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Selling that Technology: Functions, Features & Fools
Image via Wikipedia Post 2 – What we saw at the HR Technology show Katherine Jones and I got a lot of pitches from technology companies at the recent HR Technology show in Chicago. Each of us asked...
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Friday Rant: No Vendor (even an On-Demand One) is an Island
There seems to be a fallacy on the provider side of the Spend Management market that On-Demand or SaaS business models do not require the same level of expert third-party services and implementation...
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References and Pricing for SaaS Startups
Getting the pricing right is a pretty critical part of any startup’s early stages. And it’s hard. The first task when selling business software (I differentiate from the consumer software experience)...
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Silos-in-the-Enterprise: Good. But Not All They Are Cracked Up to Be.
Just a few years ago, as the next generation of SaaS companies were beginning to scale, the idea of building a Big or Biggish SaaS Company using Silos-in-the-Enterprise was all the rage. For many it...
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How vendors think about licenses: marginal price
CRN recently ran a story summarizing a Forrester Research study (sorry, I don’t have the link – hopefully, someone will provide it in the comments) which revealed certain vendor practices which are...
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