splunk Posts

Land & Expand Strategy: Time to Get Serious about Customer Success!

Land & Expand Strategy: Time to Get Serious about Customer Success!

Management teams talk an awful lot these days about customer success, and many companies have implemented parts of a plan to help their customers achieve successful outcomes from their investment. Unfortunately, the prevailing model in most Saas companies is far too internally focused on building license revenues and limiting the cost of delivering services, and therefore falls short as far as customers are concerned. But there is a cure for this problem…

Scaling a Big Data / IoT Company Toward $1 Billion

Scaling a Big Data / IoT Company Toward $1 Billion

Big data and IoT businesses continue to attract enormous amounts of venture and PE funding but very few of them have yet to demonstrate the growth expected of them. Splunk is an exception. The company’s 2016 revenues will approach $1bn. and its current valuation is $8bn. Perhaps more significantly, the stock has experienced greater growth and stability than most recently public tech companies. This article addresses some of the management “secrets” behind the company’s success, in the words of Godfrey Sullivan, former CEO for eight years until his retirement in November 2015.

Cyber security – Which vendors will do most to shape this fragmented super-category as it enters the Tornado?

Cyber security – Which vendors will do most to shape this fragmented super-category as it enters the Tornado?

The gathering storm of cybercrime attacks on the private and public sectors in the U.S. and elsewhere is pulling security software, hardware and services businesses into a tornado. However, enterprise organizations and government agencies still face enormous challenges to integrate tens and even hundreds of different security products and services in their IT environments while struggling to keep pace with the new threats emerging daily. One key question is this: Which vendor(s) will play the biggest role in consolidating this fragmented super-category into a manageable and “consumable” set of offerings for organizations to implement against the broadening and deepening threats from outside?

The Salmon Run – Cloud Vendors Swim Upstream Toward the Enterprise

The Salmon Run – Cloud Vendors Swim Upstream Toward the Enterprise

Until quite recently, the only customers adopting cloud-based technologies to solve mission-critical problems were small businesses or fast-growing startups, many of them online companies themselves. Things have changed dramatically in the past few years, leaving vendors with a lot to learn – or re-learn, in the case of older companies transitioning their technology and business model to the cloud – as they race to engage larger customers in more complex implementations.

Can IBM Become Relevant Again? Sorting out the biggest basket case in tech (UPDATED)

Can IBM Become Relevant Again? Sorting out the biggest basket case in tech (UPDATED)

Since IBM announced its latest decline in revenues and profits and finally abandoned its much-publicized 2015 $20EPS goal, pundits have been understandably quick to pounce with their criticisms. Today IBM looks more broken even than HP was three years ago, when Meg Whitman became CEO and began her transformation of the company. What about IBM under Ginni Rometty’s stewardship? What should IBM’s role and strategy be going forward? And can this wobbly giant rejuvenate its business?

How Splunk is Playing for Power in Big Data

How Splunk is Playing for Power in Big Data

Since 2009, big data has progressed from being an awkwardly named though highly touted super-category to being an awkwardly named and over-hyped bandwagon category. During this time Splunk has quietly gone about building a leadership position in a few gritty but mission-critical sub-categories such as log search, security information and event management (SIEM), and operational analytics. Splunk’s machine-based indexing, search, and analytics engine also qualifies it to play in another emerging super-category – the internet of things (IOT). With around $420m in revenues and growing at 50% or so every year, Splunk has got everyone’s attention despite being much smaller than many much larger big-data pretenders such as IBM. How has the company achieved this, what new challenges does it face going forward, and what every other player in big data learn from Splunk’s progress thus far?