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Author: John Coburn
Publisher: Lulu.com
ISBN: 1411650891
Category : Business & Economics
Languages : en
Pages : 214
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Book Description
Based on twenty plus years of selling enterprise software solutions, "Selling High Value Software" is about winning deals at the highest attainable value. It covers first-hand tips and techniques that you can use to boost value recognition and sustain it through the most demanding sales cycle. These are ideas and suggestions that will help you through the sales negotiations, due diligence processes and commercial situations that are typical of high value software contracts. Aimed at small and medium sized software companies who develop original intellectual content, the book is a street-fighter's guide to value creation and is beautifully paced throughout it's high-octane 200+ pages.
Author: John Coburn
Publisher: Lulu.com
ISBN: 1411650891
Category : Business & Economics
Languages : en
Pages : 214
Get Book Here
Book Description
Based on twenty plus years of selling enterprise software solutions, "Selling High Value Software" is about winning deals at the highest attainable value. It covers first-hand tips and techniques that you can use to boost value recognition and sustain it through the most demanding sales cycle. These are ideas and suggestions that will help you through the sales negotiations, due diligence processes and commercial situations that are typical of high value software contracts. Aimed at small and medium sized software companies who develop original intellectual content, the book is a street-fighter's guide to value creation and is beautifully paced throughout it's high-octane 200+ pages.
Author: Peter R Kazanjy
Publisher:
ISBN: 9781734505115
Category : Business & Economics
Languages : en
Pages : 428
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Book Description
This book is specifically targeted for founders who find themselves at the point where they need to transition into a selling role. Specifically founders who are leading organizations that have a B2B, direct sales model that involves sales professionals engaging in verbal, commercial conversations with buyers. Moreover, many examples in this book will be targeted specifically to the realm of B2B SAAS software, and specifically as regards new, potentially innovative or disruptive offerings that are being brought to market for the first time. In short, direct sales of the sort a B2B SAAS software startup would engage in. With that said, if you are looking to be a first time salesperson, transitioning in from another type of role, or fresh out of school, in an organization that meets those characteristics above, you will get value out of this book. Similarly, if you are a first time sales manager, either of the founder type, or a sales individual contributor who is transitioning into that role, again, in an organization who meets the criteria above, you will also get value from this book.
Author: Neil Rackham
Publisher: Taylor & Francis
ISBN: 1000111482
Category : Business & Economics
Languages : en
Pages : 253
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Book Description
True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
Author: Thomas Metz
Publisher: John Wiley & Sons
ISBN: 0470456906
Category : Business & Economics
Languages : en
Pages : 405
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Book Description
In Selling the Intangible Company, Thomas Metz helps entrepreneurs and venture capitalists to better understand the process of selling a company whose value is strategic. He addresses all the key issues surrounding the sale of a company in which the value is in its technology, its software, and its know-how–but has not yet shown up on its balance sheet. Filled with in-depth insights and expert advice, this book provides essential information for business professionals and technology CEOs who need to understand the nuances of selling a company with intangible value.
Author: Gregor Hohpe
Publisher: "O'Reilly Media, Inc."
ISBN: 1492077496
Category : Computers
Languages : en
Pages : 266
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Book Description
As the digital economy changes the rules of the game for enterprises, the role of software and IT architects is also transforming. Rather than focus on technical decisions alone, architects and senior technologists need to combine organizational and technical knowledge to effect change in their company’s structure and processes. To accomplish that, they need to connect the IT engine room to the penthouse, where the business strategy is defined. In this guide, author Gregor Hohpe shares real-world advice and hard-learned lessons from actual IT transformations. His anecdotes help architects, senior developers, and other IT professionals prepare for a more complex but rewarding role in the enterprise. This book is ideal for: Software architects and senior developers looking to shape the company’s technology direction or assist in an organizational transformation Enterprise architects and senior technologists searching for practical advice on how to navigate technical and organizational topics CTOs and senior technical architects who are devising an IT strategy that impacts the way the organization works IT managers who want to learn what’s worked and what hasn’t in large-scale transformation
Author: Edward Hasted
Publisher: John Wiley & Sons
ISBN: 0471767689
Category : Computers
Languages : en
Pages : 381
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Book Description
* Written by an expert with more than 30 years of experience in every role in the IT industry, this book confronts development process problems head-on, and it tackles the critical steps that must be taken to ensure success * Dives into topics such as identifying opportunities, planning for success, building an appropriate business model, assembling a team, developing software, managing teams, and successfully marketing and selling the product * The book fills a void in the current market, and is an ideal read for all IT professionals
Author: Jyrki Kontio
Publisher: Springer
ISBN: 3540479848
Category : Computers
Languages : en
Pages : 376
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Book Description
Software professionals and companies live in a new world today. Increasingly complex systems need to be built faster and cheaper. While many of the est- lished approaches in software quality are still valid, the software quality c- munity is going through a paradigm shift that requires a re-assessment of our current method and tool portfolio, as well as creating new and more e?ective solutions. We have selected two themes for this conference to highlight this paradigm shift. Our ?rst theme, “production of attractive and reliable software at Internet speed” sums up the dilemma many software organisations face. In order to be competitive, software should contain advanced features and run reliably – yet it should be developed quickly and cost e?ectively for the right market window. Finding the right balance between these objectives is a critical question that will determine business success in the years to come. Our second theme, “production of software with a dynamic partnership n- work” highlights the current trend of using partnerships and subcontractors as integral players in the software development process. Partnerships sometimes need to be created quickly to respond to a market opportunity, yet the costs and speed of cooperation must be competitive. Di?erent companies have di?erent processes, quality tools and cultures, yet they should cooperate seamlessly for the best result.
