Tien Tzuo (Salesforce.com) - Changing the Game of Enterprise Software

Entrepreneurial Thought Leaders (ETL)

Stanford eCorner

Business, Life Lessons, Creativity, Startups, Strategy, Thought Leadership, Education, Stanford University, Leadership, Challenges, Journey, Culture, Etl, Innovation, Founders, Stanford, Entrepreneurship

4.5 • 740 Ratings

🗓️ 24 January 2007

⏱️ 52 minutes

🔗️ Recording | iTunes | RSS

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Summary

Tien Tzuo, Chief Strategy Officer for Salesforce.com, describes seven lessons for transforming an enterprise software business from a traditional direct sales model to one which leverages the internet to produce in-bound sales. He stresses the awareness cycle for Salesforce.com's products, free-trial offers, onion-based product design and the continuing importance of events in the complex enterprise software industry.

Transcript

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0:00.0	You are listening to the Draper Fisher-Jervinson Entrepreneurial Thought Leader Seminar,
0:07.0	brought to you weekly by a Stanford Technology Ventures program at Stanford University School of Engineering.
0:14.0	I'd like to very quickly announce our guest speaker for today.
0:21.8	His name is Tien Suo, and he is an alumni of Stanford, as you can tell by reading his bio.
0:27.8	He got his MBA here in 1999, and while he was here, he actually decided that he'd write a case study about an internet startup,
0:34.0	and I was lucky enough to have him work under my guidance or
0:39.3	maybe I gave him close air support or whatever it was so that he could do a very
0:42.5	interesting case about an internet gaming company prior to coming to business
0:47.1	school he worked for Oracle Corporation and that's where he met the founder of
0:51.8	Salesforce.com and upon, he joined another software startup
0:57.0	and then quickly went to Salesforce, was one of their very first few employees.
1:01.0	Teen has worked in a series of very important management roles throughout the growth of Salesforce.com.
1:07.0	He's currently the chief strategy officer of that company.
1:10.0	Now, how many of you have ever been to the Salesforce.com. He's currently the chief strategy officer of that company. Now, how many of you have ever been to the
1:13.1	Salesforce.com website? Quick show of hands. All right. So it's a company that some of you have already reached out and touched. What I'd like to do is have all of us give teen a warm welcome. Team, we're delighted to have you back here at Stanford. So let's hear what you have to say.
1:26.6	Thanks, team. We're delighted to have you back here at Stanford, so let's hear what you have to say.
1:38.3	Thanks, Tom. Thanks, everybody for having me back here at the farm. It's going to be back. Let me kind of warm up a little bit by trying to get a sense of what the crowd is like here.
1:46.0	It's kind of a lot of people in the room. How many people are in undergrad?
1:50.0	Okay, about half the people.
1:52.0	And how many people are graduate school?
1:54.0	How many people from across the street, business school?
1:58.0	Okay, still a few business students sneaking into these classes. It's good to see.
	...

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