The business of software and software services is changing and with this the software proposal becomes more and more important. After many years of fairly static business models, traditional enterprise software vendors find themselves challenged by a number of new business models: Software-as-a-Service (SaaS), open source, outsourcing are all trends that influence software activity. This can shorten the decision time for the customer and therefore the sales cycle. Rather than the traditional requirements gathering, POC, pilot and finally full deployment stages … customers are able to make a quick decision and implement after a free online trial of a hosted software service, without the heavy financial commitment of a perpetual software license. If you sell your software or service the “old-fashioned” way, with plenty of time to gather and refine requirements, you may find that your customer makes a purchase decision with your competitor before you even submit your software proposal!
In today’s evolving software services market, it’s critical to focus on five key elements for a winning software proposition:
Sales cycles are much shorter in the online services market than in traditional software. It used to take 6-12 months or more to sell software in an enterprise environment. Now business customers can make a software service purchase decision in less than three months (often much less). You need to be able to very quickly identify the requirements and customer personalization needed to put that proposal together as quickly as possible. One of the benefits of a service or subscription offer is that it can be more easily refined over time if needed.
2. Assign a correct price to your product or service
If you are looking to sell the customer a million dollar perpetual server software license and what they are looking for is a hosted web service with a low monthly subscription fee per user … lose the deal, no matter how good it is. written your proposal. Make sure you are on the same page as your customer on the type of service they need to meet their needs and evaluate / rank your product accordingly. You may want to provide a menu of offers at separate pricing, perhaps on a subscription basis, rather than the traditional all-in-one enterprise software license.
3. Talk to your customer’s sweet spot
Your software proposal should answer a question or address a concern that’s on top of your client’s mind. Otherwise it will just gather dust on their “things I should read when I have time” (we all have them, don’t we?). Pick a sore point (put it in your client’s words if possible) and specifically address how your software or service will solve their problem. Link it to your value proposition below. Get back to the sore spot when you close with tangible ROI and metrics / benefits at the end.
4. Include a strong value proposition for all stakeholders
What is the biggest benefit of your software or service for this customer? What is your main advantage over the competition? This is your value proposition. Keep it simple and make sure it’s prominently displayed in your proposal’s executive summary (your proposal includes an executive summary, right?). If you can quantify it (for example, with a few ROI messages), do it. The more concrete benefits you can articulate at the start of the proposal, the more likely your client will keep reading. แทงสล็อตได้เงินเร็ว
Your value proposition must clearly differentiate your software or service from the competition, whether it’s a licensed software vendor, SaaS provider, open source software, or consulting firm. Each requires a different type of value proposition.
Finally, make sure you have a clearly articulated value proposition in that executive summary that speaks to each stakeholder in the purchase decision. Make a list of stakeholders within the client company and take turns in their shoes. Read the proposal with them in mind. Have you included a benefit statement that you speak directly to them?
5. Reinforce your value proposition with ROI and customer examples
So you’ve included a strong value proposition and benefits for each of your stakeholders in the executive summary of the proposal. Good! This means they will keep reading.
But that’s not enough to take the next step and buy. Your proposal must clearly identify how each benefit will be achieved by your software or service and how you will quantify or measure the result (metrics!)…