Author: Carl Malamud
Publisher: Lulu.com
ISBN: 1892628015
Category : Computers
Languages : en
Pages : 432
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Book Description
Exploring the Internet is a technical travelogue, chronicling 3 trips around the world during the early days of the Internet. The author visits the people creating the emerging global network, and uses the trip to help liberate key technical standards that govern the use of the underlying telephone network. " A] consistent ... strategy of terrorism" - The General Assembly of Georgia and the State of Georgia "Malamud is one crazy Gaijin " - Professor Jun Murai, Keio University (Hardcover Edition, 25th Anniversary Reissue.)
Author: Nigel Piercy
Publisher: Routledge
ISBN: 1136437282
Category : Business & Economics
Languages : en
Pages : 560
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Book Description
The fourth edition of the best seller, Market-Led Strategic Change, confronts the real issues companies face in going to market effectively and profitably, including: * corporate social responsibility * marketing under siege * dominant customers and much else besides. In his witty and direct style, Nigel Piercy takes into account state-of-the-art thinking, including nine new case studies providing invaluable lessons from global firms: * Tata * EMI and the music business * Cloud computing * IBM * BAA * Rover cars * Tesco in the USA * Mittal and global steel * One-Laptop-Per-Child. The book confronts the critical issues now faced in strategic marketing: * escalating customer demands driving the imperative for superior value * totally integrated marketing to deliver customer value * the diffusion of Internet-related issues throughout marketing * managing processes like planning and budgeting to achieve effective implementation At once pragmatic, cutting-edge and thought-provoking, Market-Led Strategic Change is essential reading for all managers, students and lecturers seeking a definitive guide to the demands and challenges of strategic marketing in the 21st century. Tutor Resource pack available at www.textbooks.elsevier.com
Author: Vaughn Vernon
Publisher: Addison-Wesley Professional
ISBN: 0137355505
Category : Computers
Languages : en
Pages : 383
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Book Description
Make Software Architecture Choices That Maximize Value and Innovation "[Vernon and Jaskuła] provide insights, tools, proven best practices, and architecture styles both from the business and engineering viewpoint. . . . This book deserves to become a must-read for practicing software engineers, executives as well as senior managers." --Michael Stal, Certified Senior Software Architect, Siemens Technology Strategic Monoliths and Microservices helps business decision-makers and technical team members clearly understand their strategic problems through collaboration and identify optimal architectural approaches, whether the approach is distributed microservices, well-modularized monoliths, or coarser-grained services partway between the two. Leading software architecture experts Vaughn Vernon and Tomasz Jaskuła show how to make balanced architectural decisions based on need and purpose, rather than hype, so you can promote value and innovation, deliver more evolvable systems, and avoid costly mistakes. Using realistic examples, they show how to construct well-designed monoliths that are maintainable and extensible, and how to gradually redesign and reimplement even the most tangled legacy systems into truly effective microservices. Link software architecture planning to business innovation and digital transformation Overcome communication problems to promote experimentation and discovery-based innovation Master practices that support your value-generating goals and help you invest more strategically Compare architectural styles that can lead to versatile, adaptable applications and services Recognize when monoliths are your best option and how best to architect, design, and implement them Learn when to move monoliths to microservices and how to do it, whether they're modularized or a "Big Ball of Mud" Register your book for convenient access to downloads, updates, and/or corrections as they become available. See inside book for details.
