For sales executives aiming to close the deal, it’s equally important to focus on what happens after the close. Specifically, after the sale has been made it’s critical to continue to cultivate and expand the customer relationship and realize the relationship is not simply transactional.
Crystal Barrineau is director of marketing at OrderCounter — a technology company that specializes in point of sale and cloud-hybrid solutions for restaurants. Crystal took time to talk with VARinsights.com about the importance of on-site demos, marketing tactics that work in hospitality, and more. VARs take note: while OrderCounter may be a software provider, Crystal offers up some good nuggets VARs — particularly those in the POS world — should pay attention to.
If your business has slipped into a short-term mindset, it’s not too late to course correct. Consider advocating these four keys to successful software testing for the long term and emerge as the MVP you’ve been training to be.
They are the people who are most important to your company’s success and on-going growth. Their well-honed interpersonal skills, nuanced business acumen, and targeted enthusiasm allow them to catapult you far ahead of your closest competitors. And yet, if you are like most software company leaders you don’t really know who these people are.
Whether you are a platform, product, services, marketplace or similar business, chances are you will be operating on the Customer Success model. Part of this model is Customer Onboarding.
Jamie Gray is responsible for planning, developing, and implementing branding strategies for LOC Software, and he talks with Software Business Growth about how to – and how not to – market to retailers, channel partners, and more.
Before diving into the ways to win an RFP, it’s important to understand why organizations lose RFPs to competitors. From my experience there are three consistent reasons why software organizations lose RFPs.
Ron Books, president and CEO at ECi Software Solutions, has been integral in helping the company become a global enterprise that does north of $100mm in annual revenue. A big part of what fueled ECi’s growth was acquisitions, including the September 2018 acquisition of Vineyardsoft Corporation.
Fewer SaaS reps are making quota. Published sources credibly report over 50 percent of reps do not make quota at all. Sales automation cannot overcome fundamental market changes. Why?
TechSmith regularly surveyed customers, but wanted to augment that data with comprehensive quantitative insight into product usage. Its own data collection system contained no reporting or analytics, frustrating product teams and the technical professionals tasked with operating and maintaining it. “Whenever we had a question our product teams had to ask a developer to stop work and write an SQL query," a strategy lead explained. Here's how TechSmith uses Revulytics to solve this challenge (and others).
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