Gartner Blog Network

Robert P. Desisto
VP Distinguished Analyst
14 years at Gartner
24 years IT industry

Robert Desisto is a Vice President and Distinguished Analyst in Gartner Research. He is responsible for managing the software as a service (SaaS) research agenda. His research focuses primarily on the use of SaaS as a delivery model for applications. Read Full Bio

Come See My Mobile Webinar on Using Mobility as a Strategic Selling Weapon

by Robert Desisto  |  July 9, 2014

Mobile technology will have the greatest impact on sales organizations since the introduction of the laptop more than 25 years ago. Mobile devices will increase sales force automation adoption and enable new value-added selling processes to improve sales effectiveness. The result will be an easier pathway for sales leaders to achieve revenue and business targets. […]

Read more »

Has SaaS become the next Client/Server?

by Robert Desisto  |  June 23, 2014

I am not saying that  SaaS or cloud computing resembles client/server technically but as it relates to maturity, SaaS is not a big deal anymore. Just like client/server, SaaS has gotten to the point where you can find multiple vendors in almost every application category . The cloud is no longer the “great” differentiator vendors would […]

Read more »

Microsoft Dynamics CRM 2013 Offers Improved Usability, Some Mobility

by Robert Desisto  |  March 4, 2014

Microsoft released its latest core CRM offering, Microsoft Dynamics CRM 2013, in September 2013. After discussions with customers who have now had a few months to absorb the release  the most impactful elements of the release are: Improved user experience The addition of more process capabilities The launch of the first Microsoft Dynamics CRM mobile application New […]

Read more »

When, and When Not, to Pay the Salesforce.com Premium

by Robert Desisto  |  February 21, 2014

One of the top questions Gartner receives from clients evaluating salesforce.com is, why are salesforce.com services so expensive versus the competition? With the recent introduction of salesforce.com’s Performance Edition (see “Salesforce.com Announces New Comprehensive CRM Edition”), customers who would have purchased Unlimited Edition (no longer available) are paying 25% to 35% higher prices than they […]

Read more »

Current SaaS Vendors Could Become Legacy Dinosaurs Quicker Than You Think

by Robert Desisto  |  December 2, 2013

It has been popular to discuss the impending doom of on premise software business models. You often hear the on premise vendor’s dependency on large capital purchases make it difficult to transition to the smoother SaaS subscription revenue stream.  There is no dispute there is an issue with on premise vendors looking to make the […]

Read more »

Do Not Assume SaaS is Pay As You Go

by Robert Desisto  |  October 16, 2013

In recent conversations with Gartner clients I was surprised to see clients are stunned that SaaS vendors do not provide “Pay as You Go” contracts.  SaaS contracts are typically per user per month price with a minimum annual or multi-year volume commitment with no ability to reduce users. In other words, if a you sign contract with […]

Read more »

Come see me at Gartner Symposium in Orlando

by Robert Desisto  |  October 3, 2013

I will be presenting on two exciting topics at the Gartner Symposium in Orlando, Florida the week of October 7.  Look forward to seeing you. My sessions are: Creating Practical SaaS Strategies 8 October, 2013 (2:30 PM – 3:30 PM) Software as a Service is at different maturity levels among varying software markets. Even the meaning […]

Read more »

New Gartner Salesforce.com Vendor Rating Published

by Robert Desisto  |  September 20, 2013

Gartner has released the 2013 vendor rating for salesforce.com. All 2012 ratings have been updated and new catagories have been added including Marketing Cloud, Communities, and work.com. The vendor rating was developed by a team of 12 Gartner analysts representing multiple application and service areas. It is a  good read for both existing salesforce.com customers and salesforce.com prospects.

Read more »

Will Enterprises Buy into Salesforce.com’s New Performance Edition?

by Robert Desisto  |  September 17, 2013

On 12 August 2013, Salesforce.com announced its first major pricing and packaging overhaul in eight years by eliminating Unlimited Edition from its portfolio and launching the new Performance Edition to appeal to broad CRM projects. The new Performance Edition will combine Service and Sales cloud and continue to provide free access to Force.com for Performance […]

Read more »

How to Ease the Planning, Sourcing and Implementation of SaaS Projects

by Robert Desisto  |  September 4, 2013

My collegues and I just published a very comprensive Gartner Special Report on planning, sourcing and implementing SaaS Projects. The Special Report has a number of downloadable spreadsheet toolkits to help estimate TCO, evaluate applicablity of SaaS, and implement specific contract language for SaaS contracts.  The report takes the reader from the definition of SaaS to architecture considerations to providing guidence on […]

Read more »