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Behind the Cloud: The Untold Story of How Salesforce.com Went from Idea to Billion-Dollar Company-and Revolutionized an Industry 1st Edition
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In Behind the Cloud, Benioff shares the strategies that have inspired employees, turned customers into evangelists, leveraged an ecosystem of partners, and allowed innovation to flourish.
- ISBN-109780470521168
- ISBN-13978-0470521168
- Edition1st
- PublisherWiley-Blackwell
- Publication dateOctober 19, 2009
- LanguageEnglish
- Dimensions6.1 x 1.2 x 9.2 inches
- Print length304 pages
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Editorial Reviews
From the Inside Flap
How did salesforce.com grow from a start-up in a rented apartment into the world's fastest growing software company in less than a decade?
For the first time, Marc Benioff, the visionary founder, chairman, and CEO of salesforce.com, tells how he and his team created and used new business, technology, and philanthropic models tailored to this time of extraordinary change. Showing how salesforce.com not only survived the dot-com implosion of 2001, but also went on to define itself as the leader of the cloud computing revolution and spark a 46 billion-dollar industry, Benioff's story will help business leaders and entrepreneurs stand out, innovate better, and grow faster in any economic climate.
In Behind the Cloud, Benioff shares the strategies that have inspired employees, turned customers into evangelists, leveraged an ecosystem of partners, and allowed innovation to flourish. Benioff shows how salesforce.com pioneered a simple idea (delivering business applications as a service over the Internet) to change the way all businesses use software applications and, ultimately, change the way the software industry works.
With Marc Benioff's candid, unconventional advice and unusual call-out lessons from the Salesforce.com Playbook including Benioff's proprietary management tool, V2MOM any business can go against the grain, rapidly change the game, and learn how to achieve lasting success.
From the Back Cover
Praise for Behind the Cloud
"Salesforce.com and Google share a vision for how the cloud will revolutionize computing. Behind the Cloud gives us a rare glimpse at the development of one of the most important trends in business today." Eric Schmidt, CEO, Google
"In Behind the Cloud, Marc Benioff takes us through the ups and downs of building one of the most extraordinary businesses of our time and reveals the tactics that gave salesforce.com its amazing edge. This book will show you how to focus your vision, think differently, align your organization and transform your business and your life." Anthony Robbins, author, Awaken the Giant Within and Unlimited Power
"Reading this book, I laughed out loud many times as Marc told his story, a story of great ideas, thunder-stealing pranks, and a world consciousness that is at the heart of salesforce.com." Neil Young
"Reading, but also afterwards, practicing the 111 plays described by Marc Benioff opens the door for entrepreneurial success much better than any MBA program." Klaus Schwab, founder, World Economic Forum, and cofounder, Schwab Foundation for Social Entrepreneurship
"Cisco and salesforce.com share a vision of how the network is the platform to transform business. In his book, Benioff outlines how salesforce.com has used cloud computing to disrupt and reshape the enterprise software space. It is clear that we are just beginning to understand the potential of networked business and the future benefits and productivity gains of the next phase of the Internet." John Chambers, chairman and CEO, Cisco
"Behind the Cloud demonstrates what happens when companies act as good citizens. Everyone from employees to shareholders to the community wins. Get ready to be inspired and make a difference." Charles Moore, executive director, Committee EncouragingCorporate Philanthropy
About the Author
Marc R. Benioff is the chairman and CEO of salesforce.com (NYSE: CRM), which he cofounded in 1999. Under Benioff's direction, salesforce.com has grown from a groundbreaking idea into a publicly traded company that is the market and technology leader in enterprise cloud computing. Salesforce.com has received a Wall Street Journal Technology Innovation Award, been lauded as one of BusinessWeek's Top 100 Most Innovative Companies, been named No. 7 on the Wired 40, was selected for the past two years as a Top Ten Disrupter by Forbes, and been voted one of the world's most ethical companies by Business Ethics Magazine. Benioff is the recipient of many awards for pioneering innovation, including the 2007 Ernst & Young Entrepreneur of the Year. In 2000, Benioff launched the Salesforce.com Foundationnow a multimillion-dollar global organization. He lives in San Francisco.
