Eastern Software Systems Ltd'

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Eastern Software Systems Ltd.
Anil Bakht Chairman and Managing Director
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Assumptions

• Product built
• Selling to business
• At least one customer
• ESS experience

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Product

• Clear differentiation
• Niche
• Features dont count
• Beta site

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Where

• Where is the market
• Close to where you are
• Are you dependent

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Pricing

• Low? Longer to breakeven
• High? High barrier to entry
• Competing product?
• Unaddressed market

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Selling

• Simple proposition
• Pamper your sales staff
• Techies cant sell
• No competing product - start worrying
• Is somebody else creating a need?

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Selling

• Who is the target?
• Do they need it?
• Do they have a budget?
• Is a user interested?
• Is he a decision maker?
• Does he empathize with you?

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Selling

• First customer is the toughest to get
• Must get another before the first signed off
• Investment in customer satisfaction
• Expectations must match
• First few customers will be an investment

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Selling

• Reference selling (cheap but slow)
• Advertising (expensive)
• Can you handle the response
• Public Relations
• Advertising vs Credibility
• Direct vs reseller

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Bottom Line

• Dont get seduced by a spreadsheet
• Every customer must be cash positive
• Is pull being created?
• Difficult to push for ever
• Big money in the future not acceptable
• Payment terms more important than price

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Thank You

• www.ebizframe.com