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 Startup Pricing Customer 316

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.

Sales 346

Sales Startup Technical Review Customer 346

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. Velocify said Goyal will lead the company's product, technology, and client success teams. READ MORE>>.

Chief Technology Officer 100

Chief Technology Officer OpenX Oracle Sales 100

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. The funding came from PeakSpan Capital, along with SK Ventures and SAP SE. The company's clients include Whirlpool, Zuora, Docker, MakerBOt, Remington, and many others.

Customer 100

Customer Custom Software Services 100

socalTECH

JUNE 8, 2011

Santa Barbara-based Givezooks , a developer of social fundraising software for nonprofits, told its users today that it has launched a new way to allow nonprofits to offer up tickets or sponsorships of their events from Facebook, as well as from their website. READ MORE>>.

Santa Barbara 178

Santa Barbara Oracle Organization Sales 178

socalTECH

SEPTEMBER 20, 2011

Calabasas-based Spotlight , the developer of ticket management software-as-a-service, said today that it has appointed Richard Dym as its Chief Marketing Officer. Spotlight said its customers now include Comcast, MetLife, Nike, Oracle, Time Warner Cable Media Sales, NBCUniversal, Stanley Black & Decker, and Principal Financial Group.

Marketing 140

Marketing Oracle Calabasas Sales 140

SoCal Tech Calendar

JUNE 14, 2016

The most obvious, is to drive sales. We also wanted access to development resources, and we have our product team here, the engineers and designers, all based in Santa Monica. If you look at the marketing cloud, at companies like Salesforce, Oracle, and Adobe, they are providing the consumer marketing cloud.

Sales 100

Sales Santa Monica Startup Orange County 100

socalTECH

MARCH 24, 2011

According to the company, it has named Nick Hulse as Chief Revenue Officer, Bill Harries as Vice President of Sales Operations, and Bill McHargue as vice President of North American Sales. Hulse joins from iPass, and also has served at Frontbridge and Tumbleweed; Harries was most recently at Oracle; McHargue joins from AutoWeb.

Clearstone 113

Clearstone Oracle Web Advertising 113

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? The whole Silicon Valley culture, I learned at Oracle.”.

eHarmony 204

eHarmony Media Oracle Commerce 204

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

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

Both Sides of the Table

JULY 26, 2010

You need to give them advance notice of your product development or better yet let them help influence your direction. 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.

Marketing 294

Marketing Customer Custom Technical Review 294

socalTECH

APRIL 18, 2014

It gives you full trust and transparency on what is happening, and not only applies to construction, but to regulators, to developers, and owners. Todd Davis: I''m a veteran of Oracle, and had been CEO of an equipment finance company for the construction industry globally. What''s your background, and how did you get into this?

Mobile 133

Mobile Startup Oracle Los Angeles 133

socalTECH

FEBRUARY 28, 2014

For our pitch today, we have an interview with Taher Scherzay , founder of Thaeres (www.thaeres.com), a Los Angeles area startup developing subscription and recurring payment processing services. Now, we''re putting together a team of engineers, sales, and marketing people to launch this nationally. What is Thaeres about?

Startup 159

Startup Oracle Customer Custom 159

socalTECH

FEBRUARY 14, 2013

So, we set out to do that, and after a year and a half developed the first version of our product. 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. That's kind of the baseline.

Mobile 170

Mobile Oracle Startup Content 170

Both Sides of the Table

SEPTEMBER 22, 2012

So investing $3-5 million in a company and taking a year to 18 months to see how it develops before adding more fuel can often be the right course of action. We worked with police departments, the ministry of defense, many of the largest utility companies in Europe and a ton of contractors, engineers, architects, developers and suppliers.

Startup 390

Startup Venture Capital Entrepreneur Technical Review 390

Both Sides of the Table

MARCH 17, 2010

But we do have great technology developers. You can hire a talented head of marketing, business development, technology and sales. You need to for conferences, business development and often for sales. You don’t have the founders of eBay, LinkedIn, Salesforce.com and Yahoo. You don’t. Get over it.

Company 290

Company Companies Technology Startup 290

socalTECH

NOVEMBER 21, 2014

We started looking to see if we could use technology disrupt the agency business, for companies serving the performance marketing area, the cost-per-sale area. I had worked before at BEA Systems, the middleware company which was acquired by Oracle in 2004 or 2005, and we used to joke that the company had been built entirely by acquisitions.

