SC

Strategy Canon

Cornerstone OnDemand: sourced choices

23 product and go-to-market choices, oldest first. Back to the case study

  1. 2000Product · Original offer The company initially pursued a consumer-learning marketplace. CO2
  2. 2000Product · Corporate requirements Miller described changing the product in response to corporate prospects. CO2
  3. 2000Go_To_Market · Rejected distribution Miller recalled rejecting an AOL deal with costly take-or-pay terms. CO2
  4. 2000Go_To_Market · Buyer discovery Banks and insurers described requirements for corporate learning. CO2
  5. 2001Go_To_Market · Enterprise selling The team followed up with corporate prospects and participated in purchasing processes. CO2
  6. 2001-09Go_To_Market · Early contracts Miller recalled closing three of four near-signature deals around September 2001. CO2
  7. 2011Product · Learning administration The Learning Cloud administered employee training. CO1
  8. 2011Product · Compliance Customers could track completion of required learning. CO1
  9. 2011Product · Performance The Performance Cloud added employee goals and performance management. CO1
  10. 2011Product · External learners The Extended Enterprise Cloud served learning audiences outside the employee base. CO1
  11. 2011Product · Modularity Customers could purchase the clouds individually or together. CO1
  12. 2011Product · Configuration Customers could configure the software without operating their own installed application. CO1
  13. 2011Product · International product The platform supported 31 languages at year-end. CO1
  14. 2011Go_To_Market · Direct sales Cornerstone sold through an enterprise sales organization. CO1
  15. 2011Go_To_Market · Reseller ADP resold the product as ADP Talent Management. CO1
  16. 2011Go_To_Market · Contract length Enterprise agreements typically had three-year initial terms. CO1
  17. 2011Go_To_Market · Pricing unit Subscription fees generally depended on the number of employees or users. CO1
  18. 2011Go_To_Market · Billing Customers generally paid annual subscription fees in advance. CO1
  19. 2011Go_To_Market · Implementation Cornerstone charged for consulting and implementation services. CO1
  20. 2011Go_To_Market · Customer scale The company had 805 clients and 7.5 million users at year-end. CO1
  21. 2020Product · Saba The company completed its acquisition of Saba in April 2020. CO2
  22. 2021Product · Learning content Acquisitions expanded Cornerstone’s learning-content offering. CO3
  23. 2021-10-15Go_To_Market · Acquisition completion Clearlake completed the purchase for $57.50 per share. CO4