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They hate Professional and Team Edition Customers

Okay, the title of this post is deliberately provacative. And no, I don’t actually think SalesForce.com actually hates its Professional Edition and Team Edition customers. But I do think they treat Professional and Team as second class customers whose real needs are not worthy of their consideration.  Let me explain.

By creating three editions: Enterprise, Professional, and Team, and it appears SaleForce.com did so for market segmentation which would have been a great strategy.  Companies that provide products and services to meet the needs of different market segments can engender great customer loyalty, and produce excellent profits if they execute well.  But that is not what SalesForce.com did.

No, SalesForce.com only really cares about it’s Enterprise Edition customers as it’s Professional Edition and Team Edition customers are just afterthoughts. 

SalesForce.com has not really tried to craft solutions that actually meet the needs of smaller companies.

Instead, SalesForce.com has simply lopped off features from the Enterprise Edition so that they could charge less and hopefully reach a lesser marketplace.

There are a few features that are as essential to Professional and Team customers as they are to Enterprise yet SalesForce.com has decided only Enterprise Edition customers can access those features.

It’s as if BMW sold three levels of cars but only provided seat belts and a hand brake with the most expensive level of car.

What’s more, it’s as if BMW programmed their fuel injection to quit working if you tried to retrofit those features to one of their lesser expensive cars yourself.

In future posts I’ll discuss the features to which I refer, and I’ll also explain why I believe SaleForce.com to be incredibly short-sighted because of it.

5 Responses to “They hate Professional and Team Edition Customers”

  • Theresa DeRycke responded:

    If you haven’t heard of DemandTools, it’s the ’swiss army knife’ for salesforce.com admins and it DOES work with Professional Edition.

    Come and check us out!
    www.crmfusion.com/demandtools/

  • Mike Schinkel responded:

    Thanks for the link. I’ll check it out.

  • Tom Greenberg responded:

    The Team Edition is totally useless and is a loss leader. The Professional Edition is good enough for most companies, but you almost always end up upgrading, and the Unlimited Edition is a scam!

  • Mike Schinkel responded:

    @Tom: You’re preaching to the choir here, but thanks for taking the effort to do so anyway! :)

  • Dave McGee responded:

    Entellium provides all the functionality of Enterprise edition, at an investment level lower than Professional edition (and they don’t nickel and dime you!)

    http://www.entellium.com/

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