Newsletters Welcome, Guest Log In | Register

Enterprise Software

Insights on enterprise software markets to help define smart strategy

About this Blogger RSS

Subscribe

Sign up now and get the best business technology insights direct to your inbox.

  • Daily Edge
  • CTO Edge Update
  • Business Tools & Templates
  • Aligning IT & Business Goals
  • Maximizing IT Investments

1

Enterprise Software Sales Is Hardball

Posted by Dennis Byron Apr 24, 2009 7:45:06 AM

Enterprise software pushing products clients don’t need? I hope your arm feels better after all that twisting, but I can’t help glomming onto this building nonsequitur blogo-debate about enterprise software suppliers being out to take advantage of you in licensing and maintenance deals. Sorry -- it’s a “Dog Bites Man” story.

 

Of course, he or she wants to sell you something you don’t need. Enterprise software marketing is no different than the rest of life. The marketplace is adversarial.  Your enterprise software sales guy does not invite you out to play golf because of your 22 handicap (unless he or she’s a 3 and has your team in the Calcutta so that all you have to do is contribute one hole for a big payoff).

 

Do you need some form of protection from these dastardly predators other than common sense? Joe McKendrick offers good advice on the subject: Organize! Similarly, I have discussed both participation in user groups and standards groups here and here.

 

But who has the time?  And how much of a problem is this really?

 

From years of interviewing thousands of you one-on-one and in large statistically significant pools, I can certify that you all know the rules of the game. You know enough to invite the guy in the polo shirt and the guy with the gold chains to your office in a time sequence so one sees the other leaving. You drink your coffee from the Oracle cup when the IBM guy is in leaving you your own polo shirt. You know enough to wait until the last week of the quarter to sign on the dotted line.

 

And the enterprise software market is one of the most choice-filled of any you participate in, from a business perspective or personally. The enterprise software market leader — the guy that governments all over the world chase relentlessly for anti-trust behavior -- has only 20 percent of the market. Compare that to corn flakes or overnight package delivery choices.

 

And unlike with cornflakes or overnight package delivery, you can write your own software if you want. Spend your time worrying about other things, like getting the tomatoes in if you live in the Northern Hemisphere.

Add a comment Leave a comment on this blog post.
Apr 27, 2009 11:43 AM User1686594 User1686594    says:

I am not certain what the point of all this was...

Software Forum: Information On Demand Virtual Experience

This interactive virtual forum presents leading IT experts providing the insights you need to turn your information into a strategic driver for innovation, business optimization and competitive differentiation.

Performance Under Pressure: The State of Enterprise Web Application Quality and Availability

This research study finds that Web application issues are an all-too-common problem and examines these Web-based enterprise application issues from two perspectives: that of an online customer and that of a site manager.

Data Management Solutions

Data management and storage solutions, tips and best practices to improve the scalability, reliability, and accessability of your data.

Energy Efficiency

Best practices to optimize computing ability while minimizing power costs.

Mobile Computing Optimization

Mobile computing solutions, tips, and expert commentary that increases the usability and bottom-line benefits of your mobile computing assets.

Cost Cutting through Server Consolidation

Products, management tools, and industry insights that enhance the value of virtualization for your business.

Budget & Finance Toolkit for IT - 2010 Edition

What kind of year are you planning in 2010?  Growth or continued "survival mode"?  Download a comprehensive collection of templates, forms, instruction and advice that will help you to plan and submit your 2010 IT Budget.

Learn more >

Windows 7 Upgrade Project Kit

Moving to Windows 7? The Windows 7 Upgrade Project Kit is the ideal support tool for managing all phases of an organizational upgrade to Windows 7. The tools and templates in this kit will help you develop a strategy and map out the implementation tactics which link your Windows 7 deployment to your company's bottom line.

Learn more >