Marc Benioff’s Playbook

I got a review copy of Marc’s new book – Behind the Cloud – out on the 19th.

It is full of details about his personal and professional philosophies. Organized into 111 “plays” of a little over 2 pages each, it is an easy read.

You get insights into his (and the company’s) approach to philanthropy.

“I did not know this would be the case, but our customers also have greater appreciation for us because of our philanthropic efforts. Customers have rallied behind our cause, arriving at our conferences early to help build playgrounds and paint schools (even in the rain)”

The company gets criticized for its high SG&A, and there is some insight into what they spend it on – and what they do not spend on.

“Typically, 60 to 65% of our account executives qualify for this trip (3 days in Maui).Most companies reward only the top 10 to 20% percent of their sales reps …”

“How many times have you gone to a restaurant based on a giant ad? …How many times, in contrast, have you followed the recommendation of a friend or a positive review in a magazine or newspaper? Unbiased references by experts carry tremendous power”

Some people call Marc egotistical.  What impressed me was how generous he is in the book to friends, employees at every level, customers. If that is egotistical, we need more of it.