Cover story: How established firms a dapt to the new reality

Few major IT firms are more than two decades old, but even these businesses have experienced massive change in the sales process

15th April, 2015
2

C loud technology is a relatively young concept, but even businesses that were essentially born in this environment have been forced to adapt their sales processes significantly.

“It’s been a phenomenal journey over the past 16 years. When the company started, it was about disrupting the model of enterprise software. That’s changed obviously, connectivity and connected devices have been the game changers,” Eileen O’Mara, vice-president for Salesforce in EMEA, told Connected....

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