Sales Outsourcing – When It Works (And When It Doesn’t)

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Aug 292010
 

Sales Outsourcing is something many start-ups have heard of and might consider as an option. The decision is not as easy as it seems. As everyone knows, the general rule is to only outsource functions that are neither your company’s core competence nor key to its success. But really, which corporate function is a core competence in a start-up? This article is trying to help making the right decision about Sales Outsourcing. If we look at definitions of outsourcing, they mainly focus on either one of the following criteria: Contracting out the task Having the task performed outside of the company Both criteria do not really seem to capture the main issue. The mere development … Read more

Cloud Selling

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Jul 172010
 

As mentioned in my very first post, the ways software is sold also has changed with SaaS and cloud computing. As some guys, like Oracle’s Larry Ellison for example, pointed out, delivering software as a (cloud) service has been around for quite some time. But now the difference is: SaaS or cloud computing is the predominant method of providing software and not just an alternative way. Nearly every decision on purchasing or upgrading business software (we are not talking operating system software here, not yet at least) will consider sourcing it as a service. But again, what is cloud computing? Have a look at the following video for a pretty good introduction. It is 4:52 … Read more

Sales Success Factors

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Jun 052010
 

Sales success comes from many more factors than merely good sales people and an efficient sales process. To be successful in Sales, the entire go-to-market-approach and also After Sales must be done right. That includes strategic elements as well as operational management. Often, these elements are not connected with each other and are sub-optimized, therefore leading to a poor overall sales effectiveness and less revenues. In my experience the following 5 factors are crucial to sales success and sustainable revenues: 1. Exact Customer Segmentation When you first look at the market you want to serve, you usually identify all customers that might see some value in your solution and are willing to pay for it. … Read more

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