How to Sell Enterprise Software

One of the biggest differences between selling software to small businesses versus selling into the Enterprise space is the price. Most people think that it has to do with how well the software scales and it’s ability to do its job on an “Enterprise” level, whatever that it supposed to mean. Others will say it has to do with the feature sets and whether you bought the Micro-ISV edition or the Enterprise Edition. Simply not true.

The one and only difference is the total price on the bottom of the bill. And it is this total price that dictates whether or not you need sales reps to sell your software.

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A lesson in economics for the CFO of Microsoft

Chris Liddle, the CFO of Microsoft is hoping/expecting that the next corporate hardware refresh is just around the corner. Microsoft is pinning their hopes on the next hardware refresh to turn around their stock price and boost profits. It’s probably going to happen, but next time it won’t. Here’s why.

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