650-999-0906 (US) or 226-780-0077 (Canada)

  newbusiness@eigenworks.com

A tale of two companies: The discounter and the price leader

Tweet this: New post @OnPM: "The discounter and the price leader" by @AWArmstrong http://wp.me/pXBON-2mq #prodmgmt #sales #negotiation #strategy #price

Unsticking the stuck deal

By Alan Armstrong

Have you ever heard this story before?

Exactly like me: The perfect reference customer

By Alan Armstrong

Most companies think that any satisfied customer is a good reference customer. But the truth is very different, and companies have lost deals because they don't understand what's going on or how to select a good reference. So...

The new enterprise boom?

Investors have been down on enterprise software for the last few years, but lately there has been a resurgence of interest in the sector. As Tech Crunch put it, "many investors believe a new wave of more disruptive, more sophisticated cloud-based...

Disruptive business model: Lew Cirne, serial entrepreneur on the future of Enterprise Software

Lewis Cirne (@sweetlew) believes that enterprise software needs to change, and his latest venture, New Relic, has blazed a path to do just that.

Guest Post: To Kill a Product: Why, When and How, Part 1/3

Note: This is the 1st of a 3 part series of articles by guest blogger Chris Brown. If you feel inspired to write a guest post of your own, click here to find out how to submit it to us.

Screw the Sales Process. Study the Buying Process

We spend way too much time in our companies designing, measuring, and enabling, the Sales Process.

Steve Johnson on Win/Loss, Ivan Chalif's Digest, and Alan's musings about the discipline of PM

Steve Johnson has probably taught 50,000 people how to do Win/Loss Analysis. Here are his views on Win/Loss Analysis. We couldn't agree more.

(How) do you measure customer satisfaction?

Dear Readers,

Who's in charge of price? (Hint: It's the person who speaks with the buyer.)

Eigenworks is shopping for a product. Over the last few months I've been looking to license some software from a vendor. The price is not astronomical, but it's a significant chunk for a company of our size. If we license the product, the vendor...

Contacting lost accounts

Customers will normally schedule time to speak with you, but it's not easy to get ahold of lost accounts. My hit ratio is about 50%, meaning that if I want to speak with 10 accounts, I need to target 20.

Win/Loss Analysis: What to do if you’re not allowed to call customers

Pragmatic Marketing’s 2008 survey revealed that only 20% of its 1100 respondents are personally performing Win/Loss Analysis. We followed up with a straw poll to ask why; Why are you not doing Win/Loss?

Thank you Plaxo: You synchronize my life

For years I have wanted this service. Some promised, but no one delivered. And now along comes Plaxo.

Here’s the Deal with Biz Dev (Part I)

Saeed has posted two fairly provocative items about business development. (Here are the first and the second.) Frankly, Saeed, you're not following your own advice. To paraphrase you, "Enough with the missives about Biz Dev".

SaaS: A revolt against Enterprise Software

How many failed enterprise IT projects will it take, till too many people have died?

OK, the Bob Dylan reference may be overkill, but SaaS represents a revolt against the sins of enterprise software past. The challenge today selling enterprise...

Why I hate PowerPoint

I hate PowerPoint. I hate what it has done to modern meetings, and I hate the fact that it is expected that one will produce slides for each meeting. Am I being a little strong here? Maybe the verb should be lament. Yes, I lament the dominance...

Negotiation 101: You have to give to get

Repeat after me: It's not (only) about price.

Why is it that in the end, negotiations so often come down to price? I have worked with sellers for many years now, and I am often dismayed at how little power they feel during a negotiation, and even...

1

Subscribe to the Blog