Robert Desisto

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Optimizing Budget and Contract Terms for

by Robert Desisto  |  January 7, 2015  |  Comments Off

Gartner has recently published two important research best practice frameworks that will help procurement professionals, and IT supporting sales and service professionals negotiate contracts, and select the most cost effective services to meet their company’s needs. The first research framework, Key Terms to Negotiate in Your Master Subscription Agreement, focuses on specific terms and conditions […]

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Category: CRM salesforce automation Vendor Contracts     Tags: , , ,

When, and When Not, to Pay the Premium

by Robert Desisto  |  February 21, 2014  |  1 Comment

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

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Category: CRM salesforce automation Uncategorized     Tags: , ,

New Gartner Vendor Rating Published

by Robert Desisto  |  September 20, 2013  |  Comments Off

Gartner has released the 2013 vendor rating for All 2012 ratings have been updated and new catagories have been added including Marketing Cloud, Communities, and 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 customers and prospects.

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Category: Cloud CRM     Tags: ,

Will Enterprises Buy into’s New Performance Edition?

by Robert Desisto  |  September 17, 2013  |  Comments Off

On 12 August 2013, 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 for Performance […]

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Category: Cloud CRM salesforce automation     Tags: ,

Oracle and Partnership More Hype Than Substance

by Robert Desisto  |  August 22, 2013  |  Comments Off

During the earlier part of the summer I was enjoying a vacation in Hawaii. I took a peak a my iPhone and I saw a flurry of email about the partnership Oracle annouced with Knowing both vendors very well my first impression and ultimate conclusion was the annoucement was more about hype then any […]

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Category: Cloud CRM Oracle salesforce automation     Tags: ,

How to Determine your Org Strategy

by Robert Desisto  |  May 10, 2013  |  Comments Off

 An org in the vernacular is a logical instance of data and metadata for a set of users. Selecting single org, multi org or a combination remains a key decision that will improve the effectiveness of projects for which business application managers are responsible.  In a research note I recently published, How to […]

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Category: CRM SaaS salesforce automation Software as a Service     Tags:

Non Price Book Option Could Help You Save Money On contracts

by Robert Desisto  |  August 13, 2012  |  Comments Off

Although it wasn’t publicized on its website, enables its customers to purchase its Sales Cloud Professional solution, with add-on Enterprise Edition features at no additional cost. Just wrote a detailed research note, Save Money With’s Professional and a la Carte Enterprise Features, that helps clients evaluate whether this option makes sense for them.

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Category: Cloud CRM SaaS salesforce automation Software as a Service     Tags: , , ,

2012 Sales Force Automation Magic Quadrant Released

by Robert Desisto  |  July 19, 2012  |  Comments Off

The 2012 Sales Force Automation Magic Quadrant is officially published. We had one new leader emerge, one vendor drop from inclusion and a new product added that was not included in the 2011 Magic Quadrant. The magic quadrant evaluation process had the usual vendor claims, “Why is Vendor “A” have a better position than we […]

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Category: Cloud CRM SaaS salesforce automation Software as a Service     Tags: , , , , , , , , , ,

Dreamforce 2011: Doubles Down on Social and Mobile Technologies

by Robert Desisto  |  October 7, 2011  |  Comments Off reinforced its strategy for social and mobile technologies with a number of announcements at Dreamforce 2011. The social enterprise is its latest marketing theme, introduced at Dreamforce 2011 to elevate awareness of the’s current cloud offerings, such as Chatter. This research note analyzes the mobile, social and platform elements of’s announcements […]

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Category: CRM SaaS salesforce automation Software as a Service     Tags: ,

CRM SaaS Pie Growing?

by Robert Desisto  |  September 16, 2011  |  Comments Off

It was assumed that the CRM SaaS market would be a zero sum game. Success of Microsoft would come at the expense of market share leader However, there is evidence to the contrary. Two specific market events directly go against the prevailing wisdom that Microsoft’s gain would be’s loss, or vice versa. […]

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Category: Cloud CRM SaaS salesforce automation Software as a Service     Tags: , , ,