Hearsay, maker of compliant tools for financial services, deepens ties with Salesforce

Financial services companies like banks and insurance tend to be heavily regulated. As such they require a special level of security and auditability. Hearsay, which makes compliant communications tools for these types of companies, announced a new partnership with Salesforce today, enabling smooth integration with Salesforce CRM and marketing automation tools.

The company also announced that Salesforce would be taking a minority stake in Hearsay, although company co-founder and CEO Clara Shih, did not provide any details on that part of the announcement.

Shih says the company created the social selling category when it launched 10 years ago. Today, it provides a set of tools like email, messaging and websites along with a governance layer to help financial services companies interact with customers in a compliant way. Their customers are primarily in banking, insurance, wealth management and mortgages.

She said that they realized if they could find a way to share the data they were collecting with the Hearsay toolset with CRM and marketing automation software in an automated way, it would make greater use of this information than it could on its own. To that end, they have created a set of APIs to enable that with some built-in connectors. The first one will be to connect Hearsay to Salesforce with plans to add other vendors in the future.

“It’s about being able to connect [data from Hearsay] with the CRM system of record, and then analyzing it across thousands, if not tens of thousands of advisors or bankers in a single company, to uncover best practices. You could then use that information like GPS driving directions that help every advisor behave in the moment and reach out in the moment like the very best advisor would,” Shih explained.

In practice, this means sharing the information with the customer data platform (CDP), the CRM and marketing automation tooling to deliver more intelligent targeting based on a richer body of information. So the advisor can use information gleaned from everything he or she knows about the client across the set of tools to deliver more meaningful personal message instead of a targeted ad or an email blast. As Shih points out, the ad might even make sense, but could be tone deaf depending on the circumstances.

“What we focus on is this human-client experience, and that can only be delivered in the last mile because it’s only with the advisor that many clients will confide in these very important life events and life decisions, and then conversely, it’s only in the last mile that the trusted advisor can deliver relationship advice,” she said.

She says what they are trying to do by combining streams of data about the customer is build loyalty in a way that pure technology solutions just aren’t capable of doing. As she says, nobody says they are switching banks because it has the best chat bot.

Hearsay was founded in 2009 and has raised $51 million, as well as whatever other money Salesforce will be adding to the mix with today’s investment. Other investors include Sequoia and NEA Associates. Its last raise was way back in 2013, a $30 million Series C.


By Ron Miller

In the cloud era, building on platforms you don’t own is normal

When Salesforce launched Force.com in 2007, it was the culmination of years of work to bring together a way to customize Salesforce and eventually to build applications on top of the platform. By using a set of Salesforce services, companies could take advantage of work that SFDC had already done, speeding up building time and reducing time to market. Today, the successor of Force.com is called Salesforce Platform.

But going that route didn’t come without some risk, because back in 2007 building atop a Platform as a Service (PaaS) wasn’t a common way of developing software. Even by 2012 when nCino launched its banking software solutions on Force.com, it likely raised some eyebrows by using a cloud platform as the backbone of its fintech offering.

Even though it probably took resolve, the approach worked, as evidenced this week when nCino went public — a debut that was met with a strong investor response. And nCino is notably not the first time that a company built atop Salesforce’s PaaS has gone public; nCino’s own IPO follows Veeva’s 2013 debut.

But astute observers for the Salesforce ecosystem will note that other successful companies have been built on the Salesforce cloud. As you will see, many successful companies have benefited from building on top of Salesforce.


By Ron Miller

Gmail for G Suite gets deep integrations with Chat, Meet, Rooms and more

Google is launching a major update to its G Suite productivity tools today that will see a deep integration of Gmail, Chat, Meet and Rooms on the web and on mobile, as well as other tools like Calendar, Docs, Sheets and Slides. This integration will become available in the G Suite early adopter program, with a wider roll-out coming at a later time.

The G Suite team has been working on this project for about a year, though it fast-tracked the Gmail/Meet integration, which was originally scheduled to be part of today’s release, as part of its response to the COVID-19 pandemic.

At the core of today’s update is the idea that we’re all constantly switching between different modes of communication, be that email, chat, voice or video. So with this update, the company is bringing all of this together, with Gmail being the focal point for the time being, given that this is where most users already find themselves for hours on end anyway.