Carlye Adler is an award-winning journalist whose articles have appeared in BusinessWeek, Departures, Fast Company, Fortune, Forbes, Portfolio, Wired, and Time. She cowrote, with Marc Benioff, The Business of Changing the World. She lives in New York City.
Product details
- ASIN : 0470521163
- Publisher : Wiley-Blackwell
- Publication date : October 19, 2009
- Edition : 1st
- Language : English
- Print length : 304 pages
- ISBN-10 : 9780470521168
- ISBN-13 : 978-0470521168
- Item Weight : 2.31 pounds
- Dimensions : 6.1 x 1.2 x 9.2 inches
- Best Sellers Rank: #120,155 in Books (See Top 100 in Books)
- #137 in E-Commerce (Books)
- #159 in Company Business Profiles (Books)
- #350 in Sales & Selling (Books)
- Customer Reviews:
About the authors
Marc Benioff is chairman and CEO of salesforce.com. He founded the company in 1999 with a vision to create an on-demand information management service that would replace traditional enterprise software technology. Benioff is regarded as the leader of what he has termed "The End of Software," the now-proven belief that multi-tenant, cloud computing applications democratize information by delivering immediate benefits at reduced risks and costs. He reveals the story of salesforce.com--and offers unconventional tools for any business to achieve lasting success--in the national best-selling book, Behind the Cloud.
Under Benioff's direction, salesforce.com has grown from a groundbreaking idea into a publicly traded company that is the leader in enterprise cloud computing. For its revolutionary approach, salesforce.com has received a Wall Street Journal Technology Innovation Award, been lauded as one of BusinessWeek's Top 100 Most Innovative Companies, named No. 7 on The Wired 40, and selected for the past two years as a Top Ten Disrupter by Forbes. The product has won the Software & Information Industry Association Codie Award for Best CRM for the past six years, and the Codie Award for Best On-Demand Platform in 2007, as well as multiple "Editor's Choice" designations from PC Magazine.
Benioff has been widely recognized for pioneering innovation with honors such as the 2007 Ernst & Young Entrepreneur of the Year, the SDForum Visionary Award, and Alumni Entrepreneur of the Year by the University of Southern California (USC) Marshall School of Business. The San Francisco Business Times named him as its 2009 Executive of the Year. Additionally, Benioff has been ranked named No. 7 on the Top 100 Most Influential People in IT survey by eWEEK, one of the Top 10 Greatest IT Chief Executives by VNU, and among the top 10 most visionary CEOs in the technology industry by InternetNews.com. He was appointed by President George W. Bush as the co-chairman of the President's Information Technology Advisory Committee and served from 2003-2005, overseeing the publishing of critical reports on health care information technology, cybersecurity, and computational sciences.
Throughout his career, Benioff has also been committed to using information technology to produce positive social change. In 2000, he launched the Salesforce.com Foundation--now a multimillion-dollar global organization--establishing the "1-1-1 model," whereby the company contributes one percent of profits, one percent of equity, and one percent of employee hours back to the communities it serves. Benioff authored The Business of Changing the World, in which 20 great leaders reveal how businesses can go beyond writing a check and leverage the full scope of their resources to make a difference. Compassionate Capitalism, also authored by Benioff, is the first-ever best-practices guide for corporate philanthropy that illustrates the success of the integrated model. Acknowledging his commitment to building partnerships between business and society to improve the state of the world, the members of the World Economic Forum named Benioff as one of its Young Global Leaders. In 2007 the Committee Encouraging Corporate Philanthropy presented Benioff with the coveted Excellence in Corporate Philanthropy Award and a year later welcomed Benioff to its distinguished board of directors. In 2008, for his thought and action leadership in corporate responsibility, CRO Magazine named Benioff CEO of the Year.
