Software


Mar

03

2015
In technology, the best products DON’T win…ever

In technology, the best products DON’T win…ever

The best marketed products win. The best sold products win. NOT the BEST products. Especially in technology. No one cares about your features and functions.   The road to enterprise software success is paved with the carcasses of product development executives who thought their code was more elegant, or more stable.  But Ariba and Oracle still kicked their butts. Don’t try to tell me that Apple...

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Feb

06

2015
Social Selling and B2B:  Gotta be in it to win it

Social Selling and B2B: Gotta be in it to win it

This infographic from Marketing Profs helps quantify something we are all experiencing, namely the way social media are changing the nature of B2B selling.   The highlights from the post are,  Social data has gone beyond B2C to influence B2B sellers and buyers Some 84% of B2B executives use social media as a source for making purchase decisions Moreover, 92% of B2B buyers use social media...

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Nov

04

2014
The Real Reason Why Your Software Interface is Killing Your Sales

The Real Reason Why Your Software Interface is Killing Your Sales

Last quarter was rough. Revenue was down. Renewals were harder to secure than usual and you lost several deals to a couple of start-ups. And you think you know why: You software UI hasn’t been updated in years. That’s a problem, but making an investment in re-doing the front-end interface is hard to justify, especially when your back-end code still works. In fact, it works great… maybe even...

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Oct

21

2014
Does Your Software Solve A Problem, Or Provide A Better Way?

Does Your Software Solve A Problem, Or Provide A Better Way?

Scenario 1. Imagine after a major rainstorm you walk down to your basement to check things out. You pull the string attached to the hanging incandescent light bulb. After your eyes adjust to the dim light, you walk slowly down the stairs. There, covering the concrete slab, is an inch of water. It’s receding slowly, but the stains on the wall reveal that the water was...

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