Google is branding this initiative as a ‘better home for work’ and in practice, it means that you’ll not just see deeper integrations between products, like a fill calendaring and file management experience in Gmail, but also the ability to have a video chat open on one side of the window while collaboratively editing a document in real-time on the other.

Image Credits: Google

According to G Suite VP and GM Javier Soltero, the overall idea here is not just to bring all of these tools closer together to reduce the task-switching that users have to do.

Image Credits: Google

“We’re announcing something we’ve been working on since a little bit before I even joined Google last year: a new integrated workspace designed to bring together all the core components of communication and collaboration into a single surface that is not just about bringing these ingredients into the same pane of glass, but also realizes something that’s greater than the sum of its parts,” he told me ahead of today’s announcement. “The degree of integration across the different modes of communication, specifically email, chat, and video calling and voice video calling along with our existing physical existing strength in collaboration.”

Just like on the web, Google also revealed some of its plans when it first announced its latest major update to Gmail for mobile in May, with its Meet integration in the form of a new bar at the bottom of the screen for moving between Mail and Meet. With this, it’s expanding this to include native Chat and Rooms support as well. Soltero noted that Google things of these four products as the “four pillars of the integrated workspace.” Having them all integrated into a single app means you can manage the notification behavior of all of them in a single place, for example, and without the often cumbersome task-switching experience on mobile.

For now, these updates are specific to G Suite, though similar to Google’s work around bringing Meet to consumers, the company plans to bring this workspace experience to consumers as well, but what exactly that will look like still remains to be seen. “Right now we’re really focused. The people who urgently need this are those involved in productivity scenarios. This idea of ‘the new home for work’ is much more about collaboration that is specific to professional settings, productivity and workplace settings,” Soltero said.

But there is more…

Google is also announcing a few other feature updates to its G Suite line today. Chat rooms, for example, are now getting shared files and tasks, with the ability to assign tasks and to invite users from outside your company into rooms. These rooms now also let you have chats open on one side and edit a document on the other, all without switching to a completely different web app.

Also new is the ability in Gmail to search not just for emails but also chats, as well as new tools to pin important rooms and new ‘do not disturb’ and ‘out of office’ settings.

One nifty new feature of these new integrated workspaces is that Google is also working with some of its partners to bring their apps into the experience. The company specifically mentions DocuSign, Salesforce and Trello. These companies already offer some deep Gmail integrations, including integrations with the Gmail sidebar, so we’ll likely see this list expand over time.

Meet itself, too, is getting some updates in the coming weeks with ‘knocking controls’ to make sure that once you throw somebody out of a meeting, that person can’t come back, and safety locks that help meeting hosts decide who can chat or present in a meeting.

Image Credits:


By Frederic Lardinois

OwnBackup lands $50M as backup for Salesforce ecosystem thrives

OwnBackup has made a name for itself primarily as a backup and disaster recovery system for the Salesforce ecosystem, and today the company announced a $50 million investment.

Insight Partners led the round with participation from Salesforce Ventures and Vertex Ventures. This chunk of money comes on top of a $23 million round from a year ago, and brings the total raised to over $100 million, according to the company.

It shouldn’t come as a surprise that Salesforce Ventures chipped in when the majority of the company’s backup and recovery business involves the Salesforce ecosystem, although the company will be looking to expand beyond that with the new money.

“We’ve seen such growth over the last two and a half years around the Salesforce ecosystem. and the other ISV partners like Veeva and nCino that we’ve remained focused within the Salesforce space. But with this funding, we will expand over the next 12 months into a few new ecosystems,” company CEO Sam Gutmann told TechCrunch.

In spite of the pandemic, the company continues to grow, adding 250 new customers last quarter, bringing it to over 2000 customers and 250 employees, according to Gutmann.

He says that raising the round, which closed at the beginning of May had some hairy moments as the pandemic began to take hold across the world and worsen in the U.S. For a time, he began talking to new investors in case his existing ones got cold feet. As it turned out, when the quarterly numbers came in strong, the existing ones came back and the round was oversubscribed, Gutmann said.

“Q2 frankly was a record quarter for us, adding over 250 new accounts, and we’re seeing companies start to really understand how critical this is,” he said.

The company plans to continue hiring through the pandemic, although he says it might not be quite as aggressively as they once thought. Like many companies, even though they plan to hire, they are continually assessing the market. At this point, he foresees growing the workforce by about another 50 people this year, but that’s about as far as he can look ahead right now.

