How to sell software to big companies?
Selling Software & Third Party Toolsets
- Who to sell ?
- What to sell ?
- How to sell & way to go to market?
Who to Sell?
Organizations :
- Software Development/outsourcing organizations
- ISV
- Enterprises
Target Audience in the organization:
- Technical Executive
- Architect
- Project manager
- Developer
- Designer
What to sell?
- For Microsoft Environment-( visual Studio)
1.NetAdvantage for ASP.NET
2.NetAdvantage for Windows Forms
3.NetAdvanatge for WPF
4.NetAdvantge for AppStylist
- For JAVA Environment
1.NetAdvanatge for JSF
- For Testing –Windows forms( HP’s QTP)-doing Regression test
1.TestAdvantage for Windows Forms
- Training & Consulting services
How to Sell & Way to Go to Market?
- How I sell?
1.Research on Company( Via Website Visit or other sources)
1. Is it product based or project-based?
2. Technology Used?
3.Total Strength of company
4.Strength of ASP.NET / Windows Forms developers?
5.Strength of JAVA developers.
6.Strength of GUI developers?
7.& any other information of importance.
2. Find Key contacts /decision-makers or Technology Influencers in organization
1.Tech Executive
2.Architect
3.Project Manager
4.Developer
5.Designer
Engage the key contact & Sales process
1. Find the key contact details( Email, Phone Number, etc..)
2. Talk over the phone first and take appointment( discuss brief about product)
3.Email product brief info, website & product Link.
4. Meet, Brief about company & product and encourage to evaluate the product.
5.Handover the Eval copy or share link to download from the website.
6.Invite them to Breeze Demo Session
7. Follow up on the evaluation process.
8. Get them the Tech Support.
9. After a successful evaluation, send a quote for the product sale.
10. Close the deal.
Business process & Reporting from Channel
- Weekly once con call for sharing information & progress on business & accounts.
- Share the opportunity report for the week & Month End Report.
- Engage with account manager for Enterprise deals & prospects.
- Monthly once for two days visit to your big accounts and prospects by Account manager.