Prior to launching salesforce.com, Benioff, a 30-year veteran of the software industry, spent 13 years at Oracle Corporation from 1986-1999. In 1984, he worked as an assembly language programmer in Apple Computer's Macintosh Division. He founded entertainment software company Liberty Software in 1979 when he was 15 years old. Benioff received a Bachelor of Science in Business Administration from the University of Southern California in 1986.
Carlye Adler is an award winning journalist and coauthor of many books, including four New York Times bestsellers. Her writing has been published in BusinessWeek, FastCompany, Fortune, Forbes, Newsweek, TIME and Wired. She lives in Connecticut with her husband, two daughters, and skateboarding bulldog.
For more information, please visit www.carlyeadler.com or www.caspermediagroup.com
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Customers find the book easy to read and well-worded, appreciating its practical guidance for entrepreneurs. Moreover, the book provides valuable insights, with one customer highlighting its detailed look at product development. Additionally, customers are struck by the philanthropy chapter, and one notes how it measures success in both revenue and philanthropy. The book's structure receives positive feedback, with one customer describing it as broken down into many 'plays'.
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Customers find the book engaging and easy to read, with one customer noting it's particularly suitable for those in the tech industry.
"...the most interesting part of the book and makes it a must read for any budding entrepreneur...." Read more
"...While there is a lot of content in this book, that is noteworthy at a high level, I would caution new entrepreneurs to seek a more modernized,..." Read more
"...Great book. Very well worded (no siliconite verbiage), co-authored with an excellent writer, Carlye Adler." Read more
"...in understanding trends in the software industry, this is a worthy read. These days, we hear the buzz word 'cloud computing' a lot...." Read more
Customers find the book provides valuable insights and practical guidance for entrepreneurs, with one customer noting it serves as a real-world guide.
"This book provided a very positive, insightful story behind Salesforce and its growth into the company that it is today (well, if today were 2009)...." Read more
"...This section is a must read for entrepreneurs of for-profit companies, of course, but also for any executive director of any foundation who does not..." Read more
"Really profound, lots of wisdom distilled into a few words...." Read more
"...But Benioff's is the real world's practical guide. A playbook by playbook example. This is where the rubber hits the road!..." Read more
Customers find the book insightful and inspiring, with one customer highlighting its candid tale of growth and another noting how it provides real-life situations for learning and enjoyment.
"...This is the most interesting part of the book and makes it a must read for any budding entrepreneur...." Read more
"This book provided a very positive, insightful story behind Salesforce and its growth into the company that it is today (well, if today were 2009)...." Read more
"...The format of this book is kind of unusual, but still interesting. Usually, these kind of books follow in sequence as a story...." Read more
"...It actually provides significant amount of insight into what's actually going on in the company, and how do you deal with them, rather than..." Read more
Customers find the book straightforward and easy to follow, with one customer describing it as a play-by-play account.
"...the style of the book are also particularly pleasing and make for an easy and exciting read...." Read more
"...It is a very easy and enjoyable book to read...." Read more
"An easy and interesting read. The book is written for new entrepreneurs but anyone who works for a company can appreciate the advice...." Read more
"Practical, straightforward play-by-play account of how Benioff founded and led Salesforce.com into the phenomenon it is today: What he and his team..." Read more
Customers appreciate the philanthropic aspects of the book, with one customer noting how Salesforce measures its success in both revenue and giving, while another mentions the Corporate Philanthropy Playbook.
"...There is one section of the book I especially like: The Corporate Philanthropy Playbook...." Read more
"...to build something when you know it will leave a legacy and add value for others due to the generous nature of the endeavor...." Read more
"...I was particularly struck by the Philanthropy chapter - my cofounder and I liked the 1-1-1 model..." Read more
"...their plans for building a global enterprise that measures its success in revenue and philanthropy ." Read more
Customers appreciate the chapter structure of the book, with one mentioning it is broken down into many 'plays'.
