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Selling & Marketing Software

Demand this from software vendors

Demand this from software vendors

By Brian Sommer on October 20, 2009

I was getting a briefing last week from a software executive. We got to a point in the conversation where the discussion was focusing on existing products. I moved the conversation to a different space, though. If you’re getting a pitch from a vendor, you should move the conversation, too! Still Market Relevant – When […]

Posted in Business, Featured Posts | Tagged analytics, Analytics - Performance Management, erp, Financial Software, Future of Application Software, Notable Research, on-premise, quadrant, SaaS, SaaS and Beyond, Selling & Marketing Software, software as a service, Software Vendors, software. applications, The Applications Market, Vital Analysis

SMART Selling in the SaaS world

By Brian Sommer on October 9, 2009

What we all could learn from Sonar6
Post #3 from the HR Technology show
SaaS (software as a service) is supposed to cost less. At least that’s what all the vendors tell me. It’s also supposed to be easier to use and easier to implement. I’ve often wondered if these lower cost ideals are really true. Why […]

Posted in Business | Tagged application software, cost of sales, HR, Implementing Technology, marketing, negotiate, negotiations, on-premise, SaaS, SaaS and Beyond, SAS 70, Selling & Marketing Software, software as a service, Software Marketing, Software Vendors, Sonar6

Selling that Technology: Functions, Features & Fools

Selling that Technology: Functions, Features & Fools

By Brian Sommer on October 8, 2009

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.

Posted in Featured Posts, Trends & Concepts | Tagged Coca-Cola, experiential, Fun With Tech, HR Technology, Humor, marketing, McDonalds, sales, Selling & Marketing Software, Software Marketing, software sales, technology

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