Digital Discourse / Archives for ISVs

Webinar – How to Sell The Way Your Customers Want to Buy

May 30, 2012 By

With the onset of social media and mobile technology, marketing and sales professionals face a non-traditional sales cycle. Sellers are no longer in charge of the customer buying process and the customer expects immediate responses and results. If you are struggling to deliver this demand, then listen to this pre-recorded webinar featuring revenue coach and author, Kristin Zhivago on How to Sell the Way Your Customers Want to Buy.

To download a copy of the slides, click here.

 

About the Presenter:

Kristin Zhivago is a revenue coach. She teaches CEOs and entrepreneurs how to increase their revenue by understanding what they want to buy and how they want to buy it. She spends her days solving marketing and selling problems for her clients, and writing and speaking about what works. She interviews customers constantly for her clients and has interviewed literally thousands of tech buyers. Zhivago founded Zhivago Management Partners, Inc. in 1979 in Silicon Valley. She operates now out of Jamestown, RI, blogs at RevenueJournal.com, and is the author of Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy.

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Filed Under: Software, Uncategorized Tagged With: , , ,

The questions that didn’t make it into Vision from the Top

May 29, 2012 By

Each year SIIA sets out to pick the minds of individuals who are shaping and growing our industry. Just a couple of weeks ago we released the 2012 Vision from the Top publication that features interviews with these business leaders providing thoughts on trends, M&A activity, and the future of our industry.

While we went through the interview process we asked the contributing executives some questions that you won’t find answered in the publication which I thought I would share with you. We asked the member executives to look at Forrester’s 2012 Cloud Predictions and tell us which one would have the most significant impact in 2012. The majority of contributors said “The cloud market will grow beyond $60 billion in 2012”. What does that say about cloud computing? It is not just a trend, it is the way in which we compute today and if you are not providing or consuming cloud services you will be at a disadvantage in the marketplace. HOWEVER, we also asked which of Forresters’ predictions will be the biggest challenge in 2012 and the majority also selected “The cloud market will grow beyond $60 Billion in 2012”. Clearly the consensus is that the cloud market will grow but will continue to face challenges, likely around security, integrations, etc.

Another popular response was that “Large enterprises will take the lead in cloud markets in 2012”. I found this one surprising since the enterprises have made a much slower move to the cloud than the SMBs. However, what I am hearing from the members is that 2012 will be the year. We have certainly seen a significant investment being made by the enterprises with all the recent M&A activity. Every day I wake up and wonder which one of the SIIA members will be acquired today!

If you read Vision from the Top you will see that the contributors are either CEOs or large business unit leaders of enterprises. We wanted to get an idea of their personal technology choices so we asked some personal questions (at least in the technology world these would be considered personal). Not surprising an overwhelming majority of contributing executives use an iPhone as their smartphone of choice. And an overwhelming number said they also carry a tablet of some kind, no more lugging around those heavy laptops.

Next we invaded the social space of the contributing authors. We asked how many of them actively used Facebook and approximately 60% said yes. At first I thought that number was low until I saw the answers to the next question, do you activity use LinkedIn? An overwhelming majority actively use LinkedIn. That should not be a surprise given the business nature of the application. Now here is an interesting one, the majority of respondents do not, yes DO NOT, actively use twitter. A little surprising but I suppose these executives leave Twitter to their marketing departments.

 

Rhianna Collier is VP for the Software Division at SIIA.

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Filed Under: All About the Cloud, Cloud Computing, Mobility, Social Media, Software Tagged With: , , ,

Tip #9: 10 Tips to Maximizing Your Time at All About the Cloud

April 25, 2012 By

Tip 9: Enjoy the City by the Bay

Wow, All About the Cloud is right around the corner. In just a couple of short weeks, executives representing the entire cloud computing ecosystem will converge on the Palace Hotel in San Francisco. While we have a number of activities planned to keep you busy, we want to make sure you make the most of your time in San Francisco. Leave it to us to make you feel like a local with some of our favorite San Francisco treats!

