Techniques To Sell Softwares & Third Party Controls

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Techniques to sell Softwares in India & sub continet market

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Techniques To Sell Softwares & Third Party Controls

  1. 1. Selling Software & Third Party Toolsets <ul><li>Who to sell ? </li></ul><ul><li>What to sell ? </li></ul><ul><li>How to sell & way to go to market ? </li></ul>
  2. 2. Who to Sell ? <ul><li>Organizations : </li></ul><ul><ul><li>Software Development / outsourcing organizations </li></ul></ul><ul><ul><li>ISV </li></ul></ul><ul><ul><li>Enterprises </li></ul></ul><ul><li>Target Audience in the organization: </li></ul><ul><ul><li>Technical Executive </li></ul></ul><ul><ul><li>Architect </li></ul></ul><ul><ul><li>Project manager </li></ul></ul><ul><ul><li>Developer </li></ul></ul><ul><ul><li>Designer </li></ul></ul>
  3. 3. What to sell ? <ul><li>For Microsoft Environment-( visual Studio) </li></ul><ul><ul><ul><li>NetAdvantage for ASP.NET </li></ul></ul></ul><ul><ul><ul><li>NetAdvantage for Windows Forms </li></ul></ul></ul><ul><ul><ul><li>NetAdvanatge for WPF </li></ul></ul></ul><ul><ul><ul><li>NetAdvantge for AppStylist </li></ul></ul></ul><ul><li>For JAVA Environment </li></ul><ul><ul><ul><li>NetAdvanatge for JSF </li></ul></ul></ul><ul><li>For Testing –Windows forms( HP’s QTP)-doing Regression test </li></ul><ul><ul><ul><li>TestAdvantage for Windows Forms </li></ul></ul></ul><ul><li>Training & Consulting services </li></ul>
  4. 4. How to Sell & Way to Go to Market? <ul><li>How I sell ? </li></ul><ul><ul><ul><li>Research on Company( Via Website Visit or other sources) </li></ul></ul></ul><ul><ul><ul><ul><ul><li>Is it product based or project based ? </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Technology Used ? </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Total Strength of company </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Strength of ASP.NET / Windows Forms developers? </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Strength of JAVA developers. </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Strength of GUI developers ? </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>& any other information of importance. </li></ul></ul></ul></ul></ul><ul><ul><ul><li>Find Key contacts /decision makers or Technology Influencers in organization </li></ul></ul></ul><ul><ul><ul><ul><ul><li>Tech Executive </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Architect </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Project Manager </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Developer </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Designer </li></ul></ul></ul></ul></ul>
  5. 5. How to sell ? …. continued <ul><li>Engage the key contact & Sales process </li></ul><ul><ul><ul><ul><li>Find the key contact details( Email, Phone Number etc..) </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Talk over phone first and take appointment( discuss brief about product) </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Email product brief info, website & product Link. </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Meet, Brief about company & product and encourage to evaluate the product. </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Handover the Eval copy or share link to download from website. </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Invite them to Breeze Demo Session </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Follow up on evaluation process. </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Get them the Tech Support. </li></ul></ul></ul></ul><ul><ul><ul><ul><li>After successful evaluation , send quote for the product sale. </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Close the deal. </li></ul></ul></ul></ul>
  6. 6. Business process & Reporting from Channel <ul><li>Weekly once con call for sharing information & progress on business & accounts. </li></ul><ul><li>Share the opportunity report for the week & Month End Report. </li></ul><ul><li>Engage with account manager for Enterprise deals & prospects. </li></ul><ul><li>Monthly once for two days visit to your big accounts and prospects by Account manager. </li></ul>

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