Gutmann says he is working with his management team to make sure he has a diverse workforce right up to the executive level, but he says it’s challenging. “I think our lower ranks are actually quite diverse, but as you get up into the leadership team, you can see on the website unfortunately we’re not there yet,” he said.

They are instructing their recruiting teams to look for diverse candidates whether by gender or ethnicity, and employees have formed a diversity and inclusion task force with internal training, particularly for managers around interviewing techniques.

He says going remote has been difficult, and he misses seeing his employees in the office. He hopes to have at least some come back, before the end of the summer and slowly add more as we get into the fall, but that will depend on how things go.


By Ron Miller

Salesforce introduces several new developer tools including serverless functions

Salesforce has a bunch of announcements coming out of the virtual Trailheadx conference taking place later this week, starting today with some new developer tools. The goal of these tools is to give developers a more modern way of creating applications on top of the Salesforce platform.

Perhaps the most interesting of the three being announced today is Salesforce Functions, which enable developers to build serverless applications on top of Salesforce. With a serverless approach, the developer creates a series of functions that trigger an operation. The cloud provider then delivers the exact amount of infrastructure resources required to run that operation and nothing more.

Wade Wegner, VP of product for Salesforce and Salesforce DX, says the Salesforce offering gives developers a lot of flexibility around development languages such as Node.js or Java, and cloud platforms such as AWS or Azure. “I can just write my code, deploy it and let Salesforce operate it for me,” he said.

Wegner explained that the new approach lets developers build serverless applications with data that lives in Salesforce, and then run it on elastic infrastructure. This gives them the benefits of vertical and horizontal scale without having to be responsible for managing all aspects of how their application will run on the cloud infrastructure.

In addition to Functions, the company is also announcing Code Builder, a web-based IDE based on Microsoft Visual Studio Code Spaces. “By leveraging Visual Studio Code Spaces we can bring the same capabilities to developers right in the browser, ” Wegner said.

He adds that this enables them to be more productive with support for many languages and frameworks in a browser in the context of the environment that they’re doing their work, while giving them a consistent and familiar experience.

Finally, the company is announcing the DevOps Center, which is a place to manage the growing complexity of delivering applications built on top of Salesforce in a modern continuous way. “It is really meant to provide new ways with which teams of developers can collaborate around the work that they’re doing, and to manage the complexities of continuously delivering applications…,” he said.

As is typical for Salesforce, the company is announcing these tools today, but they will not be generally available for some time. Functions and Code Builders are both in pilot, while DevOps Center will be available as a developer preview later this year.


By Ron Miller

SaaS earnings rise as pandemic pushes companies more rapidly to the cloud

As the pandemic surged and companies moved from offices to working at home, they needed tools to ensure the continuity of their business operations. SaaS companies have always been focused on allowing work from anywhere there’s access to a computer and internet connection, and while the economy is reeling from COVID-19 fallout, modern software companies are thriving.

That’s because the pandemic has forced companies that might have been thinking about moving to the cloud to find tools what will get them there much faster. SaaS companies like Zoom, Box, Slack, Okta and Salesforce were there to help; cloud security companies like CrowdStrike also benefited.

While it’s too soon to say how the pandemic will affect work long term when it’s safe for all employees to return to the office, it seems that companies have learned that you can work from anywhere and still get work done, something that could change how we think about working in the future.

One thing is clear: SaaS companies that have reported recent earnings have done well, with Zoom being the most successful example. Revenue was up an eye-popping 169% year-over-year as the world shifted in a big way to online meetings, swelling its balance sheet.

There is a clear connection between the domestic economy’s rapid transition to the cloud and the earnings reports we are seeing — from infrastructure to software and services. The pandemic is forcing a big change to happen faster than we ever imagined.

Big numbers

Zoom and CrowdStrike are two companies expected to grow rapidly thanks to the recent acceleration of the digital transformation of work. Their earnings reports this week made those expectations concrete, with both firms beating expectations while posting impressive revenue growth and profitability results.


By Ron Miller

Salesforce names Vlocity founder David Schmaier CEO of new Salesforce Industries division

When Salesforce announced it was acquiring Vlocity for $1.33 billion in February, it was a deal that made sense for both companies. Today, the company announced that the deal has closed and Vlocity CEO David Schmaier has been named CEO of a new division called Salesforce Industries.