Media 162

Media Advertising Startup Platform 162

InfoChachkie

MAY 23, 2011

Being the first partner may also allow the BDC to influence your technological development and conform it more closely matches its technology roadmap. The best way to ensure that the BDC will remain focused on promoting your technology is to require it to commit to a minimum amount of sales in order to retain excludesivity.

Technical Review 183

Technical Review Marketing Sales Competition 183

Both Sides of the Table

AUGUST 14, 2011

Obviously they wish they would have figured this out a bit more quickly, but as a young team I personally cut them a little bit more slack than I would if it were Oracle, for example. Develop Trusted Advisors. Startups often have advisors that help on recruiting, fund raising, biz dev, sales, etc. Year round.

Startup 329

Startup Press Training Media 329

Both Sides of the Table

OCTOBER 1, 2009

M&A has shown some spectacular results including Zappos to Amazon for $928million , Sun to Oracle for $7.4 More tellingly was the sale of Mint.com to Intuit for $170+ million because it showed VCs that a well-executed investment can still garner a quick, solid results (the company was sold around 3 years after its foundation).

Venture Capital 255

Venture Capital Marketing Startup Social Network 255

socalTECH

JULY 23, 2009

It's somewhat unusual in this economy to find companies who are seeing strong growth, so we were intrigued recently in running into BlackLine Systems (www.blackline.com), a firm which develops software for helping in the financial reporting process. It's unusual to have a CEO from the technology side, they're usually from sales.

Startup 124

Startup Software Review CTO Hire Oracle 124

Startup Professionals Musings

JUNE 15, 2010

What is your plan for completing the development of your product and getting it ready to market? How will you generate awareness and close sales? Execution: Execution - the hard task of turning ideas into products that people will buy - is what separates successful entrepreneurs from dreamers. How do you manufacture and distribute it?

Startup 91

Startup Oracle Entrepreneur Ideas 91

InfoChachkie

NOVEMBER 9, 2010

The campaign was so successful it eventually catapulted 7-Up’s sales to rival that of both Coke and Pepsi, making it the third most popular soft drink in the US. We also incurred substantial software licensing charges from Sun Microsystems, Microsoft and Oracle. All rights reserved.

Entrepreneur 140

Entrepreneur Cloud Computing Invest Funding 140

InfoChachkie

NOVEMBER 9, 2010

The campaign was so successful it eventually catapulted 7-Up’s sales to rival that of both Coke and Pepsi, making it the third most popular soft drink in the US. We also incurred substantial software licensing charges from Sun Microsystems, Microsoft and Oracle.

Entrepreneur 157

Entrepreneur Invest Funding Capital 157

Tech Zulu Event

JANUARY 20, 2012

After graduating from college, Bill and his brother Larry started GNP Development, Inc., In 1985, Lotus Development Corporation acquired GNP and Bill became a software entrepreneur at Lotus Development. Prior to Idealab, Alex led sales and marketing efforts for venture-backed startups focused on enterprise software and services.

Idealab 84

Idealab Tech Coast Angels CalTech Startup 84

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

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. To watch a young company win 1,000+ seat deals at Global 100 companies at this stage of development has been simply stunning. I am not over-selling.

Software 105

Software Mobile Artificial Inteligence Oracle 105

Frank Addante

OCTOBER 31, 2006

► February (1) Building and Developing an A++ Team ► 2008 (14) ► December (1) Develop a Culture Roadmap ► November (2) Green Week - Save the Environment and Your Cash Creating a Culture of Innovation: Cultural Values. Under Process, Over Deliver So, you need to develop a product? Build a SWAT team 3.

Startup 40

Startup Venture Capital Advertising Email 40

SoCal Delicious

OCTOBER 8, 2012

Developments Blog. In March of last year, Matt Jacobson, head of market development at Facebook, paid $10.9 Another client, Oracle co-founder Larry Ellison, just closed on a deal to buy ex- Yahoo. The arrival of techies has also had a profound effect on the rental market, brokers and real-estate developers say.

Los Angeles 44

Los Angeles Software Review Technical Review Journal 44

Both Sides of the Table

DECEMBER 9, 2010

For decades the “layering&# of technology has allowed us to develop IT systems and networks in a specialized way that let’s best-of-breed technology solutions to emerge at each layer of the stack and to allow people with different skill sets to specialize in key areas without having to have competence in every technology arena.

Startup 343

Startup Technical Review S3 Services 343