Best Late Night Piano Bar:
“Sing us a song you’re the Piano Man”! The dueling pianos at Johnny Foley’s at 243 O’Farrell Street is a favorite of our attendees. Get ready to sing your heart out!

Best Place to Satisfy a Sweet Craving:
You’ve been networking all day and now you need something sweet to carry you into the evening events. Specialty’s – Just a minute walk from the Palace Hotel (101 New Montgomery Street), they have the best chocolate chip cookies in town. If you don’t believe me just ask Brian Rosenberg who is a regular when in the Bay Area.

Best Place to Meet Your Next Partner or Customer:
ALL ABOUT THE CLOUD! Be sure not to miss the AATC agenda, full of great content and numerous networking opportunities.

Best Place to Experience Real San Francisco:
North Beach, San Francisco’s own Little Italy! Be sure to stop into Vesuvio, a historical saloon that opened back in 1948.

Best Place to eat at 2am:
You survived the Dell Boomi party and the late night piano bar and now you are starving. Lori’s Diner – with great food and a fun theme, Lori’s features counter service, all day breakfast and is open 24 hours. Located on Mason, Lori’s is just a few steps away from that notorious piano bar.

Best Place for a Cultural Experience:
Golden Gate Park – besides the parks trails and beauty it is loaded with cultural activities. The de Young Museum is a landmark art museum in featuring modern exhibits that change regularly. The Academy of Sciences, also located in the park, houses a natural history museum, planetarium, aquarium, and rainforest dome.

Best Place to Get Great Shopping Deals:
Jeremy’s on 2nd is a hidden treasure in San Francisco, where you can find great designer pieces at great prices.

Best Place to Enjoy the Ocean:
If you are lucky enough to tag on some extra time in the city and want to experience the Pacific Ocean head out to the historic Cliff House. Located right on the beach, on the edge of the Pacific, the Cliff House is a great place to grab a meal after a hike or stroll on the beach. Be sure to bring a jacket, I know it is July but I promise you will need it!

Best Route to Go for a Run:
You ate and drank a little too much last night at the various networking events and it is time to run it off so you can do it again today. Head right down Market Street to the beautiful Embarcadero where you can run along the water. If you choose to turn right you can head right up to AT&T park, turn Right on New Montgomery and be right back at the hotel.

 

If I can provide any additional information on the Bay Area, drop me a note rcollier@siia.net, I will be happy to help.

 

Rhianna Collier is VP for the Software Division at SIIA.

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Filed Under: All About the Cloud, Cloud Computing, Software, Uncategorized Tagged With: , , , , ,

SIIA Member Savvis Discusses What ISVs can do to speed time-to-market

November 17, 2011 By

“As independent software vendors (ISVs) think about how they bring software to market for general consumption to customers, there are many steps along the way that consume time and cost money.” SIIA member, Savvis explores the question: What ISVs can do to speed time-to-market. Check out their post to learn more.

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Filed Under: Software Tagged With: , ,

Boomi Whitepapers

April 23, 2010 By

Written by Rick Nucci, CTO, Boomi
Submitted by Boomi

For more information on the AtomSphere Partner Network, visit http://www.boomi.com/partners

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Filed Under: Cloud Computing, Software Tagged With: , , , ,

Channels Webinar: Avoiding Channel Conflict

November 24, 2009 By

Some channel conflict is inevitable. There are so many direct channel opportunities (internet, telesales, etc.) that allow ISVs to compete with indirect channel providers. The channels need to coexist peacefully, but how? This Webcast will delve into this sensitive issue that plagues all software companies.

Moderator:
Adrian Davis, President & CEO, Whetstone, Inc.
Panelists:
Michael Binko, President and CEO, Kaulkin Information Systems
Steve DeMarco, VP, Worldwide Sales, Xactly Corporation

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Filed Under: Cloud Computing, Software Tagged With: , , , , , , , , , ,