Thought Leaders in Mobile and Social: Frank Dale, CEO of Compendium (Part 2)

Sramana Mitra: What kinds of customers do you work with, and what kinds of behavior do you see in your customers in terms of social media marketing adoption? Who’s succeeding? Who’s failing? And why? Frank Dale: Those are good questions. We work with a broad range of customers. We work with both B2C and B2B

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Thought Leaders in Mobile and Social: Frank Dale, CEO of Compendium (Part 1)

When it comes to effectively attracting new business, content marketing is one of the latest successful trends. If you’ve ever worked with WordPress, Type Pad, Movable Type, or even Blogger, you may have noticed they have a few things in common. Rest assured that although the aforementioned blogging platforms may have a few similarities, they’re

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Thought Leaders in Mobile and Social: Penny Herscher, CEO of FirstRain (Part 6)

Sramana Mitra: What is Salesforce’s reaction to what you are doing, or Jive’s reaction to what you are doing? Penny Herscher: I believe it’s positive. SM: Do you have relationships with them? PH: Yes. We talk to them.

Thought Leaders in Mobile and Social: Penny Herscher, CEO of FirstRain (Part 5)

Sramana Mitra: What does it take, in terms of infrastructure, on the back end to process that much information? Penny Herscher: For us or for the customer? SM: For you. PH: We have a data center. We do it all in our data center.

Thought Leaders in Mobile and Social: Penny Herscher, CEO of FirstRain (Part 4)

Sramana Mitra: So, that’s your primary user interface, Jive or Chatter or whatever? Penny Herscher: Jive, Salesforce. It’s typically Salesforce.com CRM, Chatter, Jive, SharePoint, or the iPad. SM: OK. PH: Or a push in email. Then clients think they’re getting it in Outlook. Salespeople don’t need another tool. What they need is a workflow where

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Thought Leaders in Mobile and Social: Penny Herscher, CEO of FirstRain (Part 3)

Sramana Mitra: I’m sure social media are creating whole new opportunities for your business. Why don’t we explore that, especially if you have specific customer examples? Penny Herscher: There are two aspects that are social that are really impacting the workflow of the sales and marketing person. The first is, obviously, social media content. Twitter

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Thought Leaders in Mobile and Social: Penny Herscher, CEO of FirstRain (Part 2)

Sramana Mitra: I guess I should rephrase the question. Are you going into CRM and researching every opportunity that’s on your salespeoples’ radar and making that information available? What’s the usage model? Penny Herscher: The customer intelligence is configured for the salesperson, centrally, but it’s not configured automatically from the CRM system. SM: OK.

Thought Leaders in Mobile and Social: Penny Herscher, CEO of FirstRain (Part 1)

The sales and marketing teams of large enterprises have their work cut out for them when it comes to curating new business. So, they welcome companies like FirstRain that facilitate the research that’s required to effectively cultivate relationships with prospects. FirstRain is an international company based in San Mateo, California. With satellite offices in New

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