Description: Thoughts about Informatics, Analytics, Compliance, Enterprise Software...and other stuff.
clinical trials (383) enterprise software (175) sdr (137) sdv (12) covance xcellerate
What motivates people to buy enterprise software. I remember Mark Lewis from EMC asserting that there are only three reasons:
I am a huge fan of this assertion; it keeps you focused on what is really important but note what is intentionally missing from the list…sex and sizzle, glitz and glam, shiny new stuff, etc. Consumer software often sells on this basis and it will get people in the enterprise to sit up and listen, it might get you through the customer’s door but it won’t get them to buy consistently and once the tarnish sets in, they will not be renewing contracts.
With innovative solutions you have to be able to deliver enough of a combination these three motivations to overcome the barrier to adoption. Note that customers typically see higher barriers to adoption for innovative solutions. Why?