Vlocity has built several industry-specific CRM tools such media and entertainment, healthcare and government on top of the Salesforce platform. While Salesforce has developed some of its own industry solutions, having a division devoted to verticalized tools creates additional market opportunities for the company.

Schmaier sees the new division as a commitment from the company on the value of an industry-focused approach.

“As Vlocity becomes part of what we’re calling Salesforce industries, this will be a larger group within Salesforce to really focus on bringing these industry-specific solutions to the customer, helping them go digital and working in a whole new way,” Schmaier told TechCrunch.

Salesforce president and COO Bret Taylor will be Schmaier’s boss. Writing in a blog post announcing the new division, Taylor said that like so many aspects of technology solutions these days, the industry focus is about helping companies with digital transformation. As the world changes before our eyes during the pandemic, companies are being forced to move operations online, and Salesforce wants to provide more specific solutions for customers who need it.

“Companies in every industry have a digital transformation imperative like never before — and many are accelerating their plans for a digital-first, work-from-anywhere environment. With Salesforce Customer 360 and Vlocity, our customers have the most advanced industries platform as well as tools and expert guidance completely tailored to their specific needs,” Taylor wrote.

Schmaier says the fact that his company’s tooling was already built on top of Salesforce allows them to really hit the ground running without the integration challenges that combining organizations typically face after an acquisition like this one.

“I’ve been involved in various mergers and acquisitions over my 30-year career, and this is the most unique one I’ve ever seen because the products are already 100% integrated because we built our six vertical applications on top of the Salesforce platform. So they’re already 100% Salesforce, which is really kind of amazing. So that’s going to make this that much simpler,” he said.

It’s likely that Salesforce will continue to build on the new division and add additional applications over time given the platform is already in place. “We basically have a platform now inside Salesforce to build verticals. So the cost to build new verticals is a fraction of what it was for us to build the first one because of this industry cloud platform. So we are going to look at opportunities to build new ones but we’re not ready to announce that today. For starters, we are forming this one organization,” Schmaier said.

The company reported a record quarter last Thursday, but light guidance for next quarter spooked investors and the stock was down on Friday (It is up .77% today as of publication). The company does not rest on its laurels though and having a division in place like Salesforce Industries provides a more focused way of dealing with verticals and another possible source of revenue.


By Ron Miller

Salesforce stock is taking a hit today after lighter guidance in yesterday’s earning’s report

In spite of a positive quarter with record revenue that beat analyst estimates, Salesforce stock was taking a hit today because of lighter guidance. Wall Street is a tough audience.

The stock was down $8.29/share or 4.58% as of 2:15 pm ET.

The guidance, which was a projection for next quarter’s earnings, was lighter than what the analysts on Wall Street expected. While Salesforce was projecting revenue for next quarter in the range of $4.89 to $4.90 billion, according to CNBC, analysts had expected $5.03 billion.

When analysts see a future that is a bit worse than what they expected, it usually results in a lower stock price and that’s what we are seeing today. It’s worth noting that Salesforce is operating in the same economy as everyone else and being a bit lighter on your projections in the middle of pandemic seems entirely understandable.

In yesterday’s report CEO Marc Benioff indicated that the company has been offering some customers some flexibility around payment as they navigate the economic fallout of COVID-19, and the company’s operating cash took a bit of a hit because of this.

“Operating cash flow was $1.86 billion, which was largely impacted by delayed payments from customers while sheltering in place and some temporary financial flexibility that we granted to certain customers that were most affected by the COVID pandemic,” president and CFO Mark Hawkins explained in the analyst call.

Still, the company reported revenue of $4.87 billion for the quarter, putting it on a run rate of $19.48 billion.

In a statement, David Hynes, Jr of Canaccord Genuity still remained high on Salesforce. “If you step back and think about what Salesforce is actually providing, tools that help businesses get closer to their customers are perhaps more important than ever in a slower-growth, socially distanced world. We have long reserved a spot for CRM among our top names in large cap, and we feel no differently about that view after what we heard last night. This is a high-quality firm with many levers to growth, and as such, we believe CRM is a good way to get a bit of defensive exposure to the favorable trends at play in software.”

The company is after all still firmly on the path to a $20 billion in revenue. As Hynes points out, overall the kinds of tools that Salesforce offers should remain in demand as companies look for ways to digitally transform much more rapidly in our current situation, and look to companies like Salesforce for help.


