Opinion certainty 5/5 debate potential 3/5

Treffler claims traditional CRM systems fail when real back-end execution is required

Alan Treffler · 1188 Pega About To Hit $1B in ARR as 30+ Year "Overnight Success" · Oct 25, 2018 · at 9:59

Pegasystems founder and CEO Alan Treffler explains why Pegasystems focuses on underlying operational automation rather than superficial front-end CRM tools.

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“I guarantee you all the sexy stuff sooner or later has to get real. And that's where these CRM systems all fall apart.”

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Insight
Treffler admits excess IPO capital caused bootstrapped Pegasystems to waste money
“And the trouble with that is obviously introducing too much public market money into a firm that's accustomed to boot scrapping entirely and accustomed to a different go-to-market model led us and gave us the opportunity to frankly waste a lot of it.”
Alan Treffler Oct 25, 2018 ▶ 7:26 1188 Pega About To Hit $1B in ARR as 30+ Year "Overnight Success"
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Treffler claims no companies are currently making money in distributed edge IoT
“But doing stuff, for example, IOT distributed on the edge across the shop floor, it's a good idea. It's going to happen. A lot of companies are in it. Don't see any of them making any money. I don't see that market Coming together soon.”
Alan Treffler Oct 25, 2018 ▶ 15:59 1188 Pega About To Hit $1B in ARR as 30+ Year "Overnight Success"
Assertion Supported
Treffler says an outside president stalled Pegasystems under $100M in revenue
“I for five years, brought in a president. And we actually learned a lot. I was able to really step back, but they weren't able to get it up over a hundred million. We were stuck there for several years. When I came back, I learned enough and we made enough cha…”
Alan Treffler Oct 25, 2018 ▶ 5:51 1188 Pega About To Hit $1B in ARR as 30+ Year "Overnight Success"
Insight
Treffler says ramping enterprise sales reps for mission-critical software takes 14 months
“In our business, given, given we're selling mission critical capabilities in a lot of cases it can take double that.”
Alan Treffler Oct 25, 2018 ▶ 18:18 1188 Pega About To Hit $1B in ARR as 30+ Year "Overnight Success"
Insight
Treffler warns acquiring companies solely for customer bases creates product confusion
“I'm not as much of a fan of buying customer bases because usually when you buy a customer base, you just give yourself a lot of confusion in terms of you know, which software you're going to offer there.”
Alan Treffler Oct 25, 2018 ▶ 18:56 1188 Pega About To Hit $1B in ARR as 30+ Year "Overnight Success"
Disclosure
Treffler funded Pegasystems with family loans and a $500K life insurance policy
“I had to borrow money from family. And one of the first things I did was take out a 500,000 dollar term life and policy on myself.”
Alan Treffler Oct 25, 2018 ▶ 2:56 1188 Pega About To Hit $1B in ARR as 30+ Year "Overnight Success"
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