Newsletter | September 22, 2017

09.22.17 -- 7 Key Questions To Ask When Qualifying Leads


Welcome to Business Solutions' Software Executive magazine newsletter, curated exclusively for software executives, by software executives.


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Featured Magazine Content
7 Key Questions Every Software Sales Executive Should Ask When Qualifying Leads
By Rachel Smith, Retail Realm

The process of qualifying or disqualifying a lead is an exercise that can prove to be fruitful for you — if you do it right. Eliminating prospects who are not serious or not able to buy means you're optimizing the amount of time you spend on those who actually want to (and are likely to) buy your product.

Goldfish, Customers, & Attention Span
By Jessica Dewell, Red Direction and Infusion Principle

Proven product development revolves around three concepts in this order: make it work, make it right, make it fast — and then repeat. The lesson here is how we take product development and mesh it with the ever-rising bar of customer expectations.

Offshore Outsourcing: Obstacles And Opportunities
By Krishna Nair, 1Rivet

Read expert advice on what to watch out for and what to ask when seeking IT talent in offshore markets.


At ISVinsights events, sessions address the key decisions most relevant to managing your software business. The program is thoughtfully curated to expose challenges and address opportunities to help you run a more profitable software company. Interactive panel discussions and peer-to-peer networking are hallmarks of this event. Upcoming event: October 12, 2017 at Philadelphia City Avenue.

Web-Exclusive Content
3 Pitfalls To Avoid When Hiring Software Engineers
By Abby Sorensen, ISVinsights

Hiring is hard. I've yet to talk to a software executive who disagrees with that statement. Hiring takes time, and there isn't a playbook to provide shortcuts for finding and retaining good talent. It doesn't help that engineers and developers can essentially have their pick of open positions at your competitors.

Channel Program Best Practices: Tips For Onboarding, Training, And Retaining Resellers
By Eric Krauss, Altaro

Altaro Software was founded in 2009 and has already onboarded more than 5,000 channel partners in its reseller program. Eric Krauss, VP of sales for the Americas at Altaro, shares advice for other ISVs who are considering starting a channel program. Krauss discusses why Altaro decided to launch a channel program, onboarding and training best practices, and balancing channel and direct sales.

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