3 reasons people win/lose software deals

3 reasons people win software deals:

Not going to proliferate a locked vault of secrets - most of you should know this. I found it truly amazing though, that many, who do not work on front lines do not appreciate that the "technical fit" is not the thorniest bush to be concerned about.

1. Technical Fit. Yes, it must work. Great Demo. Slick Interface. It must play well in the sandbox of other software packages and yes the infrastructure (or lack thereof) must be able to support it. Got it, this is a must.

2. Political Fit. Brace yourself, you can sell even without a good technical solution by maximizing the political landscape of your prospective customer. New leadership - convince them this is their chance to make their mark. Failing business with increased pressure to perform - help them see how your solution will be a bright torch leading them to safety and stability. Competitive penetration too thick - help them see how replacing it or playing nicely together is profitable and actually less risky.

3. Economic Fit. The CFO should be approving all enterprise software purchases, so get him to see the ROI, not the cost model. You need to start the process for achieving executive buy-in to the pay-back or expected return very early in the sale. Address it with key influencers and mid-level managers so that you can contribute to a theme throughout the evaluation - this will be discussed in the 90% of the time you are not directly involved, but you are a topic of discussion behind closed doors.

Cheers!
James