Purchasing Live Support Software is “Too Easy” But Cheaper isn’t Always Better

When Purchasing Software is “Too Easy”

With the holidays approaching, consumers often are looking for the best deal.
In this shopping season, over 2000 consumers told PwC they will spend an average of $1,250 each this holiday on gifts, travel, and entertainment, an increase of 5% over last year.
For many retailers, that is good news. Plenty of annual strategic planning will be realized as manufacturers tweak product, price and psychology to make this their best shopping performance yet.
A favorite read for any software sales rep is SoftWAR, by Matthew Symonds. In it, Matthew details the inner strategies and discussions around how Larry Ellison positioned Oracle to become one of the greatest software success stories of all times. “There is no better software than software people actually use” rang true then, as it does today. But often the best deal for the consumer is not a fair deal for the vendor. When asked, “how much is this going to cost me?” often Larry’s response is “you’re asking the wrong question – the question you should be asking is how much are you going to make?”
Let’s run through a few pricing pitfalls software consumers find frustrating or even fatal.

1.       Software should be strategic

2.       Make software a relationship

3.       Free Trials

4.       Caution against “too easy”

5.       Training

It is important to make the Live Support Software project manager a part of your team to assure alignment – this approach provides optimal Return on Investment (ROI) and acclimation to your working environment.

Further and lastly, supply chain engagements are often overlooked and often sloppy when collecting necessary information to take action. JOLEADO Supply Chat generates a one-on-one engagement between the supplier and his/her sales rep. Sales reps are more productive, less disorganized as JOLEADO automates much of the mundane work that often risks losing a sale or disrupting a customer.