Good afternoon Ladies and GentlemenMy presentation is devoted to giving you idea about one more possible way to expand your business and increase revenue.It’s not just a theory. These ideas are based on my experience.
First, I would go through key characteristics of ISV and custom development companies. Small remark, I talk about ISV that works on B2B market.ISV is a mass market company. I.e. ISV deals with a large number of customers and isn’t able to go directly to an each customerISV should pay attention and to be perfect in marketing and product managementDevelopment process is focused on a product. Persistent development team.Due to its nature ISV usually does not have developers for customization of a product for specific needs of a customer
Say customer development vendor is on opposite side of software market.-CDV acquires customers through direct and active sales. Sales calls, direct mail, references, exhibitions. Main sales tactics is to find a decision making contact within an organization-Key factors to be successful are account management and personal contacts. Work with each account-Development process is focused to perform project with specific quality, during specific time and within specific budget. Project managers instead of product managers. Project manager keeps focus within specific project instead of planning of product development for years-CDV usually experiences pressure on wide market and forced to compete by price instead of expertise or quality
As a result of merge
Merging of ISV and custom development companies: benefits of cross-selling<br />
Brief ISV portrait<br /><ul><li>Bulk sales and passive selling
Important role of product management and marketing