Inside The Buyers Head Tim Clark May 4

May 4, 2009 Prepared for SIIA Software Summit San Francisco Tim Clark, Partner 349 First St., Suite A Los Altos, CA 94022 www.factpoint.com +1-650-233-1748 Copyright 2009 The FactPoint Group Inside the Buyer’s Head

FactPoint Background ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Agenda: Inside the Buyer’s Head ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Audience background ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

What’s inside the buyer’s head? ,[object Object],[object Object]

Survey Overview ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

It’s Bad, and Will Get Worse Before It Gets Better ,[object Object],Current Conditions How would you describe the current economic conditions in your industry vs. 6 months ago? Much Better Better Much Worse 12% 29% Same Worse 57% 2% 0% ,[object Object],[object Object],Future Expectations Compared to today, how do you expect conditions in your industry will be in 6 months? Much Better Better Much Worse 42% 3% Same Worse 40% 15% 0%

Companies’ Performance Will Suffer High Degree of Uncertainty How would you characterize the current level of economic uncertainty facing your business? Low Medium High Very High 5% 33% 39% 23% ,[object Object],More Challenges Ahead What do you expect for your company in 6 months versus now? ,[object Object],[object Object],[object Object],[object Object]

Goldman Sachs sees global IT spending down 9%

Six things NOT in the Buyer’s Head

“ I want to add a new software vendor today.” ,[object Object],[object Object],[object Object]

“ I hope it takes at least six months to get new software into production.” ,[object Object],[object Object],[object Object]

“ I want another information silo with my application data.” ,[object Object],[object Object]

“ Show me a pretty UI. Skip the financial stuff.” ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

“ We want to fill out your entire software suite.” ,[object Object],[object Object]

“ We’re planning to hire a dozen PhDs to help us come up with a new algorithm for managing our supply chain.” ,[object Object],[object Object],[object Object],[object Object],[object Object]

10 Thoughts Inside the Buyer’s Head

Money woes Our non-personnel budget got killed Layoffs always hit IT first Getting capital spending approved is tough.

Greater demands Business requires us to enable new revenue sources With fewer people to do the work, we’re trying to automate business processes.

Virtualize more? … but it saves money. We’ve virtualized servers, but I’m not ready to virtualize mission-critical applications…

Make it simple, social Make my life simpler, not more complex. Yes, we support social networking, but nobody has figured out how to make it strategic.

I want a life At the end of the day, I just want to tuck my kids in bed.

Lessons on selling in a recession

Play the budget angles ,[object Object],[object Object],[object Object]

Sprinkle a little Green on it ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Open source’s appeal: It’s not only about cost ,[object Object],[object Object],[object Object]

Choices: Sell software any way the buyer wants it ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Don’t sell what the software does. Sell what the software enables your customers to do. ,[object Object],[object Object],[object Object],[object Object],[object Object]

Have a story on Cloud Computing A chance for hardware vendors to sell new equipment Buzzword Enterprise computing’s future

Inside the Buyer’s Head ,[object Object],Tim Clark, Partner [email_address] +1 650-233-1748

Inside The Buyers Head Tim Clark May 4

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