| WHY CUSTOMERS BUY SERVICES – THE 3ES |
| Tuesday, 17 November 2009 05:15 |
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When purchasing business software and consulting services prospects buy primarily for one of three reasons: expertise, experience, or efficiency. David Maister in his book, True Professionalism, refers to these as the 3Es. Where a prospect is on this spectrum should tell you more about whether or not to pursue this prospect than should feature and functionality fit. To read more, a Subscription is needed: Click here to subscribe |
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The Editor
Bob Scott has been informing and entertaining the mid-market financial software community with his email newsletters for 10 years. And he has been covering this market through print publications for 18 years, first as technology editor of Accounting Today and then as the Editor of Accounting Technology from 1997 through 2009. He has covered the traditional tax and accounting profession during the same time and continues to address that as executive editor of the Progressive Accountant.
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INFOR RECRUITS CHANNEL ON LINKEDIN 
Infor has said it plans to grow its channel. And this week, LinkedIn users may have noticed that the company is advertising on the social media site under the headline “Channel partners required.” That phrase links to an Infor web page that proclaims “Infor Partner Network: Business Beyond Boundaries.”
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About the Author: Bob Scott has been informing and entertaining the mid-market financial software community with his email newsletters for 10 years. And he has been covering this market through print publications for 18 years, first as technology editor of Accounting Today and then as the Editor of Accounting Technology from 1997 through 2009. He has covered the traditional tax and accounting profession during the same time and continues to address that as executive editor of the Progressive Accountant. |