How vendors think about licenses: marginal price
CRN recently ran a story summarizing a Forrester Research study (sorry, I don’t have the link – hopefully, someone will provide it in the comments) which revealed certain vendor practices which are stirring up resentment among CIOs. There is a lot within this report that our industry needs to take to heart, but there are [...]
References and Pricing for SaaS Startups
Getting the pricing right is a pretty critical part of any startup’s early stages. And it’s hard. The first task when selling business software (I differentiate from the consumer software experience) is getting anyone to pay anything for it and then be willing to talk about it so you have references. Indeed, there is often [...]
Friday Rant: No Vendor (even an On-Demand One) is an Island
There seems to be a fallacy on the provider side of the Spend Management market that On-Demand or SaaS business models do not require the same level of expert third-party services and implementation support as installed solutions. More and more, I se…
Selling that Technology: Functions, Features & Fools
We got a lot of pitches from technology companies at the recent HR Technology show in Chicago. Each of us asked vendors “What are the top 3 things we should remember about your firm?” and often we were met with blank stares; a litany of functions and features; or, that rarest of all, a polished set of messages any analyst or prospect would love.
