Welcome to our biweekly blog feature. Every two weeks, I interview an executive from a top sales and marketing solutions company. We ask the same questions of every executive so readers can learn about their unique positioning and their vision for the industry.
This week I interview Leslie Stretch, President and CEO of CallidusCloud.
Nancy: What does CallidusCloud do? What problem/s are you solving for sales and/or marketing organizations?
Leslie: CallidusCloud provides organizations with the leading sales and marketing effectiveness cloud software. We enable organizations to accelerate and maximize their lead to money process by identifying the right leads, ensuring proper territory and quota distribution, enabling sales forces, automating quote and proposal generation, and streamlining sales compensation.
To align with the needs of sales CallidusCloud’s Lead to Money suite automates lead generation, mobile learning, sales coaching, sales enablement, configure price quote, sales gamification, incentive compensation, and channel management to generate more deals, for more money, in record time. We believe in a consumer like user experience for all our customers. We create a data environment for spreadsheets, documents, and emails with our simple tools to analyze the performance of the client’s sales force.
Sales teams, therefore, do not have to dedicate their time on finding the right leads, or tracking information that may be time consuming. On the flipside, marketing becomes more effective as they now have a means of capturing insight into the materials that can be used to achieve winning sales cycles.
Nancy: How does your solution uniquely address the problem (or in what way do other solutions fall short from solving the problem)?
Leslie: Unlike our competitors, CallidusCloud provides a complete suite of solutions that automate the entire process from lead generation to closed deal – lead to money. Other SaaS vendors offer standalone solutions that only address one need at a time creating a situation where the customer becomes the integrator of all of their siloed solutions provided by multiple vendors. With CallidusCloud’s lead to money suite, we are doing the integration at the R&D level, providing a single solution with a seamless user experience that spans the entire buying cycle, to maximize the effectiveness of sales and marketing.
Nancy: What’s the most important thing that today’s business decision-makers should look for (or ask, or consider, or solve)?
Leslie: Business decision makers should be looking for ways to get the most out of the data that is generated from their sales and marketing solutions. In order to keep up with the changing buyer, organizations need to be able to respond to changes in the marketplace in real-time. In order to do so companies need to be able to break down the barriers between their silos of information and pull information into a unified data stream.
The integration of disparate systems brings about an acceleration of decision making capability by aggregating the necessary information to find the issues and roadblocks within your sales cycle.
Nancy: What are you most excited about for the next 12 months?
Leslie: I’m most excited about seeing the continued realization of the power that lead to money, underscored by big data, can bring to organizations of all sizes. CallidusCloud succeeds when our customers are successful using our suite of solutions. With the introduction of big data to the already successful lead to money process, organizations will be better informed about the decisions that impact their businesses.
Nancy: What do you think is the biggest underlying theme or trend for sellers and/or marketers in 2014?
Leslie: The biggest trend in sales and marketing is tearing down the barriers between solutions, departments, and silos of information, to bring about a unified sales process and better decision making capability. With every action, transaction, and communication provided by your employees or your customers, an ever increasing amount of data is produced. It is time that you are able to aggregate that information and manipulate it into easily readable and digestible visualizations.
Nancy: What would you challenge sellers and/or marketers to think about for 2014?
Leslie: Are you making it easy for your sales people to sell, and your customers to buy? What can you to optimize the performance of all of your sales reps, sales processes, and marketing resources?
If your company is still selling the same way that you did in the 1990’s or early 2000’s, then your sales people are not being enabled to succeed in this ever-changing selling environment.
As for marketing, there is more need than ever for a strong working relationship with sales. It is neither a marketing first nor sales first world. If marketing and sales are not working together at every stage of the lead to money process then both loose – the blame game doesn’t work, if marketing isn’t helping sales to close deals not just find deals then there not delivering to their full potential and your growth engine will be missing a bank of cylinders.
For more information on CallidusCloud, go to www.CallidusCloud.com and don’t miss their upcoming CallidusCloud Connections #Caldc3 event in Las Vegas next month, when ABC’s Shark Tank technology mogul Robert Herjavec will be there to deliver a special Keynote.
Nancy Nardin is the foremost expert increasing sales productivity through the use of tools. As President of Smart Selling Tools, she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools. Click to get Nancy’s What & When weekly digest with invitations to complimentary webinars and informative publications. Follow Nancy on Twitter @sellingtools or subscribe to her Sales Productivity blog. Nancy can be reached at 916-596-3035. To schedule a free 30 minute consultation click here.