By Ron Miller

Salesforce Commerce Cloud releases four quick-start pandemic business packs

As we move deeper into the pandemic, it’s clear that the way we conduct business is changing, maybe forever. That means that business has to change too — and fast. But if you’ve never conducted business digitally or only nominally, how do you suddenly transform on the fly?

Salesforce Commerce Cloud CEO Mike Micucci says that they were hearing from customers they needed help. Salesforce decided to build four packages of services very quickly for customers specifically designed to help conduct business during COVID-19. The company even has SI partners who will run everything for the first three months, so these businesses don’t have to do much of anything except turn the key (so to speak).

The four tools are part of the Salesforce Quick Start Commerce Solutions and include Quick Start Commerce for D2C Consumer and Essential Goods to get a site up running fast, Quick Start Commerce for Grocery and Food Service to help restaurants and grocery stores set up online curbside food purchasing systems, Quick Start Commerce for B2B for companies setting up business-to-business sites and Quick Start Commerce for Buy Online and Curbside Pickup, which enables non-food companies to move in-store inventories online, and arrange curbside pick up systems.

Quick Start Commerce for Buy Online and Curbside Pickup. Image Credit: Salesforce

Micucci says that online commerce has been operating at a holiday kind of surge since we went into lockdown 10 weeks ago and customers have been clamoring for help. He said that they responded initially with a series of materials on best practices for getting online quickly, but customers wanted something more concrete.

“We needed to bring the software to bear on this. So we designed these four quick start packages. Essentially, the whole model was that we need to get you running in weeks, not months. The goal was literally [to get you up in] two weeks, and included software, obviously our cloud-based commerce and whatnot, but more importantly it included a package of services,” Micucci explained.

To build that package, it involved more than just Salesforce itself. It needed to get partners involved too to include payment, shipping, order management and other related kinds of tooling, depending on the package requirements.

Finally, they wanted to even remove the site management headaches from the customer, at least initially. Understanding that it would be difficult for businesses to train people internally to manage the system at this time, they got systems integrators involved to do it for them for the first three months. If the customer wants to take over sooner, they can, and if they want the SI to continue to manage the whole thing, that’s fine too.

As Salesforce itself moved out of the office and home, it was observing that online sales were spiking, and Micucci says after a couple of weeks of making sure the workforce was settled, he started hearing from customers about the problems they were having conducting business, and they went to work. The first of these packages came together in just a couple of weeks including partners.

They got them out to customers for quick Beta testing and refinement to the extent they could, but the guiding principle in producing these packages was speed over perfection. They realize the products will very likely require further refinement as they get out into the field, but they learned you can produce a package to meet a pressing customer need, and do it quickly, and that’s a lesson that will likely resonate even after this crisis is over.


By Ron Miller

AWS launches Amazon AppFlow, its new SaaS integration service

AWS today launched Amazon AppFlow, a new integration service that makes it easier for developers to transfer data between AWS and SaaS applications like Google Analytics, Marketo, Salesforce, ServiceNow, Slack, Snowflake and Zendesk. Like similar services, including Microsoft Azure’s Power Automate, for example, developers can trigger these flows based on specific events, at pre-set times or on-demand.

Unlike some of its competitors, though, AWS is positioning this service more as a data transfer service than a way to automate workflows and while the data flow can be bi-directional, AWS’s announcement focuses mostly on moving data from SaaS applications to other AWS services for further analysis. For this, AppFlow also includes a number of tools for transforming the data as it moves through the service.

“Developers spend huge amounts of time writing custom integrations so they can pass data between SaaS applications and AWS services so that it can be analysed; these can be expensive and can often take months to complete,” said AWS principal advocate Martin Beeby in today’s announcement. “If data requirements change, then costly and complicated modifications have to be made to the integrations. Companies that don’t have the luxury of engineering resources might find themselves manually importing and exporting data from applications, which is time-consuming, risks data leakage, and has the potential to introduce human error.”

Every flow (which AWS defines as a call to a source application to transfer data to a destination) costs $0.001 per run, though, in typical AWS fashion, there’s also cost associated with data processing (starting at 0.02 per GB).