"...I liked the short chapter structure - it allows you to pick it up and put it down when you need to - taking lessons when you have the time...." Read more
"I like how everything is structured in plays...." Read more
"...Short and practical chapters, great insight into the history of Salesforce. My whole summary (in Czech) at [...]" Read more
"Easy to read but very insightful and useful. Broken down into many 'plays' so that you can focus on the ones you want to. Inspiring and funny...." Read more
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Top reviews from the United States
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- Reviewed in the United States on March 19, 2013Format: HardcoverVerified PurchaseSaaS. Software as a Service. This comes as an disruptive technology when the enterprises were spending megabucks on software to roll out to maximize their efficiency. The initial software licenses and the hardware, in order to host the solution, was compounded by the efforts spent in adapting the software to the specific needs of the buyer. At a time like this, Marc Benioff was bold enough to pursue his vision of "No Software". Technically incorrect, the idea was to host the application and provide access to enterprises to use the hosted application to remove the hardware costs from the equation. If this was not enough, they were going to charge the customer a monthly subscription fees similar to a pay-as-you-go mode.
We all know how the vision turned out. I am talking about the company founded by Marc Benioff. salesforce.com. But do we know what were driving factors and deciding events behind the success story of salesforce.com. This is what the author and founder of salesforce.com, Marc Benioff, tells in this book. With a dream to change the world and limited resources, salesforce.com innovated to become a market pioneer and also leader. Humble beginning with respect to resources(both manpower and capital), they set out for a David-versus-Goliath battle against Siebel. Instead of building ground up, they capitulated on the successful and time-proven technologies available. When it comes to attract attention to their product, they came out with out-of-box ideas. All these are interesting and also inspiring to read.
Starting from basics and turning successful was just one of the hurdles. But when salesforce.com became successful, the company as a whole has to adapt without changing their core values. Sometimes after defeating Goliath, David turns into Goliath. Instead of transforming into the undesirable giant, salesforce.com assimilates some of the good characteristics of Goliath as part of the adaptation process. When salesforce.com files for IPO, there are other challenges they face. They create a new market which did not exist before. Being the first means there are no written set of rules. This is the most interesting part of the book and makes it a must read for any budding entrepreneur. Disruptive technologies also has lot of challenges in addition to creating and capturing the market.
This books is recommended for two types of people. The first type are entrepreneurs(even if you are already one or you hope to be one in the future) and the second type are people associated with information industry. For the first type, there are a lot of lessons to be learnt from Marc Benioff's experience while for the second type, it is a history lesson.
- Reviewed in the United States on May 1, 2021Format: HardcoverVerified PurchaseThis book provided a very positive, insightful story behind Salesforce and its growth into the company that it is today (well, if today were 2009). Like many success stories, it lists a playbook of strategies, policies, and decisions that the author believes to be the driving forces being their success.
The problem with such playbooks is that they are often heavily influenced by survivorship bias. An entrepreneur succeeds at something, believes they know why they succeeded, and then use that insight to pass on advice to others. Unfortunately, much of what works for one company during a specific time period often does not work for most others. While there is a lot of content in this book, that is noteworthy at a high level, I would caution new entrepreneurs to seek a more modernized, realistic guide more fitting for 2021. One such book is “Lean Startup,” which is also written by the founder of a software company, but it is also much more open about dealing with major struggles.
As an entrepreneur myself in the startup space for the past 10 years, I can vouch for the fact that grit in the face of uncertainty and coping with financial struggle is by far the most difficult challenge that normal entrepreneurs face. This book will not help you in this area of your development. Salesforce was very fortunate with its early profitability, but most startups will need to spend a great deal of energy staying afloat, learning to survive before they can thrive.
