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 rather obvious factors: the impa...

We no longer think that successful enterprise IT software sales depends upon an outside sales component. We have come to this conclusion as the result of our direct experience over the last 3 years selling this type of commodity into enterprise business markets. We are not precluding our customer...

Innovative technology businesses marketing software to enterprise organizations will do well to hire sales personnel with specific personality traits that have been shown to be conducive to selling complex solutions. Earlier in this blog we spent sometime discussing one of these personality trait...

Sometimes it makes sense to implement a ready, fire, aim product development strategy. For example, to test out market interest in various product types, or to gauge the readiness of a market to purchase products and solutions for otherwise unqualified needs. Maintaining product direction in an e...