- February 28, 2023
- Posted by: Gopal Krishna
- Categories:
o ONE, large ISVs like Oracle, SAP, Microsoft have any software enterprise customer needs.
o TWO, large SIs like IBM, Accenture have capabilities to meet all their requirements.
o THREE, enterprise customers largely lean towards Tier 1 SIs & ISVs for “tried & tested” reasons…
Given this environment, a Mid-Tier Software Company (especially SIs) must adopt “Focus on Few” strategy for following reasons;
1. Choose ONE industry at a time where you have “stronger and deeper” capabilities
2. Leverage “accelerators / assets” that saves effort, time, cost for customers
3. Leverage partnership and relationship you may have with Tie 1 ISV
4. Demonstrate success stories with stats, especially with peers from any industry
5. Offer “Pilot” at a cost-based pricing
Defining your “Ideal Customer Profile (ICP)” and creating “Account Based Strategy (ABS)” for these ICPs is critically to your success.
The “good news” is that Enterprise Customers are open to work with specialist software vendors to solve specific problems through their “Special Programs.”
I know of a few such programs. Reach out if you would like to know more details…..
#ABM #ABS #B2B #GTM #Sales #Marketing
