Keynote: Be Wise, Not Sorry (Sellers Guide)
Your Transformative Guide to Smarter Software Sales
In today’s rapidly evolving business landscape, technology takes centre stage. Whether it’s streamlining processes, enhancing decision-making, driving revenue and profit or enabling new products, services and channels to market, software applications form the bedrock of most organizations.. From predictive AI to generative AI and deep learning, the quest to harness the power of the cloud knows no bounds.
Take it from me - buying software can feel like navigating a minefield. Recent Gartner surveys revealed shocking truths: only 48% of digital initiatives achieved their business outcomes and a staggering 60% of businesses regret their software choices! That's a huge hit to the buyer's bottom line and a major roadblock to progress - if not a compelling reason to avoid a purchase in the first place.
But fear not! I’ve done my own investigating and we will pull back the curtain on the biggest blunders in software selection. We'll expose the hidden pitfalls that can derail your customers which leave them regretting their decisions and missing their objectives.
The good news? You can help them avoid these costly mistakes! With 74% of supply chain leaders betting big on technology for growth, getting their software selection right is no longer optional – it's their competitive edge.
Join us for some unconventional wisdom as we reveal the secrets to:
- Identifying the critical steps customers must take up front
- Avoiding the common traps that lead to wasted time and money
- Presenting yourself as the best software partner to fuel their business goals, long term
- Ensuring customers achieve the game-changing ROI they deserve
- Navigating perceived risks of selections and engagement that may jeopardise success
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Workshop Series: Presenting Enterprise Software solutions
Workshop 1: The 4D Approach
NEEDS-VALUE-RISK-LONGEVITY
How to engage with software solution buyers in a true partnership driven competitive evaluation where the ownership of the outcomes are shared and value is delivered. We examine the approach, the key activities and governance to ensure objectivity and adherence to timelines.
Workshop 2: Vision, Needs & Outcomes
How to: (1) develop vision, business needs and outcomes from solution investment. (2) ensure alignment and support from leadership team, (3) draw out cross-functional interdependencies and technical/architectural requirements.
Workshop 3: Co-Selection
How to run “Art of the possible” sessions: exploring the possibilities, crafting options and assessing fit to needs/outcomes. Setting up for a sustainable partnership.
Workshop 4: Capability Deep Dives
How to (1) approach an evaluation and (2) demonstrate fit to: needs, value, risk and longevity.
Workshop 5: Value
How to (1) support the assessment of value expected from a programme (2) work with a customer to conduct an objective assessment of your unique contribution to that value and (3) execute a proof of value workshop.
Workshop 6: Risk
How to assess the risks (1) expected from a programme (2) associated with you, the vendor and (3) develop mitigation plans, together.
Workshop 7: Contracting & Preparation For Delivery
How to (1) set out what the right deal is (2) prepare for and execute negotiation and contracting for long term partnership. And then how to get ready for the delivery phase.