1. Why the next great SaaS company will look nothing like Salesforce

    For years, a truism in software investing was that the value of application software lies in data, not in technology. Companies like Salesforce, Workday, and ServiceNow are valuable because they are the “system of record” (SoR), or single source of truth, for their customers’ most valuable information, such as customer records or employee data. The newest crop of software applications turns this logic on its head. They mimic consumer companies by using technology as a “wedge” to gain widespread adoption and don’t even try to become systems of record. Instead, they are “systems of engagement” (SoE), meaning apps that ...

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