When meetings with customers include management, always start with the business case for your solution – not the technical features. Assume management has no hands-on experience working with your product. Never lose sight of the likelihood the manager in your… Read more ›
If your enterprise software operates as a software platform on an annual subscription model (PaaS), you should think about offering managed services to your customers. There are three big reasons for this: PaaS is very sticky and, therefore, a good… Read more ›
Customers usually buy the top model, but may not use its unique features. This behavior can deliver short term gains (higher average prices per sale) and long term problems (customer churn). Do you really need to offer different models of… Read more ›
If you are already managing your sales team by revenue production, don’t try to apply Agile. There is no benefit to be captured by adding a layer of complexity (yet another management technique) onto a clear and simple set of… Read more ›
Need a broad method for your enterprise software business? Get used to running continuous innovation alongside traditional customer management. If you have yet to achieve a sustainable base of customers, skip the traditional customer management operation altogether and focus entirely… Read more ›
How to handle customers beset by internal contention? When your sales team lets you know deals aren’t going to close at the rate included in their forecast, you should ask them for specific details. Often an unexpected slow down in… Read more ›
Glip from RingCentral is an example of sensible use of a freemium offer. A cluster of features likely to be of interest to organizations (rather than individuals) are reserved for the paid version only. These include: Advanced Analytics Single Signon… Read more ›
Another important reason to add success stories and case studies to your website is to provide site visitors with real-life examples of what your software delivers. I have worked with enterprise software marketing teams over the years. These teams can… Read more ›
Let your choice of how your marketing and sales teams can best engage with prospects dictate the information you provide on your website. Answering yes or no questions like the following can help you make this choice: Is my enterprise… Read more ›
Are you targeting the digital transformation market with your enterprise software? A promise your software can be used to deliver ROI (tangible, quantifiable cost savings) is a more compelling reason-to-buy than is a claim your software will deliver healthy user… Read more ›
