Changing the Game of Enterprise Software

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Author(s): Tien Tzuo
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Date Published: 1/24/2007
Source: Stanford Technology Ventures Program
Tien Tzuo, Chief Strategy Officer for Salesforce.com, describes seven lessons for transforming an enterprise software business from a traditional direct sales model to one which leverages the internet to produce in-bound sales. He stresses the awareness cycle for Salesforce.com's products, free-trial offers, onion-based product design and the continuing importance of events in the complex enterprise software industry.

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