Posts Tagged ‘SalesForce’

GroupSwim is now part of salesforce.com

December 11, 2009

We’re happy to announce that the GroupSwim team and technology are now part of salesforce.com. Salesforce.com is a great company and shares our vision for cloud computing and collaborative social applications; we couldn’t be more excited. Stay tuned for some great stuff.

We deeply appreciate all the support from our team, customers, investors and partners.  We could not have achieved what we have done without everyone’s enthusiasm, support and feedback. If you have questions or need help, you can reach us via the Pool or help@groupswim.com.

Thanks for your continued support.

Conference Sponsorship – Is It Worth It?

January 12, 2009

It is my favorite time of the year – budget time. We are looking at all the wonderful ways we spend money communicating with prospects and customers. As a small company, we take every dime we spend very seriously. Last year, we attended 5 conferences. As we plan this year’s budget, we are asking the hard questions about whether conferences are really worth it or not.

We all know they types of conferences I’m talking about. They include SalesForce DreamForce, Web 2.0, Enterprise 2.0, user conferences, Demo, etc. These conferences can be very costly. In addition to the steep fees they charge to sponsor them, the travel and prep costs are potentially significant. The amount of time we spend on collateral, prep, logistics, etc. is a big investment money aside. Once we get to the conference, we usually find the time is worth it. We end up demoing to a large group of people who appear genuinely interested. We usually end up with a handful of customers by the time we work through the sales process so there is ROI there.

However, when you add it all up, I’ve come to the conclusion the ROI may not be worth it. Could we have spend our time and money on more fruitful endeavors? Maybe. There are ancillary benefits to these conferences. We usually meet writers, analysts, etc. so we get exposure and PR, but it is usually hit or miss.  The other big factor to consider now is the economy.  I believe attendance at the conferences is going to fall sharply over the next few years.  Companies are not going to spend the money to send people to them unless absolutely necessary.  The CES conference dropped 30% this year for example.

Even if you do find the right conference and they manage to pull in a decent crowd, the main problem with sponsoring conferences like these is that the bulk of the attendees aren’t usually there to find new solutions to buy for their companies; they are there to learn, network and have fun (all of which I vigorously support).  This is the key to deciding which conferences to attend, at least for us. It is all about push or pull marketing. If people are coming to a conference who are very likely there to buy, it is a good conference to attend. If we are going to be pulling them in versus pushing ourselves out, I love it. If we are just there among a crowd of other booths and companies to display our wares, then no thanks. This will be the main criteria we use to pick which conferences to invest in – are the attendees real buyers with real budgets?  It sounds simple but I think you would be surprised how few companies really look at conferences this way. What do you think?

GroupSwim Prepping for SalesForce Dreamforce

October 30, 2008

DreamForce is the big user conference for SalesForce customers and partners.  Everyone comes together to learn more about SalesForce, imbibe some drinks, and network with others.  In our case, we are looking for customers.  Business that use SalesForce are perfect potential customers for us.  They are comfortable with SaaS, most likely reliant on making good use of their information, and are the right size.  We are very excited to meet with many of these business and show them GroupSwim.

Prepping for a conference like this takes serious time.  Here are some of the things we’ve had to do or are doing right now:

  • Decide to attend or not.  This was not an easy decision.  It is an expensive conference to be a sponsor but we do believe the ROI will be there.
  • Pick a booth location.  This is surprisingly hard.  You need to factor in where the competition is, where people are likely to congregate (by the bar and food go figure), and if there are other big vendors around you who are likely to attract crowds
  • Create booth artwork.  SalesForce does provide a nice booth and customized artwork to cover it.  Our ace designer Luke had to create 3 panels for this.  It took hours of planning on what we should do, and then having him whip them up

    GroupSwim DreamForce Booth

    GroupSwim DreamForce Booth

  • Create give-aways.  We did some shirts that we will give away and we also have datasheets that we had to design and get printed.  This all took serious time
  • Finalize messaging.  We need to make sure we all are saying the same things when we man the booth.  We’ll get questions about how we integrate with SalesForce, do we charge differently, etc..  We have all this but need to make sure we are consistent
  • Plan logistics.  We need to get our monitor, aforementioned shirts, and datasheets to the conference before it starts.  We also need to plan the schedule so we make sure the booth is manned the whole time, while not driving each other crazy and having people attend some of the sessions
  • Schedule meetings.  There will be many partners and GroupSwim customers in attendance, and we are in the process of scheduling time with them.

