Not for Me vs. Not for Everyone

March 28, 2010

Here is a good blog that reminds me of my colleagues at M5 Networks.  Just recently, our CFO Gary was pontificating that I should write about something people care about.

Talk about throwing stones when you live in a glass house – you can read his random thoughts here.  I actually like Gary, but when  someone who wrote a memoir at age 30 tells you to change the subject to something more interesting, you have to take it with a grain of salt.

I know that I have a fairly geeky technology-business bent on the things that interest me.  My wife tells me its boring all the time.  Yet there is no shortage of this techno-business content out there – I consume it all the time.  And since people generally don’t know what I’m talking about when I share what I’ve learned reading all of this techno-business babble around the web, I think that there may be some value in continuing to spout off and spread the word.

Will I get published in Esquire?  Unlikely.

I do believe though  that speaking up, just like the movies, is better than being afraid to speak up.

I also believe that the courage to throw your thoughts out into public is not in conflict with someone thinking that this is boring, inane or unworthy.  I still want to write about it.  At least I’m not writing about unicorn sightings.

Seth’s Blog: Not for me hits this nail right on the head.

PS – Gary, I hope you like the subject of this blog better.  And for the record, Princess Lea’s name is spelled “Leia.”

We can do it

March 27, 2010

This is a great post from Seth Godin on teamwork.

“What do you mean we, comrade?”

One of my life long friends taught me an important lesson – if you have a team and someone is not on board with the decision of the team, that person has two choices:

1.  Come to terms with the decision(s) and get on board; or

2.  Resign.

If you have someone on board who can’t get in line and doesn’t have backbone to resign, its your duty as a leader to free them.

We_can_do_it

Seth’s Blog: We can do it.

When Salesforce is down…

March 13, 2010

I am the Salesforce.com guru at M5 (www.m5net.com), so when Salesforce is having trouble I am hearing about it.

Here are some strategies for dealing with the inevitable failure of technology:

  1. Go outside and grab a snack -
    “Where were you?”  ”Oh, I was at the data center helping the Salesforce.com engineers.”
  2. Throw a frisbee around the office -
    “Salesforce is down.”  ”Oh, ok, let me go reboot the server.  Doh!”
  3. Process email -
    C’mon, even if you are a salesforce.com junkie, you still live in email.

Seriously though, the post below highlights a couple of viable strategies for dealing with an outage.  With a little preparation, its pretty easy to have a disaster recovery policy.

Community – Re: When Salesforce is down… – Best Practices Discussion – Force.com Discussion Boards.

It’s easier to teach compliance than initiative

February 26, 2010

This has been spinning around the blog-sphere all the time recently.  This is basically what Daniel Pink talks about in his new book Drive – the old rules motivating people with carrots and sticks need to be replaced with new rules emphasizing autonomy.  Autonomy creates initiative.  And so it goes.

Seth’s Blog: It’s easier to teach compliance than initiative.

Seth’s Blog: The doormat, the jerk and the lizard brain

February 24, 2010

Wow, this one speaks to me.

What is motivation in the workplace?

Seth’s Blog: The doormat, the jerk and the lizard brain

Best Practices for Salesforce.com Leads

February 23, 2010

“i do a lot of cold calling – would these count as leads in salesforce or is there a better way to organise them?”
Community – Leads – Best Practices Discussion – Force.com Discussion Boards

This is a common question for Salesforce.com users – what is the best practice on lead management in particular for cold calling lists?

In my opinion, the best practice is to enter the lead only if you are committed to performing one of the following actions on the lead:

  1. Qualify the lead now;
  2. Disqualify the lead now; or
  3. Disqualify the lead forever.

In particular, here is what I mean:

Qualify the Lead Now

If  you say that the lead is now qualified, it means she is in the market for your product,  she has the ability to pay for it, and she will be making a decision relatively soon.  That’s a beautiful thing.

Disqualify the Lead Now

If  you say that the lead is not qualified now, it means he is not in the market for your product, he does not have the ability to pay for it, or he will not be able to make a decision anytime soon.  That’s frustrating, but you should not throw him away.

