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Eric Benhamou: The Saga Of Palm (Part 8)
SM: What is Ed Colligan’s area of expertise? EB: He contributed a lot in the marketing front of the company. That was his main contribution. Ed was a first time CEO. The board felt he could preserve the innovation skills that had characterized the success of the early Palm days as well as Handspring, while
Innovation in Sales Prospecting: InsideView CEO Umberto Milletti (Part 3)
One of the things I did when I designed the Intarka product was that I went and interviewed tons of really good sales people to understand the various kinds of tactics they use to prospect. To this day, this experience has always helped me in my various business development activities, and has today become second
Eric Benhamou: The Saga Of Palm (Part 7)
SM: I want to ask about some of these aspects. I think operationally you managed to turn the company around, but where was the marketing vision, the juice, coming from? Who was the visionary? EB: We still had Jeff, who had envisioned the Treo. It was his brainchild, just like the initial PalmPilot. He was
Innovation in Sales Prospecting: InsideView CEO Umberto Milletti (Part 2)
SM. What was the market landscape like when you founded the company? Competition? Competitive Positioning? UM: The market landscape did not include any “true” competitors at that time and still do not today. InsideView represents a unique technology that uses Web 3.0-type features to address sales issues in the enterprise. Although they aren’t true competitors,
Eric Benhamou: The Saga Of Palm (Part 6)
SM: Was there was a lot of vision overlap between Palm and Handspring at the time of the acquisition? EB: Yes, this meant that essentially we were buying them back to have access to the smartphone product which was the Treo. The first Treo was an interesting product, but not a great product. It was
Innovation in Sales Prospecting: InsideView CEO Umberto Milletti (Part 1)
While we have been revising the Enterprise 3.0 definition, and introducing sales methodology into the framework, I thought it would be a good time to drill down into certain aspects of Sales, and explore some best practices. With that goal, I first bring you an interview with a company called InsideView that focuses on making
Eric Benhamou: The Saga Of Palm (Part 5)
The impact of 9/11 on a company such as Palm is important to acknowledge. Up to this point, these devices were luxury items in the corporate environment – nice to have, but certainly not mission critical. Post 9/11, America was a terrified society, focused on the fundamentals. Against this backdrop, Eric took over as the
Eric Benhamou: The Saga Of Palm (Part 4)
Palm’s product schedule went off-track, as they steered consumers off Palm V, an obviously terrific product, without a compelling new product introduction. SM: Do you think it created market confusion for customers? EB: Yes. It was a sign that the pace of innovation had slowed down. All of the people we had put in place
