I have a perfectly good Blackberry 8200 series, but I’ve been waiting for a chance to hit the Apple store to check out the iPhone. If you’ve been reading our [ … ]
Value-based pricing
One day last week, my sandals broke. One of the straps just came undone at the seams. These were pretty nice sandals; I got them on sale for $75, but [ … ]
Here’s the deal with Biz Dev (Part I)
Saeed has posted two fairly provocative items about business development. (Here are the first and the second.) Frankly, Saeed, you’re not following your own advice. To paraphrase you, “Enough with [ … ]
SaaS: A revolt against Enterprise Software
SaaS represents a revolt against the sins of enterprise software past. The challenge today selling enterprise software is that buyers are jaded; they have heard it all before, and they no longer believe. They want to see proof that you can deliver what they need, and they are extremely wary of projects with large up-front capital expenses.
Software as a Service: Just a delivery model?
I was speaking yesterday with someone in charge of the SaaS initiative at a very large technology company. In the conversation he described Software as a Service (SaaS) as a “delivery model”. Now of course SaaS is a delivery model, but it is not just a delivery model, nor is it primarily a delivery model.
In fact the word delivery starts from the wrong place. Isn’t SaaS mostly about the consumption model?
And another thing. Software demos need serious help
Most product demos are really terrible. SEs – at least a lot of the ones that I’ve seen – love to focus on the product features, but forget that they have an audience with specific goals and problems, and the audience doesn’t really care about the software; they care about achieving their own goals or solving a problem.
Why I hate PowerPoint
I hate PowerPoint. I hate what it has done to modern meetings, and I hate the fact that it is expected that one will produce slides for each meeting. Am I being a little strong here? Maybe the verb should be lament. Yes, I lament the dominance of PowerPoint in today’s meetings.
I gotta camp out to get me some of that … iPhone camping guide
It’s a phone. It’s really just a phone. But it’s also internet, chat, camera. All of which exist. But this, this is the iPhone. Here is a site that helps [ … ]
Your next computer will be a big-ass table: Microsoft Surface, Mocked.
Saeed blogged about Surface. The trouble is, his post wasn’t hilarious. But check this one out!
Negotiation 101: You have to give to get
Repeat after me: It’s not (only) about price.
Why is it that in the end, negotiations so often come down to price? I have worked with sellers for many years now, and I am often dismayed at how little power they feel during a negotiation, and even during the whole buying process. We feel that the buyer has all the power, and often we have capitulated most of the power, so in fact, they do have it.
It does not have to be that way.