�ݺ�ߣshows by User: hughbtaylor

�ݺ�ߣshows by User: hughbtaylor / http://www.slideshare.net/images/logo.gif �ݺ�ߣshows by User: hughbtaylor / Sun, 28 Apr 2013 18:04:12 GMT �ݺ�ߣShare feed for �ݺ�ߣshows by User: hughbtaylor Getting to Yes with the Business Decision Maker /slideshow/getting2-yesbdm/20156520 getting2yesbdm-130428180412-phpapp01
Selling software to corporate clients typically includes the challenge of convincing a business decision maker (BDM) to say “yes” to an investment whose return is difficult to define. Making the all-important business case to the BDM requires software marketers to think outside of their IT comfort zones and get past technological buzzwords and the IT-centric sale. BDMs think differently from IT decision makers (ITDMs) about major software purchases. To reach them, we have to articulate a strong business value proposition for the technology purchase. In this paper, Hugh Taylor, a former IW Comms professional who now creates BDM-facing content for Microsoft, explores some proven techniques for persuading BDMs to invest in a long-term relationship with an IT vendor]]>
Selling software to corporate clients typically includes the challenge of convincing a business decision maker (BDM) to say “yes” to an investment whose return is difficult to define. Making the all-important business case to the BDM requires software marketers to think outside of their IT comfort zones and get past technological buzzwords and the IT-centric sale. BDMs think differently from IT decision makers (ITDMs) about major software purchases. To reach them, we have to articulate a strong business value proposition for the technology purchase. In this paper, Hugh Taylor, a former IW Comms professional who now creates BDM-facing content for Microsoft, explores some proven techniques for persuading BDMs to invest in a long-term relationship with an IT vendor]]> Sun, 28 Apr 2013 18:04:12 GMT /slideshow/getting2-yesbdm/20156520 hughbtaylor@slideshare.net(hughbtaylor) Getting to Yes with the Business Decision Maker hughbtaylor Selling software to corporate clients typically includes the challenge of convincing a business decision maker (BDM) to say “yes” to an investment whose return is difficult to define. Making the all-important business case to the BDM requires software marketers to think outside of their IT comfort zones and get past technological buzzwords and the IT-centric sale. BDMs think differently from IT decision makers (ITDMs) about major software purchases. To reach them, we have to articulate a strong business value proposition for the technology purchase. In this paper, Hugh Taylor, a former IW Comms professional who now creates BDM-facing content for Microsoft, explores some proven techniques for persuading BDMs to invest in a long-term relationship with an IT vendor <img style="border:1px solid #C3E6D8;float:right;" alt="" src="https://cdn.slidesharecdn.com/ss_thumbnails/getting2yesbdm-130428180412-phpapp01-thumbnail.jpg?width=120&height=120&fit=bounds" /><br> Selling software to corporate clients typically includes the challenge of convincing a business decision maker (BDM) to say “yes” to an investment whose return is difficult to define. Making the all-important business case to the BDM requires software marketers to think outside of their IT comfort zones and get past technological buzzwords and the IT-centric sale. BDMs think differently from IT decision makers (ITDMs) about major software purchases. To reach them, we have to articulate a strong business value proposition for the technology purchase. In this paper, Hugh Taylor, a former IW Comms professional who now creates BDM-facing content for Microsoft, explores some proven techniques for persuading BDMs to invest in a long-term relationship with an IT vendor

Getting to Yes with the Business Decision Maker from Hugh Taylor

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0 https://cdn.slidesharecdn.com/profile-photo-hughbtaylor-48x48.jpg?cb=1523026611 My book on event-driven architecture is out at http://tinyurl.com/c9leaq Hugh Taylor, President of HTMC, has created marketing content for such clients as Microsoft, IBM, Sybase, First Data, and Quark. Most recently, he was Social Software Evangelist for IBM Software Group. In this role he developed a unique financial payback model to quantify ROI for social software in the corporate environment. As Public Relations Manager for Microsoft's SharePoint Technologies, Hugh was responsible for generating the "Billion dollar juggernaut" story that has made SharePoint a high profile product for the company, generating over 800 pieces of press coverage in one year. A Certified Information Sec