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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 ›

Matrix Sales Organizations Foster Healthy Contention which can Only Help the Growth of Enterprise IT ISVs

Enterprise IT ISVs, in early stages of growth, should consider implementing matrix sales organizations. As per the web site of the Canadian Supply Chain Sector Council a matrix organizational structure is “[a]n organizational structure in which two (or more) channels Read more ›

To Connect or not to Connect Your Sales effort with Your Survey Lead Generation Program

We think it is mandatory to identify business sponsorship to any/all participants in a survey effort for lead generation. This point is simply a courteous example of professionalism. Further, once survey participants have made the connection between the firm conducting Read more ›