Comments on: Introductory Blog http://blog.solutionexplorers.com/2009/10/introductory-blog/ Transforming the Software Technology Buying & Selling Experience Thu, 08 Dec 2011 06:18:49 -0500 http://wordpress.org/?v=2.8.5 hourly 1 By: Solution Explorers http://blog.solutionexplorers.com/2009/10/introductory-blog/comment-page-1/#comment-7 Solution Explorers Tue, 17 Nov 2009 16:59:48 +0000 http://blog.solutionexplorers.com/?p=10#comment-7 The testimony of your recent experience is a perfect example of "differentiation." Really, how many bottom-line companies allow their billable hours staff to participate in the no obligation sales stage? Yes, it's a risk, but it's different too! As for your last comment, I believe this approach may be even more relevant to SMB suppliers because of the increased competition at the lower price level market; thereby increasing the need for differentiation. Excellent comment! The testimony of your recent experience is a perfect example of “differentiation.” Really, how many bottom-line companies allow their billable hours staff to participate in the no obligation sales stage? Yes, it’s a risk, but it’s different too! As for your last comment, I believe this approach may be even more relevant to SMB suppliers because of the increased competition at the lower price level market; thereby increasing the need for differentiation. Excellent comment!

]]> By: Dan http://blog.solutionexplorers.com/2009/10/introductory-blog/comment-page-1/#comment-3 Dan Wed, 04 Nov 2009 16:44:37 +0000 http://blog.solutionexplorers.com/?p=10#comment-3 Sounds great and I look forward to it. On of the best things that happened in our recent software purchase is one of the vendors started off with a meeting with their non-sales staff to review requirements. It made me feel a lot more comfortable with the promises made because the people in charge of making it happen were in the meeting. They were also more knowlegeable about the day to day workings of the product than the sales people generally are. This works well when you are talking about a million plus purchase not sure how applicable it would be to small software sales. Sounds great and I look forward to it.

On of the best things that happened in our recent software purchase is one of the vendors started off with a meeting with their non-sales staff to review requirements. It made me feel a lot more comfortable with the promises made because the people in charge of making it happen were in the meeting. They were also more knowlegeable about the day to day workings of the product than the sales people generally are. This works well when you are talking about a million plus purchase not sure how applicable it would be to small software sales.

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