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Selling High Value Software Paperback – February 7, 2007

by John Coburn (Author)
3.6 3.6 out of 5 stars 4 ratings
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Based on twenty plus years of selling enterprise software solutions, "Selling High Value Software" is about winning deals at the highest attainable value. It covers first-hand tips and techniques that you can use to boost value recognition and sustain it through the most demanding sales cycle. These are ideas and suggestions that will help you through the sales negotiations, due diligence processes and commercial situations that are typical of high value software contracts. Aimed at small and medium sized software companies who develop original intellectual content, the book is a street-fighter's guide to value creation and is beautifully paced throughout it's high-octane 200+ pages.
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  1. Reading age
    1 year and up
  2. Print length
    212 pages
  3. Language
    English
  4. Dimensions
    5.98 x 0.53 x 9.02 inches
  5. Publication date
    February 7, 2007
  6. ISBN-10
    1411650891
  7. ISBN-13
    978-1411650893
  8. See all details
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The Amazon Book Review
The Amazon Book Review
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Editorial Reviews

From the Author

Selling High Value Software is written specifically for Small to Medium sized software companies who are already selling or are planning to sell to large Corporate and Institutional end user markets. It is geared particularly towards software companies who develop and sell original intellectual content and has the primary objective of helping those companies gear up their sales teams for high value project engagement. The book is a relatively quick read. I have written it this way so that more people might read it!

The opening chapters are quite light! They are designed to put context on the pre-sale tactical negotiation by (1) creating a clear reference framework for the various "touch points" between the software company and its prospective customer, and (2) establishing a basic understanding of some of the value-creating factors, including licensing, that can have a major influence on deal size. As the book progresses, readers are taken inside the actual "Master Services and Licensing Agreement" and pointed towards certain areas where they are likely to be negotiated. Ideas are provided where appropriate that suggest counter proposals, alternatives and tactical advice on what to do in a variety of "sticky situations"!

The later chapters cut right to the chase and outline some very specific ways which software companies can use to steadily ascend their buyer’s value chain. These techniques are designed to give the software entrepreneur and sales professional maximum leverage for their valuable intellectual know-how. It is expected that these "value-boosters" will serve as a trigger for various permutations or similar ideas which could be practically applied in any given circumstance.

Selling High Value Software aims to put just one new idea in the palm of your hand that can deliver a major value boost in your next a subsequent sales opportunities! There’s a reasonable probability that you’ll apply more than one.

About the Author

John Coburn is an award-winning speaker, author and entrepreneur and has been in the international software and high-technology business for twenty-three years. He has engaged big-ticket corporate and institutional business from all corners of the globe including the USA, Japan, Egypt, Australia and many countries in continental Europe. He held senior executive positions with organizations such as Westinghouse, WBT Systems, Eontec (now Siebel Systems), Mentec and Deecal International. Throughout his career he has been an executive board member with several software and high-technology firms including two companies which he founded – PraxisNow and Mediacom. John has authored two books, Selling High Value Software and Components of Internet Marketing Strategy.

Originally a graduate of electronics engineering, John additionally studied marketing management at the Irish Management Institute. Today, he is a member of the Internet Marketing Centre’s mentor programme in Austin, Texas and is a President’s Club member of the Sandler Sales Institute.

Product details

  • Publisher ‏ : ‎ Lulu.com (February 7, 2007)
  • Language ‏ : ‎ English
  • Paperback ‏ : ‎ 212 pages
  • ISBN-10 ‏ : ‎ 1411650891
  • ISBN-13 ‏ : ‎ 978-1411650893
  • Reading age ‏ : ‎ 1 year and up
  • Item Weight ‏ : ‎ 2.31 pounds
  • Dimensions ‏ : ‎ 5.98 x 0.53 x 9.02 inches
  • Customer Reviews:
    3.6 3.6 out of 5 stars 4 ratings

Customer reviews

3.6 out of 5 stars
3.6 out of 5
4 global ratings

Top reviews from the United States

......
5.0 out of 5 stars Great for selling Agile software projects.
Reviewed in the United States on February 26, 2009
Verified Purchase
What this book does WELL is to get the Technical people to stop selling the PROCESS (how wonderful our company and products are) and focus on selling what the customer needs to buy. I worked at Menlo Innovations. They sell Agile software development. And they have huge PR. But they can't close deals because they are in LOVE with their process. This book addresses that issue. When technical people fall in love with their process. It show you how to focus on what the customer cares about. THIER BUSINESS.

- Very good!
5 people found this helpful
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Mark Dejohn
1.0 out of 5 stars Don't waste your money
Reviewed in the United States on March 30, 2007
There is nothing in this book that really tells you how to grow a deal and do you really care on how to setup a MSA? They are not the norm for smaller software companies and don't apply, Coburn calls the MSA the holy grail. Talking about level 1,2 and three in a ASP model, who cares? Telling me how to write a contract, who cares? Each company has their own contracts and limitations as to what can and cannot be done. Build value by getting to the C level and getting buy in from your client on your product roadmap, etc.

The book is worthless folks and boring to read. He focuses on MSA's and contracts amd how to negotiate a MSA, whatever? There was nothing in this book that's of value really, I threw the book in the trash.
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AP
5.0 out of 5 stars On the money!
Reviewed in the United States on June 3, 2006
I have been putting together "large ticket" OEM Software deals for about seven years. I have read all the "sales books", Strategic Selling, Selling to Vito, etc.. They are all good but none of focus on building value when putting together a software deal. How do you take a $100K deal and transform it into a $1M+ dollar deal? Aahh... if you only knew how to do this you could make a much better living. John Coburn can lead you down this path with real world "street smart" ideas. If you sell software and you have not read this book, you are wrong!
6 people found this helpful
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Paul Lanigan
5.0 out of 5 stars Right on the money
Reviewed in the United States on March 12, 2007
I have sold software for several years for both large corporations and new start ups. I wish I had this book back then. It's a field sales bible for the smart sales executive or manager. It's a must on any serious pro's book shelf
3 people found this helpful
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