SoftwareCEO - Software Innovation Awards

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Value Selling Maturity: Key to Sales in Tight Times

July 23, 2009
9am Pacific, 12pm Eastern

What it's about...

Customers only buy if they can see the value in your offerings. Yet many ISVs are missing sales because they can't convincingly convey that value, despite widely-followed sales methodologies. How do you successfully sell on value?

Learn about...

Why it's so hard to show and sell on value
The Value Selling Maturity Model
Creating marketing messages that fill the sales pipeline
Quantified value raises closing rates and prices paid
Qualifying on value economically increases sales call yield
Appropriate use of dashboards and calculators such as Web ROI™
Case study – increasing high-value high-tech sale
Conventional sales methodology approaches to value selling
Why selling on features/benefits gives low payback
Powerful Problem Pyramid™ gets the requirements value right
ROI Value Modeling™ method links costs to value
10 seldom-recognized pitfalls that undercut most ROIs

So if your customers are telling you they just don't see the value...

2009 Software Innovation Awards

The software industry is driven by innovation. Our competitiveness is a result of innovative product offerings and business models, and is the key to our industry's future growth and vitality.

Software innovation is more than just ideas; it's the ability to develop those ideas and make them work in the market.

Winners for the
2009 Software Innovation Awards
were announced June 17, 2009.

Check out the press release here.

SoftwareCEO’s annual Software Innovation Awards recognize our industry’s efforts and accomplishments in bringing innovative software products and new business models to market.

We invite software companies, software service providers, and companies serving the software industry to apply for the SoftwareCEO/CompTIA Software Innovation Awards.

We’re looking for technological and business model breakthroughs that deliver innovations in software and content delivery. They can be in the form of products, ideas, services, companies, or business models.

General Award Criteria

SoftwareCEO’s annual Software Innovation Awards recognize products, ideas and business models that break with conventional software ideas and processes which produce results that go well beyond marginal improvements on that which already exists.

Criteria for the awards include:

Scope of the innovation – What business problem/opportunity does the innovation address and what is the size of the problem/opportunity?
Impact of the innovation on software or the software industry – What practical results (sales, users, profits, etc.) has the innovation had on a software product or the software industry? The innovation must be new and have both a current and future impact.
Novelty of the innovation – How does the innovation break with traditional ideas or processes?

Details

For details and frequently asked questions on the Software Innovation Awards:

Finalists and Winners

Here are the finalists and winners from prior years:

2009 Award Judges, Finalists and Winners
2008 Award Judges, Finalists and Winners
2007 Award Judges, Finalists and Winners

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