Paul Gillin

APRIL 27, 2012

In a presentation to the SugarCRM SugarCon conference in San Francisco earlier this week, Gary Burnette, vice president of sales transformation at IBM, told how the implementation team at IBM succeeded in making social selling a coveted goal rather than another set of rules and reports. “We Nearly 800 sales reps gave feedback at every step.

Process 50

Process Word of Mouth Forecasting Lock-In 50

Paul Gillin

APRIL 24, 2012

It’s about giving people at every stage in the sales cycle the incentive to adopt tools that make their jobs easier and contribute to customer satisfaction. IBM started with that simple premise when it tackled the task of convincing its sales and marketing people to adopt a new way of doing business. Photo via NigelBeck.com.

Business 50

Business Work Management Customer Satisfaction Marketing Management 50

Paul Gillin

JULY 8, 2010

This is a nice, concise document that covers all the bases I can think of. Employee names and e-mail addresses have been withheld and I’ve removed links to several documents that are available only behind Oracle’s firewall. A version from six months ago can be found here. No Legal Commentary. Don’t Post Anonymously.

Social Media 50

Social Media Media Copyright B to B 50

Paul Gillin

NOVEMBER 24, 2010

This includes nonpublic financial information such as future revenue, earnings, and other financial forecasts, and anything related to Oracle strategy, sales, products, security, policy, management, operating units, and potential acquisitions, that have not been made public. No Legal Commentary. Don’t Post Anonymously.

Social Media 50

Social Media Copyright Media Wiki 50

Paul Gillin

JULY 9, 2012

Eichenwald documents a decade of missed opportunities, unforgivable delays, bureaucratic infighting and intellectual stagnation that made this once-fearsome competitor a caricature of the company that regulators on two continents tried to break up a little more than a decade ago. Creeping Bureaucracy. He handed it over to the wrong guy.

Work Management 50

Work Management Marketing Management Thought Leadership Blogger 50

Paul Gillin

JANUARY 24, 2013

The book also documents step-by-step how some recent notable attacks developed and the critical factors that transformed them from minor brush fires into international news stories. At the time of its sale to Oracle in 2011, it had more than 2,000 large customers, 1,100 employees and $225 million in annual revenue. Capacity to Destroy.

Press 50

Press Peer-to-peer Amazon BtoB 50

Paul Gillin

OCTOBER 7, 2010

CRM is hard to do well because A) everyone who interacts with the customer must be committed to documenting every touch point; and B) the company must have the analytical chops to know what to do with the data it collects. Social CRM introduces potentially enormous new complexity to the process.

CRM 50

CRM B to B Marketing Management Eye-Tracking 50