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Teleprospecting Resources can Successfully Manage Public Relations Engagement for Enterprise IT ISVs

Where possible, enterprise IT ISVs should maintain teams of trained telemarketers. We have often alluded to these specially trained telemarketers as “teleprospectors.” The objective of teleprospecting is clearly to gather as much information as possible from opportunities to engage with Read more ›

Once Qualification Criteria have been Established Lead Generation Efforts Should be Separated from Sales Efforts

Product marketers for complex software products targeted at enterprise customers need to provide sales and lead generation teams with a prospect profile. These teams need to use the prospect profile to build separate prospect qualification procedures. The rationale for separating Read more ›

Partnering with Core Application ISVs can Open Opportunities to Engage with Enterprise IT Decision Makers

ISVs offering what we refer to as peripheral solutions to enterprise businesses can experience substantial difficulties as they seek to engage directly with decision makers. Purchases of these solutions are usually invisible to decision makers as the result of two Read more ›

Opportunities to Engage Directly with Decision-Makers Must be a Priority for Enterprise IT ISVs with Recurring Revenue Product Models

As we wrote in a prior post to this blog, enterprise IT ISVs with “razorblade” products built to produce a healthy recurring revenue from the periodic replenishment of the “non durable” component of the product (which is usually length of Read more ›