“Our customers tell us that they love having the ability to store, process, and analyze their data in AWS. They also use a variety of third-party SaaS applications, and they tell us that it can be difficult to manage the flow of data between AWS and these applications,” said Kurt Kufeld, Vice President, AWS. “Amazon AppFlow provides an intuitive and easy way for customers to combine data from AWS and SaaS applications without moving it across the public Internet. With Amazon AppFlow, our customers bring together and manage petabytes, even exabytes, of data spread across all of their applications – all without having to develop custom connectors or manage underlying API and network connectivity.”

At this point, the number of supported services remains comparatively low, with only 14 possible sources and four destinations (Amazon Redshift and S3, as well as Salesforce and Snowflake). Sometimes, depending on the source you select, the only possible destination is Amazon’s S3 storage service.

Over time, the number of integrations will surely increase, but for now, it feels like there’s still quite a bit more work to do for the AppFlow team to expand the list of supported services.

AWS has long left this market to competitors, even though it has tools like AWS Step Functions for building serverless workflows across AWS services and EventBridge for connections applications. Interestingly, EventBridge currently supports a far wider range of third-party sources, but as the name implies, its focus is more on triggering events in AWS than moving data between applications.


By Frederic Lardinois

Want to survive the downturn? Better build a platform

When you look at the most successful companies in the world, they are almost never just one simple service. Instead, they offer a platform with a range of services and an ability to connect to it to allow external partners and developers to extend the base functionality that the company provides.

Aspiring to be a platform and actually succeeding at building one are not the same. While every startup probably sees themselves as becoming a platform play eventually, the fact is it’s hard to build one. But if you can succeed and your set of services become an integral part of a given business workflow, your company could become bigger and more successful than even the most optimistic founder ever imagined.

Look at the biggest tech companies in the world, from Microsoft to Oracle to Facebook to Google and Amazon. All of them offer a rich complex platform of services. All of them provide a way for third parties to plug in and take advantage of them in some way, even if it’s by using the company’s sheer popularity to advertise.

Michael A. Cusumano, David B. Yoffie and Annabelle Gawer, who wrote the book The Business of Platforms, wrote an article recently in MIT Sloan Review on The Future of Platforms, saying that simply becoming a platform doesn’t guarantee success for a startup.

“Because, like all companies, platforms must ultimately perform better than their competitors. In addition, to survive long-term, platforms must also be politically and socially viable, or they risk being crushed by government regulation or social opposition, as well as potentially massive debt obligations,” they wrote.

In other words, it’s not cheap or easy to build a successful platform, but the rewards are vast. As Cusumano, Yoffie and Gawer point out their studies have found, “…Platform companies achieved their sales with half the number of employees [of successful non-platform companies]. Moreover, platform companies were twice as profitable, were growing twice as fast, and were more than twice as valuable as their conventional counterparts.”

From an enterprise perspective, look at a company like Salesforce . The company learned long ago that it couldn’t possibly build every permutation of customer requirements with a relatively small team of engineers (especially early on), so it started to build hooks into the platform it had built to allow customers and consultants to customize it to meet the needs of individual organizations.

Eventually Salesforce built APIs, then it built a whole set of development tools, and built a marketplace to share these add-ons. Some startups like FinancialForce, Vlocity and Veeva have built whole companies on top of Salesforce.

Rory O’Driscoll, a partner at Scale Venture Partners, speaking at a venture capitalist panel at BoxWorks in 2014 said that many startups aspire to be platforms, but it’s harder than it looks. “You don’t make a platform. Third party developers only engage when you achieve a critical mass of users. You have to do something else and then become a platform. You don’t come fully formed as a platform,” he said at the time.

If you’re thinking, how you could possibly start a company like that in the middle of a massive economic crisis, consider that Microsoft launched in 1975 in the middle of recession. Google and Salesforce both launched in the late 1990s, just ahead of the dot-com crash and Facebook launched in 2004, four years before the massive downturn in 2008. All went on to become tremendously successful companies

That success often requires massive spending and sales and marketing burn, but when it works the rewards are enormous. Just don’t expect that it’s an easy path to success.


By Ron Miller

Okta launches Lifecycle Management Workflows to make building identity-centric processes easy

Okta, the popular identity and access management service, today used its annual (and now virtual) user conference to launch Lifecycle Management Workflows, a new tool that helps IT teams build and manage IFTTT-like automated processes with the help of an easy to use graphical interface.