Disqualify the lead forever

If you say that the lead is never going to be in the market for your product or will never have the ability to pay for it, then you should disqualify the lead forever.  This most often occurs when:

  1. The lead tells you to update their telephone number, “My new number is (212) 479-7990.”;
    Or the lead says, “I never want to hear from you or speak to you again.”
  2. The contact information you have for the lead is no longer valid; or
  3. The lead was 86′ed by your organization – this is usually done for some sort of egregious behavior.

If you are not committed to driving the lead to one of these outcomes, do not even bother to enter the lead in your CRM.  Save yourself the thirty seconds to enter the information into your CRM.  I’ll go even further – if you aren’t committed to driving to one of these outcomes, don’t even bother calling even once!

Yes, Not now or never because I am dead are the only options  – Accept no other outcome!!!

Community – Leads – Best Practices Discussion – Force.com Discussion Boards

Gartner Predicts 1 in 5 businesses will own no IT assets by 2012

February 22, 2010

Appirio, the leading cloud computing consulting shop, posted this blog on Gartner’s latest report.

Small businesses should take heed and beat Gartner’s prediction.  Most businesses no longer need Microsoft Outlook, Exchange, Windows Servers and the whole nine yards.

There will be some inconveniences related to file compatibility caused by embracing the cloud, but the savings from buying less hardware and software should  more than make up for the marginal cost of changing your staff’s behavior.

Part of the reason I sold Octopus was because this day was coming so quickly – if this change could be made immediately, it alone could propel the (winners of this) world out of the recession.

Welcome to our “serverless” party: Gartner Predicts 1 in 5 businesses will own no IT assets by 2012 | CIO’s Guide to Cloud Computing and On-Demand | Appirio.

Are you Driving your Team too Hard in this Recession? | ManagerTools.com

February 22, 2010

Manager Tools is one of my favorite resources for learning about management.  My buddy Matt Myers turned me on to it and its been a big help.  At Octopus, following these simple instructions (do 1 on 1s with your staff) led to a 33% increase in utilization.

High D Manager Simple Downfall | ManagerTools.com

I Want to be More Green…

February 20, 2010

Brent Barbara, one of my colleagues at M5, posted this blog on “Being More Green” back in September challenging all of us to take a few small actions to help the environment.

I winterized my apartment in Brooklyn, but to be brutally honest, that was more about not freezing my arse off than going green.

We all have opportunities to dramatically change the way we do everyday tasks.   To make change stick though, it needs to be good in the beginning, good in the middle, and good in the end.

Richard Aguinaldo, the M5 Controller, has wanted to stop sending thousands of paper invoices for years now.  M5 has a client portal and our invoices were posted there.  So, to rise to Brent’s challenge, Rich and I decided to stop sending paper invoices to our clients.

We’ve contacted over 1700 clients.  20 requested to continue damaging the environment (aka send me a paper bill please).  One pointed out that he still has to send payment back through the mail, so we weren’t helping the environment at all.  Ahem.

The immediate impact of this decision will be 1700+ less deliveries next month.  A day and a half of tedious and mind-numbing printing and envelope stuffing will be reduced to half an hour.  And customers will receive their bills on average 2 days more quickly than they did before.  A two day improvement in cash collections will make my co-conspirator Rich very happy.  We also noticed that our Service Portal was very busy after we made the announcement that M5 was Going Green.

Whether this initiative is good in the middle and good in the end will remain to be seen.

It sure feels good going green.

I Want to be More Green…

Sign your life away in less than two minutes…

February 20, 2010

When I was at Octopus Networking in 2007, we did a financial analysis and determined that we were bleeding cash because of our free support policy.

I needed to renegotiate 50 contracts as soon as possible.  The thought of chasing down 50 clients for contracts was daunting, but then I found Echosign.  Some clients signed in less than 5 minutes.  Others took longer, but I was able to work through the list in less than a month.  It was great when I was adding clients too – enabling me to quickly sign new deals.

Octopus was a relatively small company, but when I moved to M5 that was closing over so many contracts every month I knew it would be a big opportunity to make an impact.

EchoBlog – Electronic Signature Solutions: M5 Networks: “In 2009, EchoSign Shaved 1200 Hours off the Contract Signature Process”.


Follow

Get every new post delivered to your Inbox.