As you can see, there is much to do.  We are very excited for next week.

Lessons Learned from a Successful SaaS Trial

September 3, 2008

This is cross-posted with ReadWriteWeb where I will be occasionally writing on the Enterprise Channel.

A growing part of the software sales process involves offering trials or try-before-you-buy programs. Buyers love it but it puts pressure on the vendors to deliver during this important process. I recently trialed software from Vertical Response. They offer self-service email marketing services. I needed a way to create, send, and analyze our email campaigns. First off, I signed up. They did a great job across the board so props to them. Here are some lessons learned going through the process as a buyer.

Product

  1. Product worked well - I can’t emphasize this enough. I know it seems obvious but we all can list examples of the opposite. Be very careful putting software out to the world to try if it doesn’t work. You have one or two chances to impress someone, so you better nail it. Very rarely will the trial customer stick through a bad experience unless you happen to be in the enviable position of offering software someone has to buy and has no other options.
  2. Ease of use – the product is very easy to use.  It is simple and straightforward. Plus, they provide lots of videos to teach users how to use the product.  I find this particularly helpful.  It is great to have user manuals if you want to go deep, but a handful of simple, short videos is an awesome way to train new users with minimal effort.

Process

  1. Rules of the game – they did a very good job designing what the pilot includes and what I would be able to do. In their case, I received 500 emails to try the product (I signed up through SalesForce AppExchange). There were no limitations on features or number of campaigns.
  2. Provided true product experience – the trial provided functionality for the whole product suite and all features. I was able to fully understand what I would be purchasing and what I could do with it. I think other companies that provide trials, but only expose a percentage of the product features, are making a big mistake. In the case of Vertical Response, they make their money based on volume so it fits nicely in their model.
  3. Sales person was awesome – I received a very polite phone call and email asking if I needed any help. When I talked to him, he invited me to a weekly webinar to learn about the product. (Small aside – this is a great strategy and one I plan to start with our company). He did a great job on the webinar and really helped me get the most of out of the product.
  4. Make it easy to sign-up – Once I decided I wanted to use the service, it was very easy to enter my credit card and get started. It isn’t always so easy with business software, but it should be to take as much friction out of the process as possible.

Marketing

  1. Word of mouth – I had heard of this company from some of our customers, so I was already inclined to give them a fair shot. I can tell from my trial experience that they take care of their customers based on their responsiveness. Granted I was in their sales process at the time but I’m assuming the same responsiveness will apply as a customer. Bottom line – you HAVE to take care of your customers and delight them. If you pull this off, your customers start selling for you.
  2. AppExchange – they have done a nice job of promoting themselves on AppExchange. It is very noisy in there, and tough to figure out which solutions to use. I thought they were able to rise above the noise effectively through their write-ups and obvious success.

Have you trialed any software lately? Any lessons learned you would like to share?

Great marketing lessons learned

August 19, 2008

We are gearing up to market more aggressively here at GroupSwim, and I’ve learned some valuable lessons over the past weeks that I thought I would share. These are in no particular order of importance:

