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HOT TOPICS
- The Accelerator Conundrum
- The Startup Velocity Question
- Platform as a Service
- Man and Superman
- Web 3.0 = (4C + P + VS)
- The Future: End of Capitalism
- Capitalism 2.0
Cracking the Very Small Business Market: PayCycle CEO Jim Heeger (Part 4)
SM: You decided to stay with Adobe for a few years after selling them Fotiva, correct? JH: Initially I got out and I spent a few months looking around for the next smaller thing to do, but the market had dried up so badly there were no B and C round deals going on, and
Cracking the Very Small Business Market: PayCycle CEO Jim Heeger (Part 3)
There are 5.2 million small businesses registered with the IRS who have 20 employees or fewer. This is obviously a tremendous market which has largely remained untapped and ignored. SM: How would you define the portion of the small business market that Intuit was focusing on? Was it under 100 employees, or under 1,000 employees?
Cracking the Very Small Business Market: PayCycle CEO Jim Heeger (Part 2)
SM: A key issue with small business facing products is how do you reach your customers, give that it is such a fragmented market. What did Intuit do? JH: It was a direct marketing play. Historically, as computers came down from the enterprise level (the IBMs of the world), they went to the mini computer
TeleWebSales: A Methodology Discussion with Anneke Seley (Part 13)
SM: All of these things which we have discussed are a discipline in and of themselves. There are but a few people in the industry who understand this at the level and depth that we have discussed today. For companies who are coming up to speed, there is a lot of need right now because
Cracking the Very Small Business Market: PayCycle CEO Jim Heeger (Part 1)
For years, I have looked at the small business market as an opportunity that technology vendors need to attack. For years, however, the common wisdom in the venture circles have been that it is much too difficult to sell to small businesses. With the advent and popularity of Software-As-A-Service (SaaS), this sentiment has started changing.
TeleWebSales: A Methodology Discussion with Anneke Seley (Part 12)
SM: Webex is a very special case. They enabled a lot of the telephone selling by making it possible to demonstrate products over the web. AS: Exactly. Not only do they provide the technology, but they are a showcase for using the technology they provide. It is an incredible machine in terms of process. They
TeleWebSales: A Methodology Discussion with Anneke Seley (Part 11)
SM: I think what I have seen is that India is incredibly process oriented. The big outsourcers who are doing call center type processes in India are on the ball in terms of process. However, it has mostly been in a customer support role and a technical support role; it is all inbound. The extra
TeleWebSales: A Methodology Discussion with Anneke Seley (Part 10)
SM: When I have established new processes, I have had to test market segments using those processes. That is one issue that comes up a lot – which segment is ready to buy, which one can be an early adopter? AS: And you might have the wrong profile of the person to sell into that