The SaaS impact on solution selling for ISVs (via Inner Lining)

Product marketing teams look at the software buying cycle as a consistent series of steps: awareness, consideration, trial, purchase, implementation and renewal.   For years, these steps have been manipulated through solution selling  where the key to success is control.  By knowing the buyer, the steps and the product, a skilled selling team is able to control the process and predict favorable outcomes on a consistent basis.  Oracle, SAP and Mic … Read More

via Inner Lining