of high profile customers, and says it has seen record growth this year. The company's point-of-sale terminals and software are a significant upgrade from legacy point-of-sale terminals.

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Customer Custom Sales Education 100

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.

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Sales Startup Pricing Customer 316

Berkonomics

JANUARY 9, 2020

One of your employees is approached by an employee of a customer or of a supplier, stating that “It sure would be great to work in your company.” was the short reply from the hotel owner to the CEO, shocking the CEO looking for a closer relationship and future sales. The recruitment traps. State your policy clearly.

Customer 156

Customer Custom Innocal Email 156

TechCrunch LA

MAY 3, 2022

Upgrade’s e-commerce marketplace has two sides: one that enables consumers to choose a vetted stylist and have their wig colored or customized based on their desired look. However, although they are providing such significant value, a lot of them operate with limited funding and resources, which ultimately affects the customer experience.

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Tool Customer Custom Marketing 179

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.

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Sales Startup Technical Review Customer 346

socalTECH

MAY 15, 2014

Irvine-based document processing software developer Kofax reported a $1.1M Kofax develops applications used for document capture and handling. Kofax said the sale included $580,000 in software license revenue, $100,000 in maintenance services, and $430,000 in professional services. kofax document processing software customer'

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Sales Software Development Software Report 147

socalTECH

OCTOBER 9, 2015

Westlake Village-based ,a href="[link] , which develops facial recognition technology, said Thursday that it has named Tom Melzl as its new Vice President of Worldwide Sales. Melzl joins the company from StackIQ, where he was Vice President of Sales, and also has also served at Inquira. READ MORE>>.

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Westlake Village Sales Customer Custom 100

socalTECH

JULY 24, 2014

Southern California has a growing number of companies in the customer relationship management area, including a fairly new company in the area, Pipeliner CRM (www.pipelinersales.com). The people we spoke with told us that CRM sucks, and sales people have to use this software, but don''t like to use it. Who are your customers?

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Sales Startup Software Customer 229

Both Sides of the Table

NOVEMBER 2, 2010

This is part of a series on sales & marketing. I previously covered how early phase sales teams should be “evangelical&# and consultative in nature. As a tech startup grows it needs to develop more process & management if it is to scale. More experienced sales leaders seldom compete on price.

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Sales Startup Training Pricing 289

Both Sides of the Table

OCTOBER 31, 2010

This is part of my ongoing Sales & Marketing Series. In the first part of this post I talked about how sales in a startup is often evangelical , requires as consultative sale and needs constant adjustments based on customer feedback. We had 4 or 5 sales reps that had been around since the early days.

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Sales Newsletter Technical Review Activity 286

socalTECH

JUNE 1, 2021

Playa Vista-based iLife, a startup which is developing tools to help life insurance agents set up their own, branded "digital insurance agency", has raised $4M in a seed funding round, according to the company. iLife said the funding was led by Foundation Capital, and also include AME Cloud Ventures and Cherubic Ventures.

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Sales Seed Funding Startup Tool 113

socalTECH

FEBRUARY 24, 2017

Calabasas-based network testing hardware and software developer Ixia said yesterday that it has shifted to a 100 percent, channel sales model for its enterprise customers. Ixia said the adoption of the model was made to show its "unwavering commitment" to its network of reseller partners.

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Sales Calabasas Software Development Networking 113

socalTECH

JULY 31, 2014

Santa Barbara-based call marketing automation software developer Invoca , which is led by Jason Spievak, said yesterday that its systems have converted $2.5 billion in sales for its customers since the company was founded. billion of those sales came in the last 12 months. Invoca said that $1.7 READ MORE>>.

Sales 124

Sales Santa Barbara Software Development Marketing 124

Berkonomics

JUNE 27, 2019

And that behavior results in leaving little time for outreach to the most critical component in your chain – your key customers. Then, what is a benchmark for customer outreach? But, do your customer know that they want? Do customers know what they want from their suppliers for future products? That’s bad behavior!

Customer 120

Customer Custom Course Email 120

SoCal CTO

OCTOBER 6, 2011

I’m going to take that thought out into the field and validate it with my customers." I’ve spoken to dozens of customers, I have a validated customer persona, built an MVP to test key behavioral hypotheses, and the data doesn’t back what you’re saying." Customer Validation 101. Either: "That’s interesting.

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Customer Custom CTO Coach Startup 227

socalTECH

DECEMBER 5, 2012

Santa Monica-based videogame developer Activision Publishing , which is a subsidiary of Activision Blizzard, reports that its newly launched title, Call of Duty: Black Ops II , just crossed the $1 billion mark in retail sales. Activision said it reached that retail sales mark just fifteen days after launch.

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Activision Sales Santa Monica Report 239

socalTECH

APRIL 27, 2017

Los Angeles-based Chrome River , which develops expense and invoice management software, said this morning that it had its largest first-quarter sales in the company's history. It says it now has more than 600 customers. The company is backed by Great Hill Partners, which invested $100M in the company in 2015.

