2008 is emerging to be relatively difficult market conditions for selling tech, and it appears buyers are re-thinking 2008 spending. Seems IT buyers are cautious for a variety of factors. Off the top of my head... oil is approaching $100/barrel, US markets are in financial turmoil (and related sub-prime crisis), there is an unresolved and costly war in Iraq and a very nervous situation emerging in Iran, an election year with a wholly unimpressive and undifferientiated field, and a very weak US dollar... recession anyone?
What to do? Our five themes as we head into 2008 for emerging tech, media and telecom clients:
- Focus - Use the 80/20 rule relentlessly - sales organization, customers, product development, cost structure, channel, etc.
- Right-size - Align your cost structure with predicted revenues, communicate to your teams another mean season is just around the corner
- Delivering - Make some tough choices organizationally who is delivering and who is not
- Partnering - Parter 'big'; find larger partners with existing capabilities you envy to access new markets and new channels
- Selling - Sell 'value' and 'ROI', get religion about it... Don't pay it lip service, do it!
Thoughts?
Nice post,
This was a great information about the market conditions from 2008,
Anyway, thanks for the post
Posted by: Web developers | January 20, 2010 at 01:19 AM