In the world of complex sales a “no” can coexist with a “yes”. One group within a big business may decide not to buy your enterprise software solution. But another may still decide to purchase. Your sales team needs to… Read more ›
I have written in the past about my experience working with enterprise software solutions captive to specific software platforms. Over the years the best analogy I have found to describe the market positioning and potential in front of these solutions… Read more ›
Does your business plan hinge on healthy recurring revenue from big organizations in the public and private sector? If your answer is “yes” then you need to build a communications function completely committed to transparency as your point of contact… Read more ›
If your business plan is a model of disruptive innovation, then you need a flexible approach to billing for services as an essential building block. If you aren’t familiar with the concept of disruptive innovation I recommend a read of… Read more ›
The success or failure of digital transformation projects depends on on several factors. These include executive endorsement of the project; tangible activity by executive management to encourage personnel to transform how they work; a group of stakeholders with first-hand experience… Read more ›
Shoshana Zuboff’s tome, “Surveillance Capitalism” goes to great lengths to detail the dangers inherent to Google’s history of designing free to use (freemium) solutions for online activity. These dangers amount to a history of ever-increasing surveillance efforts. These efforts detect… Read more ›
If your main product is a glue solution for enterprise computing and you built it by using a “move fast and break things” process, you might find yourself dead-ended when facing a need to produce a version amounting to a… Read more ›
Thinking about how best to promote your enterprise software? In all likelihood you will consider offering a free trial. But before you decide to go this route here are 3 points you should consider: Am I offering a platform? If… Read more ›
Different types of compensation plans – Commission (or a percentage of business) Salary plus incentive Salary only can be used to attract hunters and gatherers to your C-Suite. You need both types. Your business must continuously innovate while, with equal… Read more ›
Will your idea about an enterprise software solution you can build make money for you? If you haven’t asked this question yet, you should. You may be successful writing code for big customers, but there is an big difference between… Read more ›