Buying & Selling SaaS Services

SHOW: 420

DESCRIPTION: Brian talks with Nicolas Vandenberghe (@NicolasVDB, Co-Founder at @ChiliPiper) about the buying and selling of SaaS services, how to streamline interactions, and how to better engage with potential SaaS users.

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CLOUD NEWS OF THE WEEK:

• Splunk has agreed to acquire @streamlio (https://www.splunk.com/blog/2019/10/21/splunk-to-expand-streaming-expertise-announces-intent-to-acquire-streamlio-open-source-distributed-messaging-leader.html) , an open-source distributed messaging leader.
• SAP CEO leaves to go to ServiceNow (https://www.zdnet.com/article/bill-mcdermott-named-servicenow-ceo-days-after-leaving-sap/)
• ServiceNow CEO leaves to go to Nike (https://www.geekwire.com/2019/former-ebay-ceo-john-donahoe-will-become-nikes-new-ceo-shoe-giant-moves-tech/)
• MPLS is back – Pensando Systems (https://www.cnbc.com/2019/10/16/cisco-mpls-engineers-pensando-systems-backed-by-hpe-aimed-at-aws.html)
• Red Hat OpenShift 4.2 shipped / GA (https://blog.openshift.com/introducing-red-hat-openshift-4-2-developers-get-an-expanded-and-improved-toolbox/)

SHOW INTERVIEW LINKS:

• Chili Piper Homepage (https://www.chilipiper.com/)

SHOW NOTES:

Topic 1 – Welcome to the show. You have quite a broad background in the SaaS space. Can you tell us a little bit about your background prior to founding Chili Piper?

Topic 2 – The buying of IT services has become so distributed, not only the buyers, but the influencers, and the actual sellers. Can you help us better understand the bigger picture about the processes involved in information gathering, decision-making, and then the on-going relationship with the services being bought?

Topic 3 – Chili Piper brings together, or orchestrates, the ability to gather and use information from lots of tools that help sales, marketing, and analytics teams (Hubspot, Marketo, Eloqua, Salesforce, Twillio, etc.). How does the work you do translate into the teams that need either a bigger picture, or sometimes a smaller more granular picture of the market?

Topic 4 – Can you talk about some examples of how your customers leverage the Chili Piper technologies to improve their performance or market perspective?

Topic 5 – Are the tools and techniques that Chili Piper brings to market specific to the SaaS business model, or could they equally be applied to other more CAPEX-centric or Contract-centric business models?

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