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Case Title:

Growth Strategies of Salesforce.com

Publication Year : 2004

Authors: Gopal Jha, Sumit Kumar Chaudhuri

Industry: Internet and e-commerce

Region:USA

Case Code: GRS0031

Teaching Note: Not Available

Structured Assignment: Not Available

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Abstract:
Salesforce.com was founded in 1999 by the former Oracle Vice President Marc. The company provides its Customer Relationship Management (CRM) service to businesses of all sizes and industries globally, which is used for generating sales leads, maintaining customer information and tracking customer interactions. With its services, which can be accessed through PCs, cellular phones and personal digital assistants, Salesforce.com aims to replace enterprise software packages with outsourced services. The company, which has emerged as a market leader in hosted CRM has seen its annual revenue increase from $5.4 million in 2001 to $96 million in 2003.

Pedagogical Objectives:

  • To discuss the pioneering business model and the aggressive growth strategies of Salesforce.com that enabled it to be a company to reckon with.

Keywords : Customer Relationship Management (CRM); Global CRM solution service providers; Global hosted CRM applications market; Business model of Salesforce; Marc Benioff; Application Service Provider (ASP) model; Siebel; PeopleSoft; Sforce 2.0; Growth Strategies Case Study; CRM applications from Salesforce.com; Prominent customers of Salesforce.com

Contents : 
About Sales Force.Com
The Businessmodel And Company Growth
A Challenging Future
Customer Relationship Management

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