  • Marketing is hard!  In business school and in my professional life, I don’t think I ever appreciated how much work it really is.  There are so many details to track and manage.
  • LinkedIn advertising is not a good option.  We’ve run a couple of ads and the click through rates have been horrible.  While I’m man enough to admit I may have written some crap ads, I don’t think they were that bad.  My guess is people are not paying attention to ads at all when on LinkedIn (or ever in my case), which is a shame because it could be a great resource.  The benefit is you can tune your ads to appear to very specific categories of people i.e. industry, role, etc., which on the surface is great and I was really hoping this would be a good marketing investment.  However, the ability to tune the message and impressions didn’t result in clicks, and that is the name of the game.
  • SalesForce is a good tool but not great.  They withhold critical functionality at the lower subscription rates like Group and Professional, which limits some of the things I want to do.  The Enterprise license fees are expensive but they almost force you to upgrade at some point to do sophisticated marketing.  The other thing about SalesForce is it is hard to set-up.  For Joe Schmoe sales guy or whoever, logging in and using it isn’t a big deal.  However, automating the process for linking Leads to sources and other kinds of configuration are no easy feat.  You almost need to have a programmers mindset to do some of this stuff.  You add fields, set-up queues, configure rules, etc..  I must admit it is almost fun in a geeky kind of way, but takes time and practice.
  • Based on the point above, there is a whole eco-system around Salesforce based on the pricing above and lack of functionality; they call this the AppExchange.  We are using Vertical Response for email campaigns.  It is a great tool and does one or two things really well.  I would have assumed/hoped that SalesForce would do some of this based on their market position and price, but this isn’t the case.  One thing that is lacking amazes me.  SalesForce gives you a flag on a Lead to indicate that person wants to opt out of emails, but it doesn’t integrate with their email capability.
  • Trial and error is the key.  There is no one answer to marketing.  You need to constantly tinker and play with things like messaging and copy.  When you find something that works, build on it.  This will be key as we start to do Google ad words.

Let me know what you think of these learnings and if you have any to add.

My Last Day as a GroupSwim Intern

July 29, 2008

Alas, my last day as an intern at GroupSwim has come. So, what have I learned?

For starters, I learned that I don’t know half as much as I thought I did about the Internet. As a college student, I assumed I knew about the latest and greatest web sites, short-cuts, and tricks on the computer – but I was wrong. Some of the conversations I overhear in the GroupSwim office might as well be spoken in a foreign language because there are words, terms, and phrases having to do with technology or computers that I have never heard before and certainly do not know the meaning of. So, after realizing I wasn’t as technology-savvy as I had previously thought, I learned a few “tricks of the trade” like websites I had never used before and ways of utilizing the Internet. For example, I’ve been spending a lot of time on Jigsaw the past few weeks – a website that I had previously never heard of, but that I have come to consider a most essential tool in my creation of a customer database. Another useful website which I have become familiar with is SalesForce. When I first created an account with them in June, it looked like a boring, useless site; but now, I can’t imagine my life as an intern without it.

Interning for GroupSwim taught me a lot about the business world in general. I learned how hard it is to grow a small start-up company because of how challenging it is to get your name out there and attract new customers. In doing research on the fastest-growing companies, I learned how many companies are out there trying to make it big. And in witnessing firsthand the struggles of a start-up company, I have realized how hard it is to make it big in today’s economy as a small tech company. Reading about how much success the founders of Google and YouTube have had somehow convinced me that anyone can do that – a slap of reality was all I needed to realize this is not true. In my doing my previously mentioned research to find new customers, I realized that not everything is “just a click away” on the Internet. Jigsaw has become a lifeline for me in that it provides an enormous database of dependable contact information which I cannot seem to find anywhere else. But even this isn’t easy. Everyday I tell myself “one more contact” as I build up my points, to then watch as they disappear when I “buy” contacts’ information.

Helping out with a project the team was hired to do early on in my internship gave me another slap of reality – that designing and creating websites cannot be done with a snap of the fingers. Granted, I’ve never looked at a website and thought that I could have designed it just as well, but I definitely did not know about the problems that can arise when websites are being programmed. I learned about such problems by sitting in on meetings with programmers and designers, and hearing about the challenge that even the smallest of icons on a website can pose in the creation process.

All in all, interning at GroupSwim has been a pleasure. I’ve gained valuable experience in the business world and have firsthand witnessed the inner workings of a start-up company – a rare experience which I am grateful for. I’m confident that GroupSwim will become another rare case of a small start-up company that finds tremendous success.