When you've sold desktop software for over 20 years, you feel like you have the pricing down fairly well. You understand all the variables and can predict cash flow based on sales because you know your numbers. If you want to move to a monthly pricing model similar to the software-as-a-service (SAAS) model, how do you come up with the pricing? That's what we're in the process of figuring out right now. With the downturn in the oil & gas industry over the last year, (oil prices have fallen over 75%), not many of our potential customers are wanting to [...]
What strengths does a software company owner need in order to function successfully? I recently had the opportunity to take the Gallup Strengths Finder assessment in conjunction with an interview I did with Keith Baldwin of Baldwin Success Coaching. You can listen to the podcast from this link: Baldwin Success Coaching Podcast. Have you ever taken the strengths finder assessment? It's a really interesting exercise to find out what your strengths are. You can take the strengths finder assessment at the Gallup Strengths Center. The assessment consisted of 172 questions which gave the choice between two situations from which you [...]
2016-11-16T14:11:46+00:00 January 17th, 2016|Categories: Advice|Comments Off on What Are Your Strengths?
I’ve owned a software company for the last 20+ years. When I started, I was in my early 30s and fresh from a corporate job. What I’d like to share with you are 4 things I know now that I wish I would have known back in 1994 when I started my software company. […]
We discussed in an earlier post that you need to come up with your buyer personas. Once you've done that, every interaction your persona has with your company should be tailored to where they are in the buyer’s journey. What the heck is the buyer's journey, you ask? The buyer’s journey is the active research process someone goes through leading up to a purchase. Knowing the buyer’s journey for your persona will be key to creating the best content possible. The buyer’s journey is made up of 3 stages: the awareness stage, the consideration stage, and the decision stage that portray [...]
Now that you have a software product, you’re ready to start selling it to the masses. But how do you market your software, and how do you know what works? Marketing has changed over the years from being seller-centric to buyer-centric. In the past, the seller had all the information and the buyer had to come to the seller to get that information. Today, the buyer is in charge. By the time the buyer comes to the seller they probably have at least 70% of the information they need. […]
If you are selling software or want to sell your software in the future, you’ve run into the problem of determining how to price it. There are so may different ways to look at pricing and so many factors that come into play. The problem is many pricing decisions are made on a “gut feeling” rather than taking all of the factors into account. Why does it have to be so hard? […]