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How Do We Learn About Software Companies?

 

Finding software companies that extend our solution for Wholesale Distribution is at the same time a vibrant, serendipitous activity as well as a methodical review of lists of features, functions, references and price points.  Once I have the names of companies, learning about them is often as easy as reading their web site and placing a call directly to the company.  However, where and how the names of companies make on to my radar screen is a story worth mentioning.

 

  • SAP solution development teams let us know the overall product direction and identify white space or potential white space.  Solution Development often has a view to how our IBU addresses white space in other geographies.

 

  • Industry Principals give me the names of companies that they see during sales cycles during regular reviews of our ISV eco-system.  They also direct me to companies that they come across at industry events and trade shows. 

 

  • Customers tell us what they are doing and recommend companies with a solution that meets their needs.  These are often specific to an industry vertical or micro-vertical.  For example, a customer recently introduced me to a company with a solution for the Food Service equipment market.  Customers also ask us to check out a company that offers a solution to a problem that is a known white space but is on the SAP product roadmap.  In this case we present the roadmap timetable to our customers and let them decide to wait for the SAP solution or to move ahead with a partner.  

 

  • Companies call directly. Our industry focus makes software companies who wish to do business with us sell to each industry group and often one at a time.  This process teaches them to be aggressive and to keep calling until they make a connection.
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