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Richard Simpson

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Sept. 3, 2011

Richard Simpson and 9 other people answered this question at this roundtable

Prospecting and Getting in the Front of the Pipeline [8/18 @ 1 pm]

How much research should you do on a client when your product price is $180,000?

Great post from Dave, and some great insight in other posts as well. Although, with regards to Erik's comment, the value of the deal effectively sets a limit on how much time or resource you can invest in research and selling before you have made ... more

Sept. 3, 2011

Richard Simpson and 1 other person answered this question

What homework must be done before starting a software business

The real questions that you need to have completely bottomed out are:
What problem (Business) does your software solve?
Who owns the problem?
How many people own the problem?
Will they buy your solution?
For how much?
The rest of the questions you need to answer are operational how do ... more

Information Technology

Sept. 3, 2011

Richard Simpson and 18 other people answered this question

What is the number 1 reason why business intelligence projects fail?

BI implementations fail because they are effectively "elective propositions". That is once deployed their use / uptake / adoption / return on investment / value to the business is at the discretion of all of the potential users of the system. Attempting to service the ... more

Information Technology

Business Intelligence

Business Intelligence Software

Business Intelligence System

Sept. 3, 2011

Richard Simpson and 6 other people answered this question

Should sales reps use a pricing increase to create urgency to buy?

John your description is one I recognise, and the central point that creating uncertainty about the business case can, for very good reasons, be counter productive from a sales perspective is one all sales leaders should consider, before attempting to apply pressure of this type. ... more

Sales Management

Sept. 3, 2011

Richard Simpson and 3 other people answered this question

Apple is going to host their iCloud service using Microsoft's Azure and Amazon's AWS. Thoughts?

Many years ago when Sun Microsystems were very hot property, having torn a hole in IBM and DEC in the high powered workstation market, Scott McNealy decided that Sun was moving down to the desktop market and therefore the real enemy was Microsoft. So he ... more

Information Technology

Following 7 Topics

Cloud Computing

General Management

Information Technology

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