Cornerstone for Salesforce: Optimizing CRM Investment

Since 2009, a small, independently operated but wholly owned subsidiary of Cornerstone OnDemand has been developing and delivering cloud-based LMS capabilities built natively on the Force.com platform (Salesforce.com’s platform for building enterprise applications).  Operating under the name “CyberU”, the solution went live on the AppExchange in October 2010, and now claims more than 70 clients including Marketo, LinkedIn, Virgin America, Box, and Salesforce.com which itself uses CyberU to deliver and track training for all internal and external users (the “extended enterprise”) globally.

Today, Cornerstone OnDemand announced the availability of “Cornerstone for Salesforce”, effectively rebranding CyberU and reinforcing its commitment to bringing learning and training directly into the business applications used by employees, partners and customers every day.

Cornerstone for Salesforce – a different focus

Where Cornerstone OnDemand has been focusing on enriching the capabilities and value proposition its talent suite (spanning the Recruiting Cloud, Learning Cloud, Performance Cloud and Extended Enterprise Cloud), the Cornerstone for Salesforce solution focuses on enriching the daily interactions taking place within the Salesforce applications with embedded training and development.

Bringing business intelligence, social and transactional support into enterprise business applications (like CRM, Financials, Manufacturing and others) reflects the trend toward more “purposeful applications”; a focus on “getting work done” more intuitively and effectively. The capabilities of Cornerstone for Salesforce reflect common learning management requirements, but the design intent is to have the LMS enable training and learning at the point where it is needed – i.e., while supporting a customer or while managing a sales opportunity – instead of having the LMS be “place you need to go for learning’’.

The Cornerstone for Salesforce capabilities include:

  • eLearning, including instructor-led and virtual learning support;
  • Certification and compliance for sales teams, employees, partners and customers;
  • Individual and team development planning;
  • Just-in-time training (training recommendations triggered from actions within the Salesforce application, such as changes in opportunity status, or when a new product is assigned to a sales or services team member);
  • Individual and manager dashboard reporting and analytics;
  • Social learning via integration with Salesforce Chatter;
  • Embedded performance development and training through integration with Salesforce Work.com;
  • A unified user experience and common reporting and analytics engine across the Salesforce platform; and
  • Immediate integration with thousands of Salesforce AppExchange partners including hundreds offering support for eCommerce, surveys, assessments, and quizzes.

cornerstone for salesforce
In addition to the capabilities mentioned above, consider also the extensibility of the Cornerstone platform. Unlike the packaged service offerings of yesterday’s legacy software (where custom development is repurposed to other clients through a pre-packaged consulting engagements), SaaS providers like Cornerstone can develop custom code for clients – or provide the development platform for clients’ own use – and enable other clients to access these innovations through a downloadable library of solution extensions. SaaS by its nature accelerates the pace of innovation; an extensible platform amplifies that acceleration even more.  Not every SaaS vendor takes this approach today, but Cornerstone has been supporting this for years. Cornerstone for Salesforce  empowers its partners and customers with an extensible LMS platform.

My POV

The launch of Cornerstone for Salesforce  is an important move for Cornerstone as more and more organizations look to the AppExchange and natively developed Force.com applications to extend their Salesforce.com investment.

Today Cornerstone supports three distinct platform offerings:  Cornerstone OnDemand, Cornerstone for Salesforce, and CSB (formerly Sonar6).  Rather than being distractions, I expect each offering will inform the other with best practices and lessons learned.  (We’ve seen this already, as the innovative “helicopter review” from the CSB solution is making its way into the Cornerstone Performance Cloud; and the domain expertise from the Cornerstone Learning cloud heavily influenced initial Cornerstone for Salesforce capabilities).

The Cornerstone OnDemand suite and CSB solution will continue to be important options for buyers in the HCM marketplace.  For Salesforce.com customers, a new option has emerged.

Cornerstone for Salesforce is a market-tested solution, with large clients (such as Salesforce.com) relying upon it today for learning and training across their extended enterprise.  Cornerstone for Salesforce should be on the shortlist of any Salesforce customer seeking intuitive, contextual learning and development support for its employees, partners and customers.

“Ok, Now You’ve Scared Me.”

CarnacA few weeks ago, I participated in a virtual panel focused on “The Future of Work”, providing my views into the changing landscape of work, not just as we enter 2013, but looking further out to 3, 5 or even 10 years from now. The discussion, sponsored by Cornerstone OnDemand, is available here for playback.

I began the session by sharing my view that the future of work, first and foremost, is already here. Organizations have long been affected by and responding to the dramatic changes coming from disruptive technologies, rapidly shifting worker demographics and dynamics, and new competitive pressures from an especially dynamic business climate. The challenges are real and taking place today. Looking to the future of work, one could sum up the anticipated impacts in a single word: More. More intensity. More pressure. More change. More risk. But also, more opportunity. More engagement. More transparency. More impact.

This “more” concept translates to a change in all aspects of work: namely, the Who, Where, When, What, How and even Why of work needs to be rethought:

  • The “who” of work: Who are your workers?  What generation do they represent? Are they employees or free agents? What is the composition of your workforce from a diversity perspective and how are practices in attracting, engaging, motivating, developing, measuring and rewarding the workforce evolving?
  • The “where” and “when” of work: Work takes place at the office, at home, on the go; in connected or disconnected modes from laptops, tablets, smartphones and desktops; face-to-face with our local colleagues or virtually across the globe; in shared coworking spaces where our cubicle neighbor may not even work for the same company. What systems are we using to ensure access to the people and information necessary to get work done? To drive engagement and crank up innovation?  In today’s business climate, are we fostering results from any place, at any time, from any device, or constraining people and results with a traditional mindset to work?
  • The “what” and “how” of work: The very nature of work is changing as the lines between employees, customers and suppliers blur and technology transforms work to more interaction-based engagements.  Big data insights and predictive analytics provide new views of influence and impact while social network analysis helps us understand the flow of knowledge in the enterprise and how work is getting done.  We’re just scratching the surface on better insights into the what and how of work in today’s social enterprise; what role will HR play in this new world of big data?
  • The “why” of work: Motivations differ by generation and by individual; they span pay and benefits, career advancement, skill development, recognition and increasingly,  social responsibility and altruism.  Are the rewards and recognition systems used in corporations today resonating with these very diverse workforce motivations? Do our company cultures sustain the drivers of the emerging workforce?

I riffed a bit on the sweeping changes required in business due to the above and received my favorite response of the hour from Cornerstone’s VP of Corporate Development and Strategy, Jason Corsello.  His comment?

Ok, now you’ve scared me.”

Jason is wicked smart. And he is anything but ‘scared’ about the future of work, as he and his colleagues work to guide Cornerstone’s strategy and disrupt the legacy market with cloud, social and mobile technologies. But his off-the-cuff comment was a good one, highlighting that despite all the advances we’ve made in processes and technology, there is still much more to do; more to plan for, to learn from, to capitalize on,  to embrace.

More.

Are you ready for the future of work?

Read a summary of the full panel discussion or listen to the event directly.  Be sure to catch the latest research on the Future of Work, Consumerization of IT and the New C-Suite, and other critical business themes at Constellation Research, Inc..

Disclosure: Cornerstone OnDemand is a client of Constellation Research, Inc.

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