Sales 113

Sales Los Angeles Customer Custom 113

socalTECH

OCTOBER 24, 2014

San Diego-based Tealium , the developer of enterprise tag management software which is led by Jeff Lunsford, said it saw 120 percent year-over-year sales growth. Actual revenues were not released by the company. An earlier profile of Tealium in the Inc. 500 reported the company''s 2013 revenues were $12.5M. READ MORE>>.

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Sales LAMP San Diego Commerce 138

socalTECH

MAY 13, 2013

Los Angeles-based Fans.lu , a developer of an e-commerce storefront to help game companies sell merchandise such as shirts, hats, posters, and more directly to their gamer fans, said over the weekend that it has partnered with the International Game Developers Association (IGDA). READ MORE>>.

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Organization Develop Development Electronic Arts 191

socalTECH

FEBRUARY 26, 2014

Santa Monica-based Nimble , which develops contact management software-as-a-service, has linked up its tools with call center software developer Talkdesk. According to Nimble, the move will automatically pair information from a customer''s contact history to Nimble''s contact records and customer data. READ MORE>>.

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Software Development Software Develop Development 140

socalTECH

MARCH 1, 2018

As part of the lead in to the conference, and as a part of our sponsor relationship with the conference, we're running a series of interviews with speakers from the conference about their experience in the area of recurring revenues, customer service, and similar topics. We respond very quickly to all of our customers. Kevin Anderson.

Customer 113

Customer Custom Services Conference 113

Both Sides of the Table

JANUARY 16, 2012

Fund raising (as is much of life) is a sale – pure and simple. As with any sales campaign you need to: Qualify your buyers early so you focus your scarce resources on people likely to buy your product. . Three rules in sales: Why buy anything? Remember again that the three major steps to a sale are: Why buy anything?

Develop 366

Develop Development Funding Venture Capital 366

socalTECH

SEPTEMBER 13, 2013

If you''re a sales or business development professional, you probably use your own system for making sure to keep in touch with your contacts and customers on a regular basis. To change that, Nimble , the developer of the cloud-based contact management system, has begun rolling out a new feature to help automate that process.

Sales 138

Sales Santa Monica Customer Custom 138

socalTECH

JANUARY 14, 2016

San Diego-based MindTouch , a developer of software-as-a-service tools to help companies create self-service, customer support sites, has raised $12M in a Series A funding. MindTouch's software provides customer support search tools, product information, and more to end users.

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Customer Custom Software Services 100

socalTECH

DECEMBER 1, 2021

Santa Barbara-based Invoca, which develops artificial intelligence powered, sales conversation tools and call tracking products, says it is launching a certification program for its agency customers.

Artificial Inteligence 113

Artificial Inteligence Santa Barbara Training Sales 113

Both Sides of the Table

JUNE 30, 2013

This is part of a series that describes a sales methodology for technology companies or frankly many other types of companies, too. ” We developed this at our first company and called it PUCCKA – the overall methodology is described here. The “P” stands for Pain or the reason your customer needs to implement a new product.

Sales 322

Sales Help Organization Product 322

TechCrunch LA

OCTOBER 27, 2020

The Los Angeles-based operations and security management software service, Replicated has raised $25 million to ramp up its staffing and scale its sales and marketing efforts. As developers embrace Kubernetes, Replicated launches tools to manage its deployments. “Once we started building on that success.

Software 224

Software Tool SaaS Los Angeles 224

InfoChachkie

SEPTEMBER 23, 2013

For this reason, startups who perform Pilots have failed the Business Development Idiot Test. Indecisive prospects diffuse a startup''s focus and slow down its sales velocity. The first step to increasing your company''s sales velocity is to eliminate the word “Pilot” from your salespeople''s lexicon. More Than Syntax.

Sales 215

Sales Outsource Development Metrics Resource 215

socalTECH

JANUARY 19, 2022

Santa Barbara-based FastSpring, which develops e-commerce software used by software-as-a-service companies to manage sales and VAT taxes, prevent fraud, and more, says it has opened up new operations in Belfast, Ireland.

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Santa Barbara Commerce Sales Software 113

socalTECH

SEPTEMBER 30, 2014

Vonjour (www.vonjour.com), a Los Angeles startup, has developed a cloud-based customer support and phone system which, in addition to handling all of a company''s usual enterprise phone needs--also lets employers harness employee smartphones to deal with customer support issues, make calls, and interact with customers directly from a mobile app.

Customer 133

Customer Custom Startup Mobile 133

socalTECH

OCTOBER 24, 2011

Newport Beach-based JustEnough Software reports it has signed a new customer in New Zealand. According to the company, it has signed Icebreaker, a developer of outdoor merino wool apparel, as a customer of its sales and demand planning software. Financial impact of the win was not disclosed. READ MORE>>.

Customer 140

Customer Custom Demand Software 140

socalTECH

JUNE 16, 2016

Los Angeles-based Appetize , which develops tablet-based, enterprise Point-of-Sale hardware and software for venues, said on Thursday that it has scored a win in Minneapolis. The company said that the new, U.S. Bank Statdium in downtown Minneapolis will use the company's products as its exclusive, POS solution.

Customer 100

Customer Custom Sales Los Angeles 100