The New Revenue Growth Engine – Sales and Service Alignment. There is no denying that firms need to be more business development- and customer-focused in this economy. In fact, SPI reports that “sales effectiveness” is the business area needing the most improvement at professional services organizations, scoring 6.2 on a scale of 1-10. Combine that with the need to be more cost effective in economically difficult times and you can see why Salesforce and cloud computing are seeing such growth. The salesforce.com trajectory has been remarkable, now serving almost 100,000 companies on the Force.com platform. But how do you make sure the adoption of Salesforce CRM isn’t creating just another information island? Today, many services organizations run a hybrid – and therefore fragmented – environment with CRM in the cloud, accounting and PSA on traditional on-premises servers and of course the usual mixture of custom spreadsheets running on laptops and desktop systems. To be clear, visibility and integration really matters, irrespective of your technology platform. In another SPI study, The 2011 Professional Services Maturity Benchmark, SPI revealed that companies with integrated CRM and PSA systems report higher bid/win ratios, higher project margins, higher utilization and higher revenue per billable consultant. So although cloud based CRM systems are a step in the right direction, we don’t want to repeat or exacerbate the fragmentation and spreadsheet problem we’ve been complaining about all these years. Up until now, there has not been a PSA and accounting solution for services companies that is tightly ingrained with Salesforce CRM on the Force.com cloud platform until FinancialForce.com came along. Thanks to FinancialForce.com, I am delighted I can now offer a CRM centric professional services solution that can deliver complete visibility – from one application cloud. We’ve built our Services Resource Planning (SRP) application as an end to end solution for professional services organizations encompassing sales, the hand-off from sales to services, resource management, project & portfolio management, time & expenses, accounting, billing and more all on the Force.com cloud. From a user’s perspective, the system has one login, one UI, one workflow system, one reporting engine and only one system to learn across CRM, PSA and accounting applications. Our applications are not just integrated; they are embedded with Salesforce CRM, completely eliminating the data fragmentation problem and the overreliance on spreadsheets. So, if you’ll excuse me, I’ve got to be going. I need to go visit that executive that wanted to know his key indicators at all times. Talk about being in the right place at the right time.