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Matt Tucker, unSEXY Presentation
 

Matt Tucker, unSEXY Presentation

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Matt Tucker, Jive @unSEXY August 9, 2012

Matt Tucker, Jive @unSEXY August 9, 2012

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  • Started at an unsexy time: 2001 as the tech bubble burst, building an unsexy

Matt Tucker, unSEXY Presentation Matt Tucker, unSEXY Presentation Presentation Transcript

  • Learning how to bring homethe bacon as a tech founderMatt Tucker, CTO & Co-Founder Jive Software
  • Jive So Far: a 12 Year Journey
  • Early Days: Finding Product Value• Started with a discussion forums product for companies. Won deals based on technology: most scalable, best features, best design.• Quickly noticed a pattern of where we were succeeding more: customer support communities.• Eventually had to swallow a hard lesson: engineering effort != customer value.Tip: Avoid the trap of the single giant customer that controlsyour destiny
  • Fixing Pain is Better Than Providing Comfort $6.25/pair $11.88/pair
  • Balance Customer Demand With Your Mission• At the end of 2004, faced a choice: double down on customer support use-case or pursue the riskier dream of a new and larger market?• Decision: embrace the risk. Moved company to Portland, re-factored everything• Settled on an ambitious mission: change the way that work gets done
  • The Enterprise Wall• Are you a viable company?• Will you fit into my tech existing landscape?• Compliance, security, SSO, LDAP, IE7, scalability, etc.• Will I get fired if I buy from you?• What’s the ROI?• Where are you in the Gartner Magic Quadrant?
  • Tips for Scaling the Enterprise Wall• Prove your company has staying power through great financials or a great VC (ideally both)• Hire the gray-hairs• Go Nascar with customer logos• Some of the enterprise technical requirements are stupid, but you should master them anyway• Use bottoms-up adoption techniques (freemium, mobile)• Understand that you’re not the center of the world for your buyers
  • JIVE WHAT MATTERS ACTIVITY STREAMS NOISE FILTERING RECOMMENDATIONS INTELLIGENCE PREDICTIONS ANALYTICS IDEATION MOBILE VIDEOJIVE APPS SOCIAL MEDIA MARKET ENGAGEMENT SOCIAL MARKETING SOCIAL INTRANET SOCIAL CUSTOMERCLOUD APPS & SALES SERVICE JIVE ENGAGE PLATFORM JIVE CONNECTS @ OUTLOOK OFFICE CONTENT ENTERPRISE IM MANAGEMENTCUSTOMER EXISTING ENTERPRISE SYSTEMSBUILT APPS CONTENT COMMUNICATION SYSTEM OF RECORD
  • Matt Tucker @MattTuckermatt@jivesoftware.com