If you still aren’t convinced your enterprise software will be sold through a complex process, you should read a story published on The Register website on Wednesday, March 31, 2021: State of Maine orders review of $54.6m Workday project as… Read more ›
It is important to include all people playing a decision-maker role in meetings with prospects. Making sure the right attendees are invited, and then go on to attend the meeting can be difficult, especially when your marketing team has reached… Read more ›
Should I sell my enterprise software through partners? The question is simple, but all too often not asked. Rather, in knee jerk fashion early stage enterprise software businesses come to market with a solution and simply assume partners will want… Read more ›
Over several of my recent posts to this blog I have presented my opinion on some of the points Marcus Sheridan makes in his best selling book “They Ask You Answer“. Now I want to take a look at what… Read more ›
In his bestseller “They Ask You Answer” Marcus Sheridan devotes a lot of pages to the following argument: You need to add a pricing section on your website. Be sure to be completely transparent about the cost of the products… Read more ›
Should we publish pricing on our website for our enterprise software business? My advice is “no”. Why? Your website is a tool you should use to provide people visiting your site with as much information as they require to decide… Read more ›
Sharing risk requires a compensation strategy built with a contingent pay component. If your enterprise software business is successful the people working for you should share in the the success. You can build this component into your plan by paying… Read more ›
I wrote at some length across other earlier posts to this blog on the value of identifying “5 tool players” early in the formation of an enterprise software business and then adding them to the first team powering the business… Read more ›
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 ›