Selling technology is different today. The buyer expects a different, more informed seller - a seller that knows their business, industry and the problems ailing them. They also want a seller that asks insightful questions. If you're still asking "So, what's keeping you awake at night" to your prospects, they're probably not loving you. Here's part II of my interview with Mark Galloway of OppSource.
Software & Services Safari
Many writers explore just one tech sector. Brian looks at the entire tech ecosystem to better understand the often conflicted relationships between software vendors, integrators, outsourcers and more.
Brian is in a unique position to diagnosis the winners and the losers in technology and services. He was the longest running (10 years) and most senior director of Andersen Consulting's (now Accenture's) global Software Intelligence unit - a position that required him to pick the best possible software solutions for hundreds of clients globally. He advised the firm on ERP software market forecasts and helped establish manpower planning estimates by vendor for deployment globally.Brian continues to remain close to technology buyers and sellers. When he left Andersen Consulting, he co-created a dot-com with blogger and former arch-enemy at Price Waterhouse, Vinnie Mirchandani. That firm helped broker efficient services contracts between software buyers and systems integrators. Since then, he's created TechVentive, Inc. - a company that helps technology firms better understand their markets - and Vital Analysis - the research and publishing arm of TechVentive. Brian still travels the world and publishes an impressive number of articles, research reports and blog posts annually to help software and services buyers make better business decisions. He can be reached at: brian @ vitalanalysis.com
If you still think functions and features are the only way to sell technology, think again. With so many buyers doing their own Internet-based homework, buyers are defining the way you must sell. Hear Mark Galloway of OppSource and his perspective on the changing technology sales world.
Clearly, one group of companies will get tremendous value out of analytic technologies. These firms are more nimble, more cosmopolitan and, most importantly, able to change (at scale, too). This concludes this 3-part series.
Part 2 of 3 - How tough will it be to get value out of analytics? For some firms, it will be grim. Great insights are only going to be helpful to firms that can change.
A recent Analytics event left me pondering if this great technology will be wasted on some firms. This three part series looks at who will/won't benefit from analytics, social media and other technology.
You can predict what one vendor will say about another - just look at where each is in their evolution. Trash talk happens all the time in the tech space. See the game plan unfold before you in this satire post. Enjoy...
Plex Online, a poster-child for cloud ERP, has been sold to Francisco Partners. What does this mean for customers, competitors and others?
Part 3 - NetSuite made a significant number of product announcements at its recent SuiteWorld event. It's the volume and speed of their R&D group that other vendors should note.
Part 2 of NetSuite SuiteWorld big points: The Partner ecosystem of NetSuite is definitely gaining momentum. But, is the growth consistent with other major platform ecosystems? How is it differing?
So what were the big takeaways from the NetSuite SuiteWorld conference last week? In the first of a three part assessment, see how the new commerce engine may be creating a new for new analytic capabilities within NetSuite's product line.
Accounting software can really change from time to time. Now, with cloud solutions popping up in abundance, the changes are everywhere. What are the key factors to consider? How should these new applications be sourced today?
There are lots of businesses. Only a few have successfully found a way to be great social businesses, too. Sadly, even fewer still know how to listen to the the process improvement suggestions of their customers.
Thinking about signing on the dotted line for a SaaS solution? Guest columnist Tom Ryan tosses out a few points to ponder.
When traditional HR technology is fused with newer social & collaboration technology, it's time to rethink how performance management will really get done.
Single-tenant, Multi-tenant, Mixed-tenant, Mega-tenant, Tenant-tenant, Loo-tenant, ..... It's ridiculous what lengths software vendors go to when they really want to confuse buyers.