Enterprise software marketing: Sell the value, not the box

Many enterprise software startups view success as a simple equation: build a great product and the world will line up to buy. There are two problems with this logic. First, it assumes that great product always drives great success; and second, this thinking leads to feature-oriented, rather than customer-centric, decisions. The tendency to focus on features rather than customer needs is understandable.

Read the source article at Enterprise Irregulars

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