Behind the Cloud

Stick to your idea and think big if you want to build a fast-growing company.

Even the biggest companies in the world start off as mere ideas. But if everyone could snap their fingers and manifest those ideas, the world would be teeming with entrepreneurs. So what is it that made Marc Benioff and Salesforce.com so massively successful?

Let’s start with this tip from Benioff: when you notice an idea’s potential, don’t be intimidated by it, even if it means going at it alone.

The idea for Salesforce.com wasn’t the culmination of an arduous journey to seek out a grand new business concept. Benioff was on sabbatical after over ten years as vice president of Oracle when he got his inspiration while swimming with dolphins in Hawaii.

Around this time, the Customer Relationship Management (CRM) company Siebel Systems went public with a software solution that enabled salespeople to track leads, account information and manage contacts. However, it was expensive, flawed and high-maintenance, like many other similar solutions at the time.

Benioff noted the concept and thought he could improve the software using a “Software-as-a-Service” approach, specifically through a cloud computing model, so he contacted founder Tom Siebel about his idea. However, although supportive, Siebel didn’t think it would win over a significant part of the market.

But Benioff stuck to his vision and decided to go at it alone. He knew he had to think big. To draw in the best engineers for his new company, he marketed his vision as “the end of software business and technology models.” He knew that this benchmark would intrigue any skilled developer.

By March 1999, he had employed three highly experienced application developers who worked with him in a one-bedroom apartment in San Francisco and by that summer, Benioff had ten employees and was out-growing the apartment. To accommodate his promising company, he decided to rent an 8,000 square-foot office space at the Rincon Center.