Business Strategy for Software Executives
February 5, 2007
Connect with Today’s Software Buyers
There are four new breeds of IT departments which software vendors must understand in order to improve sales.
By Steve W. Martin
If you are involved in selling an enterprise software solution, you already know the importance of understanding the inner workings of the various departments within the prospective customer’s company.
Your software might be purchased by the information technology department and used by accounting and human resources. It might be selected by engineering (with the IT department’s help) and used by manufacturing. Or it could be selected by finance and bought by the IT department.
Almost every enterprise software purchase decision requires multiple departments to become involved. Therefore, it’s critical to map out the interrelationships of the departments within an organization.
After researching today’s buying process, I’ve identified four types of enterprise software buyers that software vendors must understand and communicate with effectively in order to make the sale.
No More Automatic Upgrades
The Vista launch again calls into question the need for companies to invest in upgrades to new versions of software from “megavendors.” Vinnie Mirchandani of DealArchitect says new developments such as SaaS offerings and third-party service providers are challenging the old-fashioned upgrade rationale in this post to the SandHill.com Blog, Megavendor Watch.
Who Will Buy SCO?
As the SCO Group struggles to stay afloat, speculation abounds on what its fate will be. Guy Smith of Silicon Strategies Marketing takes a look at which vendors could pick up SCO and what the outcome of each merger could be in this week’s post to the SandHill.com Blog on open source.
Get More Sales from the Web
Enterprise 2.0 has made online sales more important than ever. Yet most software vendors still count on sales reps to best understand the clients. Antony Awaida of StartLeap shares four tips on how to make a Web site the “salesperson of the year” in this post to the SandHill.com Blog on Sales & Marketing.
Publish Your Perspective!
The SandHill.com Blog wants your opinions. Send your thoughts on the enterprise software industry to firstname.lastname@example.org and we’ll publish them in our blog.
News Update: Views of Vista
The consumer launch of the new Windows dominates the headlines, with Gates on TV, Chinese pirates on their toes and trouble on iTunes; plus, rumors of a mega-mega merger raise eyebrows. Read these stories and more software news of the week in the latest SandHill.com Software News Summary.
DON’T MISS: SOA Tops List for CIOs in 2007
A new McKinsey survey of CIOs finds many are eager to deploy services-oriented architecture (SOA) in outward-facing systems this year. Read more about this and other CIO plans for the year in this article from The McKinsey Quarterly.
Poll: Oracle Buys SAP?
Last week, readers gave their opinions on the potential for a rollback in Sarbanes-Oxley regulations. What do you think?
More at SandHill.com:
How to tell the open source winners from losers.
6th Sense Analytics raises $5 million.
Symantec buys Altiris.
Jim Ducharme names VP of engineering at Aveksa.
Send us your feedback on this newsletter and the SandHill.com site.
“However beautiful the strategy, you should occasionally look at the results.”
Courtesy of Malcolm Kusher, The Kushner Group
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