4 Mistakes to Avoid When Building Your POS Reseller Channel

The distribution of a point of sale offering is a persistent challenge that every point of sale developer (ISV), with the hope of scaling their business, needs to contend with. Regardless of POS architecture,...

Are You Making These 6 Common Sales & Marketing Mistakes?

For many ISVs, sales and marketing is an afterthought — you’ll spend thousands of hours developing a powerful solution only to struggle getting it into the hands of your potential customers. Indeed, when it...
open source software

Clearing Up Confusion for Your Clients About “Open Source” and “Free Software”

Do your clients understand free or open source software is different than freemium software – and can have great benefits to their operations?

5 Don’t-Miss Angles for Pricing a New Software Product

Strategically pricing a new software product may involve more than you think — including timing and your ultimate business goals.

How to Overcome Objections When Selling Cloud Solutions

Selling cloud solutions should be easy, but sales reps still encounter objections. Is your sales team up to the task of overcoming them?

5 Lead Generation Strategies for Software Startups

As a startup software developer, you have a lot on your plate. In fact, it wouldn’t be surprising if you are currently juggling the roles of a coder, manager, marketing, sales, and HR. With...

Do Software Vendors and Technology Buyers Speak the Same Language?

To effectively get your message across to buyers, stress business outcomes, use demonstrations, and don’t overlook basic information prospects need.

Go-to-Market Strategies for Successful Software Commercialization

In a world of smart devices and mobile users, software developers/integrated software vendors (ISVs) face new challenges in commercializing and operationalizing their products. Even the best product, hitting the market at the right time,...

Simplifying the Complex: Explaining Technology Value to Non-Technical Prospects

If you’re asked to communicate technical information to a non-technical audience, here are some tips you can use.

Should an ISV Sell Hardware?

As an ISV, you may not be a hardware expert, but you know your customers need the right hardware to get the full value from your applications. Is the logical conclusion that ISVs should...

5 Reasons Sales Partners Should Be a Part of Your Sales Strategy

This e-book provides a closer look at the benefits of selling through a reseller channel, along with insights that can help your business maximize the value a channel can provide.

3 Keys to Building a Sales Compensation Plan that Works

Defining sustainable growth for your organization, establishing KPIs and sales accelerators, and keeping accurate, detailed records are key to a solid sales compensation plan.

2017 Was The Year of SaaS

SaaS/cloud adoption was very strong in 2017, reaching $46.3 billion by year’s end, Gartner predicts. As adoption increased, the IT services channel has been forced to move quicker in its own adoption, service creation...

How to Sell AI to a Disillusioned Market

Artificial intelligence (AI) gets a lot of hype, which can make viable solutions harder to sell. Here are four tips to help your messaging rise above the noise.

6 Software Demo Tips That Lead to More Sales

Conducting software demos that help you close deals is a skill every ISV needs to perfect. It’s easy if you take the focus off the software and make the demo about the client’s needs.

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