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Entrepreneur's Journal: How to snare big-time customers

Posted Sep 2nd 2007 6:00PM by Tom Taulli (RSS feed)
Filed under: Google (GOOG), Apple Inc (AAPL), General Electric (GE), AT and T (T), Small Business

Most young companies dream of getting their first heavyweight customer -- a huge player, central to their industry, like Google Inc. (NASDAQ: GOOG), or better yet, a General Electric (NYSE: GE).

Snaring such a customer can change an entrepreneur's fortunes overnight. Of course. But how do you gain the attention and trust of a large and important company? It's certainly tough -- but there are some strategies to help out.

First of all, make sure you are in a niche that large companies don't consider core to their business, advises Steve Waldis, who is the CEO and founder of Synchronoss Technologies (NASDAQ: SNCR). The company develops software for the telecom industry and even powers the activation for Apple's (NASDAQ: AAPL) iPhone. This was the result of a deep customer relationship with AT&T (NYSE: T).

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CEO Interview: What's up with VMware?

Posted Aug 14th 2007 6:00PM by Tom Taulli (RSS feed)
Filed under: Microsoft (MSFT), Cisco Systems (CSCO), Intel (INTC), International Business Machines (IBM), , EMC Corp (EMC), salesforce.com inc (CRM)

It's August. The credit markets are tightening. The Dow is falling.

Yet, despite all this, VMware (NYSE: VMW) was able to launch a blockbuster IPO. Right now, the shares are up 82% to $53 per share. In fact, the market cap is at a nosebleed $20 billion.

The company is the clear leader in virtualization, which allows companies to improve the utilization of their servers. It's turned out to be a hyper-growth market.

Interestingly enough, EMC (NYSE: EMC) bought the company for a mere $635 million in late 2003.

To get some perspective on things, I talked to Chris Cabrera, who is a veteran of the enterprise software world. His new company -- Xactly Corporation – is also growing fast and has attracted several rounds of venture capital.

Q: Initial impressions of the IPO?

Chris: "How can you not be impressed? Any time your stock almost doubles in the first day of trading, raising almost $1 bilion, you've got to be happy."

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Why is the NetSuite IPO important?

Posted Jul 3rd 2007 1:01PM by Tom Taulli (RSS feed)
Filed under: Oracle Corp (ORCL), Initial Public Offerings

As has been expected, NetSuite filed its IPO yesterday. The company – which is backed by Oracle's (NASDAQ: ORCL) Larry Ellison – is a leader in a new approach to software: on-demand. This uses the Internet as a way to deliver business applications.

To get some insight on the IPO, I interviewed Chris Cabrera, who is the CEO and founder of Xactly (which is a venture-backed on-demand software company).

How are things going at Xactly?

Things at Xactly continue to go great. We have more than 70 customers, we are dominating the on-demand compensation space, we were recently recognized by the ABA (American Business Awards) as "Best New Company" and we just moved into 30k square feet of prime real estate in downtown San Jose to house our 100 employees.

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