Software and Services Providers

Current State

• Many sales models and Account Executive skills sets are built around technology feature/functionality selling with momentum created by additional discounting and closing strategies built around timing based incentives.


• Some sales models and Account Executive skill sets are defining the business value associated with a software investment


• Few sales models and Account Executive skills sets are built around the financial value of a software investment

Future State

• Software sales models lead with business and tangible financial value as the basis for investment


• Technology and feature/functionality are vehicles for delivery of value


• Software sales and pricing models are Value Based

Gap Analysis

• Software vendors need to integrate financial selling into their sales process


• Financial competency levels must be raised within the software organization


• Sales tools must demonstrate mutually agreeable economic value and drive closure based on financial return