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Selling High Value Software Paperback – October 18, 2005
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From the Author
The opening chapters are quite light! They are designed to put context on the pre-sale tactical negotiation by (1) creating a clear reference framework for the various "touch points" between the software company and its prospective customer, and (2) establishing a basic understanding of some of the value-creating factors, including licensing, that can have a major influence on deal size. As the book progresses, readers are taken inside the actual "Master Services and Licensing Agreement" and pointed towards certain areas where they are likely to be negotiated. Ideas are provided where appropriate that suggest counter proposals, alternatives and tactical advice on what to do in a variety of "sticky situations"!
The later chapters cut right to the chase and outline some very specific ways which software companies can use to steadily ascend their buyers value chain. These techniques are designed to give the software entrepreneur and sales professional maximum leverage for their valuable intellectual know-how. It is expected that these "value-boosters" will serve as a trigger for various permutations or similar ideas which could be practically applied in any given circumstance.
Selling High Value Software aims to put just one new idea in the palm of your hand that can deliver a major value boost in your next a subsequent sales opportunities! Theres a reasonable probability that youll apply more than one.
About the Author
Originally a graduate of electronics engineering, John additionally studied marketing management at the Irish Management Institute. Today, he is a member of the Internet Marketing Centres mentor programme in Austin, Texas and is a Presidents Club member of the Sandler Sales Institute.
- Publisher : Lulu.com (October 18, 2005)
- Language : English
- Paperback : 212 pages
- ISBN-10 : 1411650891
- ISBN-13 : 978-1411650893
- Item Weight : 11.4 ounces
- Dimensions : 6 x 0.53 x 9 inches
- Customer Reviews:
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- Very good!
The book is worthless folks and boring to read. He focuses on MSA's and contracts amd how to negotiate a MSA, whatever? There was nothing in this book that's of value really, I threw the book in the trash.