Tag: Sales
Your 2027 sales pipeline is being shaped by Q4 budget cycles
Waiting for a bid request means you're already late. Use Q4 to open conversations, build your response library, and plan capacity for the Q1 surge.
Smart trade show moves for software companies on any budget
Practical, on-site strategies that help software devs turn trade show traffic into real business conversations.
How small B2B devs can win their first enterprise RFP
Moving upmarket means bigger deals and bigger paperwork. Here's how to build a request for proposal (RFP) process from scratch.
Stop relying on weak value propositions
Move past the cliché of great people and feature lists to build genuine market differentiation through deep operational consulting.
Build lasting loyalty with your value added resellers
Stop losing your best partners to competitors by addressing channel conflict and providing real value.
Transition from direct sales to an IT channel model
Moving from a direct sales model to a channel network requires clear boundaries, strong partner enablement, and a focus on brand consistency.
Build a data streaming monetization playbook
Real time data should not crush your software margins. Learn how to package and price event driven features to turn data streaming into a revenue driver.
Why cloud marketplaces are failing ISVs and how to fix your go-to-market strategy
These 3 modern go-to-market strategies can help ISVs bypass the commodity trap, leverage AI discovery, and shorten enterprise sales cycles.
How ISVs can maximize ROI at trade shows this year
Maximize your software company's impact at upcoming IT channel shows. Learn proven strategies for navigating the floor and managing a high-converting booth.
Closing the gap between technical specs and business value through storytelling
Here's why better storytelling and real-world examples are the keys to scaling your software business in 2026.
Close more software deals by targeting hidden decision makers
Learn how to identify and influence the silent stakeholders who can kill your software deal, including security, legal, and end-users.
The February famine: pivoting your sales team during the quiet months
When deployments slow down in February, your team shouldn't. Learn how to pivot your resources to customer success and training during the Q1 lull.
How to maximize ROI at spring industry events
Are you still measuring trade show success by the number of badges you scan? Here is why Q1 events should be about pre-scheduled meetings, not foot traffic.
How to raise your software prices without a channel revolt
Subscription fatigue is real for end-users and VARs. If you are adjusting your pricing this year, follow these steps to protect your relationships.
Marketing is expensive, but fixing your close rate is free.
Every January, I see the same pattern. ISV owners and sales directors come back from the holidays, look at their aggressive revenue targets for...
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The payment detour: What it really costs your roadmap
Payment integrations quietly pull ISV and VAR engineers off the roadmap. See what the payment detour really costs and how to keep your team shipping.
An incident response checklist built for smaller ISVs
Smaller independent software vendors (ISVs) can use this checklist to prepare for security incidents and keep customers and partners informed.
Turning testing into context for AI development
Test artifacts and execution evidence give AI the product context it needs to build toward expected behavior and reduce costly rework.
BlueStar enters into an agreement to be acquired by TD SYNNEX
BlueStar's expertise and TD SYNNEX's global reach to create new opportunities for partners.
