enterprise software Archives | Marketing, Promotion & Sales Consulting for Business

In the world of complex sales a “no” can coexist with a “yes”

picture of many hands reaching into a center with different puzzle pieces

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 ›

February 26, 2021

Ira Michael Blonder

Complex Sales

buyer experience, complex sales, enterprise software

Enterprise software marketing: It is better to go wide from the start than it is to go deep

an image of a man walking a tight rope between two mountains

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 ›

February 23, 2021

Ira Michael Blonder

Enterprise Computing

enterprise software, platform-specific software, software platforms

Building a persona for a typical customer

Building a persona for a typical customer is a mission-critical task, especially for enterprise software businesses. Once you have identified the job to be done most customers think your product can successfully perform you need to put together a marketing… Read more ›

October 21, 2020

Ira Michael Blonder

Choosing Markets

buyer personae, buyer personas, complex sale, enterprise software, job to be done

Predictable revenue and your enterprise software business

picture of a graph view of factors effecting business performance

Is the notion of “predictable revenue” helpful for your enterprise software business? The answer depends on your answers to 3 yes or no questions. But before I jump into these questions, I want to make sure you and I share… Read more ›

October 8, 2020

Ira Michael Blonder

Management

enterprise software, managing revenue, sales management

The Snowflake story is all about the entrepreneur running the show

Might the Snowflake story be all about Frank Slootman, the CEO? I suspect it is. If I am write, there is a lesson here for leaders running early stage enterprise software businesses – being a pitchman doesn’t hurt. What do… Read more ›

October 7, 2020

Ira Michael Blonder

CEO

enterprise software, entrepreneurs, investors, ipos, pitchmen

Enterprise software businesses need enterprise management experience on their boards

Early stage software businesses are usually heavy on engineering and light on sales and marketing. This tendency to overweight the importance of engineering has been the case since at least the mid 1980s and has become more pronounced post 2010.… Read more ›

June 22, 2020

Ira Michael Blonder

Enterprise Computing

board of directors, complex sales, complex sales cycles, enterprise software, enterprise software as a service, enterprises software marketing, human capital

ISVs should operate with realistic assumptions about enterprise consumer appetite for product updates and software assurance

An important plank in the floor boards supporting most product plans for enterprise software is an assumption about enterprise consumer willingness to implement product updates, and, in turn, purchase software assurance. Therefore, early stage ISVs should ensure they are operating… Read more ›

October 8, 2014

Ira Michael Blonder

Enterprise Business

early stage isvs, enterprise business consumers, enterprise software, product updates, software assurance

How to Evaluate the Impact of Gartner’s Magic Quadrant on the Fortunes of Early Stage ISVs

Early stage ISVs are not likely candidates for Gartner’s Magic Quadrant. So anyone interested in specific technology genres covered by Gartner with Magic Quadrants should plan on digging deeper if a list of all important players is to be compiled.… Read more ›

September 19, 2014

Ira Michael Blonder

Under the Radar

cms wire, enterprise software, gartner, magic quadrant, social computing

It Pays to Spend Time in the North American Sales Team at Oracle

On Tuesday, September 2, 2014, Brian Womack, for Bloomberg, reported a Google announcement of a name change on one of its product lines. “Google Enterprise” became “Google for Work”. The executive quoted in Womack’s article, titled Google Renames Enterprise Unit… Read more ›

September 8, 2014

Ira Michael Blonder

recruiting executives

amit singh, enterprise sales, enterprise software, google apps for business, google for work, oracle

Succeeding at Enterprise Software Sales Still Requires Sales People Who Can Do Something More than Just Present Products

During the 2014 Technology, Media and Telecom Conference, hosted by JP Morgan, Judson Althoff, President of Microsoft, North America made clear the importance of “consultative” skills, rather than product presentation, to the success of sales of Microsoft software to enterprise… Read more ›

June 4, 2014

Ira Michael Blonder

Complex Sales

complex sales, enterprise software, jp morgan, judson althoff, microsoft, technology media telecom conference 2014

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In the world of complex sales a “no” can coexist with a “yes”

Enterprise software marketing: It is better to go wide from the start than it is to go deep

Building a persona for a typical customer

Predictable revenue and your enterprise software business

The Snowflake story is all about the entrepreneur running the show

Enterprise software businesses need enterprise management experience on their boards

ISVs should operate with realistic assumptions about enterprise consumer appetite for product updates and software assurance

How to Evaluate the Impact of Gartner’s Magic Quadrant on the Fortunes of Early Stage ISVs

It Pays to Spend Time in the North American Sales Team at Oracle

Succeeding at Enterprise Software Sales Still Requires Sales People Who Can Do Something More than Just Present Products