. .


The Business of Software

December 28, 2010 18:35:13.510

After yesterday's post on who software is sold to (the people who use it, not the people who sign the checks) - I ran across this post from James Governor via the comments:

Salesforce avoids IT to sell to the business, while Heroku avoids IT to sell to developers

Exacty right. If you try to sell to the management team, all you have to offer is price - and in that arena, it had better be a low price. If, on the other hand, you get the developers (or end users) sold, there's virtually no limit to the upselling possibilities, because there, you're selling on emotion.

Technorati Tags:

posted by James Robertson

 Share Tweet This