• Home
  • Blog
  • Who We Are
  • Contact
  • Sponsors
Enterprise Irregulars
Smart Thinking for the Smart Enterprise
  • Featured Posts
  • Business
  • Technology / Software
  • Trends & Concepts
  • Startup Lessons

Selling Professional Services

Cash trumps Viability today

Cash trumps Viability today

By Brian Sommer on May 2, 2010

Cash is the most relevant buyer value in tech deals today. Some vendors and sales people get it – some don’t. Is it time you refreshed your solution’s economic value to clients? Can your solution even accomplish this?

Posted in Business | Tagged Current Affairs, Future of Application Software, marketing, Notable Research, SaaS, SaaS and Beyond, sales, Selling & Marketing Software, Selling Professional Services, Software Marketing, tco, Total cost of ownership

VMForce – What CIOs and others really need to think about

VMForce – What CIOs and others really need to think about

By Brian Sommer on April 27, 2010

Salesforce.com and VMWare made an announcement today that could auger big changes for Integrators, Outsourcers, Universities, IT professionals and CIOs. What was the fuss about VMForce?

Posted in Trends & Concepts | Tagged Cloud, CRM, Current Affairs, Future of Application Software, Implementing Technology, Outsourcing, Professional Services, SaaS, SaaS and Beyond, Selling Professional Services, Service Providers, Software development, Software Events, Software Vendors, software. applications, Think About IT

On-Premise ERP vendors: Your Partners are Abandoning You

On-Premise ERP vendors: Your Partners are Abandoning You

By Brian Sommer on April 15, 2010

Ann Landers frequently told readers to seek true love elsewhere. It looks like a number of big-name integrators, outsourcers, etc. have signed up with NetSuite, a SaaS application solution. It would appear that big service’s love for on-premise ERP is waning.

Posted in Technology / Software | Tagged Cloud, Current Affairs, India & Services, netsuite, Professional Services, SaaS, SaaS and Beyond, Selling & Marketing Software, Selling Professional Services, Service Providers, Software Marketing, Software Vendors, The Applications Market, Think About IT

A lesson CA could teach other vendors

A lesson CA could teach other vendors

By Brian Sommer on March 25, 2010

CA knows a thing or two about governance – now they’ve got a book out on the subject. Even more interesting is how this publication serves to differentiate CA from other firms who speak of governance but can’t prove the depth of their competencies.

Posted in Trends & Concepts | Tagged Auditing - Tax - Accounting, Current Affairs, GRC - Governance Risk Compliance, marketing, PPM - Project Portfolio Management, Professional Services, Selling & Marketing Software, Selling Professional Services, Software Marketing

PSA/PPM Goes Vertical – Better Time to Value for ChangePoint Solutions

PSA/PPM Goes Vertical – Better Time to Value for ChangePoint Solutions

By Brian Sommer on March 16, 2010

Compuware Changepoint has created a faster time to value solution for technology firms. PSA and PPM solutions are getting deeper vertical chops.

Posted in Technology / Software | Tagged Current Affairs, India & Services, PPM - Project Portfolio Management, Professional Services, project portfolio management, PSA - Professional Services Automation, Selling Professional Services, Service Providers, software as a service

The Inadvertent Freelancer (Part 3): Pre-Sales Homework

The Inadvertent Freelancer (Part 3): Pre-Sales Homework

By Brian Sommer on February 25, 2010

What differentiates one freelancer from another is their brand and how they present. Are you doing everything possible to speak to the prospect’s issues instead of speaking about yourself? Selling doesn’t have to be hard if you sell with your strengths: your subject matter expertise and your knowledge of the prospect.

Posted in Business | Tagged Contracting, Current Affairs, HR, marketing, PowerPoint, pr, pre-sales, Professional Services, Public speaking, sales, Selling Professional Services, Service Providers, Subject Matter Expert, Trade fair

The Inadvertent Freelancer (part 2): How to Sell

The Inadvertent Freelancer (part 2): How to Sell

By Brian Sommer on February 25, 2010

So, you’re now a freelancer – While that wasn’t your career plan, initially, you’re a freelancer now. How do freelancers sell when they’re really great at delivery? Read part 2 of this three part series on the world of Inadvertent Freelancers

Posted in Featured Posts, Trends & Concepts | Tagged Current Affairs, Facebook, Freelancer, freelancing, group dynamic, linkedin, marketing, Professional Services, sales, sales skills, Selling Professional Services, Service Providers

The scary side of freelancing: the inadvertent freelancer

The scary side of freelancing: the inadvertent freelancer

By Brian Sommer on February 17, 2010

Not every freelancer is one by choice. The economy has thrust millions into the freelance economy. Technology can help some of them but what about the inadvertent freelancer? Who’s helping them?

Posted in Trends & Concepts | Tagged Business Services, Consulting, Current Affairs, Elance, Employment, Freelancer, Marketplaces, oDesk, Professional Services, Selling Professional Services, Sourcing, Think About IT | 2 Responses

Update: Fieldglass

Update: Fieldglass

By Brian Sommer on January 18, 2010

Local Chicago software firm is growing, prospering and winning in a down economy and tough, consolidating sector. Learn more about Fieldglass and the issues in the contingent services space.

Posted in Business | Tagged Contracting, Current Affairs, fieldglass, Fortune 500, HR, Human resources, Professional Services, Selling Professional Services, Service Providers, Silicon Valley, Sourcing

Collector's Item: Accenture/Tiger Woods advertising

Collector’s Item: Accenture/Tiger Woods advertising

By Brian Sommer on January 17, 2010

The Tiger Woods/Accenture connection is starting to disappear. Better look fast as evidence of this marketing marriage is dissolving quickly.

Posted in Business | Tagged Accenture, advertising, Current Affairs, eBay, Professional Services, Selling Professional Services, Service Providers, Tiger Woods

Next »

feed mail facebook twitter linkedin

EI Tweets

My Tweets

Popular Posts

  • Digital transformation and the high performance enterprise
  • Strategy, Business Model, and Who's Your Customer
  • Beyond The Three V’s of Big Data – Viscosity and Virality
  • Five Steps To Starting Your Digital Transformation Initiative
  • Google’s Woes and the Right to Be Pixilated
  • What else can you buy for $16 billion?
  • Net Neutrality, Are We Losing the Battle?
  • Enterprise Social Network - 2013 Part Two

Archives

Meta

  • Log in
  • Entries feed
  • Comments feed
  • WordPress.org

Authors

  • Anshu Sharma
  • Bob Warfield
  • Brian Sommer
  • Dave Kellogg
  • David Terrar
  • Denis Pombriant
  • Dion Hinchcliffe
  • Esteban Kolsky
  • Evangelos Simoudis
  • James Governor
  • Jason Corsello
  • Jason M. Lemkin
  • Louis Columbus
  • Michael Krigsman
  • Naomi Bloom
  • Paul Greenberg
  • Phil Fersht
  • R "Ray" Wang
  • Raju Vegesna
  • Ross Mayfield
  • Sameer Patel
  • Sandy Kemsley
  • Susan Scrupski
  • Thomas Otter
  • Tom Raftery
  • Vijay Vijayasankar
  • Vinnie Mirchandani
  • Zoli Erdos