Salesforce_Logo_2009 (1)Originally posted on PandoDaily by Jamie Grenney

When I joined Salesforce.com in 2002, the question we were trying to answer was “Why isn’t all enterprise software as easy to use as Amazon.com?” That simple idea gave rise to a billion dollar business.

The cloud-computing model was so disruptive because it dramatically reduced the risk and lowered the total cost of ownership for software. For the first time, companies of all sizes were able to successfully adopt CRM systems. Today I believe we are on the precipice of another disruptive shift. One that is going to unfold quickly and unlock huge productivity gains for companies.

Primary Responsibilities

The product marketer we’re hiring will be responsible for developing Infer’s positioning and messaging as well as shaping our marketing strategy. They’ll lead Infer’s pipeline generation efforts and develop new integrated campaigns and assets. At Infer, you’ll have the opportunity to define an exciting new category and build a brand from scratch. In this startup environment, you’ll get to own PR initiatives, events, website messaging, design projects, partnerships, and sales enablement.

Professional Experience / Required Skills

  • 4+ years experience in product marketing for a high tech company
  • Bachelor’s degree or equivalent
  • MBA is a plus, but we also like bright people who didn’t go to business school
  • Charismatic, innovative, creative
  • Exceptional team player with proven ability to lead through influence
  • Proven track record in crafting compelling positioning and thought leadership
  • Strong written communication skills and an eye for design
  • Understanding of CRM & Marketing Automation space is a plus

Originally posted on Destination CRM by Jamie Grenney

Interent Trend 2Internet forecaster Mary Meeker has produced a report on Internet trends for almost 20 years, and it never fails to uncover valuable insights on the current state of technology. Her latest report includes many observations about the worlds of mobile, data, advertising, and more.

The biggest trend in the just-released report is the massive increase in mobile and sensor-based devices, and in the data produced by them. Meeker found that shipments of sensors for wearables, phones, tablets, etc., have grown by 32 percent year-over-year, up to 8 billion in 2013. And mobile data traffic is increasing at an annual rate of 81 percent, although smartphones still only represent 30 percent of the 5.2 billion mobile phones in use.

Infer DNA

As the predictive space heats up, it’s important to understand the DNA of your technology partners and be comfortable that you’re aligning yourself with the vendors who will win. In our case, we’re proud that Infer reflects our collective experiences at both Google and Salesforce. With three founders hailing from Google, and key advisors and early employees from Salesforce, we’ve learned a ton from these hugely successful companies.

What’s in our Google DNA?

1) Focus

Google won the battle for search in large part because it was focused. While AOL and Yahoo! viewed themselves as portals that happened to have search boxes, Google focused their energy on delivering amazing search results. After our founder Vik looked at all the different challenges B2B companies face, he took a similar approach and focused in on the one where we could unlock the most value.

State of Modern MarketingLast night I had the opportunity to moderate a panel discussion at Nitro with marketing leaders from three amazing companies, each at different stages of growth. Zendesk had a successful IPO earlier this month, New Relic is clearly on that path, and RelateIQ has raised nearly $60M to compete for a share of the CRM market.

Our discussion was framed around “bright spots.” To be a successful marketer you often have to look outside your organization for inspiration. Who has had success? How did they do it? And why did it work so well? While you can follow the lead of your direct competitors, the most innovative companies expand their network and draw inspiration from bright spots they uncover.

Below are some of the highlights from our conversation.

We’re excited to sponsor Pulse this week, the leading conference for customer success. The companies presenting include Gainsight, Zuora, Box, Zendesk, Tableau, Dropbox, Salesforce, Marketo, and Xactly. These are some of the fastest growing companies on the planet and many of them are also Infer customers.

If you’re at the conference this week let us know. We’d love to connect. @inferinc #customersuccess

Appirio

I was in a meeting with a prospect today talking about Infer. We were demoing the slider and explaining how we set buckets for the A, B, C, and D leads.

It was pointed out that the D leads contain a tiny percentage of the overall revenue.

The prospect then jumped in with something that caught me a little off off-guard. He said, “I can’t wait to give all our D leads to my new reps!”

2014-04-29_18-53-01

Now as a former inside sales rep, I sat there thinking, wow that’s a little cruel. Poor new guy. They’re going to spend their first month trying to sell to people who aren’t a fit for the product. That’s a tough start. And at what point do you tell your new rep that they’ve only got D leads in their queue?

Sales 2.0

We’re really looking forward to Sales 2.0, Monday and Tuesday of next week. It is taking place at the Four Seasons Hotel.

If you’re able to attend, Infer is hosting a session on Moneyball for Sales featuring Jim Herbold, the former EVP of Sales at Box, and Suresh Khanna, SVP of Sales and Operations at AdRoll. It takes place Monday 1:15-1:55 pm.

Here are a couple of the other sessions at Sales 2.0 that should be interesting;

  • Real-Time Marketing & PR: David Meerman Scott, World-renowned Marketing Strategist and Best-selling Author.
  • New Trends in Sales-Performance Improvement for Sales Leaders: Tiffani Bova, Vice President, Distinguished Analyst, Gartner.
  • Aligning Sales and Marketing into a Single, Cohesive Sales-Acceleration Machine: Matt Heinz, President, Heinz Marketing.

Moneyball for Sales

This short video provides a visual explanation of the value unlocked by predictive scoring. When you turn on Infer you see this instant change in behavior across all of your reps. All of a sudden your effort is almost perfectly aligned with the revenue opportunity.

Turning on Infer unlocks a huge amount of dead weight. That energy can be shifted into more productive endeavors; whether that means doubling down on your top performing leads and following up more aggressively, or finding new sources of profitable leads.

Primary Responsibilities

Infer is looking for an online marketer to own media planning and buying, campaign management, website analytics and infrastructure, SEO, and marketing automation. It is an exciting role because of its breadth and potential impact. We’re off to a good start at Infer, but an experienced online marketer will be able to harvest a lot of low hanging fruit and help us reach tens of thousands of companies.

In this role there will also be opportunities to develop thought leadership. We’ve seen some exciting examples of customers using the Infer Score to create a common decision framework across channels. They’re optimizing spend based on “good customer” vs. clicks or conversion. Infer has attracted some of the fastest growing companies on the planet and we’re forming a community of innovative, data driven marketers. We want to hire someone who is going to be at the heart of this community.