The business model of charging High License Fees has been used for years to fund huge Marketing
Expenses. For years the traditional sales cycle involved using some of the most talented analysts
to serve the role of pre-sales consultant.
It is time for that business model to be discarded. The Internet now makes it possible to
present the product to prospects using web-conferencing products.
There is still a need to determine if a product will meet the needs of a prospective client. There are
often misunderstandings in the "question and answer" process currently used to analyze needs.
The Internet provides a way for the prospect to review and evaluate products without installing it
on their in-house system. Questions can be handled via regular telephone consulting.
The next area to change is to pay No Annual Maintenance fees.
|
|