The new service is an extension of Okta’s existing automation tools. But the key here is that IT teams and developers can now easily build complex identity-centric workflows across a wide range of applications. With this, these teams can easily automate an onboarding process where setting up a new Okta account also immediately kicks off processes on third-party services like Box, Salesforce, ServiceNow and Slack to set up accounts there. The same goes for offboarding workflows and username creation. A lot of companies still do this manually, which is not just a hassle but also error-prone.

“Adopting more technology is incredibly beneficial for enterprises today, but complexity is a significant side effect of a changing technology ecosystem and workforce. There is no better example of the potential challenges it can create than with lifecycle management,” said Diya Jolly, Chief Product Officer at Okta. “Okta’s vision of enabling any organization to use any technology goes deeper than just access; it’s about improving how organizations use technology. Okta Lifecycle Management Workflows improves the efficiency and security of enterprises through its simple user experience and broad applicability, keeping organizations secure, and efficient without requiring the complexity of writing code.”

Okta, of course, had lifecycle management features before, but now it is also putting its acquisition of Azuqua to work and using that company’s graphical interface and technology for making it easier to create these automation processes. And while the focus right now is on processes like provisioning and de-provisioning accounts, the long-term plan is to expand Workflows with support for more identity processes.

As Okta also stresses, administrators can also manage very granular access across the supported third-party tools like assigning territories in Salesforce or access to specific group channels in Slack, for example. For temporary employees, admins can also set up automatic de-provisioning workflows that revoke access to some tools but maybe leave access to payroll services open for a while longer. There are also built-in tools for automatically managing conflicts when two people have the same name.

“Millions of people rely on Slack every day to make their working lives simpler, more pleasant, and more productive,” said Tamar Yehoshua, Chief Product Officer at Slack, one of the early adopters of this service. “Okta Lifecycle Management Workflows has significantly increased efficiency for us by automating the provisioning and de-provisioning of users from applications in our environment, without us ever having to write a line of code.”

This new feature is part of Okta’s new Platform Services, which the company also debuted today and which currently consists of core technologies like the Okta Identity Engine, Directories Integrations, Insights, Workflow and Devices. The core idea behind Platform Services is to give Okta users the flexibility to manage their unique identity use cases but also to give Okta itself a platform to innovate on. One other new product that sits on top of the platform is Okta Fastpass, for example, which allows for passwordless authentication on any device.


By Frederic Lardinois

Salesforce’s Benioff pledges no ‘significant’ layoffs for 90 days

In a Twitter thread on Tuesday, Salesforce CEO Marc Benioff outlined an eight-step plan to keep people safe and find treatments and a vaccine for the COVID-19 virus, all while working to find a way to get people back to work safely. He also asked that all CEOs take a 90-day “no lay off” pledge to help everyone get through the crisis.

The same day, he posted another tweet pledging to not make any “significant” layoffs for 90 days. When TechCrunch asked Salesforce to comment on the difference between the two tweets, the company chose not to comment any further on the matter and let the tweets stand on their own.

It sounds like Benioff’s second tweet, which also asked employees to consider paying their own hourly workers like housekeepers and dog walkers throughout the layoff period, whether they were working or not, was designed to give the CEO some wiggle room for at least some layoffs.

Salesforce has almost 50,000 employees worldwide. Even if the company were to lay off just 1% of employees it would equal 500 people without jobs, though it’s not clear if that would count as “significant.” Perhaps more likely, the company might make some cuts to staff for performance or HR-related reasons, but not broad cuts, and thus make both of its CEO’s claims essentially true.

Salesforce is a wildly successful company. It celebrated its 20th anniversary last fall and has grown from a pesky startup to a software behemoth with a projected revenue of over $20 billion for FY2021. It currently has almost $8 billion in cash and equivalents on hand. Certainly companies that use Salesforce’s products will continue to need them, even with the workforce at home.

While it could have an impact on that projection for FY2021 and its ability to land new customers this quarter, it seems like it has the money and revenue to ride out the situation for the short term without making any moves to reduce headcount at this critical time.


By Ron Miller

Even in the age of COVID-19, you need to stay focused on the customer

It’s easy to think, as we find ourselves in the midst of a truly unprecedented situation, that the rules of building a successful business have suddenly changed. While the world may be topsy-turvy at the moment, keeping your customer at the center of your business strategy is more important than ever.

That means finding creative ways to engage with your customers and thinking deeply about what they need as the world changes before our eyes.

