Software and Services Providers

Software

“In the late 90’s selling software was about branding and technology. Today it’s about the value you bring and how you cost justify your product”
– Bill Gurley, Benchmark Capital

Selling software in today’s marketplace demands that vendors build financially compelling reasons for customers to both buy from them and buy now. As a vendor competing both for the technology award and available customer budget dollars, how are you building a winning strategy to successfully sell to the Economic Buyer?

The drivers for successful sales are fueled by:

• Customers investing in technologies that can increase cash flow from operations.


• Gartner Group advising customers that software acquisitions need to demonstrate NO GREATER THAN 9 months to breakeven.


• Granting appropriation to projects with both the greatest and swiftest payback.