Tips for a Slow Software Market
How can a software provider continue to
and/or grow market share in a slow software market?
The key point was made very well by Mick Liubinskas's
advice for a slow software market on his "Web Strategy" blog:
"if your product is about reducing risk or reducing costs and the return is clear and short" then there could be opportunity.
That's something every business software provider should take to heart: in the current times, folks need to look at their messaging and how they're selling, and keep laser-focused on developing a value statement showing customers how they address immediate financial painpoints... if possible.
Now is the time to focus keenly on sharpening your sales and marketing:
- Develop a crystal clear, detailed
profile of your target customer.
Make sure every marketing message and sales effort is focused on only customers that fit that profile.
- Refine your customer value proposition. If your product supports it,
develop a clear short-term ROI story
for your customer base and use it in your sales efforts.
- Keep your sales focused on leads that fit your target customer profile. Follow
these top tips for strong software sales
to the letter.
- Update your
marketing strategy and plan
to reflect the current economic times and market conditions. If you developed your plan when economic conditions were rosier, it may no longer be as relevant as you need for your business to stay strong.
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