Tag: software

Commission only?

– Why it doesn’t work and what you could do instead. I am assisting software companies with internationalisation.  What that comes down to is helping our clients acquire customers in a new market (bootstrapping), building a local presence (bridgehead) and heading for market dominance (scaling) [1]. Before jumping to...

The Cloud – how far away is it?

At the CeBIT in the year 2000 A.D. I was interviewed by several journalists about our expectations to the ASP delivery format.  How fast would it knock out the traditional (old economy?) license models?  What would the pricing policies be? How would we manage the cash flow issues? How...

Why do we need a strategy?

Do you want your business to grow, and do you want a (sustainable) solid profit? Why then, don’t we just go out there and get some customers, convince them to purchase our solutions at good prices (to us)? Why are we consultants always asking, “What is your strategy”? Apparently, there...

Selling software through a channel

Using a channel of independent companies to resell, implement and/or service your customers has a long tradition in the history of the software industry. For some software companies the channel has been a major contributor to global success, but for most software companies making it work is a constant...

Which market?

I  frequently meet with software companies from around the world, where we discuss issues around internationalization. One typical question is which market (geography) to penetrate first or next.  I ask them the following question: “Assume that I know everything about each individual market in world.  Which questions would you...

Winning Gold Medals in the Software Industry

In general, companies are good at developing new products, but often lack the skills to make them internationally known. Unfortunately, not many have serious medal chances! The globalisation process is gathering pace all the time and in the case of the software industry it is galloping along. We have...

Personal e-mails as a marketing vehicle?

Each person in your organization is submitting in average 10 personal e-mails to external business contacts each and every working day. If your company employs 500 people the volume of personal e-mails to external contacts will be in the magnitude of 1.000.000 each year....

The World is Flat

First posted: 16-08-2007 In his recent book “The World is Flat” Thomas L. Friedman reviews the consequences of the ever increasing capacity of the Internet. Particularly the improved communication bandwith between The USA and The Far East as well as the appetite of new Far East generations on higher...