November 12 by Zack Alspaugh
At Dreamforce, Apttus could have given away many things to inspire the attendees, Apple Watches, mono-rovers, or Oculus Virtual reality. We decided to choose a unique product, from an even more unique brand, Tesla, whose bold vision, innovation, and complete disregard for normality has allowed them to disrupt both the car and high tech industries. [Congratulations to Joe Barnes, photographed on the right with his family, for winning our Tesla giveaway at Dreamforce!]
Here we highlight 3 similarly audacious companies that have embraced the digital transformation and are embracing new business models to deliver 1-1 customer experiences through all their channels.
1. Tesla Motors
In Fremont, in a factory that was once abandoned by General Motors and again by Toyota, Tesla thrives. They have pushed the boundaries for motor vehicle technology and sustainable energy with their electric motors, and downloadable software updates for your entire car. Forbes writers compare the potential market value of the company’s high-end Model S vehicle to the Apple iPod that eventually
overtook the digital Walkman or even to the high price Starbucks coffee that drowned out mom and pop shops. Soon homes will include a power wall to charge vehicles. Soon when Uber arrives to your pin drop it will likely be with a driverless Tesla. Soon you might even be driving a Tesla.
It started in 1968 as a small phone provider in Louisiana, with 75 paid subscribers and a switchboard in the company owner’s farmhouse parlor. In its growth since, to become the 3rd largest service provider in the world, the technology, market, and customer needs have drastically changed, and so have the conversations sales reps must have to net new business. CenturyLink, as they accelerated towards digital transformation, recognized these changes and made a shift to support the sales reps – how do we support the sales cycle in this new world, get reps in front of the right people
to have the right conversations, and what are the right sales tools to arm our team? They held a sales hack-a-thon with all of their reps in which they asked their reps what they needed most, focusing on sales enablement, deal acceleration and eliminating bottlenecks in the process. By automating the configure, price, quote process, they’ve been able to be more dynamic, responsive and effective in closing deals.
Recent innovation inside HP started in what many would consider an unlikely source, the Legal Department. Visionary HP General Counsel, John Shultz recognized that innovation can happen anywhere, but it doesn’t happen by chance. You can’t expect your team to as long and as hard as they do, and still find time to think innovatively. It has made a profound change, and as Apttus Chief Revenue Officer jokes, “HP is thinking, acting, and maneuvering like a $50 billion start up.” By digitizing their legal services, primarily around contract management, they have dramatically
increased deal speed, efficiency and collaboration not just
inside their department but across their business.
Digital transformation is not a luxury – its a necessity. In order for companies to stay competitive and provide the best experiences for their consumers, they must embrace it and adopt the mindset of utilizing the various channels that are now available. With technology evolving by the second, you must capitalize on the vast amount of opportunities that can help enhance your business. None of this is possible, however, unless you are willing to take the next step into digital transformation.