Article March 8, 2011 Enterprise Software Agreements: How to Design Yours This is an issue near and dear to me, as I have spent a large… admin Love0
Article November 23, 2010 Selling Software to the C-Suite In the lifecycle of a client engagement, there are multiple opportunities to communicate the value… admin Love0
Article October 20, 2010 Five Tips for Delivering True Business Value to Software Clients The key to great customer experience is fostering a long lasting relationship built on trust… admin Love0
Article September 29, 2010 Why Traditional Enterprise Software Sales Fail Traditional enterprise software sales efforts fail for three reasons: your solution does not meet its… admin Love0
Article March 24, 2010 Five Questions Software Companies Must Answer Software companies must forge emotional connections with their consumers and speak to them on their… admin Love0
Article November 4, 2009 How to Succeed at Innovation and Differentiation Wyse Technology CEO Tarkan Maner recalls that when he took the company out of its… admin Love0
Article October 21, 2009 Five Rules for Software Sales Discussions A software customer spends a lot of money up front on the software with no… admin Love0
Article August 25, 2008 Getting Smart When You are Lucky For more than 25 years, I have been a consultant and industry analyst in the… admin Love0