- Reviewed in the United States on October 17, 2009Format: HardcoverVerified Purchasesalesforce (with a lowercase as was the mania at the turn of the century) is, of course, a major industry success, but also the symbol of a timely, intelligent strategy adjustment at a time of crisis and craziness, the [...] bust. Great ideas and products that are useful to people always manage to weather bad storms. Sure, Marc Benioff, the CEO founder of the company must have freaked out at the 2001 meltdown, but he lost neither his cool nor his faith on his "End of software" motto (a striking way to impose the then novel software as a service -- SaaS -- model). His obstinacy paid off: The company went public in June 2004.
Not all entrepreneurs have Marc's chutzpah, but his 111 recommendations to entrepreneurs will all be extremely precious to anyone. Sure, you may not dispatch a commando unit on bicycle to circle the Los Angeles Convention Center at a Microsoft launch event and instead settle for less spectacular tactics, but the message is clear: if you are an underdog, you can't be too subtle either, and you have to find a way to force the big guys into adopting your message. Regardless of who they are. Frankly, when Tom Siebel from Siebel Systems started to talk about software-as-a-service after he acquired Upshot, most of us smiled at the recollection that only two years before, Siebel had been repeating that SaaS was the type of stuff for [...] kids. "Don't fear competition: welcome it and leverage it," Marc concludes - provided, though, that you keep it under tight control.
And you do so by maintaining an all-out high energy level. High energy (sometimes high voltage) is the tone of the book. It has a lot to do with Marc's personal style. But guess what? Low-energy doesn't work. So find what your own high-energy level can be, and make sure that your employees and your customers turn into fervent evangelists of the company anywhere in the world. Meanwhile, enjoy dozens of great anecdotes.
There is one section of the book I especially like: The Corporate Philanthropy Playbook. This section is a must read for entrepreneurs of for-profit companies, of course, but also for any executive director of any foundation who does not want a foundation to stagnate or simply "survive": "Innovative nonprofits have historically achieved true sustainability by embracing a revenue-generating business model."
Great book. Very well worded (no siliconite verbiage), co-authored with an excellent writer, Carlye Adler.
Top reviews from other countries
- Ajay MReviewed in Canada on February 3, 2014
5.0 out of 5 stars I didn't think Marc will bare so many secrets.
Format: KindleVerified PurchaseYou have to read it, amazing to see him being so honest on how they beat Siebel. I can't wait for a company to one-up them now, they've had a good life already, time for the next talent to replace them :)
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Leonardo OliveiraReviewed in Brazil on May 5, 2020
5.0 out of 5 stars ótima leitura profissional
Format: HardcoverVerified Purchaserecomendável para quem quiser entender e aprender sobre o mundo SaaS
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De kaft van het boek was vies en ik krijg het niet schoonReviewed in the Netherlands on July 29, 2023
1.0 out of 5 stars Beschadigde kaft
Format: HardcoverVerified PurchaseDe kaft van het boek was vies en ik krijg het niet schoonBeschadigde kaft
Reviewed in the Netherlands on July 29, 2023
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- praveenReviewed in India on October 28, 2018
5.0 out of 5 stars Must read for every entrepreneur
Format: HardcoverVerified PurchaseThough someone of the points author talks about don't apply to current generation but overall it's a must read for every entrepreneur
- BrunoReviewed in Germany on November 7, 2022
5.0 out of 5 stars Nice design and awesome content
Format: HardcoverVerified PurchaseGreat book - I was looking for a book about Marketing and Saas, and this book provided me with great insihgt. In these pages, Marc Benioff, one of the founders of Salesforce, tells his experience as an entrepreneur, who used to have a corporate life, and then decides to start a Saas company looking for something more rewarding. In his journey as an entrepreneur, he implemented a number of several innovative marketing strategies that every person interested in building a company should know. Totally recommended!
BrunoNice design and awesome content
Reviewed in Germany on November 7, 2022
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