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Teach Prospects How to Buy Software

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Let's face it; people in most companies don't know how to buy software. It's not their fault. They just don't have much experience at it. Harry Howe is president of Howe Leadership. In this Point of View, we look at Harry's advice for both buyers and sellers of software.

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Page 1: Teach Prospects How to Buy Software Correctly

Teach Prospects How to Buy Software

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Page 2: Teach Prospects How to Buy Software Correctly

Harry D. Howe, PresidentHowe Leadership

www.HoweLeadership.com

http://www.marcomproductions.com/point_of_view.html
http://www.twitter.com/marcomservices
http://www.twitter.com/marcomservices
http://www.google.com/url?sa=i&rct=j&q=harry+howe+leadership&source=images&cd=&cad=rja&docid=shbhYxO5Uc4QAM&tbnid=OiSfLISY9OPUcM:&ved=0CAUQjRw&url=http%3A%2F%2Fwww.123people.com%2Fe%2Fharry%2Bhowe&ei=O5IzUazPAqHLyAHBs4FA&bvm=bv.43148975,d.aWc&psig=AFQjCNEj8vnVQ3EYLFbbGFCLWxBB_qJFAg&ust=1362420641050486
Page 3: Teach Prospects How to Buy Software Correctly
http://www.marcomproductions.com/point_of_view.html
http://www.twitter.com/marcomservices
http://www.twitter.com/marcomservices
http://www.google.com/url?sa=i&rct=j&q=long+meeting&source=images&cd=&cad=rja&docid=SfJUHKqHp2wRBM&tbnid=jAiarJEMgsMEaM:&ved=0CAUQjRw&url=http%3A%2F%2Fneurocapability.wordpress.com%2F2012%2F08%2F09%2Fhate-long-meetings-try-the-10-minute-standing-meeting%2F&ei=JZgzUcnOK-azyAHsuoCgAQ&bvm=bv.43148975,d.aWc&psig=AFQjCNE4XCDsK_sgGDDNVPSgUb82nCVXIQ&ust=1362422113416746
Page 4: Teach Prospects How to Buy Software Correctly

Unskilled Software Buyers

Unrealistic expectations

No prioritized requirements

True requirements vs. Nice to have

Software implementation

Support requirements

Return on Investment

http://www.marcomproductions.com/point_of_view.html
http://www.twitter.com/marcomservices
http://www.twitter.com/marcomservices
http://www.google.com/url?sa=i&rct=j&q=long+meeting&source=images&cd=&cad=rja&docid=SfJUHKqHp2wRBM&tbnid=jAiarJEMgsMEaM:&ved=0CAUQjRw&url=http%3A%2F%2Fneurocapability.wordpress.com%2F2012%2F08%2F09%2Fhate-long-meetings-try-the-10-minute-standing-meeting%2F&ei=JZgzUcnOK-azyAHsuoCgAQ&bvm=bv.43148975,d.aWc&psig=AFQjCNE4XCDsK_sgGDDNVPSgUb82nCVXIQ&ust=1362422113416746
Page 5: Teach Prospects How to Buy Software Correctly

“What criteria will you use to make your

decision?

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http://www.twitter.com/marcomservices
Page 6: Teach Prospects How to Buy Software Correctly

R²ISCMethodology

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http://www.twitter.com/marcomservices
Page 7: Teach Prospects How to Buy Software Correctly

R²ISCMethodology

1. Requirements – Current

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http://www.twitter.com/marcomservices
Page 8: Teach Prospects How to Buy Software Correctly

R²ISCMethodology

1. Requirements – Current

2. Requirements – Future

http://www.marcomproductions.com/point_of_view.html
http://www.twitter.com/marcomservices
http://www.twitter.com/marcomservices
Page 9: Teach Prospects How to Buy Software Correctly

R²ISCMethodology

1. Requirements – Current

2. Requirements – Future

3. Implement-ability

http://www.marcomproductions.com/point_of_view.html
http://www.twitter.com/marcomservices
http://www.twitter.com/marcomservices
Page 10: Teach Prospects How to Buy Software Correctly

R²ISCMethodology

1. Requirements – Current

2. Requirements – Future

3. Implement-ability

4. Supportability

http://www.marcomproductions.com/point_of_view.html
http://www.twitter.com/marcomservices
http://www.twitter.com/marcomservices
Page 11: Teach Prospects How to Buy Software Correctly

R²ISCMethodology

1. Requirements – Current

2. Requirements – Future

3. Implement-ability

4. Supportability

5. Cost of ownership

http://www.marcomproductions.com/point_of_view.html
http://www.twitter.com/marcomservices
http://www.twitter.com/marcomservices
Page 12: Teach Prospects How to Buy Software Correctly

Harry D. Howe, PresidentHowe Leadership

www.HoweLeadership.com

http://www.marcomproductions.com/point_of_view.html
http://www.twitter.com/marcomservices
http://www.twitter.com/marcomservices
http://www.google.com/url?sa=i&rct=j&q=harry+howe+leadership&source=images&cd=&cad=rja&docid=shbhYxO5Uc4QAM&tbnid=OiSfLISY9OPUcM:&ved=0CAUQjRw&url=http%3A%2F%2Fwww.123people.com%2Fe%2Fharry%2Bhowe&ei=O5IzUazPAqHLyAHBs4FA&bvm=bv.43148975,d.aWc&psig=AFQjCNEj8vnVQ3EYLFbbGFCLWxBB_qJFAg&ust=1362420641050486
Page 13: Teach Prospects How to Buy Software Correctly

Teach Prospects How to Buy Software

http://www.marcomproductions.com/
http://www.twitter.com/marcomservices

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