Re:Ask HN: I'm sick of watching junk software outsell mine.
by fbliss on Thursday October 17, 2013 @02:05AM
(#6563895)
You hit the nail on the head here, I can't afford to (nor do I want to) reach end users - that's why the system integrators are key, and I know they want a good solid solution to offer.
Thanks for putting a unique angle on your point, that helps reinforce my feeling on who I should be talking to. Its the same way I sell system architecture and development services - through designers who need it. Keeps me from dealing with end users who have no idea what I'm doing back there. (during the sales process at least) ;D
Basically, from what you described of your software (E-commerce for SAP ONE) - it's not out of the box software.
You'll need someone to do integration, training, support, sales, etc.
You can either be a direct seller, and do all of those things inside your company, or partner with consulting companies/agencies/system integrators that will resell your software, and then add services and support contracts on top.
Don't try to sell directly to customers - you can't afford to reach them, and you can't afford to be in sales cycles with them.
Instead, make it worthwhile for consulting companies who already have these clients to resell your solution. They'll be your real customers!