Shannon Wedding

Part 2: Software and Services are Dead, Long Live the Customer!

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Posted In: KeyedIn Partner Insights

The Gap Between the Parties A gap exists within the IT industry between software vendors, business consulting practices and customers.  This gap stems from each party’s differing motives and ways of doing business. The software vendor wants to sell the applications they have spent countless years and R&D budget creating, refining and expanding. Business consultants want to sell business processes they have developed and have been using in past engagement; while also conforming to and supporting a particular software application they have experience using. The customer wants to solve the current problem they have. Let’s look at each further. Software  

Shannon Wedding

Part 1: Software and Services are Dead, Long Live the Customer!

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Posted In: KeyedIn Partner Insights

Focusing on the Solving the Problem Not long ago a colleague and I were working on creating a new value proposition for the solution we sell.  We were struggling with how to marry our software offering with our services offering into cohesive message clients would understand and buy into.  What we realized was that when we strip away the software and services, at the core we are simply trying to solve a problem the customer has and the software and the services are merely tools that help solve the problem.  This simple thought clarifies a lot of my observations. While  

Shannon Wedding

Partner Matters

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Posted In: KeyedIn Partner Insights

#1: It Takes a Village | Building a Holistic Partner Ecosystem Diversity is a common thread throughout today’s society and a requirement in many business practices. Investors diversify their portfolios to guard against risk and reap a greater return on investment. Companies diversify their product and service offerings across industries, geographies and customer buying classes in order to increase their potential. Even my wife shops a multiple grocery stores to get the right products and the best price. Social astuteness has changed not only the way we interact personally, but also how we interact within the business world.  Many studies