As a small example on a local level, Pandemonium Books and Games in Cambridge, Massachusetts has started offering same-day delivery to neighborhoods in the Boston area for a $5 fee and a $20 minimum purchase.

This is taking a difficult situation and finding a way to stay connected with customers, while keeping the business going through difficult times. It’s something that your most loyal customers will certainly remember when we return to some semblance of normalcy — and it’s just a great community service.

When you hear from leaders of the world’s most successful technology companies, whether it’s Jeff Bezos at Amazon or Marc Benioff at Salesforce, these two executives are constantly pushing their organizations to put the customer first.

At Amazon, that manifests itself in the company motto that it’s always Day 1. That motto means they never can become complacent and always place the customer first. In his 2016 Letter to Shareholders, Bezos described what he meant:

There are many ways to center a business. You can be competitor focused, you can be product focused, you can be technology focused, you can be business model focused, and there are more. But in my view, obsessive customer focus is by far the most protective of Day 1 vitality.

Benioff runs his company with a similar world view, and it’s no coincidence that both companies are so wildly successful. In his recent book, Trailblazer, Benioff wrote about the importance of relentless customer focus:

Nothing a company does is more essential than how it engages with customers. In a world where online portals are replacing customer service centers and algorithms are replacing humans on the front lines, companies like ours continually need to show that the personal connections our customers craved were still — and always would be — there.

In our current crisis, that focus becomes ever more important and universal. In his last interview before his death in January, Clayton Christensen, author of the seminal book Innovator’s Dilemma, told MIT Sloan Management Review that while these organizations had other things going for them, customer centricity was certainly a big factor in their success.

They have all built organizations that have put the customers, and their Job to Be Done, at the center. They also have demonstrated the ability to manage emergent strategy well. However, they also have been in the fortunate circumstance where their core businesses have been growing at phenomenal rates, and they have had the presence of the founder to help, to personally get involved in key strategic decisions.

While you don’t want to appear like you are taking advantage of a bad situation, there are ways you can help your customers by thinking of new ways engage and help them in a difficult time. Many companies are offering services for free for the next several months to help customers get through the financial uncertainty we are facing in the near term. Others are posting free content and access to other resources on websites.

While it’s understood that some customers simply won’t have money to spend in the coming months, those that do will have different needs than they did before and you have to be ready to address them, whatever that means to your business.

This virus is going to force us to rethink about a lot of the ways we run our businesses, our society and our lives, but if you keep your customer at the center of all your decisions, even in the midst of such a crisis, you will be setting the foundation for a successful business whenever we return to normal.


By Ron Miller

Salesforce hires former banker Arundhati Bhattacharya as chairperson and CEO of India business

Salesforce, the global giant in CRM, said on Wednesday that former banker Arundhati Bhattacharya will be joining the company on April 20 as chairperson and chief executive of its India division.

The San Francisco-headquartered firm said Bhattacharya, who served as the chairperson of the state-run State Bank of India for nearly four decades and oversees financial services group SWIFT India, will be tasked with helping the global giant scale rapidly in India, one of its fastest growing overseas markets.

Arundhati will report to Ulrik Nehammer, General Manager of Salesforce in the APAC region. “Arundhati is an incredible business leader and we are delighted to welcome her to Salesforce as chairperson and CEO India,” said Gavin Patterson, President and CEO of Salesforce International, in a statement.

“India is an important growth market for Salesforce and a world-class innovation and talent hub and Arundhati’s leadership will guide our next phase of growth, customer success and investment in the region,” he said.

Salesforce offers a range of cloud services to customers in India, where it has over 1 million developers and more Trailhead users than in any other market outside of the U.S. The company, which competes with local players Zoho and Freshworks, counts Indian firms redBus, Franklin Templeton, and CEAT as some of its clients.

The company said it expects to add 3,000 jobs in India in the next three years and turn the nation into a “leading global talent and innovation hub” for the company. Sunil Jose, who joined the firm in 2017, oversaw some of the company’s India operations previously.

“I could not be more excited to join the Salesforce team to ensure we capture this tremendous opportunity and contribute to India’s development and growth story in a meaningful way,” said Bhattacharya in a statement.

According to research firm IDC, Salesforce and its ecosystem of customers and partners in India are expected to create over $67 billion in business revenues and create more than 540,000 jobs by 2024.


By Manish Singh