Selling that Technology: Functions, Features & Fools
Image via Wikipedia Post 2 – What we saw at the HR Technology show Katherine Jones and I got a lot of pitches from technology companies at the recent HR Technology show in Chicago. Each of us asked...
View ArticleFriday Rant: No Vendor (even an On-Demand One) is an Island
There seems to be a fallacy on the provider side of the Spend Management market that On-Demand or SaaS business models do not require the same level of expert third-party services and implementation...
View ArticleReferences and Pricing for SaaS Startups
Getting the pricing right is a pretty critical part of any startup’s early stages. And it’s hard. The first task when selling business software (I differentiate from the consumer software experience)...
View ArticleHow vendors think about licenses: marginal price
CRN recently ran a story summarizing a Forrester Research study (sorry, I don’t have the link – hopefully, someone will provide it in the comments) which revealed certain vendor practices which are...
View ArticleSilos-in-the-Enterprise: Good. But Not All They Are Cracked Up to Be.
Just a few years ago, as the next generation of SaaS companies were beginning to scale, the idea of building a Big or Biggish SaaS Company using Silos-in-the-Enterprise was all the rage. For many it...
View ArticleDeath of a (software) salesman?
BusinessWeek had two recent stories – one was how quickly the bubble around rare earths has burst. Molycorp has filed for bankruptcy just a short couple of years after the world was fretting that...
View ArticleHow vendors think about licenses: marginal price
CRN recently ran a story summarizing a Forrester Research study (sorry, I don’t have the link – hopefully, someone will provide it in the comments) which revealed certain vendor practices which are...
View ArticleHow vendors think about licenses: marginal price
CRN recently ran a story summarizing a Forrester Research study (sorry, I don’t have the link – hopefully, someone will provide it in the comments) which revealed certain vendor practices which are...
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